Pointclear

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” What's the point of that?

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

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. © MASP - Fotolia.com. This is one of the books that I have read twice, and is full of highlights.

Social Media 134

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

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Social Media’s Maturing: In-House Resources & Social Advertising. Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Sales and Marketing Management

MAY 19, 2012

Issue Date: 2012-05-20. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. Author: Rick Reynolds. Teaser: Assumptions are full of risk. But what if their assumptions are wrong? Your company risks losing critical business.

Resources 222

Resources Examples Sales Company 222

Score More Sales

JULY 4, 2011

Marketers: Should Salespeople ONLY Focus on Closing Sales? “Salespeople should just focus on closing sales, and let the marketers do the rest through automation.” Sponsored in part by Lenovo and Infusionsoft, TJ is working to gather input on what you think about marketing automation. Consulting.

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

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JANUARY 5, 2012

by Lori Richardson on January 5, 2012. 2012 is a year of new things, and so we are pleased to launch for sellers and sales leaders a weekly audio (and sometimes video) interview with people who have made, or are making an impact in B2B professional selling. example: tid = 123. Example: prod = prod1|prod2. Sales Resources.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

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FEBRUARY 22, 2012

by Lori Richardson on February 22, 2012. Ardath Albee of Marketing Interactions has written a four-part series called, Capitalize on the Content Marketing Continuum where she talks about the BEF and the very fluid content marketing continuum. Sales Tips and Strategies to Grow Revenues. Consulting. link] Ardath.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

SBI Growth

JANUARY 18, 2013

It is an example, not the whole story. This post will focus on a single example of HR’s positive impact for a sales organization. It is to align the talent to where the market will be in 2014. The sales resources were not properly aligned last year. The sales force is tentative - 2013 will be a repeat of 2012.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Social Media’s Maturing: In-House Resources & Social Advertising. Companies are hiring social media people through their existing marketing budgets or recruiting social mavens in-house.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

The Pipeline

MARCH 2, 2012

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Mindtickle

JULY 24, 2016

For the former, we ought to loosen the reigns in creating rigid curriculum flows for adult learners; for the latter, we could learn much from cross-functional fields like marketing, behavior science, and gaming (e.g. We can learn from cross-functional fields like marketing and bring this to employee training to optimize it.

Resources 52

Resources Training Scale How To 52

Mindtickle

JULY 24, 2016

For the former, we ought to loosen the reigns in creating rigid curriculum flows for adult learners; for the latter, we could learn much from cross-functional fields like marketing, behavior science, and gaming (e.g. We can learn from cross-functional fields like marketing and bring this to employee training to optimize it.

Resources 52

Resources Training Scale How To 52

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. Resources for Learning. Big Data Integrated.

Company 208

Company Film Study Lead Rank 208

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AUGUST 2, 2010

The Facebook Event for Marketers You Need to Know About. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. 50% Savings on Web’s Biggest Facebook Marketing Event. example: tid = 123. Example: prod = prod1|prod2. Sales Resources.

Facebook 120

Facebook Lead Rank Lead Scoring Nonprofit 120

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JANUARY 24, 2012

by Lori Richardson on January 24, 2012. Wikipedia talks about identifying influencers: Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. Trendsetters: influencers tend to be early adopters (or leavers) in markets. link] Maria Elena.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team.

Territories 306

Territories Top of Funnel Analysis Penetration 306

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FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. If you have not converted your sales and marketing activities into the cloud, that should be one of the priorities for this year. Resistance to the Cloud. Distracted Salespeople.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

SEPTEMBER 16, 2012

Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Proper budget allocation is IMPORTANT, because your own success, as well as the success of your CMO, will depend on the appropriate allocation of overall resources and expenses in 2013. The answer: Marketing.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

The Pipeline

FEBRUARY 21, 2012

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here is an example: I wanna go to the Proactive Prospecting Workshop in #Toronto [link] #ppmark by @you #contest #toronto. When Sales Met Marketing. Community Marketing Blog. Home About The Pipeline.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

Understanding the Sales Force

JULY 10, 2012

You can step up your inbound/outbound marketing efforts and generate leads but you'll need either salespeople or telemarketers to follow-up and qualify those leads as they come in. Inbound and outbound marketing include your public relations and social media efforts too. c) Copyright 2012 Dave Kurlan

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

SBI Growth

SEPTEMBER 11, 2012

In fact, “20% to 30% of Enterprise Resource Planning projects fail, and 50% to 60% are considered compromised,” according to Gartner research. But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team.

Territories 264

Territories Top of Funnel Analysis Penetration 264

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. You continue funding the programs you started last year with little consideration for time-to-return, resource requirements or revalidating the market demand for your sales initiatives.

Strategy 293

Strategy Analysis Quota Resources 293

Your Sales Management Guru

JUNE 6, 2011

Sales Leadership: A Lack of Resources May Limit Success. Most of the locals understand their resources are becoming limited, yet they are expecting tomorrow to be a success. I am unsure if they are prepared for the tomorrow or if they have new resources in place? What is your hiring plan for 2012?

Resources 64

Resources Hoovers Sales Leadership Hiring 64

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SEPTEMBER 17, 2012

I’ll give a few examples below, and ways that this grows business. Curation gains you visibility – I am the curator of a list of Top 50 Sales and Marketing Influencers for 2012 , which I also happen to be listed on as well. The same idea works in networking – instead of being a spoke, you become the hub.

B2B 194

B2B Opportunity Banking Conference 194

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Human Resources? If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource. Who do you turn to for help? Regional Sales Leaders? VP of Sales Operations? How can you tell if you have a world class Sales Operations Leader?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

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JANUARY 3, 2012

by Lori Richardson on January 3, 2012. The phrase “nurture marketing” came from this idea. A Word about e-Mail: No More Tacky E-Mail in 2012 Please! If you are still doing any of these things, you need to stop these primitive marketing practices right away! Sales Tips and Strategies to Grow Revenues. Consulting.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage. example: tid = 123. Lisa Jackson.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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FEBRUARY 29, 2012

by Lori Richardson on February 29, 2012. We will let you choose whether you invest in a full-blown system which has features to incorporate your full marketing strategy, including web lead capture – or you start by enhancing your email system with social information and notifications. Sales Tips and Strategies to Grow Revenues.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

The Pipeline

MAY 12, 2011

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Read this great example from yesterday’s mailbag: A salesperson emailed his lessons learned and included this one: “The final lesson again concerns the compelling reasons to buy. When Sales Met Marketing.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

SBI Growth

SEPTEMBER 15, 2012

Here is a semiconductor company example to illustrate: What does this reveal? Maybe they exit a market segment. An example of its use: The purpose of this tool is to assess the health of your customers. In this example, if “ future growth ” is greater than 30% it gets a 7-10. Their accuracy is 95% in 2012.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

SBI Growth

SEPTEMBER 9, 2012

Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Today's marketing is driven off the written word. In a content driven world, if your marketing team cannot write well, you will not be successful.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The Pipeline

FEBRUARY 27, 2012

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Communication , Communication Strategy , Marketing , Proactive , Sales 2.0 , Sales Management , Sales Success , Sales eXchange , execution. Home About The Pipeline.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

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FEBRUARY 16, 2012

by Lori Richardson on February 16, 2012. For many years they were cost-prohibitive for small and mid-market companies. In 2012 there are so many tools to help you with keeping track of business, of clients, of prospects, of deals, of appointments, of webinars, of client communities – we are on overload. example: tid = 123.

Lead Rank 179

Lead Rank Lead Scoring B2B Tools 179

SBI Growth

FEBRUARY 2, 2013

Push them higher up market and expand the team. That’s because these examples represent sales processes that are typically more complex. 71% of all companies surveyed in 2012 stated they will expand inside sales in the next year. But make sure that the resource you've tapped will execute for you when it counts.

Revenue 303

Revenue Inside Sales Webinar Metrics Field Sales 303

The Pipeline

JULY 18, 2011

Free Resources. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Second, the value gained, whether that is increased sales, reduced costs, longer asset life, reduced time to market, you name it, (well actually let the buyer name, you ask the questions that lead to that).

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

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. Here are a few examples. On another board, we listed all those mentioned on a list of Top 50 Sales and Marketing Influencers. Are you utilizing these basic ideas with your sales and marketing teams?

Social Media 233

Social Media B2B Strategy Media 233