SBI Growth

NOVEMBER 23, 2012

Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. Seth concluded his new company wasn’t producing quality content to inform their Buyers. Creates cheat sheets and sales tools because the ones from Marketing are useless. Download a time study tool at this event. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Pointclear

DECEMBER 10, 2013

Chad was voted Top 25 Most Influential Inside Sales Professionals by the American Association of Inside Sales Professionals 4 years in a row—2010, 2011, 2012, and 2013. Sales Tools to Leverage LinkedIn. Click to start video at this point — There are so many sales tools available today. Make People Want to Work for Your Company.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

The ROI Guy

OCTOBER 9, 2012

Microsoft recently commissioned a study revealing that security and regulatory concerns are holding back cloud adoption, but that companies that have overcome these concerns and adopted a solid cloud strategy are realizing significant business and security benefits.

Microsoft 71

Microsoft Tools Commission Conference 71

Fill the Funnel

SEPTEMBER 20, 2016

” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. I tell my audiences that they should “use tools to tech the tedious and automate the redundant.” If that story was written today, it would surely include salespeople.

Company 48

Company Hiring Top of Funnel Funnel 48

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 2) They tell me that only “some” of their clients are using social tools. You know why I’m excited?

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. When you meet someone who might benefit from what another person sells, match them up. Let them share with you what they like, and then immediately after they get done telling you what they like, ask them for the name of people who might benefit from what you sell. Sorry, social media is just one tool.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

Score More Sales

APRIL 16, 2012

What questions do the leaders in your company have about smooth connections between marketing and sales? The benefits of team selling? What tools are helping the profession of selling? What tools are helping the profession of selling? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

What questions do the leaders in your company have about smooth connections between marketing and sales? The benefits of team selling? What tools are helping the profession of selling? What tools are helping the profession of selling? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

SBI Growth

AUGUST 6, 2013

Give your team the tools to become “Social Sellers”. You will also be able to d ownload the “LinkedIn Assessment Tool” here. Jim Keenan in a recent Forbes article notes that in “2012, 78.6% Next, see how your sales team is doing with the LinkedIn Profile Assessment Tool. How about the value of your company?

LinkedIn 306

LinkedIn How To Social Selling Social Media 306

Zoominfo

AUGUST 9, 2018

Let’s look at the numbers: 77% of CMOs at top-performing companies indicate their most compelling reason for implementing marketing automation is to grow revenue ( source ). On average, 49% of companies are currently using marketing automation, with more than half of B2B companies (55%) adopting the technology ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

Score More Sales

APRIL 27, 2012

Note what it is that their company does and what their title is. A look at someone’s website gives you an idea of company size, professionalism, strategy, and often mission, vision, and values. One minute goes quickly – but in our strategy, just jot a note on paper or on Evernote , going down a list of companies you are looking up.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Note what it is that their company does and what their title is. A look at someone’s website gives you an idea of company size, professionalism, strategy, and often mission, vision, and values. One minute goes quickly – but in our strategy, just jot a note on paper or on Evernote , going down a list of companies you are looking up.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

MARCH 14, 2013

Many have closed new business as a direct result of using LinkedIn as a serious tool. These users feel that LinkedIn is an essential business tool. The benefits to being in the right groups are huge, with the biggest one being that you gain insight into where buyers are and what they are talking about.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

SBI Growth

SEPTEMBER 16, 2012

This year’s SBI Q3 Tour- Make the Number: How your Peers are Allocating People, Money and Time in 2013 provides research-backed strategies, plans, approaches, and tools that are used by many of the best organizations in the world. In this case the company was overspending and the VP of Sales/CMO had to relocate expenses.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. For instance: A while back, the PandaDoc team was in contact with Autodesk , a software provider company. You talk up the benefits. Well, they had a fair point. You offer a discount.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

The Pipeline

MARCH 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Having looked at what a sales process may look like , and then answering the question of whether all companies need one or just some , the discussion then turned to who should own the process in the sales organization. Sales Tool.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise. What will it cost me to execute? You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

SBI Growth

APRIL 2, 2013

Your 2012 finish was below average. 41% of B2B companies missed the Q1 Revenue target. Or, more importantly, who on your team will benefit from some help. Use the tools in this blog to give you the boost you need. It’s been a rough couple of quarters for the VP-Sales. SKO got your team fired up for 2013 and a new start.

Top of Funnel 317

Top of Funnel Funnel Follow-up Lead Rank 317

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. They’ll jump online and look for you and your company. Use the LinkedIn Grading Tool to find out. Share your expertise via company blog posts, press releases, trade articles, etc. Embrace the digital age, and use it to your benefit.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

SBI

MARCH 1, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Reps that are uncomfortable or unprepared are not representing themselves or the company well during this most critical time. Likely not.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Hubspot Sales

JUNE 14, 2018

And companies are quickly realizing the benefits. The number of worldwide eSignature transactions jumped from 89 million in 2012 to 754 million in 2017. Its eSignature solution is offered as part of a larger document management tool that includes drag-and-drop form integration, automated workflows, and full audit histories.

Ideal Customer Profile 143

Ideal Customer Profile Enterprise Enterprise Software 143

No More Cold Calling

AUGUST 23, 2018

Just consider the following benefits of social selling: Social sales leaders attract 45 percent more opportunities than their peers, outsell them 78 percent of the time, and are 51 percent more likely to make quota. Social selling is an amazing prospecting tool, but the best tool in your toolbox is still you. Not at all.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

SBI

AUGUST 6, 2013

According to Gartner Group, Total Worldwide CRM Software revenue in 2012 was $18 Billion. That means that $9 Billion worth of CRM investments in 2012 alone face a questionable return. Just how many companies are caught on the wrong side of this debacle? It just takes up too much darn time, with not enough benefit to the rep.

CRM 136

CRM PipelineDeals Face-to-face Sales Methodology 136

Score More Sales

FEBRUARY 22, 2013

We teach sales professionals about the “Big 10″ items you need to pay attention to and do correctly for success on growing your visibility and your revenues using LinkedIn as a tool. Frederic (who I do not know) has indicated that he and I have done business together at a company I’ve not heard of. ” NOT.

LinkedIn 248

LinkedIn Networking Ideal Customer Profile Outbound 248

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Recently I have seen a trend that has warmed my heart a wee bit, companies who are actually creating sales libraries for their sales teams. The trend I am seeing at a number of companies goes beyond that. Sales Tool.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Through the mid and late 1990’s I sold an information solution, delivering live content directly into companies LANs, allowing them to create alerts. Sales Tool. Your email address will not be shared. December 2011.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

Score More Sales

OCTOBER 26, 2012

If you are a sales leader you need to know that your sales people are not following common courtesies on social media and are not representing you and the company well in many cases. Why: Why would it benefit ME to connect with you? In the meantime, don’t let that reflect poorly on your company. Do I know you?

LinkedIn 207

LinkedIn Social Media Promotion Networking 207

Score More Sales

JUNE 5, 2013

A main takeaway from hearing Porter speak was her passion for the power of your connections – literally the subtitle of her book shares the benefits of how nurturing and adding value to your network offers you so much more than business. Utilize digital tools to find your community, build your brand, and connect with others.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Score More Sales

AUGUST 14, 2012

People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. 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. It just isn’t always true.

Social Media 233

Social Media B2B Strategy Media 233

Zoominfo

FEBRUARY 25, 2018

We haven’t been shy about touting the benefits of social media in B2B sales and marketing. However, if used incorrectly, social media can pose a legitimate threat to B2B companies both big and small. The rise in social media has led to an increase in social media management tools. Take the American Rifleman for example.

Social Media 147

Social Media Media B2B Marketing 147

OpenSymmetry

MAY 26, 2016

s inaugural 50 Best Workplaces, the first such measurement of American companies with up to 500 employees that deploy state-of-the-art techniques to keep their staff happy and productive. s list is a magnifying glass on how innovative companies can truly raise the bar in hiring and keeping the best talent. “ Recipients of the Inc.

Scale 74

Scale Hiring Lead Rank Lead Scoring 74

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Click to start video at this point — Asked about what is happening or not happening in marketing and sales in 2012 that surprises him, Rich notes there’s been more transformational change in the past eight to twelve months than he’s seen in the previous nine years.

Marketing 247

Marketing Outbound Inbound Vendor 247

SBI Growth

AUGUST 7, 2012

Increase your value to the company. Give yourself a check-point on how well you’re doing with its use and how well you can predict your future by using our Sales Process Assessment tool here. Are you using it to take the blindfold off as you drive to earn more in 2012? Gain control. Get promoted.

Quota 250

Quota Proposal Decision Maker Buyer 250

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Lyft is one of many companies that began as a small startup but quickly rose to a multibillion-dollar company. Startups 101.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

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? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SBI

NOVEMBER 13, 2019

13, 2019 /PRNewswire/ — ringDNA ( www.ringdna.com ), the sales experience platform company that helps businesses scale revenue growth using AI, today announced the general availability of its conversation intelligence solution, ConversationAI, for mobile and desktop. LOS ANGELES, Nov.

Hiring 61

Hiring Sales Coaching Coaching Scale 61