Understanding the Sales Force

NOVEMBER 7, 2012

Understanding the Sales Force by Dave Kurlan I would like to discuss what happened toward the end of the presidential campaign (hooray for that being completed!), On another occasion, Obama's campaign manager called Romney a felon. Were those name-calling instances part of a carefully planned campaign strategy? Probably not.

Health Care 220

Health Care Campaigns Fashion ACT 220

Score More Sales

JANUARY 18, 2013

Kendra Lee of KLA Group , is considered a Prospect Attraction Specialist and IT Sales Guru. Kendra’s webinar was on 12 tips for implementing lead generation campaigns. She began by contrasting the difference between the standard prospecting many of us do, and in creating formal lead generation campaigns.

Webinar Metrics 198

Webinar Metrics Lead Generation Campaigns Outbound 198

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?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , EDGE Sales Process , Prospecting , Sales Technique , Video , Voice mail , execution. Prospecting. 3 R’s of Prospecting Success. Your email address will not be shared. April 2011.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

Score More Sales

MARCH 5, 2013

One is our automatic prospecting tool and the other is Job change alerts. Our prospecting tool, Prospector allows you to use Google to search for LinkedIn contacts, and to easily export them to a spreadsheet so that you can speed up sales campaigning. Both are free to use and take <15 seconds to sign up.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. Your prospects and customers are doing the same. Your prospects and customers are doing the same. Let’s assume you have a meeting with a big prospect. What will they find?

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns. If you present metrics like win rate, pre-qualified pipeline, and prospect meetings to the CEO, you’re in trouble. The storm clouds have passed. Europe has stabilized (for now).

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

The Pipeline

APRIL 1, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. So plan to make it a campaign. Your email address will not be shared.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

The Pipeline

NOVEMBER 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. I was recently read a couple of things that got me to think about some aspects of sales, while not specific to day to day execution, I think worth sharing as we consider how we can attack and win given whatever 2012 brings. Prospecting.

Buyer 219

Buyer Pipeline Twitter Hiring 219

Pointclear

AUGUST 28, 2012

This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. No Response means we completed a multi-touch, multi-media touch cycle without reaching the prospect or their reaching back out to us. For many, this is a remarkable takeaway.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

SBI Growth

SEPTEMBER 9, 2012

Recognize those with strong writing skills and find the correlations between performance and campaign results. Fast forward to 2012 and the buying process is radically different. This article gives you expanded insights into why we are here today, what has changed, and why a transformation is required. Celebrate small wins.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

The Pipeline

MAY 13, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. Put another way: If you don’t want a prospect to read it, don’t write it.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

MARCH 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities. Prospecting. December 2011.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

JUNE 17, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Cold calling , Guest Post , Prospecting , Sales 2.0 , Sales Success , Sales Technique , execution. Prospecting. 3 R’s of Prospecting Success. Your email address will not be shared. December 2011.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

Tenfold

AUGUST 30, 2017

According to a 2014 survey conducted by Google and research company Millward Brown Digital, millenials make up 46 percent of prospective B2B buyers. This data is up from 2012’s 27 percent, which signifies the growing influence of this generation. This is almost twice the devoted mobile users/ B2B buyers of 2012.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales Training Connection

JUNE 11, 2012

While the managers noted that some prospects come from corporate marketing campaigns, several remarked their sales people were not personally doing a good job developing referrals and they needed to. ©2012 Sales Horizons, LLC. When we took a deeper dive into why, two reasons stood out.

Referrals 115

Referrals Sales Qualified Lead Campaigns Sales Cycle 115

The Pipeline

JULY 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. It’s usually marketing’s job to create campaigns and messaging, and set social media and web strategy. If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

APRIL 8, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This is the first step of a campaign – investment is high and the immediate returns may be low, but remember, this is an integral part in building a population of consumers who not only know about you, but absolutely love your deals.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Fill the Funnel

SEPTEMBER 14, 2012

It is also a great way to learn what prospects are thinking about on a particular topic or product. Here is how it works: Create a campaign to target questions you want to answer. You create a campaign by entering the word “Ultrabook” into the Campaigns tab. Build your reputation with quality answers.

Twitter 115

Twitter Campaigns Ideal Customer Profile Collateral 115

Pointclear

SEPTEMBER 27, 2012

2012 Trending: Significant Transformation for Marketing Groups. Effective Executor Marketing has traditionally been known as an execution group, but marketing has to pick and choose what type of programs and campaigns are the most efficient. ITSMA Conference: Marketing's New Value Proposition, October 30 – 31, 2012.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

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

Pipeliner

APRIL 3, 2018

Outbound lead campaigns might be even more involved, and it might take hundreds of calls to make one successful appointment. from Austria in 2012 to establish Pipeliner CRM in America. There is science to be applied to both inbound and outbound leads—and by any stretch, it’s not easy either way. I arrived in the U.S.

Lead Management 58

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 58

Fill the Funnel

SEPTEMBER 20, 2016

NBC News wrote a piece back in 2012 that listed nine jobs that humans may lose to robots. Books like High Profit Prospecting , New Sales. If you are not willing to undertake a pro-active, aggressive campaign to improve your skills, you will be replaced by tech and automation. No excuses. What are you going to do?

Company 48

Company Hiring Top of Funnel Funnel 48

SalesLoft

JANUARY 11, 2012

— Peter Coffee (@petercoffee) January 5, 2012. Peter Ostrow of the Aberdeen Group: “We perceive sales intelligence to represent the information that we need to know so that we’re selling or marketing or servicing our prospects and especially our customers as effectively as possible. Prospect Ranking. How do we know?

Lead Rank 52

Lead Rank Lead Scoring Hiring Promotion 52

HeavyHitter Sales

MARCH 31, 2009

Top 7 Critical Sales Trends for 2012. February 2012. January 2012.   One of the hardest things to do in all of sales is handle tough questions from skeptical prospective customers. Sales Strategy Ideas from the Presidential Campaign. February 2012. Heavy Hitter Sales Blog. Recent Posts. Categories.

Penetration 60

Penetration Study Software Software 60

HeavyHitter Sales

JANUARY 1, 2008

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Once youve got food in your belly and a big-screen TV, the mere prospect of more Benjamins isnt enough to get you leaping out of bed at 5 a.m. I executed an email campaign targetting 75K emails and the result was astonishing. February 2012.

Penetration 60

Penetration Software Software ROI 60

Sales Training Advice

JANUARY 4, 2012

Try these techniques out as you start your 2012 sales campaign and let me know about your experiences. __. And one question leads to another, which means you have broken down that barrier with your technical colleague. That’s where collaboration and learning happen. what are your thoughts on the ideas above?

Engineering 61

Engineering Hiring Education Negotiation 61

Score More Sales

DECEMBER 16, 2011

Putting the Social Into CRM Predictions for 2012. Let’s look at an old definition, the challenges with CRM, and some predictions for 2012. In 2011-12, the addition of “social” to CRM (SCRM) integrates social tools to help business gain key insights from prospective and current customers in some orderly format. Consulting.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

HeavyHitter Sales

NOVEMBER 24, 2008

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Therefore, you must ramp up your prospecting efforts accordingly. Prospective customers rarely return cold calls and sending letters usually fails to generate results. The structure of your e-mail is critical to driving the prospect to respond.

Penetration 60

Penetration Ideal Customer Profile Real Estate Distribution 60

Mindtickle

OCTOBER 13, 2016

It’s important to treat every new hire as a new customer that you are prospecting or pitching and, like a marketing campaign, invest in building the relationship through referral and retention. You are looking for what prospective employees are concerned about.

Hiring 64

Hiring Retention Scale Groups 64

Mindtickle

OCTOBER 13, 2016

It’s important to treat every new hire as a new customer that you are prospecting or pitching and, like a marketing campaign, invest in building the relationship through referral and retention. You are looking for what prospective employees are concerned about.

Hiring 52

Hiring Retention Scale Groups 52

Delicious Sales

MAY 2, 2012

Prospecting (4539). 2012 (9049). So many prospects and clients to kill, so little time. But don’t worry; salespeople all over the world are doing their damnedest to kill as many prospects and clients as possible every day. Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Tools (2872). Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

HeavyHitter Sales

JULY 4, 2008

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Finally, this section should have some eye-catching graphics that tie the whole story together and “hook” the prospect. February 2012. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Categories. Sales Tips.

Lead Rank 68

Lead Rank Lead Scoring Hotels Harvest 68

Hubspot Sales

NOVEMBER 4, 2019

It can help maintain a healthy pipeline and make data entry and prospecting easier. With email tracking, you will be notified when a prospect opens an email. With email sequences, salespeople can schedule follow up emails, so they don't lose touch with prospects and can spend more time closing warm leads. Monday.com.

Software 108

Software Software Lead Rank Lead Scoring 108

LeadIQ

SEPTEMBER 20, 2018

Do you celebrate them when promoting your product or service prospecting? Taylor Swift performing in Sydney back in 2012 during her Speak Now Tour. Imagine if you could get your prospects and customers to defend the wall when something negative emerges? The same will apply to you as a sales rep prospecting.

Loyalty 76

Loyalty Social Media Follow-up Hiring 76