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APRIL 30, 2013

Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process. Instead of trying to fit a square peg into a round hole, you can find tools that help you customize what you do and even add better process in some cases.

CRM 291

CRM Revenue SugarCRM System 291

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FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects. Unfortunately in a corporate environment there are added tools, sometimes departmental tools and customer tools.

CRM 238

CRM Outbound Tools Study 238

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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. It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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APRIL 30, 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. Share 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 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. 3 Smart Ways to Close Deals in Your Sales Pipeline originally appeared on Score More Sales on April 30, 2012.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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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

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JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

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APRIL 26, 2013

Now add in social tools – does it all work together? 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. What are some pitfalls when deploying CRM?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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JUNE 12, 2013

There has never been a better time to find simple and even free tools to capture your prospective customers and all your connections). Use online and social tools to connect, such as through LinkedIn and Twitter. Don’t stop with social tools, though. Note: if you are NOT doing this, start immediately.

Referrals 224

Referrals Lead Rank Lead Scoring Networking 224

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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

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MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

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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. Share Smarter Commerce Grows Sales and Customer Loyalty originally appeared on Score More Sales on May 23, 2012.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

SBI Growth

APRIL 2, 2013

Your 2012 finish was below average. Solutions Engineers? Use the tools in this blog to give you the boost you need. It’s been a rough couple of quarters for the VP-Sales. SKO got your team fired up for 2013 and a new start. Now the first Quarter is done, but you missed the number again. Reference customers. VP-Sales (You).

Top of Funnel 317

Top of Funnel Funnel Follow-up Lead Rank 317

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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

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MAY 30, 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. Lots to think about here, and definitely more to write about in future posts.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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DECEMBER 21, 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.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities.

CRM 235

CRM Guidelines Data Compensation 235

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JULY 18, 2012

The Content Marketing Institute (2012) said that “60% of B2B marketers plan to spend more on content marketing in the next 12 months”. 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.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

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.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

HeavyHitter Sales

FEBRUARY 23, 2013

It’s a phenomenal success story and 2012 annual revenues were up 63%. Lenovo is a $30 billion personal technology company dedicated to building exceptionally engineered PCs and mobile internet devices.   “Truven Health Analytics delivers unbiased information, analytic tools, benchmarks, and services to the healthcare industry.

Company 152

Company Analytics Enterprise Enterprise 152

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NOVEMBER 22, 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. What do you see changing for your business in 2014 and beyond?

Study 216

Study Influencer Lead Rank Lead Scoring 216

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JUNE 29, 2012

They used cloud-based sales tools as tools and understood their lack of value without process, plan and methodology. 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 183

Pipeline Hiring Lead Rank Lead Scoring 183

SBI Growth

JANUARY 16, 2013

Then I provide several tools for success in the Social Seller Mobile App Guide. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). They consume nonsense “suggested” to them by search engines, social networks, or video portals. The Guide provides you with tools beyond LinkedIn, Twitter, and Chatter.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

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MARCH 29, 2013

With the complications of mobile devices and employees bringing in their own tools, the simple connectivity of the past has been replaced by thoughtful, end-to-end solutions to help workers be productive through the cloud and wherever they are located. Are you willing to not make the time at the cost of losing business?

Microsoft 189

Microsoft Conference CRM Compensation 189

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MARCH 8, 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. The 4 People in Your Sales Pipeline You Must Know originally appeared on Score More Sales on March 8, 2012.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

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FEBRUARY 27, 2013

If my purpose is to help businesses grow, then I would focus on tips, tools, and ideas that do exactly that. What’s great about social tools is that they show who you are, so you don’t have to tell people. If your business does offer something of value, mention it occasionally, but not as often as you talk about others.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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AUGUST 10, 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.

Sports 201

Sports Territories Outbound Engineering 201

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SEPTEMBER 6, 2012

In fact IBM has described transforming the role of the Chief Marketing Officer (CMO) and much attention is being spent here at the Summit on ways to invigorate marketing teams with new tools to assist in moving the science and art of marketing forward.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

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APRIL 27, 2012

To be good at this, first get well-connected on LinkedIn and have a paid account to really benefit from all of LinkedIn’s research tools. The phone is just one tool in your toolbox. Share 4 Sales Tips for Reaching Prospects by Phone originally appeared on Score More Sales on April 27, 2012.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

To be good at this, first get well-connected on LinkedIn and have a paid account to really benefit from all of LinkedIn’s research tools. The phone is just one tool in your toolbox. 4 Sales Tips for Reaching Prospects by Phone originally appeared on Score More Sales on April 27, 2012.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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JUNE 5, 2013

Utilize digital tools to find your community, build your brand, and connect with 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. Build a Values-Based Team.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

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SEPTEMBER 13, 2012

Marketers can replace best guesses with factual information (analytics) courtesy of data their technology team will be offering up dissected and interpreted thanks to new tools being used now. You can’t attend a conference like this and not walk away with such big ideas in revolutionizing customer service and support.

Company 192

Company Customer Conference Twitter 192

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OCTOBER 31, 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.

Outbound 221

Outbound Engineering Influencer Lead Management 221

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FEBRUARY 20, 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. We recommend you take a look at Colleen’s book Emotional Intelligence for Sales Success.

Decision Maker 234

Decision Maker Proposal Lead Rank Influencer 234

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AUGUST 20, 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. Your feedback will make it most constructive so feel free to comment and we can get other perspectives here. This is the tip: 17.

Inside Sales 193

Inside Sales Travel Outside Sales Territories 193

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AUGUST 14, 2012

I take just 30 minutes going through 5 social tools every morning. 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. You can also find your competitors here – learn about them.

Social Media 233

Social Media B2B Strategy Media 233

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JANUARY 25, 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.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235