SBI Growth

SEPTEMBER 15, 2012

Stop wasting time trying to predict the future with yesterday’s forecasting tools. The Customer Health Method. Is your revenue growth with a customer the same, better, or worse than the customer’s revenue growth? The better your customers are doing in their business, the better you will do with them. Give it a try.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

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? Increasing customer loyalty. How do we utilize and leverage the CRM tools that weve invested in? Sales Skills (27). Sales Strategies (28). Salesforce (2).

Hiring 136

Hiring Ideal Customer Profile eBook Insurance 136

Score More Sales

MARCH 5, 2013

His company is making tools to help power LinkedIn to new heights, and I’m sure they are working on other exciting tools as well. LR: What tools have you created at SalesLoft and why do you work with the LinkedIn platform? One is our automatic prospecting tool and the other is Job change alerts.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

The Sales Hunter

DECEMBER 13, 2011

The Best Way to Get Ready for Your 2012 Price Increase. The best way to get ready for your 2012 price increase? Take a look at the articles and use them as a tool to help you prepare your strategy. customer service. Archives Select Month March 2012. February 2012. January 2012. Contact Mark.

Ideal Customer Profile 140

Ideal Customer Profile Hiring Negotiation Facebook 140

SBI

SEPTEMBER 25, 2012

Dreamforce 2012: A Spectacular Spectacle. I just returned from Dreamforce 2012. Salesforce announced new social and mobile cloud computing innovations that connect companies with their customers, partners, employees and next-generation products in entirely new ways. That’s good for everyone.

SalesForce 114

SalesForce Hotels Vendor Networking 114

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. So what to do about it?

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. The Good News – Tools Can be Easy to Try Out and Implement. Field Reps Needing Mobile Tools – Salespod.

Tools 230

Tools Hiring Report Face-to-face 230

Fill the Funnel

DECEMBER 28, 2011

Each has it’s own strengths and ideal customer. An advantage that each of these services brings is the requirement that your customer or prospect ”opt-in”, to request to have you send them email. It used to be that a new employee came into the company with an empty customer list. ©2012 Fill the Funnel.

Tools 102

Tools Top of Funnel Constant Contact Customer 102

The Sales Hunter

OCTOBER 24, 2012

Never offer a customer an open-ended price. When you don’t link your price to a time period, you’re allowing the customer to use the price as a negotiating tool with you whenever they feel like buying. There is no reason to make it easy for the customer to leverage prices across multiple suppliers.

Customer 192

Customer Negotiation Motivation Objections 192

Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. 3.1.4 Target Customers. 4.1.4 Customer buying process. offerings in 2011? Sales Goals.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Score More Sales

MAY 23, 2012

Customers demand a more personal and local experience. For an example of a mid-market company that is listening and responding to customers using analytics strategies, take a look at Laurie McCabe’s post about Speedo International (yes, the swimsuit folks). There is no more mass marketing.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

The Sales Hunter

JUNE 28, 2012

They’ve been selling the same thing for a long time to the same type of customer, and as a result, they know what it takes to be successful. Copyright 2012, Mark Hunter “The Sales Hunter.” Far too many salespeople say they’re confident salespeople based on what it is they’re selling.

Sales Tools 197

Sales Tools Tools Guarantee Motivation 197

Pointclear

JULY 19, 2012

He says marketers should be thinking along the lines of how their customers view their own buying processes—rather than along the lines of how do we convert leads. He comments, “It’s like they’re conforming their process to fit the tool—instead of buying the tools to support their process.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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 Challenger Sale – Taking Charge of the Customer Conversation. © MASP - Fotolia.com.

Social Media 134

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

The Pipeline

OCTOBER 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

JULY 14, 2012

Far too many salespeople are willing to give in and give a new customer a discount thinking it’s what is needed to close a sale. If you find yourself in a situation where you feel you have to offer a lower price to close a sale, try instead offering the customer extended payment terms. Everyone is looking for a discount.

Discount 176

Discount Tools Prospecting Benefit 176

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. As a customer, I want the event organizers to recognize me as having signed up and I want to get special emails directed just to those of us who put our money down, don’t you? courtesy of IBM.

Company 192

Company Customer Conference Twitter 192

Score More Sales

NOVEMBER 8, 2012

What is the best way to worsen a relationship with a prospective client, a customer, or an invaluable referral partner? Unless you are a 100% web-based business with sophisticated on-line tools – and even then, send me a postcard once in a while. Answer: Only communicate through email. Call me, don’t just email me.

Customer 239

Customer Referrals Guarantee Outbound 239

Fill the Funnel

SEPTEMBER 12, 2012

The most frequently used web tool in my tool kit currently is TimeTrade. As I began writing this series, I lined up a list of the newest, most interesting web tools that I have come across in the last few months. You will thank me and your customers will thank you. All Rights Reserved.

Tools 121

Tools Top of Funnel Ideal Customer Profile Call-back 121

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. Ken@AcumenMgmt.com. How to leverage the power of social media networks. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

The Pipeline

MAY 6, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales in a New World – Choosing your Customer. We used to go far and wide looking for customers. Choose your customers. Let’s say you want a dominant market share in financial services by winning showcase customers.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

Your Sales Management Guru

JANUARY 23, 2012

A Sales Manager’s Recipe: What’s Cooking in 2012? The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also to simply change up the routine. So if 2011 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2012 your best year ever.

Hiring 69

Hiring System Call-back Sales Management 69

The Pipeline

AUGUST 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. When the customer can’t be consoled, console the employee. “I can hear the frustration in your voice,” said Sarah, to an upset customer. Unsure what the customer really wanted she felt almost out of options.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

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

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. They want to be where their customers are.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

SBI Growth

NOVEMBER 23, 2012

Creates cheat sheets and sales tools because the ones from Marketing are useless. Download a time study tool at this event. Figure out how much time you spend creating your own Content Marketing tools. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). MarketingSherpa, 2012). Well, it’s true.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Fill the Funnel

SEPTEMBER 17, 2012

Traditional online presentation and video tools lack something very important to a successful delivery – You! An innovative new web tool that adds you and your wonderful presence to your story is now out of beta and ready for you to explore. Enterprise Tier: For big organizations with high volume & custom needs.

Video 131

Video Tools Microsoft Ideal Customer Profile 131

A Sales Guy

JANUARY 18, 2012

Customers still makes decisions the same way. The tools available to influence the sale and how we sell have changed. The tools available to influence the sale and how we sell have changed. There are more tools available to help people sell than ever before. Capitalizing on these tools is where the win will be.

Tools 109

Tools Social Media Lead Generation Media 109

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. With many tools comes overwhelm.

CRM 238

CRM Outbound Tools Study 238

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Acceptance/Use by Staff & Customers 6. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1.

ROI 79

ROI Vendor Survey Proposal 79

The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. Have a “customer satisfaction” phone blitz. Contact each customer you have sold to and ask them how they like your service. Remember, regardless of whether the customer likes your service, they are telling others. Sorry, social media is just one tool. customer service. E-mail RSS.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. Your customers are too smart to respond to SPAM or generic emails. They expand their personal network to fill their sales pipeline through customer referrals.

LinkedIn 335

LinkedIn Pipeline Decision Maker Ideal Customer Profile 335

SBI Growth

DECEMBER 26, 2012

Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). A phrase intended to identify the use of Internet related mediums to market to customers. There has been a proliferation of tools and channels. We have seen a growth in 2012 in the concept of lead nurturing.

Trends 316

Trends Top of Funnel Marketing Eloqua 316

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. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. While not universal, you’ll find that serious long term buyers, especially those who understand that a healthy supplier makes for quality products and satisfied downstream customers. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237