SBI Growth

DECEMBER 26, 2012

What we have been learning is that disparate specialty in areas such as email marketing, social media, search engine marketing, mobile, and content marketing need to have a master plan. Powering the new engines of marketing, as we saw in 2012, is becoming big business. Fusion of CMO and IT. Nurture Marketing Expands.

Trends 316

Trends Top of Funnel Marketing Eloqua 316

Understanding the Sales Force

MAY 29, 2012

Understanding the Sales Force by Dave Kurlan When I call a sales assessment an imposter, I am usually referring to a personality or a behavioral styles assessment that has been adapted for sales. The adaption is usually quite spectacluar with their marketing as the assessments always sound like they were built for sales.

Engineering 175

Engineering B2C Retail Customer Service 175

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. Younger sales reps tend to be more used to an interruption-based work day filled with texts, chat, some e-mail and perhaps phone calling all as a part of their day.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

MAY 23, 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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

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JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. “The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of. industries.

Study 198

Study Lead Rank Lead Scoring Journal 198

Score More Sales

JULY 18, 2012

Some time ago we talked about the 3 parts of the sales pipeline: front , middle , and end from a sellers point of view. Disclosure: since I represent sales, not marketing, this is my interpretation of what a marketer would say.) It will all tie into sales shortly. Today let’s talk from a marketer’s point of view.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

The Spiff Blog

MARCH 17, 2022

Marcello Albuquerque, Software Engineer. Dave started his career in sales and marketing prior to falling in love with the balanced left/right brain usage of product management. Bobby Bartlett, Technical Support Engineer. Erli Ametaj, Technical Support Engineer. Benjamin Naugle, Software Engineer.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

The Sales Hunter

JUNE 7, 2012

I run into people on nearly a daily basis who claim they are not in sales. It doesn’t matter if they work for a major company or are self-employed, they have this belief they’re not in sales. They say how what they do is not sales, yet when they tell me what they do, it’s obvious they are indeed selling!

Engineering 215

Engineering Small Business Small Business Motivation 215

Score More Sales

JANUARY 11, 2013

With everything out there – hundreds of thousands of apps, mobile technology, iPads, and things to measure, where does a sales leader or C-level team in an SMB start? Companies now have so much unstructured data and often so little real insight into customer trends and sales effort trends.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

MARCH 16, 2012

The new portal / sales blog aggregator called SalesProCentral is intriguing and interesting. disclosure: Score More Sales blog is one of a bunch of sales blogs you can find here, and that's our only connection to the site]. If we see that a user tweets a lot about insurance sales, we keep track of that “interest.”

Insurance 174

Insurance Insurance Face-to-face Outbound 174

Score More Sales

MAY 16, 2012

Do You Have a Sales Funnel? Are you part of a B2B sales organization proactively looking each week at what deals are in your sales funnel (or sales pipeline)? You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. The result?

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Increase Sales

JULY 8, 2013

of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. What is different is that social networking has grown from 42% to 59% and search engine marketing has dropped from 29% to 20%. of the recruiters will use LinkedIn even more in 2013. Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

Alice Heiman

NOVEMBER 10, 2021

When should you bring on a sales team? are answered in my latest Sales Talk for CEOs podcast. This episode features Jacco van der Kooij, Founder of Winning by Design , a global B2B revenue consulting and training company founded in 2012. 8:10] Why you shouldn’t hire for sales early. [15:37] But who should you hire first?

Hiring 62

Hiring Strategy Conference LinkedIn 62

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Jan 23, 2012. Mark’s Insights on PRICING. Mark’s Insights on PROSPECTING. Negotiation.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Score More Sales

JANUARY 14, 2013

There is a big huge disconnect for many sales professionals and other company employees about the value of their LinkedIn profile and how specifically to make it work for them. People search with search terms on search engines and right in LinkedIn. courtesy of Linkedin-makeover.com. Your summary can catch someone’s attention.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

Score More Sales

FEBRUARY 20, 2013

I had the pleasure to sit down with Emotional Intelligence (Ei) Sales Expert Colleen Stanley recently and we talked about how sales training – sales skills – can fail because our reps were not aware of their emotional awareness. LR: What made you write a book about Emotional Intelligence and Sales Results?

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

Sales Training Advice

JANUARY 4, 2012

It’s well known that engineers are conservative, risk-averse, overly cautious and extremely rational. If you are in a position of selling to engineering-intensive companies, or working with a sales engineer to close a sale, it’s imperative that you take the time to understand how to communicate with technical professionals.

Engineering 61

Engineering Hiring Education Negotiation 61

Score More Sales

APRIL 19, 2013

I choose not to detail the series of events – they are easy to find through any search engine. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling. Don’t think my blog title minimizes my feelings about what has happened.

How To 237

How To Outbound Engineering B2B 237

Score More Sales

AUGUST 20, 2012

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership. Stop calling inside sales inside sales.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

The Sales Hunter

FEBRUARY 10, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Feb 10, 2012. But taken collectively, they compound into such a difference in your sales.

Ideal Customer Profile 170

Ideal Customer Profile Negotiation Hiring Facebook 170

Score More Sales

MARCH 8, 2012

In order to be most productive with the sales opportunities in your pipeline there are a number of people you need to know well. You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. You (yes, you.) slow follow-up.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload. You can download the study here.

Data 197

Data CRM Survey Study 197

Jeffrey Gitomer

SEPTEMBER 20, 2011

To encourage your people, buy everyone a copy of The Little Engine That Could. Filed Under: Attitude , Leadership , My Books , Overcoming Objections , Sales , Social Media Tagged With: attitude training , book on attitude , establishing trust , gitomer , how to sell , leadership , success principles. Get Sales Blog Updates.

Hiring 294

Hiring Training Social Media Loyalty 294

Score More Sales

AUGUST 10, 2012

What is the gold in your territory and your sales plan? 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. How will you reach it?

Sports 201

Sports Territories Outbound Engineering 201

Score More Sales

JUNE 29, 2012

Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Sales leadership is a role much like the coach or manager of a professional sports team. Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

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. Most sales reps believe these are really not for them as much as they are for leadership. A TOOL JUST FOR SALES MANAGEMENT? So how can we increase revenues with CRM?

CRM 291

CRM Revenue SugarCRM System 291

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. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

APRIL 26, 2013

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). Lack of leadership support for adoption – success of CRM must tie in with sales methodology and process. This really helps sales reps.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

The Sales Hunter

OCTOBER 23, 2012

The reason is simple — Linkedin is viewed by search engines as being credible, so by having your profile as strong as possible, you will help move it higher up in search engine rankings. Copyright 2012, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Check it out!

Prospecting 188

Prospecting Social Media Airlines Ideal Customer Profile 188

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

Score More Sales

MAY 30, 2013

IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. The top two marketing challenges are issues near and dear to the sales team as well: Acquiring New Customers. Creating a consistent customer experience.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Babette Ten Haken

DECEMBER 28, 2017

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. To help you overcome this type of divisive mindset, I created 16 collaboration hacks in my 2012 book, Do YOU Mean Business? Customer Unretention Syndrome results from 4 Sales Achilles Heels.

Retention 74

Retention Customer SME Engineering 74

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JUNE 26, 2012

Example: We brought you news about IBM’s recently announced Midmarket CEO Study that talked about how: “70 percent of midmarket CEOs aim to partner extensively with other companies as external relationships will play a more critical role to CEOs’ overall business strategies” [IBM Midmarket CEO Study, 2012].

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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. 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.

Company 208

Company Film Study Lead Rank 208

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities. It’s a phenomenal success story and 2012 annual revenues were up 63%. ON24 www.on24.com

Company 152

Company Analytics Enterprise Enterprise 152

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APRIL 27, 2012

That’s the “sale”. In some tech marketplaces sales reps are texting prospects – almost always once rapport is established. 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

That’s the “sale”. In some tech marketplaces sales reps are texting prospects – almost always once rapport is established. 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