Pointclear

JULY 19, 2012

Brian is Executive Director of Revenue Optimization at MECLABS where he leads business units that include Applied Research, Strategy Group, Conversion Group, Leads Group, Agency Group, Technology Group and Training Group. ” 2012 Recommendation: Marketing Should Ask Sales Three Questions. My guest today is Brian Carroll.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

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. Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation. © MASP - Fotolia.com.

Social Media 134

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

Corporate Visions

AUGUST 6, 2020

Buyers began doing research, forming opinions, and narrowing their options all on their own. In 2012, CEB noted that B2B buyers weren’t contacting suppliers directly until 57 percent of the purchase process was complete. But how do you influence those decisions with your marketing? Yes, you can, according to our new research.

Top of Funnel 90

Top of Funnel Funnel Marketing Influencer 90

Jonathan Farrington

MARCH 15, 2012

Who really are the sales and marketing experts, gurus, commentators, authors, and spokespeople that are genuinely influencing the way we think, sell and market our companies/products/solutions in 2012? We are going to find out – not subjectively, or for that matter, purely objectively.

Influencer 38

Influencer Marketing Social Media eBook 38

Emissary

MARCH 22, 2022

Forbes, in partnership with market research company Statista, compiled the list by evaluating 2,500 U.S. Eight million datapoints were gathered via a social listening campaign and extensive desk research. Statista considered any company founded between 2012 and 2019 that has at least 50 employees to be a startup. Methodology.

Social Media 52

Social Media Campaigns Enterprise Enterprise 52

Score More Sales

MAY 21, 2012

Just do research first and have value to add with your products and services. If you don’t know how to do this, listen to the roundtable about pre-call research with a panel of experts on the topic. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012?

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. 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

SBI Growth

MAY 22, 2013

(Source – CEB, The New High Performer Playbook, Arlington VA, 2012). This means the hiring manager is researching before you enter the picture. Then influence their decision by providing yourself as the solution. Spread your scope of influence to as many people as possible. Broadcast these ideas to your network.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

SBI Growth

JANUARY 16, 2013

Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail. 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. Expand your sphere of influence.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Jonathan Farrington

MAY 29, 2014

This year, we have been particularly mindful of the fact that whilst the impact of social media continues to grow, many of the people who have a huge influence on us are not actually actively engaged on say Twitter, Facebook and the like. General Top 50 Sales and Marketing Influencers Top Sales World' VIsit Here.

Influencer 40

Influencer Marketing Social Media Twitter 40

Score More Sales

JANUARY 4, 2013

Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers. It’s not about who you dialed anymore, or who you researched online – it’s about ACTION. Number of qualified appointments or demos that you set up.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

Zoominfo

APRIL 16, 2018

With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales. Administrative tasks and prospect research eat up a ton of time that reps could spend selling. Look for hacks and restructure your processes to streamline your research. He’s been teaching and coaching almost as long.

Journal 171

Journal Influencer Case Study Sports 171

Score More Sales

JANUARY 11, 2013

IBM surveyed 1200 technology professionals in SMB organizations in 2012 and created the IBM Tech Trends Report. It is a document you can give to others in your organization to help support your ideas as a “Pacesetter” (one of the 3 types of people identified by the research).

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Selling Essentials RapidLearning Center

NOVEMBER 4, 2020

Nope, at least not according to an experimental study from the University of California-Berkeley on how messaging influences motivation. The researchers wanted to see how failure would affect their motivation to study for a second exam. Actually, the researchers didn’t let anyone off the hook. The method. & Chan, S.

Lead Rank 105

Lead Rank How To Study Motivation 105

SBI Growth

JANUARY 15, 2013

Of all the opportunities put in your pipeline during 2012, how many actually closed? Personas are research-based representations of the buyers, and influencers and evaluators of your products or services. Meanwhile your CFO sees it as ½ empty. But where is the truth and how do you find it? Second - listen to your customers.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Score More Sales

NOVEMBER 20, 2013

IBM has done research on social selling for several years. I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

AUGUST 29, 2013

That is to say, you need to be a student of buyer trends and influences. Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. These individuals deny that customers use social media to do research on potential purchases. In 2012 the trend was 62%. In 2013 it was 65%.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. Jeff Ernst, Principal Analyst at Forrester Research narrates the overview click here to view the video.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Score More Sales

MAY 8, 2013

Do research and learn how you can show the ROI of the concept you are thinking about. Voila – they meet, and the employee suddenly gets recognized and helps launch something new. Without Undercover Boss, how can YOU make a difference? Don’t wait for an intervention. You can make a difference.

Inside Sales 212

Inside Sales Licensing Lead Rank Lead Scoring 212

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.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Score More Sales

APRIL 22, 2013

I used to call what sales people need to do “perfect practice” as many will say that “perfect practice makes for a perfect end result” but I am not a perfectionist and don’t like to see sellers stalling, wasting hours and hours while they try for more perfect research and to perfect their messaging.

Inside Sales 212

Inside Sales Lead Rank Webinar Metrics Sports 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. On another board, we listed all those mentioned on a list of Top 50 Sales and Marketing Influencers. Understanding: Think of research, above, for industry and competitive information.

Social Media 233

Social Media B2B Strategy Media 233

Mereo

MARCH 16, 2023

Recent research shows how time spent in the great outdoors can not only be therapeutic to your individual team members’ mental wellbeing — it can also boost their performance and productivity. In a study he led in 2012, a group of hikers spent three days in a remote nature setting without any technology. Much like with point No.

Hiring 41

Hiring Research Study SalesForce 41

Jonathan Farrington

SEPTEMBER 5, 2012

Linda Richardson interviews Ann Hermann-Nehdi, CEO of Herrmann International and thought leader in brain research, who helps professionals operate and succeed in a VUCA world by applying better thinking: “VUCA?” You need to read the interview!

Marketing 33

Marketing Follow-up Influencer System 33

Pointclear

OCTOBER 2, 2012

He adds that there is value in qualified leads where there are not specific timeframes or budgets identified early on: “We actually have found, and our research bears this out, that warm leads often ignored by salespeople represent significant revenue. Purchasers are doing a lot of research before they engage with your company.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

Score More Sales

JUNE 3, 2013

Oh, you might do a little research and maybe even call someone else in the prospect company, but we often stick with that one guy or gal who actually took our call or replied to our email. A common issue among newer remote (inside) sales pros is that we tend to latch on to one person within a company to call on.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Decision Maker 213

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

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. Gartner research backs this up, suggesting that social engagement is the more appropriate term. Derry Finkeldey, research director at Gartner, puts it this way: . Researching Sales Leads. Source: LinkedIn ). Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Smooth Sale

DECEMBER 23, 2021

Nicole Garrison is an expert writer of articles, case studies, and marketing, sales, and business development research. ” And there’s plenty of research that I could use to support the title and the two concepts – relationships (including trust) and the use of technology (i.e., Nicole Garrison, Content Writer.

Hiring 78

Hiring Social Media Follow-up Research 78

Score More Sales

OCTOBER 19, 2012

If you are a seller wanting to grow your sales, visit the blog over the next few weeks as we have extra LinkedIn conversations, interviews, and links to research which will help you grow as a seller. You can do that too. Do these 3 things today: 1. Make time in your calendar to work on improving your profile.

LinkedIn 211

LinkedIn Resources Networking Hubspot 211

Score More Sales

FEBRUARY 27, 2013

2. Become an Influencer in Your Industry Niche. By adding value to others, he’s a visible Influencer in Boston and also around the world. Once you are comfortable researching and listening, begin re-tweeting others. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Allego

JANUARY 10, 2023

The aha moment happened during a client engagement in 2012, when Mark noticed that the company had purchased iPads for its entire sales force. Some of the core themes that influence us today have been with us from the start of the company. a leading sales and presentation training firm. Here’s to the next 10 years! Learn More.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

MTD Sales Training

NOVEMBER 29, 2011

The Summit played host to 3 fantastic speakers who presented four must-see sessions on all manner of topics, from prospecting, networking and building value during a sales interaction, right up to influencing, negotiating and communicating with potential customers. ” – Andy Naisbitt, Business Development Manager at Gen3 Kinematics.

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Score More Sales

MARCH 14, 2013

Prospect research is the most frequent LinkedIn activity. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Researching competitor actions. Engages and influences Senior Leaders across the organization. The 2013 Number came back from the Board for the VP of Sales. Who do you turn to for help? Regional Sales Leaders? Human Resources? VP of Sales Operations? Not a “doer”.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303