Score More Sales

SEPTEMBER 13, 2012

One of the biggest reminders that sales is changing in midmarket companies is that customers have much, much higher expectations now. The bar has been set by service-oriented companies and there is no turning back. courtesy of IBM. Think about it – you sign up for and pay to attend an event.

Company 192

Company Customer Conference Twitter 192

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The future of your company is not in measured, considered responses and carefully planned initiatives.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Sales and Marketing Management

JUNE 27, 2019

Author: Krishnan Venkata The rapid pace of digital innovation is forcing companies to undertake profound transformation of their entire business strategy and activities. For example, AI solutions can quickly analyze data to identify patterns in customer behavior (who is the typical buyer, what factors drive them to make purchases, etc.)

Marketing 274

Marketing Lead Rank Lead Scoring Analytics 274

Sales and Marketing Management

MAY 19, 2012

Issue Date: 2012-05-20. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. Your company risks losing critical business. Your company risks losing critical business. Author: Rick Reynolds. read more

Resources 222

Resources Examples Sales Company 222

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. For example, if your company needs to be “social”, then Social Selling skills are a must.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Pointclear

AUGUST 14, 2012

Our experience is that companies are killing the golden goose by focusing too much time and money on inbound marketing campaigns (and technology) and not enough time and money on outbound marketing and nurture campaigns. In 2010 just over 40% of our dispositions or completed companies were from inbound responses.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Survey after survey of buyers, show that when asked for reasons they buy from the companies they buy from ongoingly, show that price is rarely in the top three, in some cases it is not in the top five. March 2nd, 2012. April 2011.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Score More Sales

JUNE 3, 2013

A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on. Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

Mindtickle

MARCH 15, 2018

More and more companies are transitioning from traditional training methods like classroom training and webinars. of surveyed companies currently have a sales enablement program. Companies are recognizing they need a change. It hurts companies who haven’t jumped on the enablement/readiness bandwagon yet.

Training 52

Training Company Hiring Webinar Metrics 52

Mindtickle

MARCH 15, 2018

More and more companies are transitioning from traditional training methods like classroom training and webinars. of surveyed companies currently have a sales enablement program. Companies are recognizing they need a change. It hurts companies who haven’t jumped on the enablement/readiness bandwagon yet.

Training 52

Training Company Hiring Webinar Metrics 52

Score More Sales

MAY 23, 2012

This strikes a nerve with me – although I write about B2B experiences, whether I’m interacting with a company for my business or for me personally, retail experiences have slid dramatically. Kline also mentioned the power of “earned influence” in the social marketplace – which a company cannot buy, no matter how large.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Score More Sales

FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. An example is the CRM holdouts – smaller mid-market companies who have not put their valuable data into one repository where the most amazing reports and data can be gleaned from.

CRM 238

CRM Outbound Tools Study 238

Understanding the Sales Force

OCTOBER 12, 2012

Some examples of "there" exist right here in the USA! For example, Need for Approval (the need to be liked) has tremendous power to hold back salespeople in North America, where 63% of all salespeople are burdoned with it. c) Copyright 2012 Dave Kurlan Don't believe me? Maine, Alabama, NYC and the Midwest.

Comparison 263

Comparison Exact Sales Examples 263

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. NBC News wrote a piece back in 2012 that listed nine jobs that humans may lose to robots. Face it, technology has created many changes in the way we all do business. No excuses.

Company 48

Company Hiring Top of Funnel Funnel 48

Score More Sales

APRIL 15, 2013

Example of a question that is not powerful: “How are you today?” ” Example of a question that is more powerful: “Compared to this day last year, how are things going?” Think ahead, and work to focus on listening to the buyer to hear what is on their mind. Ask powerful questions.

Inside Sales 205

Inside Sales Outbound Buyer B2B 205

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

SEPTEMBER 11, 2012

In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. Companies and Sales Leaders have data, what they need is knowledge. Author: Dan Bernoske.

Territories 306

Territories Top of Funnel Analysis Penetration 306

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. So, companies can use GDP to anticipate changes in lead rates which could affect quotas and revenue projections. There are always companies outperforming the overall economy.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Score More Sales

MAY 27, 2013

An example would be a sales rep in telecommunications understanding where their telecom and data prospects (and customers) spend time online – so they can see and hear them talking about what’s new with employees bringing devices from home and how that might factor into data issues at their clients’ corporate offices.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

JANUARY 15, 2013

The company is already behind the 8-Ball and your credibility just took gut shot. Of all the opportunities put in your pipeline during 2012, how many actually closed? I’ve said this in past few posts but want to emphasize: If your company hasn’t done true buyer research, it’s past time to do so. Forecasts are tricky.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

SBI Growth

SEPTEMBER 15, 2012

Here is a semiconductor company example to illustrate: What does this reveal? Yet, this chip company grew revenue from them 57%. Yet, this chip company is decreasing its revenue with them by 12%. Maybe your offering is what these companies need to turn things around. Maybe they sell the company.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

The Sales Hunter

DECEMBER 7, 2012

I’m not talking about your company or what you sell as being a sales leader. Do you take responsibility or are you merely passing information from your company to the customer and vice versa? Would they be able to recall specific examples to go alongside each one of the questions? What would they say?

Customer 233

Customer Sales Leadership Motivation Benefit 233

Score More Sales

JUNE 26, 2012

As more and more of your customers are spending time involved in social media, you too need to build your midmarket company brand. Share 3 Steps to Grow Your Online Visibility and B2B Brand originally appeared on Score More Sales on June 26, 2012.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

SBI Growth

FEBRUARY 6, 2013

It is the first night of sales kickoff for a $400 million communications company. All 2012 did was buy me some time. An SPB allows for a company to benchmark their sales force against other sales forces. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here.

Banking 288

Banking Software Software Competition 288

Score More Sales

MAY 29, 2013

Voice-mail message (when you know you’re reaching a decision maker) conveying that their company falls into your company’s “sweet spot” (if it does), and then let them know why. Reference a common point between you and your buyer, or your company and their company. Be persistent and follow-up.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

APRIL 8, 2013

Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. It has caused me to think about creativity and concrete examples. It’s like the people who come to your company website or your conference and don’t take action.

Inside Sales 224

Inside Sales Outbound Conference Intent 224

SBI Growth

SEPTEMBER 11, 2012

In this case, we needed to know all of the companies within a given zip code, their potential spend and account penetration. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. Companies and Sales Leaders have data, what they need is knowledge. Author: Dan Bernoske.

Territories 264

Territories Top of Funnel Analysis Penetration 264

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.

Hiring 188

Hiring Territories Compensation Forecasting 188

Score More Sales

JULY 18, 2012

Whatever the shape, your company needs to attract enough potential customers your direction to cause any selling to happen. Most marketers and sellers will agree that your company website is the hub location from where everything else spins off of. Today’s funnel is looking more like a cloud or other shape. Focus on your website.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

SBI Growth

AUGUST 19, 2012

Some of you, especially CEOs of growth companies, have yet to recognize the magnitude of this fact. Content marketing has gone from a nice-to-have to a must-have in 2012. I got a call from a CEO of an $80 million IT services company. I got a call from a CEO of an $80 million IT services company. An example: Step #3.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

The Sales Hunter

FEBRUARY 28, 2012

The Power of the “Ultra-Price Package” Feb 28, 2012. Some companies are hesitant to develop an “ultra-price package,” but it may be key to maximizing profits. There is always a dance going on between a company and a customer. Copyright 2012, Mark Hunter “The Sales Hunter.”

Motivation 137

Motivation Ideal Customer Profile Discount Retail 137

Score More Sales

JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Understanding the Sales Force

JULY 10, 2012

While we are on the subject of hiring hunters, you can view the Webinar, The Magic Behind the OMG Sales Candidate Assessment to understand why companies use our assessments to hire all of their sales staff. For example, I was featured on the cover of the July Issue of Top Sales Associates Magazine and was interviewed by Linda Richardson.

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. Reserve your company name and use Twitter to listen to what is going on in your buyer’s niche, sector, and company.

InsideView 249

InsideView Research Prospecting Eloqua 249

HeavyHitter Sales

NOVEMBER 7, 2020

As Senior Vice President of sales for AuditBoard, the 3rd fastest growing technology company in North America as ranked on Deloitte Technology’s Fast 500, my focus is on revenue growth because it is one of the most important financial metrics in determining the market valuation of a company. million in revenue compared to $145.8

Lead Rank 78

Lead Rank Lead Scoring Analysis Marketing 78

The Sales Hunter

FEBRUARY 10, 2012

Feb 10, 2012. Use the opportunity to teach them something that will help them do their job or run their company more effectively. Show concern and interest in the client’s company goals. Get to know as many people in the company as possible and make sure they know you by name and company. Contact Mark.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

Score More Sales

NOVEMBER 26, 2012

Make an accountability deal with someone inside or outside of your company – it needs to be someone you trust, and someone who could also benefit from some accountability to accomplish something. This often works best with someone outside of your team or company for a number of reasons.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260