Score More Sales

APRIL 4, 2012

With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”.

Influencer 181

Influencer B2B Lead Rank Lead Scoring 181

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. They Could Be Called B2P Sales! Feb 17, 2012. This is a basic rule of selling in a B2B environment. phone sales tips.

Motivation 172

Motivation B2B Decision Maker Hiring 172

Anthony Cole Training

JANUARY 5, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing.

Social Media 147

Social Media Media B2B Marketing 147

Score More Sales

JUNE 22, 2012

Recently I wrote about how many of us (sales pros, business owners, and others in selling) tend to slide during the summer months for about three reasons – but mainly because we all tend to set lower expectations assuming it is a bad time to reach so many who may be taking a day off here or there. formula for success during this time.

B2B 199

B2B Sales Account Up-Sell 199

Pointclear

JULY 19, 2012

Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. To illustrate, Brian notes that in his book published six years ago, he said 90% of marketers didn’t have agreement between marketing and sales on basic things such as the meaning of the word, “lead.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. B2B cold-calling works! phone sales tips.

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Sales and Marketing Management

MAY 27, 2012

Issue Date: 2012-05-01. But B2B marketing specialists agree that a social media strategy is taking on increased importance across all industries. But B2B marketing specialists agree that a social media strategy is taking on increased importance across all industries. Author: Paul Nolan. read more

Social Media 291

Social Media Media B2B Marketing 291

Alice Heiman

MAY 19, 2022

People are bombarded with emails and sales messages. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. JodyGlidden, #CEO of @Introhive, joins #Sales Talk for CEOs to discuss how to approach sales discovery and win new #customers!

Face-to-face 136

Face-to-face Software Software LinkedIn 136

The Sales Hunter

AUGUST 29, 2012

Timing, emotion and personality still play a big role in B2B selling situations, yet too many salespeople leave them out. As I work with B2B salespeople and ask them these questions, it’s amazing how few really know the best time to contact a person. Emotion and personality do have a huge place in B2B sales for one key reason.

B2C 175

B2C B2B Cancellation Motivation 175

Zoominfo

NOVEMBER 7, 2018

To help you impress job applicants and attract top talent, we give you seven ways to improve your B2B job descriptions. In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Keep reading. But here’s where many job descriptions make a mistake: they don’t get specific.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. Document, for each source, the percent of leads actually accepted and qualified by sales.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. For many in B2B this means LinkedIn first and foremost. Black and white.

Social Media 233

Social Media B2B Strategy Media 233

Score More Sales

NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. One of the best that I like is called Sales From the Streets – a place where anyone can post their best sales tips and anyone can view for a quick 2 minute lesson.

Video 225

Video B2B Outbound Proposal 225

The ROI Guy

JANUARY 12, 2012

The end of sales as we know it? We have made some bold B2B sales and marketing predictions for 2012, and have rounded them up here so you can be ready: The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012 How will the Economy Affect the Buyer’s Decision Process in 2012?

B2B 63

B2B Up-Sell Buyer Marketing 63

Zoominfo

NOVEMBER 7, 2018

To help you impress job applicants and attract top talent, we give you seven ways to improve your B2B job descriptions. In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Key Takeaways about B2B Job Descriptions. Keep reading.

B2B 100

B2B Hiring Social Media Sales Qualified Lead 100

Pointclear

MAY 2, 2013

Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Motivate Your Sales Team with These 13 Ideas That Work. Ready to triple your sales pipeline?

Hiring 174

Hiring PointClear B2B Outbound 174

The Pipeline

MARCH 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s 7 Must-Have Lead Nurturing Recipes for B2B Marketers. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

Score More Sales

JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Some key takeaways all organizations should think about are: 64% of leads generated go directly to field sales without filtering or prequalification. In one case $4.9

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. On the sales side, really embrace social and listen in.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Score More Sales

MARCH 28, 2012

What a great area of focus for this year, to work on growing your sales revenues. Building the B2B Customer Reference Community – Event originally appeared on Score More Sales on March 28, 2012.

B2B 169

B2B Customer Case Study Conference 169

Increase Sales

DECEMBER 5, 2012

In B2B marketing, the words one writes can dramatically change one’s results. Increase sales. Sales Training Coaching Tip: To raise the performance BAR begins with one’s beliefs. Adestra analyzed 1.158 billion business to business (B2B) emails sent within the last year. Share on Facebook.

B2B 128

B2B Marketing Campaigns Email Marketing 128

Increase Sales

DECEMBER 17, 2012

With the holidays, this is a time of year for many B2B networking events. Given this B2B networking event was a holiday Christmas party along with free food and adult beverages, it was well attended. Sitting with a smart phone in hand while ignoring those around you at a B2B social gathering is plainly stupid.

Networking 134

Networking B2B Small Business Small Business 134

Emissary

FEBRUARY 16, 2022

For tech sales and marketers, leveraging business insights in your account planning can make the difference in aligning your sales process to the buying process and ultimately closing the deal. These decisions can range from sales planning to sales execution, the way your salespeople interact with your customers.

B2B 52

B2B Account Hiring Analysis 52

The ROI Guy

JANUARY 12, 2012

We wrote over 100 articles on Frugalnomics and B2B Selling and Marketing. So what was tops in 2012? Here's the roundup of your favorite articles: Optimize Content Marketing by Facilitating the Buyer’s Journey Who do B2B Buyers Trust?

B2B 63

B2B Buyer Marketing Sales 63

Score More Sales

MARCH 14, 2012

Years ago in selling, we talked a lot about “gaining control” of a sales opportunity – but control is elusive. Yes, you can shake things up by challenging them (see The Challenger Sale) a bit, but if you have no mutual, respectful understanding going on, don’t even think about a deal. What do you really have control over, anyway?

Buyer 196

Buyer B2B Call-back Decision Maker 196

Sales and Marketing Management

OCTOBER 18, 2012

Issue Date: 2012-10-19. Teaser: This is the coolest sales and leadership strategy ever invented! B2B marketers and sales leaders can use this to get people to follow you almost anywhere, and to get people to buy almost anything. This is the coolest sales and leadership strategy ever invented! read more

Strategy 232

Strategy B2B Sales Marketing 232

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Speakers who were in the sales space doing what I wanted to do. Boston 2012. Jill Konrath.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it.

How To 284

How To B2B Intent Inside Sales 284

Sales and Marketing Management

DECEMBER 10, 2012

Issue Date: 2012-12-11. Author: David Leeds. Teaser: The purpose of giving gifts in business is to develop and maintain relationships, whether it’s between a company and its customers or between a company and its employees. But be careful – done improperly, gift giving can be more of a hassle than a benefit.

B2B 189

B2B Benefit Company Customer 189

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

SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. In 2012 it grew to around 350. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years.

Tools 123

Tools B2B Top of Funnel Marketing 123

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. Information comes from your sales team, your website and your press releases. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Score More Sales

MAY 6, 2013

Do you know there is an online program where you can gain sales skills from some of the top sales experts in the world? Then join me for the Internal (Inside) Sales Series. After that, Outside (External) Sales courses begin on August 27th. After that, Outside (External) Sales courses begin on August 27th.

Education 194

Education Lead Rank Lead Scoring Outbound 194

Score More Sales

JANUARY 15, 2013

B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on. At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales.

Influencer 215

Influencer Social Media Outbound Twitter 215

Increase Sales

JANUARY 1, 2012

Today is the first day of 2012. Looking to my overall sales goals, I was for the most part on target. A study by the Marketing Profs reaffirmed this approach of content marketing is now being further adopted by B2B businesses. Goals that were not achieved and been revisited, reworked and are on my 2012 action plans.

Infusion 88

Infusion Penetration Education Distribution 88