SBI Growth

JANUARY 16, 2013

Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the Buyer is researching before you enter the picture. All of our client research on this topic at SBI yields the same result. 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

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. Simple, quick, web-based research is extremely important when you are calling prospects. 2) LinkedIn or other warm connection. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

AUGUST 14, 2012

Most companies are not proactive to research what is on the horizon – they simply don’t have time or resources to do so. Understanding: Think of research, above, for industry and competitive information. People we know in midmarket companies tend to do what works – until it doesn’t work so well any more.

Social Media 233

Social Media B2B Strategy Media 233

Score More Sales

MAY 16, 2012

Don’t spend selling time researching your dream sales enablement tools. Read this post for “3 Productivity Tips for the Sales Pipeline” 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.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Score More Sales

JUNE 5, 2013

Porter reminded us that everyone is just FOUR degrees of separation away – something I hadn’t thought about even though Facebook had sponsored research back in 2011 to see just how many degrees we are separated by now was in the digital age. Increase Opportunities. Expand Your Pipeline.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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 ). The ideal candidate is an experienced, multifaceted writer who has strong research skills.” Keep reading. Sounds obvious, right?

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Score More Sales

MARCH 14, 2012

Plus, during silent times, your potential customer is talking with your industry counterparts, or at least further researching them and getting advice from peers on what to do. How Setting Next Actions Consistently Help Buyers Buy From B2B Sellers originally appeared on Score More Sales on March 14, 2012. They die on the vine here.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Score More Sales

FEBRUARY 27, 2013

Once you are comfortable researching and listening, begin re-tweeting others. 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. 3. Engage. As you do this, add your own spin on things.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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 ). The ideal candidate is an experienced, multifaceted writer who has strong research skills.”. Keep reading. 7. Proofread! Sounds obvious, right?

B2B 100

B2B Hiring Social Media Sales Qualified Lead 100

SBI

MARCH 1, 2021

There are some tools out there suited to industries that don’t rely on face-to-face selling (think of a conversation tool like Gong for a company selling software), but those are typically not practical during in-person meetings or for consultative sales conversations, like capital equipment or highly engineered solutions. Likely not.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

Hubspot Sales

OCTOBER 17, 2018

While Apple’s iOS and Google’s Android operating systems still have closely aligned loyalty rates (a recent Consumer Intelligence Research Partners report has Apple’s iOS loyalty rate topping out at 88% and Android’s at 91%) Android loses more users every year ( 112 million vs. Apple’s 30 million ).

Loyalty 102

Loyalty Inbound Skype Consumer 102

Sales Training Connection

NOVEMBER 9, 2012

Over 100 years ago while French agricultural engineer Maximillien Ringelmann was experimenting with rope pulling, he discovered what is known today as the Ringlemann Effect : people’s efforts quickly diminish as team sizes increase. Ringlemann’s study has been reproduced by many researchers over the years with the same results.

Engineering 107

Engineering Maximizer Training Study 107

HeavyHitter Sales

SEPTEMBER 9, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. Based upon my research, experience, and observations, I estimate over 70 percent of top salespeople are born with "natural" instincts that play a critical role in determining their sales success. February 2012. Heavy Hitter Sales Blog.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Hubspot Sales

JULY 11, 2018

GoldieBox is the award-winning children’s multimedia company disrupting the pink aisle in toy stores and challenging gender stereotypes with the world’s first girl engineer character.” They launched their own factory in 2012 and make every pair of Oliberté shoes from this factory in Addis Ababa, Ethiopia. GoldieBlox. Pipeline Angels.

Nonprofit 140

Nonprofit Apparel Scale Inbound 140

SalesforLife

MAY 13, 2019

From 2004-2012, Sales for Life was focused almost exclusively on sales recruiting. From 2012 to present — in partnership with Jamie Shanks we decided to dig deeper into the modern sales issues faced by the sales community so they don’t fall behind today’s buyers. 2006-2014: The Portable Sales Era.

Policies 73

Policies ACT Hiring Face-to-face 73

Pipeliner

APRIL 3, 2018

Creating a great flow of inbound leads requires a lot of research and planning. from Austria in 2012 to establish Pipeliner CRM in America. The Lead Engine. So all of this boils down to Pipeliner’s lead engine. There is science to be applied to both inbound and outbound leads—and by any stretch, it’s not easy either way.

Lead Management 58

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 58

Velocify

JANUARY 21, 2013

The research examined more than 3.5 million prospect interactions of businesses who use Leads360 to power their sales engines. And even if marketing receives permission to send text messages to a prospect, our research suggests sales reps should make contact themselves before sending a text message.

Leads360 74

Leads360 Sales Process Top of Funnel Study 74

Tenfold

AUGUST 16, 2017

Even current weather forecasting systems, spam filtering programs, and Google’s search engine – among so many other practical applications – are AI-powered. According to a survey by Tech Pro Research, up to 24 percent of businesses currently implement or plan on using artificial intelligence. What Is Artificial Intelligence?

Lead Rank 82

Lead Rank Automotive Lead Scoring Retail 82

Jonathan Farrington

JULY 31, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Your outbound prospect development program may identify prospects before they even start their buying research.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Marketing Qualified Lead 51

Sales Hacker

SEPTEMBER 11, 2020

Typically this occurs through a funding round that helps foot the bill for things like payroll, research and development, and endless La Croixs (we’ll discuss the various stages of a funding round shortly). – Robert Conrad, Head of Engineering, Crunchbase. Raised Series B in 2012. Funding rounds. And so on.”. Sumo Logic.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

Jonathan Farrington

JANUARY 5, 2013

I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? 2012 will be the year that outbound marketing dies”. “In In 2012, 70% of the sales process will be complete before a sales rep needs to get involved…”.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

SugarCRM

DECEMBER 4, 2017

Jim Glickman, CMO Hilco Valuation Services, says about their CRM system (Hilco implemented Sugar in 2012): “I don’t even think of it as CRM,” […] “We look at this more as kind of a comprehensive business platform.”. Modern CRM will do more than just help you organize your customer data.

CRM 50

CRM System Trade Show Analysis 50

Jonathan Farrington

FEBRUARY 3, 2012

It would be dangerous to simply pluck a few quotations, as the piece deserves a full reading – “In 2012 the New Normal in Sales Is.” ” Dave Stein CEO ES Research (And lest I be accused of simply “extracting” quotes for my own argument, you can read the entire post HERE ).

Ideal Customer Profile 39

Ideal Customer Profile Social Media Travel Inside Sales 39

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. We talked with Gartner’s CRM Research Director Adam Sarner. Gartner’s assumption: “By year-end 2012, only half of Fortune 1000 companies will receive ROI from their social CRM initiatives.”.

Lead Rank 172

Lead Rank Lead Scoring CRM Top of Funnel 172

SocialSellinator

AUGUST 28, 2023

SocialSellinator SocialSellinator is a digital marketing agency that specializes in social media management, content marketing, search engine optimization (SEO), and paid advertising. Search Engine Optimization (SEO) - On-page optimization, technical SEO, content creation, backlink building, and other efforts to improve organic rankings.

Paid Content 96

Paid Content Social Media Marketing Lead Rank 96

Score More Sales

APRIL 23, 2013

See below for a list of great folks to follow if you want to learn the best that there is about what veteran Inside Sales writer, analyst, and researcher calls “Remote Professional Selling”. Most of the smartest folk on sales leadership were there, even though there were a number of other sales-related conferences going on that week.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Score More Sales

MAY 31, 2012

ES Research states that “A good or bad experience with sales training often has more to do with matching offerings to needs than with the “quality” of the training or provider. Studies from several training research organizations show that when coaching follows training, on an ongoing basis, bigger gains happen. It is very simple.

Sales Coaching 200

Sales Coaching Coaching Lead Rank Retention 200

Hubspot Sales

AUGUST 21, 2023

Research each role to get a general sense of what they do, their goals, and their pain points. More or less, it will go like this: The buyer realizes they have a business problem and researches the topic. A lead gets here by clicking on an ad, social media post, or a search engine result. Identify the buying center and personas.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Score More Sales

NOVEMBER 16, 2012

This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. I hope they see this research. A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”.

Follow-up 250

Follow-up Study Marketing Qualified Lead Leads 250

Nutshell

JULY 9, 2021

Many members of our team didn’t come from traditional tech backgrounds, and applied for positions at Nutshell after spending their early careers in entirely different fields such as retail management, journalism, and domestic engineering. Software Engineer. I researched the company and the reviews were stellar. Pam Sadler.

Retail 118

Retail Scale Education Study 118

Score More Sales

JANUARY 17, 2012

by Lori Richardson on January 17, 2012. Are you aware of the research capabilities just in Twitter, for example? 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. Consulting.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Sales Training Connection

AUGUST 22, 2012

Recently we had that experience when reading an article by Michael Schrage of MIT , a research fellow at the Sloan Center for Digital Business. With a better understanding of what customers want to be, Sales can provide Marketing and Engineering ideas about future innovations. ©2012 Sales Horizons, LLC.

Engineering 102

Engineering Smart Company Training Benefit 102

Pointclear

APRIL 13, 2012

In this second episode of PowerViews, I have the pleasure of talking with Jeff Ernst who provides advisory services to CMO and marketing leadership professionals as Principal Analyst at Forrester Research. Jeff Ernst's research at Forrester. Jeff joined Forrester after spending 20 years in sales and marketing. Stay Tuned.

Marketing 169

Marketing Social Media Scale Trade Show 169

Pointclear

MAY 2, 2012

He notes, “I've been impressed by the amount of research that I've seen lately on both B2B and B2C marketers talking about the commitments they're making to social media—very large increases in spending and planning for this year. Do your research. Do the research on your customer base. Pick Your Spots and Focus.

Social Media 180

Social Media Media Inbound ROI 180

Sales Hacker Training

MAY 8, 2020

Since 2012 I’ve closed over $160 million dollars in SaaS revenue, and I did most of that by doing multiple deals that were over $50 million dollars. It’s my playbook on all the steps that I take from beginning to end, how to find a mega deal, how to work it, and how to close it, within 12 months when the conditions are right.

Lead Rank 80

Lead Rank Lead Scoring Call-back Oracle 80

Highspot

SEPTEMBER 30, 2020

And not just the salespeople but those who support the process, such as consultants, sales engineers, and so on. What it is: SNAP Selling was invented by Jill Konrath in 2012. Modern SPIN sellers will be cautioned to ask as few questions as possible and amend this discovery process with research done prior to engaging.

Sales Methodology 85

Sales Methodology Sales Qualified Lead Scale Top of Funnel 85