Score More Sales

AUGUST 6, 2012

These were some of the big findings by the report titled, CSO Insights 2012 Impact of Data Access on Sales performance Report: Why Big Data Should Be a Big Deal for Sales , sponsored by Lattice Engines. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study.

Data 197

Data CRM Survey Study 197

Score More Sales

MAY 23, 2012

Recently I spoke to Ron Kline, Director of Marketing for IBM’s Midmarket Division. Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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. Now there are very capable CRM products on the market that are extremely low cost – even free for micro businesses. COMPLICATIONS. A tool is nothing but a tool without a process.

CRM 291

CRM Revenue SugarCRM System 291

Increase Sales

JULY 8, 2013

Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. Sales education based marketing LinkedIn LinkedIn Contacts sales prospects social media'

Social Media 128

Social Media Media Prospecting LinkedIn 128

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. I was glad that my favorite, Cookies , was the winner.

Company 208

Company Film Study Lead Rank 208

Score More Sales

JULY 18, 2012

Today let’s talk from a marketer’s point of view. Disclosure: since I represent sales, not marketing, this is my interpretation of what a marketer would say.) Most marketers and sellers will agree that your company website is the hub location from where everything else spins off of. It will all tie into sales shortly.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

Score More Sales

APRIL 26, 2013

Give your opinion about integrating marketing automation into CRM? Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). What are some pitfalls when deploying CRM? Increase Opportunities.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Understanding the Sales Force

MAY 29, 2012

The adaption is usually quite spectacluar with their marketing as the assessments always sound like they were built for sales. c) Copyright 2012 Dave Kurlan When they rename some findings on their reports to appear more sales specific, the adaptation is complete. However, the actual assessments remain essentially the same.

Engineering 175

Engineering B2C Retail Customer Service 175

SBI Growth

APRIL 2, 2013

Your 2012 finish was below average. Flip the Sales & Marketing Funnel. We’re accustomed to focusing on the Sales & Marketing funnel in the traditional view. Solutions Engineers? It’s been a rough couple of quarters for the VP-Sales. SKO got your team fired up for 2013 and a new start. Yes, flip the funnel.

Top of Funnel 317

Top of Funnel Funnel Follow-up Lead Rank 317

Score More Sales

JUNE 26, 2012

PROSPECT: Mine information like trigger events in your market niche, and then use this knowledge in talking with your prospective customers. This report is considered a “trigger event” that you can leverage in conversation, with statistics and facts from within this market segment.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Costello

NOVEMBER 15, 2018

For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency. How can sales enablement complement inbound marketing efforts?

Top of Funnel 63

Top of Funnel Inbound Outsourcing Services Conversion 63

Score More Sales

FEBRUARY 7, 2013

If you have not converted your sales and marketing activities into the cloud, that should be one of the priorities for this year. 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. Resistance to the Cloud.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

HeavyHitter Sales

FEBRUARY 23, 2013

It’s a phenomenal success story and 2012 annual revenues were up 63%. Triple Point Technologies www.tpt.com   – Triple Point Technologies is fundamentally changing how purchasing departments operate by enabling them to implement proactive "market-based" procurement and risk management programs. ON24 www.on24.com

Company 152

Company Analytics Enterprise Enterprise 152

SBI Growth

JANUARY 16, 2013

The market is changing. Jill is buyer-centered and focused on ways to personally evolve with her market. The market moves quickly. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). They consume nonsense “suggested” to them by search engines, social networks, or video portals. Contact Collector.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Score More Sales

NOVEMBER 22, 2013

Also of interest: IBM State of Marketing Study 2013. IBM State of Marketing Study 2012. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Score More Sales

DECEMBER 21, 2012

Also to get closer to your customer’s interests, consider Joe Pulizzi’s 42 Content Marketing Ideas for 2013. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

JANUARY 14, 2013

When I talk about how an online document can “work for you” I mean that it is a lot like inbound marketing – it is a way for you to promote your awesome self, your incredible products, services, and company without interacting (yet). People search with search terms on search engines and right in LinkedIn.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

The Sales Hunter

JUNE 7, 2012

If you’re in HR, engineering, finance, legal, marketing or anything else, guess what — you’re in sales! Copyright 2012, Mark Hunter “The Sales Hunter.” We all wear the sales label. ” Sales Motivation Blog.

Engineering 215

Engineering Small Business Small Business Motivation 215

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Ian Brodie is a Marketing Speaker and Coach who helps consultants, coaches and other professionals attract and win more clients. Small Business Sales and Marketing Magic. Your email address will not be shared. December 2011.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Score More Sales

MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Create a visual representation or flow chart of data from marketing to sales to operations. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

The Sales Hunter

JANUARY 23, 2012

Jan 23, 2012. I was up at the crack of dawn and didn’t stop for twelve hours — fueling jets, inspecting engines, and inventorying aircraft parts. Knowing that our contribution is valued gives us fuel to crank our engines to afterburner when the heat is on and the missiles of business and life come zinging our way.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Zoominfo

NOVEMBER 7, 2018

Write for candidates, not search engines. In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Better : “In this role, you will work within the tight-knit marketing team on a daily basis to create engaging content. Keep reading.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Score More Sales

SEPTEMBER 6, 2012

Meeting and listening to Guy Kawasaki here at the IBM Smarter Commerce Global Summit for mid-market and enterprise companies is like coming full circle. Mid-market organizations, somewhat resistant or reluctant to further explore social selling have a huge opportunity ahead of them. - Holy Kaw! Achieve Trustworthiness. -

Influencer 187

Influencer Case Study Enterprise Enterprise 187

Alice Heiman

NOVEMBER 10, 2021

This episode features Jacco van der Kooij, Founder of Winning by Design , a global B2B revenue consulting and training company founded in 2012. 35:35] Marketing: entering the realm of science. Jacco holds a BScEE in Electrical Engineering and an Executive MBA from the University of Leicester. About Our Guest.

Hiring 62

Hiring Strategy Conference LinkedIn 62

Score More Sales

JUNE 29, 2012

They collaborate with their marketing counterparts so that sales and marketing work hand-in-hand. It’s time to look at the entire realm of your sales efforts from compensation plans to forecasts to staffing to marketing to process to messaging to activity levels. originally appeared on Score More Sales on June 29, 2012.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

Score More Sales

MARCH 8, 2012

Instead of just pushing them out time and again, remove them to a drip marketing program]. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Jeffrey Gitomer

SEPTEMBER 20, 2011

To encourage your people, buy everyone a copy of The Little Engine That Could. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. .  Encourage your people. The most effective leaders are coaches. Reward your people.

Hiring 294

Hiring Training Social Media Loyalty 294

Score More Sales

MARCH 29, 2013

I spoke with Bruno Bagala, who oversees the Mid-Market Demand Program at IBM, and learned that the word competitor has been replaced with collaborator between the two organizations. We have the people now who understand what mid-market companies need. So what was IBM doing at a Microsoft Dynamics event? Not anymore.

Microsoft 189

Microsoft Conference CRM Compensation 189

Score More Sales

SEPTEMBER 13, 2012

Buyers don’t just want a more personalized approach – they really are beginning to demand that from marketing and sales. Big Data’s Time has Arrived to Help Marketers. Can the Fortune 1000 examples really translate to mom & pop, as well as the millions of SMBs and small mid-market companies?

Company 192

Company Customer Conference Twitter 192

Score More Sales

JUNE 5, 2013

From 2007 until 2011 Porter was VP of Marketing at Virgin America – which has to be anyone’s favorite airline if you’ve flown on a Virgin flight. Since the value of connection has been the foundation of my business life, I was captivated by the book, the topic, and all the side conversations about networking since then.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Score More Sales

AUGUST 10, 2012

Communication is key to success : it sometimes needs to be improved for teams to hold their place in the market and grow in the marketplace. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Sports 201

Sports Territories Outbound Engineering 201

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. Are you utilizing these basic ideas with your sales and marketing teams?

Social Media 233

Social Media B2B Strategy Media 233

Score More Sales

FEBRUARY 27, 2013

Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon. Spend time searching and listening for what is happening in your market, with your competitors, with your customers, and with your strategic partners.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Example: A marketing executive prospect works for an electric utility. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Example: A marketing executive prospect works for an electric utility. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Zoominfo

NOVEMBER 7, 2018

1. Write for candidates, not search engines. In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Better : “In this role, you will work within the tight-knit marketing team on a daily basis to create engaging content. Keep reading.

B2B 100

B2B Hiring Social Media Sales Qualified Lead 100