Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Finally, the tools vary and new ones seem to come out daily.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Score More Sales

DECEMBER 16, 2011

Putting the Social Into CRM Predictions for 2012. Exciting enhancements are on the horizon are new tools to work with CRM and Social CRM to bring knowledge TO the user, rather than the user doing all the thinking and pre-work. Let’s look at an old definition, the challenges with CRM, and some predictions for 2012. Consulting.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

Score More Sales

AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. I take just 30 minutes going through 5 social tools every morning. Understanding: Think of research, above, for industry and competitive information. For many in B2B this means LinkedIn first and foremost.

Social Media 233

Social Media B2B Strategy Media 233

Anthony Cole Training

JANUARY 5, 2012

sales tools (25). Achieve Greater Sales Success in 2012. Posted by Tony Cole on Thu, Jan 05, 2012. What are the key focus areas for sales success in 2012? How do we utilize and leverage the CRM tools that weve invested in? In the research we do prior to engaging with a new client we find the following: 1.

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Score More Sales

JUNE 28, 2012

Learn to listen for what your customers and prospective customers are talking about online through focused social tools training. Did you know that Twitter is a fantastic research tool, even if your company doesn’t tweet? You can also ask your best B2B sales questions at Sales Gurus that Docusign hosts. How about Twitter?

Resources 170

Resources B2B Social Media Twitter 170

Emissary

FEBRUARY 16, 2022

Selling tech to individual consumers can be a challenge but selling tech in the B2B world is more complex. Per Gartner , B2B sellers need to understand three characteristics of B2B buyers. First, the B2B tech buyer is not a single person. Develop a better understanding of technology buyers and what they want.

B2B 52

B2B Account Hiring Analysis 52

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Outside that – it’s a free-for-all.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The Pipeline

MARCH 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 7 Must-Have Lead Nurturing Recipes for B2B Marketers. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] #news #sales. December 2011.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

Score More Sales

MARCH 14, 2012

Plus, during silent times, your potential customer is talking with your industry counterparts, or at least further researching them and getting advice from peers on what to do. Prospective customer (B2B) is talking with you and several other firms, as well as scouring the web for more data as they decide on who to select as a vendor.

Buyer 196

Buyer B2B Call-back Decision Maker 196

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

Score More Sales

NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

AUGUST 6, 2013

57% of B2B the buyer’s journey happens before your sales rep gets engaged. Give your team the tools to become “Social Sellers”. SBI’s 7 th Annual Research Tour is underway. You will also be able to d ownload the “LinkedIn Assessment Tool” here. Approximately 56% of B2B sales via social selling is done through LinkedIn.

LinkedIn 306

LinkedIn How To Social Selling Social Media 306

Score More Sales

DECEMBER 7, 2012

Recently there was a report published on converting B2B sales leads into deals that we blogged about. The study was researched by Leads360. Some ideas you might want to think about heading into 2013: Do you have an inbound marketing tool or set of tools to help attract buyers?

Leads360 225

Leads360 Closing Inbound Outbound 225

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. At no cost, an SBI expert will present our most recent full research findings. You will have access to guides, templates and tools. No direct reports?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Score More Sales

AUGUST 6, 2012

82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study. Reps are on information overload. ” The Big Data revolution is here.

Data 197

Data CRM Survey Study 197

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call. Start the day prepared!

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Buyer 69

Buyer Proposal B2B Discount 69

The ROI Guy

SEPTEMBER 7, 2011

Being provocative is a sales and marketing requirement in order to get your fair share of deals in 2012, this according to the annual B2B Buyer’s survey of Demand Creation Specialists (DCS). Proactively, buyers need to be convinced that the status-quo is not adequate, and that there is a cost-of-doing-nothing.

Survey 72

Survey Case Study ROI Proposal 72

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. Source: LinkedIn ). Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Zoominfo

AUGUST 9, 2018

On average, 49% of companies are currently using marketing automation, with more than half of B2B companies (55%) adopting the technology ( source ). B2B marketers say the #1 benefit of marketing automation is the ability to generate more and better leads ( source ). billion worldwide in 2019, up from $2 billion in 2012 ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

Score More Sales

APRIL 10, 2013

You’ll find excitement in my words, because to be around hundreds of like-minded people who could talk about sales leadership, tips, tools, efficiency, and share research findings – well – it is THE place I love to be. Bob shared research from their 2013 Inside Sales study. Lead with fact-based research.

Inside Sales 197

Inside Sales Sales Leadership Hiring InsideSales 197

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JANUARY 24, 2012

by Lori Richardson on January 24, 2012. Wikipedia talks about identifying influencers: Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. is 2012 the year of INFLUENCE for you and your company? Talking or Writing Too Much in B2B Sales.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. Look for hacks and restructure your processes to streamline your research. There are a million tools out there (Zoominfo) to help with that. To learn more about ZoomInfo, a leading B2B database , contact our sales team today!

Journal 171

Journal Influencer Case Study Sports 171

Score More Sales

APRIL 23, 2013

See below for a list of great folks to follow if you want to learn the best that there is about what veteran Inside Sales writer, analyst, and researcher calls “Remote Professional Selling”. Most of the smartest folk on sales leadership were there, even though there were a number of other sales-related conferences going on that week.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. So let’s review each stage of the process, how the current conditions are making the journey more difficult, and how B2B solution providers can optimize their content and engagement practices to help facilitate and shorten cycles.

Case Study 70

Case Study Comparison Decision Maker ROI 70

Score More Sales

NOVEMBER 14, 2011

Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. Konrath’s usual crowd for sales training are B2B sellers and this group was professionals who don’t identify with being in sales – therefore the very first hurdle to get over that took some time in this session, which was handled in a very strong way. Sales Tools.

B2B 158

B2B Lead Rank Lead Scoring Top of Funnel 158

The ROI Guy

SEPTEMBER 19, 2011

Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. This according to new research, The Considered Purchase Decision , a survey of 448 b2b buyers across a broad range of industries, confirming that as the economic malaise continues, Frugalnomics remains in full effect.

B2B 88

B2B Buyer Comparison Survey 88

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The primary focus of the conversation is on various aspects of and best practices in B2B selling. Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. We are provided with writing tools and Personas. Evaluate the quality of writing with a content evaluation tool. Register for the Make the Number Tour to receive a copy of SBI’s content grading tool.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The ROI Guy

APRIL 25, 2012

Alinean interactive value selling and marketing tools help B2B sales professionals and prospects fight Frugalnomics, by provoking prospects to take action, tallying the “cost of doing nothing” and cost-justifying proposed solutions. The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

Score More Sales

JANUARY 11, 2013

Ed and I spoke recently about the trends, and I shared with him my concerns about how so many smaller organizations are overwhelmed by tools, technology, and strategies for growth. So many new cloud-based tools have not only come to market, but many are tried-and-true now.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

FEBRUARY 14, 2012

by Lori Richardson on February 14, 2012. From a business standpoint, you can fall in love with the process, methodology, and tools you use to build sales – because your mastery will result in you growing sales. This is called demographic and psychographic research. Previous post: CRM Is the Tool and Sales Follow Up Is Key.

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

SBI Growth

AUGUST 10, 2013

Historically Julie has been an ‘A’ player, but 2012 was tough. Our research shows that Julie is not alone. By signing up for our 7th annual Research Tour your team can learn why. When a new rep leaves a training, he does not have the tool kit to succeed. To survive in B2B selling in 2014 a new set of skills is required.

Training 293

Training Top of Funnel Hiring Hotels 293

The Pipeline

JANUARY 18, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Tool. B2B Lead Generation Blog. CNi Rapid Research. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011. April 2011.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. Put #Price in its Place [link] #B2B #Sales #attitude #businessacumen #impactquestions. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

MAY 22, 2013

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the hiring manager is researching before you enter the picture. If you were selling B2B technology services, your target personas were in IT. LinkedIn Signal is the ideal tool to track who follows your insights. Choose your audience.

Social Selling 324

Social Selling Hiring Inbound Outbound 324