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

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

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. Finally, the tools vary and new ones seem to come out daily.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. But there are a couple major caveats: Too much time online means not enough face time with clients, prospects, and referral sources. He advises: “Make friends first, do business last.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

APRIL 30, 2013

The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records. 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.

CRM 291

CRM Revenue SugarCRM System 291

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

Sales Hacker

DECEMBER 29, 2022

A whopping 50% of your prospects may not be a good fit for the product/service you sell. 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. Think of the times a prospect has needs which extend beyond the scope of your off-the-shelf products.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

Pointclear

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

The ROI Guy

NOVEMBER 30, 2011

The continued economic uncertainty may define 2012, as “Frugalnomics” remains in full effect driving companies to be more spendthrift and risk adverse. Speaking with and evaluating prospective vendors (85%). Developing/reviewing business and functional requirements (98%) 2.

ROI 79

ROI Vendor Survey Proposal 79

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

No More Cold Calling

MAY 30, 2013

Only 63 percent of sales reps met quota in 2012, according to the 19th annual CSO Insights Sales Performance Optimization study , the same number as the previous year. The report states: “When there is a sufficient quantity of leads, sales can find enough opportunities to reach the targeted goal. Click here to read more.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Score More Sales

JANUARY 8, 2013

Jen Mueller, sideline reporter for the Seattle Seahawks had a quick conversation with Seahawks star quarterback Russell Wilson recently and shared a lesson for us all in sales about the power of the words we choose to use. When you are calling a prospect, how did you choose the “script” you are using? Let’s be blunt.

Travel 258

Travel Outbound Influencer Buyer 258

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Get your copy now and gain instant access to dozens of e-books, special reports and audio programs from some of the sales world’s leading experts! Prospecting. Sales Tool. 3 R’s of Prospecting Success.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

Anthony Cole Training

AUGUST 9, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales tools (25). The "No Time to Prospect" Myth - Why People Dont Succeed in Selling. I believe they are easy to follow: Prospecting 240 days per year. Qualified Prospects.

Hiring 136

Hiring Prospecting Ideal Customer Profile Sales Qualified Lead 136

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. Prospecting. Sales Tool. December 2011.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Pointclear

AUGUST 16, 2012

Click to start video at this point — Asked about the current debate between outbound marketing vs. inbound marketing, Dave advocates using a variety of tools based on needs and goals. People tend to position these and other kinds of prospecting or business development programs as either/or. I don’t like this kind of either/or.

Outbound 154

Outbound Inbound Social Media Call-back 154

Score More Sales

JUNE 29, 2012

With less focus on poorly organized meetings, redundant reporting, and repetitious work, they kept all eyes on the prize – those activities that lead to revenues. They used cloud-based sales tools as tools and understood their lack of value without process, plan and methodology.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

Pointclear

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. While some of these spaces are still being defined where marketing automation plays with CRM, he believes we’ll see M&A activity in 2012. Look for Greater Process Integration and Alignment in 2012.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Jeffrey Gitomer

MAY 18, 2011

Tweet Share To establish the ultimate long-term relationship and to be memorable in the service you perform, you need to discover personal information about your prospect or customer. What do you know about what impacts your best customers and prospects? salesmanship is the greatest tool in bussiness. Take notes constantly.

Hiring 265

Hiring Lead Rank Lead Scoring Marketing Qualified Lead 265

Anthony Cole Training

APRIL 13, 2011

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales tools (25). If Aprils prospecting activities and efforts bring Junes sales results, what does Junes prospecting activities and efforts bring? Motivational (8). Motivational Speaker (6).

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Pointclear

JUNE 28, 2012

2012: Transformational Change, the New Buyer & Big Data. Click to start video at this point — Asked about what is happening or not happening in marketing and sales in 2012 that surprises him, Rich notes there’s been more transformational change in the past eight to twelve months than he’s seen in the previous nine years.

Marketing 247

Marketing Outbound Inbound Vendor 247

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting. Sales Tool. 3 R’s of Prospecting Success. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. December 2011. November 2011. October 2011.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Understanding the Sales Force

NOVEMBER 27, 2013

Ineffective Salespeople - The latest reports indicate that there are now 15.8 Despite that, the report in question indicated that the loss rate is at an all-time low. So while the economy isn''t creating a confidence-fest, it shouldn''t be having any more of an impact than it has in the years 2011-2012. No interest.

Travel 251

Travel Decision Maker Insurance Insurance 251

Zoominfo

FEBRUARY 25, 2018

Remember, both customers and prospects are following your social channels – don’t miss an opportunity to convert. The rise in social media has led to an increase in social media management tools. On the morning of July 20 th , 2012, the magazine tweeted, “Good morning, shooters. Take the American Rifleman for example.

Social Media 147

Social Media Media B2B Marketing 147

The Pipeline

APRIL 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Communication , Funnel management , Guest Post , Lead Management , Prospecting , Referrlas , Sales 2.0 , Sales Technique , execution. We were schooled to throw as many prospects in the funnel as we could find.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

MTD Sales Training

JANUARY 3, 2012

As 2012 dawns I have been thinking a great deal about how best to consolidate and optimise your social media efforts for the year ahead, and I have been researching some fantastic online tools which can help you to easily manage and increase your level of social media activity to continuously provide reliable leads and boost sales.

Twitter 136

Twitter Account Social Media Media 136

The Pipeline

SEPTEMBER 9, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Prospecting. Sales Tool.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

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. Have you downloaded my latest report “The Sales Person’s Crisis”?

Negotiation 209

Negotiation Social Media Hotels Decision Maker 209

Sales Hacker

OCTOBER 19, 2018

Both have ranked very highly in recent years as top tools for startup sales tech stacks, as shown by Bowery Capital’s most recent Annual Sales Stack Report here. In more recent years though, innovative teams have used Datanyze, founded in 2012, as an intelligence layer on top of basic contact information.

Industry 58

Industry Top of Funnel Channels Lead Rank 58

SBI

FEBRUARY 26, 2013

And if you attended Apple’s April 2012 earning’s conference, you would’ve heard Apple’s CEO, Tim Cook, say that 94% of the Fortune 500 are testing or deploying the iPad. mobile tools can ignite productivity, shorten sales cycles, and provide. Reduce the time it takes to respond to a prospect’s interest from hours to seconds.

Collateral 115

Collateral Revelation Trends CRM 115

Score More Sales

NOVEMBER 30, 2012

your prospect [helpful, value-added]. You rarely can go wrong with any ONE of these, and if you did the trifecta, well – you could shine this holiday season: THE GIFT OF AN INTRODUCTION (or two) – Who can you connect one of your clients, prospects, or partners to that would help them and their business?

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. For a free copy of his Client Breakthrough report and training videos head over to [link]. Prospecting.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

No More Cold Calling

MAY 21, 2015

That’s 5 percent less than in 2012. In the same report, almost half of sales execs said enhancing lead generation is their top initiative. Get these in writing Before reps meet with referred prospects, provide coaching tips and discuss the following: What did you learn about the prospect from your Referral Source?

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

The ROI Guy

JANUARY 15, 2013

In fact, CEB reports that 57% of the buyer’s journey has been completed prior to the customer engaging with a sales professional. Sales is now challenged to: Deliver the provocative value story and quantification to make today’s more skeptical and frugal Buyer engage sooner, the tools and content to convince the buyer as to: a.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Increase Sales

DECEMBER 31, 2011

Then I hopped over to a Google SERP website, plugged in the website listed within this email, the two key words located in the web’s title bar and discovered, not to my surprise, this site was not listed in the top 64 reporting sites. Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.

Research 115

Research How To Proposal Google 115

The Pipeline

APRIL 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Similarly, marketing has amazing tools and formulas to share with the salesguys in order to improve the after sales follow up with clients, and certainly contribute many times with the sales-team or vendor, however, is it the case in all cases?

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

CloserIQ

OCTOBER 10, 2018

Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. Founded 2012. They offer a financial reporting solution for SaaS companies and are currently hiring for sales positions. Founded 2012. Founded 2012. Founded 2012. Founded 2014.

Hiring 76

Hiring Company Policies Analytics 76