The Pipeline

NOVEMBER 25, 2011

December 2007. Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Prospecting. April 2008. March 2008.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Pointclear

JULY 11, 2011

While Lauren provides 10-year financial data, I excerpted this column of the most recent fiscal year as it was fascinating to see all three companies reporting an identical 48% of revenue committed to sales and marketing expenses. Sales and marketing activity. Sales and marketing headcounts have increased to generate new customers.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

The Pipeline

JANUARY 13, 2014

The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it. Despite a recent article “ Cold Calling is Dead, Thanks To LinkedIn ”, seems to have jumped on the band wagon. Well it seems that cold calling is coming back into fashion. LinkedIn itself, seems to be leading the charge back. Tibor Shanto.

Cold Calling 312

Cold Calling Webinar Metrics Fashion Social Selling 312

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Regardless of the market you sell to, take a moment and reflect on the number of people with whom you come in contact — sometimes just once, other times on a regular basis. prospecting. December 2007.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

The Pipeline

MAY 27, 2011

December 2007. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. Let’s take a look at 10 fail-proof tasks to help turn prospects into buyers: Before the Call. January 2008.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

The Sales Hunter

FEBRUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Generating sales leads is not the sole responsibility of the marketing department. For many salespeople, if they had to wait for marketing to generate leads, they would wind up suffering a slow death. prospecting.

Motivation 200

Motivation Leads Marketing Qualified Lead Ideal Customer Profile 200

Partners in Excellence

JANUARY 8, 2019

I get up, look at my news feed reading blog posts on sales, sales management, marketing, business management. I’ve been actively writing this blog since 2007. You will find that I talked/ranted about the same issues in 2007 that I am currently ranting about. Go back to those older posts.

Ideal Customer Profile 84

Ideal Customer Profile Hiring Maximizer Twitter 84

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. FREE Resources.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Complain about marketing, insisting they are the reason you have not been able to close more sales. Spend all day figuring out who you should prospect. prospecting. December 2007. November 2007.

Motivation 213

Motivation Ideal Customer Profile Hiring Negotiation 213

The Sales Hunter

NOVEMBER 25, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. You can’t do your job without knowing something about your prospect or a scouting report. Related posts: 4 Common Sales and Marketing Practices that Fail in the New Economy. prospecting. December 2007.

Ideal Customer Profile 190

Ideal Customer Profile Face-to-face Negotiation Hiring 190

The Sales Hunter

JANUARY 20, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. I don’t believe it’s a lack of closing, prospecting or any other skill that most salespeople would say is the #1 way they are hurting themselves and their company. Leave that to your marketing or advertising department.

Motivation 183

Motivation Hiring Ideal Customer Profile Discount 183

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Develop your business marketing strategy first by asking yourself the following questions: 1.

Social Media 152

Social Media Media Motivation Hiring 152

The Sales Hunter

DECEMBER 19, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. A far more effective response is to create a sales and marketing system that provides an interconnected, measurable set of processes and tools that ultimately result in increased sales. prospecting. December 2007.

Small Business 166

Small Business Small Business Hiring Ideal Customer Profile 166

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. 4 Ways to Drastically Improve Your Marketing Right Now. prospecting. prospecting. You never want your customer/prospect to worry that you are talking negatively about them behind their back. December 2007.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Pipeline

APRIL 15, 2011

December 2007. How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. April 2008.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Hubspot Sales

JANUARY 17, 2023

Researching current market trends. On top of that, the total number of technology startups has increased by 47% since 2007, creating a growing need for capable tech sales professionals. Become more marketable with sales (or tech) certifications. Conducting discovery calls. Recommending and demonstrating products.

How To 115

How To Sales Qualified Lead Networking Software 115

The Sales Hunter

FEBRUARY 6, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. It is important to provide a framework that salespeople can follow systematically to move prospects through the pipeline. Provide a framework that salespeople can follow systematically to move prospects through the pipeline.

Negotiation 158

Negotiation Ideal Customer Profile Journal Guidelines 158

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sit in on a strategy session with your marketing team or a weekly budget update with a project manager. prospecting. December 2007. November 2007. October 2007. September 2007. FREE Resources.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Pointclear

AUGUST 11, 2015

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. It happens also to be one of the four primary duties for Chief Marketing Officers. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Hubspot Sales

NOVEMBER 17, 2020

Businesses moved their entire customer experience and go-to-market online, many for the first time. Ben Volkman of Zoom says, "It’s 34x more effective to sell using video in prospecting and calls than relying on phone or email.". Blanket outreach or prospecting will be ignored, and worse, despised. Offices have gone virtual.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Pointclear

JANUARY 15, 2013

Some of the reasons for this are: capacity, consistency, attrition, onboarding, peak staffing (such as to build pipeline for new reps…) but that is not what this article is about. This article is about how to select a partner once you decide to go in that direction. Global healthcare software and services company—since 2007.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Gong.io

FEBRUARY 14, 2022

Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. If you look on the Gong blog , you will likely bump into many articles he’s written. He talks about #sales, #leadership, #coldcalling, #prospecting, and #salesdevelopment.

Examples 121

Examples Strategy Hiring Cold Calling 121

The Pipeline

AUGUST 5, 2011

December 2007. For more information on each one and to see more choices for each category, check out the original article here: [link]. Lauren Carlson is a write and market analyst out of Austin, Texas. You can see her articles regularly on the Software Advice blog. Prospecting. When Sales Met Marketing.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

APRIL 27, 2011

December 2007. No matter how difficult your market or month is, there’s always something to celebrate. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Prospecting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Smooth Sale

SEPTEMBER 20, 2018

They did not need an agent nor did they have marketing materials. In 2007 I was inspired to create a web portal, ahead of the time and what was in vogue. I met with many speakers, consultants, coaches, trainers, team builders, authors to learn how they would like to market their expertise. Who Knows You? Offer weekly training.

Hiring 60

Hiring Social Media Networking Commission 60

Sales Hacker

SEPTEMBER 12, 2019

One of my goals for the day is to get through as many personalized prospecting emails as possible. I go back and forth between LinkedIn and Outreach, sending each person a relevant, concise message that conveys personal interest in both the prospect and their company. 12:15 – 2:00 pm : Prospecting/list building. And polite.

Outbound 58

Outbound Call-back SalesForce Face-to-face 58

The Pipeline

APRIL 29, 2011

December 2007. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. Our job as salespeople is to move as many qualified prospects through the sales funnel as quickly as possible—leading to more sales, better clients, and more income.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Close.io

SEPTEMBER 19, 2019

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Zuora was founded in 2007 by K.V. Zuora looks to see if a prospect is pursuing one of the “eight growth initiatives.”. It’s not like testing a new marketing app.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

The Pipeline

MARCH 18, 2011

December 2007. There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. Dan – Great article and defining the word helped people to understand exactly where you were going. January 2009. December 2008. November 2008.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

JULY 4, 2011

December 2007. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. 1. The above are a start, and need to be practiced, and constantly improved, but as you master them, you will see opportunities to tackle other barriers to prospecting success. B2B #Sales #prospecting. April 2008.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

APRIL 1, 2011

December 2007. Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. Stop the whining and start seeing the opportunity it provides to “touch” the prospect. Prospects don’t respond to robots going through the motions.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Pipeline

MARCH 2, 2012

December 2007. Good article and good food for thought. Much easier to show value to a customer than to a prospect. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects. Prospecting. When Sales Met Marketing. January 2009. December 2008. April 2008.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

OCTOBER 17, 2011

December 2007. Great article Tibor. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Who’s Expectations? Next Steps.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

The Pipeline

JULY 19, 2011

December 2007. To do that, perhaps the question leading to the premise of the article should have been: “How many conference sponsors have bought sponsorship online; how many of you have done that without speaking to a conference rep?”. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

NOVEMBER 28, 2011

December 2007. I further suspect that most would see themselves in the “open source” sales camp, evolving and improving with the market and customer demands; demands that are forced to evolve with the market and other developments. Prospecting. When Sales Met Marketing. January 2009. December 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

AUGUST 12, 2011

December 2007. link] An inspiring article that's a must-read. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success. Community Marketing Blog. January 2009. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008.

Pipeline 257

Pipeline Hoovers Customer Twitter 257