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. Social media platforms are now your best tools. © MASP - Fotolia.com. ©2012 Fill the Funnel.

Social Media 134

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

Fill the Funnel

SEPTEMBER 12, 2012

The most frequently used web tool in my tool kit currently is TimeTrade. As I began writing this series, I lined up a list of the newest, most interesting web tools that I have come across in the last few months. Here is an example of one of the appointment settings that I have set up. All Rights Reserved.

Tools 121

Tools Top of Funnel Ideal Customer Profile Call-back 121

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. A tool is available for download – a full syllabus of Sales leadership courseware. The below downloadable tool will give over 40 sales leadership skills to choose from.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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. 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

Score More Sales

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

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Download Your Persona Based Forecasting Tool Here. Here are the recommended steps you should take to improve your CRM forecast accuracy: Using all of your 2012 CRM data, segment by Buyer Personas. Meanwhile your CFO sees it as ½ empty.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

SBI Growth

DECEMBER 13, 2012

For example, the sales metric of "revenue performance" is a lagging indicator. Here are examples of 7 leading indicators for HR and the talent condition they indicate: Ramp Failure Rate: Scalability of the sales force. Download this tool to shape the metrics most relevant to your organization. They are lagging indicators.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

The Pipeline

MARCH 2, 2012

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. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SBI Growth

SEPTEMBER 16, 2012

This year’s SBI Q3 Tour- Make the Number: How your Peers are Allocating People, Money and Time in 2013 provides research-backed strategies, plans, approaches, and tools that are used by many of the best organizations in the world. The example illustrates the use of an independent benchmark. Get a copy of the tool at this session.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

Score More Sales

MAY 23, 2012

For mid-market companies, Kline says that businesses can now use analytics much more effectively, citing the term “glocal” as an example: Glocal: a combination of a global strategy instituted locally for a particular geographic area. There is no more mass marketing. Customers demand a more personal and local experience.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Score More Sales

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

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. Gartner “How to Leverage Advanced Analytics for Strategy Maps”, Christopher Iervolino, 17 February 2012.

Territories 306

Territories Top of Funnel Analysis Penetration 306

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

Understanding the Sales Force

APRIL 16, 2012

Understanding the Sales Force by Dave Kurlan The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. I reviewed the 2012 Sales Performance Management Report, published by the Aberdeen Group and gleened some interesting statistics.

Hiring 188

Hiring Territories Compensation Forecasting 188

SBI Growth

FEBRUARY 6, 2013

All 2012 did was buy me some time. With a simple tool, a slingshot, he toppled the giant Goliath. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. The first example showed Charlie how the SPB helped launch a new product. We made the number.

Banking 288

Banking Software Software Competition 288

SBI Growth

SEPTEMBER 9, 2012

Equip them with tools to succeed. This article provides the insight and access to tools to make a successful transition. We are provided with writing tools and Personas. Evaluate the quality of writing with a content evaluation tool. Below you will see an example content grading template. The answer is simple.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

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. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time. Here it comes, the 2013 budgeting process. You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. Gartner “How to Leverage Advanced Analytics for Strategy Maps”, Christopher Iervolino, 17 February 2012.

Territories 264

Territories Top of Funnel Analysis Penetration 264

SBI Growth

FEBRUARY 21, 2013

To outperform their peers, Social Sellers use LinkedIn as a sales tool. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). For example, if your Buyers are database architects, speak in terms they care about. LinkedIn is a living sales tool, not a static, paper document. Bet on the Jockey. Be cohesive.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

Score More Sales

JANUARY 10, 2013

If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently. Try free tools to help monitor activity of your buyer – companies and individuals. Start with simple Google searches.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Sales Hunter

MAY 29, 2012

Don’t allow yourself to believe it is the only selling tool you have. Use it as one tool that helps you open up the level of communication and understanding between you and the prospect. An example might be someone who sells a specific product or service and there are only 100 customers who could possible buy from them.

Channels 201

Channels Up-Sell Motivation Prospecting 201

Score More Sales

JUNE 7, 2012

For example: The Podcasting Track was fantastic – tools, lessons, and lots of examples. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Share Five Things I Took Away From Blogworld NMX originally appeared on Score More Sales on June 7, 2012. It’s About the Content.

Conference 179

Conference Lead Rank Lead Scoring Media 179

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. They wanted a document solution tool which would provide analytics and reporting, merge with their existing systems, and would be fit to scale. Well, they had a fair point. Show value.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Score More Sales

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”. Each example above creates content, and this is what marketers (and sellers) are focusing on building up. Keep it simple, clean, and helpful. Hold Live or Virtual Events.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

Score More Sales

FEBRUARY 27, 2013

Example: If I am an IBM business partner, I’d have saved searches for everything IBM, so that I could re-tweet and share the content I find valuable and pertinent to my business. If my purpose is to help businesses grow, then I would focus on tips, tools, and ideas that do exactly that. and learn how to listen. They KNOW who you are.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Score More Sales

DECEMBER 21, 2012

Buyers have high expectations which are set by others in your industry – for example when front desk staff greet you buy name at leading hotel chains – you expect that everywhere. This study was done by interviewing nearly 400 U.S. corporate leaders on how today’s buyers are changing the way we must do business.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

The Sales Hunter

MARCH 27, 2012

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Here are some examples: 1. These are just three examples. Copyright 2012, Mark Hunter “The Sales Hunter.” Strategic questions are those where the answers are not always clear cut.

Industry 174

Industry Motivation Examples Positioning 174

The Pipeline

FEBRUARY 21, 2012

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. Sales Tool. Your email address will not be shared. Sign up for our Email Newsletter. December 2011.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Score More Sales

MAY 29, 2013

Get names or titles confirmed using LinkedIn or other tool – then pick up the phone and call. Example: One of their Board members is also with a company that is a client of yours. This can be a very quick two step process to connecting to people, rather than long research times and long time crafting emails.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Score More Sales

JANUARY 8, 2013

When you spend so much of your day with a tool that can cut someone down in an instant with the wrong words, why do you not have a plan in place to help your words shine? For example, if I say in my voice mail to you: It would be great to talk if you have a spare minute. . To build on what is working better than other strategies?

Travel 258

Travel Outbound Influencer Buyer 258

The Pipeline

MAY 12, 2011

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. Sales Tool. Sign up for our Email Newsletter.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

Score More Sales

MARCH 29, 2013

Take business analytics, for example. 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.

Microsoft 189

Microsoft Conference CRM Compensation 189

Zoominfo

APRIL 16, 2018

There are a million tools out there (Zoominfo) to help with that. We’ll let this example speak for itself. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. “Only do what helps you sell. Avoid dumb s**t! KeenanTakeover ”. and Forbes.

Journal 171

Journal Influencer Case Study Sports 171

Increase Sales

OCTOBER 2, 2012

For example, emotional intelligence is recognized as a key leadership trait. Each tool gives me another dimension of the individual such as his or her: Decision making styles externally and internally (Attribute Index). Communication styles along with buying behaviors (DISC). Motivation (Values). Share on Facebook.

Webinar Metrics 138

Webinar Metrics Small Business Small Business Facebook 138

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. For example, he should be able to provide beneficial, foundational contributions, such as: Sales Strategy: 1) Creating a Sales Process that Correlates to Buyer’s Journey, 2) “Operationalizes” Marketing Materials (Personas, Blogs, Webinars, Etc.) Who do you turn to for help?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Score More Sales

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. Example: A marketing executive prospect works for an electric utility. It is not always easy, but through various strategies we are successful.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212