Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? 50-250 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Dave is the founder and CEO of Objective Management Group, Inc., When Sales Met Marketing. Community Marketing Blog. February 2012.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The ROI Guy

AUGUST 3, 2011

Alinean today announced the addition of three new customers and four new strategic partners during the second quarter of 2011. Alinean has been selected to develop and power value-based marketing and sales tool campaigns for customers including Quest Software, Polycom and Finlistics.

Demand Generation Agencies 51

Demand Generation Agencies Marketo Demand Generation Targets Demand Generation 51

The Sales Hunter

JANUARY 12, 2012

It’s time we kill the term “social media” and replace it with “business marketing.” If we think in terms of developing a business marketing strategy, we’re going to be far more effective in building our business rather than thinking of building a social media strategy. December 2011.

Social Media 157

Social Media Media Motivation Prospecting 157

Zoominfo

JULY 3, 2020

When it comes to identifying accounts to target for marketing campaigns, you have a lot to choose from. The same way that demographics provide information about human characteristics, firmographic data provides information about firms or companies that allow you to group them into market segments. So how do you narrow it down?

Data 100

Data Account Based Marketing Demographics Campaigns 100

The Sales Hunter

DECEMBER 15, 2011

Dec 15, 2011. It’s time we kill the term “social media” and replace it with “business marketing.” If we think in terms of developing a business marketing strategy, we’re going to be far more effective in building our business rather than thinking of building a social media strategy.

Social Media 152

Social Media Media Motivation Hiring 152

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Sales and Marketing Management

APRIL 27, 2017

Aaron Ross wrote Predictable Revenue in 2011, introducing the world of sales to mass email outreach. With average click-through rates hovering around 3 percent , the attention people are willing to pay to marketing and sales emails has dropped fast. Surviving the Mass Email Epidemic. Avoid clichés.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. of respondents), and peers (28.7%), especially early in the lifecycle.

ROI 40

ROI B2B Social Media Buying Cycle 40

SBI

SEPTEMBER 5, 2019

To help meet these elevated customer expectations, SiriusDecisions also predicts an increase in the adoption of customer engagement technologies and platforms – such as customer data platforms, customer success management technologies and customer advocacy software – that integrate into existing sales and marketing technologies and tools.

Revenue 67

Revenue SAP Sales Enablement Webinar Metrics 67

The ROI Guy

NOVEMBER 14, 2011

Hopes for the much anticipated economic recovery in 2011 were recently dashed as the European debt crisis proved worse than anticipated, and the US credit downgrade added additional uncertainty. As a result, several analyst firms have dropped their spending outlooks, and are predicting tight IT budgets for the New Year.

Case Study 69

Case Study Marketing Proposal Hiring 69

Nutshell

OCTOBER 12, 2017

New software product development generally leads to some panic, so we really wanted to build a brand that spoke to our geeky nature and put worried minds at ease. It can be used as an informal greeting used to show excitement, or as a verb meaning ‘to initiate conversation’.”— Patrick Shorb, President and Founder. Don’t Panic Labs.

Customer 102

Customer Campaigns Promotion Positioning 102

HeavyHitter Sales

AUGUST 29, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

HeavyHitter Sales

OCTOBER 9, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Webinar Metrics 60

Webinar Metrics Penetration Software Software 60

Green Lead's B2B

JUNE 1, 2022

Activate, a wholly-owned subsidiary of Next Fifteen Communications Group (LON:NFC), announced that it has acquired the company. Activate is the home that Green Leads deserves – a close knit company, still managed by the founders, that understands the marketing and sales landscape and will be an enduring partner moving forward.

Sales Qualified Lead 49

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 49

HeavyHitter Sales

OCTOBER 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

Velocify

JANUARY 29, 2013

According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams.

Inside Sales 71

Inside Sales CRM Leads360 Eloqua 71

Connext Digital

JULY 20, 2023

What they published in 2011 quickly became the de-facto standard in academic finance. Large volumes of text have become the new frontier for hidden market signals. In addition, specialist software may need to be developed, to help visualise the complexities of the NLP research stages and aid research.

Examples 52

Examples Lead Rank Social Media Data 52

Customer Centric Selling

AUGUST 30, 2013

By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. The software company VP of Sales missed the shift in buyer power. In 2011, the Sales Executive Council reported the average B2B buyer engaged with a vendor 57% of the way through their buying cycle. Each year we''ve improved."

Training 45

Training Buying Cycle Collateral Software 45

Your Sales Management Guru

NOVEMBER 28, 2011

This is your opportunity to contribute and vote for the top sales and marketing thought leaders, software tools and resources. I am delighted to announce that the 2011 Top Sales & Marketing Awards finalists have been chosen, and the voting polls in all fourteen categories are open – [link]. It’s Time to Vote.

Software 44

Software Software Motivation Groups 44

Crunchbase

MAY 14, 2020

We also want to express a special thank you to the members of the sales community who spoke up, and volunteered their time to help us as we not only reissue this list, but also think about even more ways we can shine a light on underrepresented groups within sales going forward. Founder and CEO of The Bridge Group. Brooke Bachesta.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Openview

SEPTEMBER 26, 2017

I just returned from Dublin where I spoke at SaaStock 2017 (what an amazing group of founders and investors!) What’s amazing about NetSuite is that their software can literally be used by any company. Note: NetSuite has an inbound marketing engine and grew to an almost $200M/year company with no outbound prospecting.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

HeavyHitter Sales

SEPTEMBER 8, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Conference 68

Conference Call-back Sales Meeting Meeting 68

HeavyHitter Sales

NOVEMBER 21, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Conference 60

Conference Penetration Meeting Cancellation 60

Your Sales Management Guru

JANUARY 15, 2012

As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. CRM Analyst, Software Advice. December 14, 2011. Acumen Management Group Ltd. by Lauren Carlson.

CRM 61

CRM Top of Funnel System Sales Leadership 61

HeavyHitter Sales

SEPTEMBER 12, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Sales Meeting 60

Sales Meeting Meeting Decision Maker Analysis 60

The ROI Guy

DECEMBER 9, 2010

Presenting to a group of IT managers in the UK, Dr Richard Berglin of Dot Net Solutions, outlined the ROI of cloud solutions, the specific areas in which savings can be made, and the flexibility benefits of a cloud solution infrastructure. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

ROI 40

ROI Social Media Media B2B 40

HeavyHitter Sales

NOVEMBER 24, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

The ROI Guy

JANUARY 10, 2011

Monday, January 10, 2011 Let the Good Times Roll? The 2011 Trends Looking forward, TechTargets recent 2011 IT Priorities Survey (2,300 respondents) points to a continued increase in IT spending to 2.8% Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives.

ROI 40

ROI Social Media Decision Maker Survey 40

HeavyHitter Sales

SEPTEMBER 11, 2007

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 60

Penetration Study Meeting Education 60

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall. Click here to learn more.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 17, 2011

Monday, January 17, 2011 Value Selling Tools and the Buying Lifecycle With two economic downturns in the past ten years, buyers are more frugal than ever, demanding that each investment help them do-more-with-less, provide a bottom-line impact, and deliver superior value. But up-front purchase price isn’t everything.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

HeavyHitter Sales

JULY 4, 2008

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Lead Rank 68

Lead Rank Lead Scoring Hotels Harvest 68

HeavyHitter Sales

SEPTEMBER 23, 2007

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Meeting 60

Meeting How To Penetration Sales 60

The ROI Guy

JANUARY 8, 2013

Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. As a result, IT Sales and Marketing will again be tasked to deliver incremental revenue regardless of challenging market conditions and despite the historically low spending growth.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Jonathan Farrington

DECEMBER 4, 2011

Will marketing ever marry sales? - LinkedIn groups – does size really matter? What % of group members actually contribute anything? - Why will 50% of salespeople miss quota in 2011? Some 2012 Predictions for the Sales Space. Published by Jonathan Farrington at 2:54 am under General. Can blogs survive another 12 months? -

Decision Maker 34

Decision Maker Retention Twitter Buying Cycle 34

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. Because of the broad scope of prospecting, it requires varying sales and marketing techniques. For instance, software can be used to search and manage a prospect list.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111