Increase Sales

DECEMBER 31, 2011

The last of the how to increase sales tips for 2011 is research. In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). Each day millions of crazy busy small business owners to sales professionals are sending unsolicited emails.

Research 115

Research How To Proposal Google 115

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. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

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

Sales and Marketing Management

AUGUST 28, 2019

Author: Mike DeLeonardis, President, North America at beqom Generation Z graduates, or those born between 1997 and 2012, are flooding the workplace, and with a flowing economy and tight labor market, it can be difficult for companies to recruit and retain these entry-level employees.

Lead Rank 166

Lead Rank Salary Compensation Commission 166

Corporate Visions

AUGUST 6, 2020

The post Marketing is Moving Further Down the Sales Funnel by Leslie Talbot appeared first on Corporate Visions. Those campaigns generated interest, but at some point, there was always that handoff to Sales, who would ultimately guide the buyer toward a decision. And that means owning an even bigger chunk of the sales process.

Top of Funnel 90

Top of Funnel Funnel Marketing Influencer 90

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. Research from TOPO supports this. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle.

Data 196

Data Intent Data Intent Customer 196

Score More Sales

SEPTEMBER 5, 2012

Lori, Trish, and Jill August, 2012. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Trish Bertuzzi has set a standard in research and factual study of B2B Inside Sales, and is top thought leader for it. I met Trish Bertuzzi in 2010.

How To 284

How To B2B Intent Inside Sales 284

Score More Sales

MAY 16, 2012

Do You Have a Sales Funnel? Are you part of a B2B sales organization proactively looking each week at what deals are in your sales funnel (or sales pipeline)? 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.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Score More Sales

DECEMBER 7, 2012

Recently there was a report published on converting B2B sales leads into deals that we blogged about. The study was researched by Leads360. See their post with a bigger version of the graphic here and get the link to the report. They also just created a handy Infographic to go with it, so take a look and enjoy.

Leads360 225

Leads360 Closing Inbound Outbound 225

Score More Sales

JANUARY 11, 2013

With everything out there – hundreds of thousands of apps, mobile technology, iPads, and things to measure, where does a sales leader or C-level team in an SMB start? Companies now have so much unstructured data and often so little real insight into customer trends and sales effort trends.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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.

Data 197

Data CRM Survey Study 197

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. Finally, “Sales Specific Admin” typically steals 8.9%

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

No More Cold Calling

AUGUST 23, 2018

Social media is a place to begin conversations, which leads to building relationships, which can yield real-world sales. 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. Not at all.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

JULY 9, 2012

You know that feeling when you have a sales opportunity in your pipeline and all is going so smoothly that you wonder if it is too good to be true? You or one of your sales colleagues may have one of these (or more) on the report that you turn in whenever the boss wants to know what deals are pending that you think are going to close.

Opportunity 200

Opportunity Report Buyer Pipeline 200

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. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1. corporate executives.

ROI 79

ROI Vendor Survey Proposal 79

The ROI Guy

MAY 25, 2012

Quick on the heels of a similar study , Gartner reports that CFOs are large, and in charge of technology investments, continuing to increase their control over IT decision making over the past 12 months. Our advice: to engage CFOs sales and marketing needs to clearly quantify: 1. The high cost of “doing nothing” 2.

Report 82

Report Survey Influencer Study 82

The ROI Guy

JANUARY 9, 2012

For those who thought 2012 might offer some much needed relief, a new survey uncovers Executives’ pessimistic sentiment going into 2012, indicating significant economic concerns and a strong focus on cutting costs and improving efficiency versus driving growth.

Buyer 69

Buyer Proposal B2B Discount 69

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s The six elements of a perfect sales meeting. Do you dread the weekly sales team meeting? Here are the six elements that, combined, make for a powerful regular sales team meeting.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data.

Marketing 247

Marketing Outbound Inbound Vendor 247

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

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Sales Alchemy. Stored in Attitude , Business Acumen , Forecast , Funnel management , Guest Post , Sales Management , Sales Process , Sales Success , execution , qualifying.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

Score More Sales

NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

SBI Growth

JANUARY 5, 2013

Sales VPs need to train their Sales Managers differently. Coaching sales people has changed. 77% of all Sales Managers reported fewer sales calls in 2012. 77% of all Sales Managers reported fewer sales calls in 2012. Our research shows customers hate ‘discovery’ meetings.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

The Pipeline

MARCH 6, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Win The Sale Without Compromising on Price. Stored in Attitude , Book Notice , Price , Proactive , Sales Leadership , Sales Success , Sales Technique , execution.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

SBI Growth

AUGUST 29, 2013

Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. As buyers are evolving, we’ve seen a strange breed of sales professionals actually devolving. These individuals deny that customers use social media to do research on potential purchases. In 2012 the trend was 62%.

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. IT needs to be a partner in this.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Sales Hacker

DECEMBER 29, 2022

I’ll walk you through what solution selling is, why you should adopt it as part of your sales process, and how to do it right for today’s buyer. Solution selling is a sales methodology in which the seller diagnoses the prospect’s problems or pain points and presents their product as a solution to that problem. Table of contents.

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Score More Sales

NOVEMBER 16, 2012

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. I hope they see this research.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

Allego

JANUARY 10, 2023

In the process, they redefined sales enablement and disrupted an entire market. The founding team realized that traditional sales training was broken. Prior to Allego, Yuchun co-founded and served as CEO of marketing automation provider Unica, guiding it through a successful IPO and sale to IBM. That was the start of Allego.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

Score More Sales

JANUARY 17, 2012

Sales Tips and Strategies to Grow Revenues. Build the Front of Your Sales Pipeline. by Lori Richardson on January 17, 2012. In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

Zoominfo

FEBRUARY 25, 2018

We haven’t been shy about touting the benefits of social media in B2B sales and marketing. In fact, research shows B2B brands that connect with their buyers on an emotional level earn twice the impact over marketers who are still trying to sell business or functional value ( source ). Posting exclusively about products. Happy Friday!

Social Media 147

Social Media Media B2B Marketing 147

Emissary

FEBRUARY 16, 2022

For tech sales and marketers, leveraging business insights in your account planning can make the difference in aligning your sales process to the buying process and ultimately closing the deal. These decisions can range from sales planning to sales execution, the way your salespeople interact with your customers.

B2B 52

B2B Account Hiring Analysis 52

Increase Sales

AUGUST 16, 2012

Some sales experts and business consultants have jumped on what appears to be this ever growing wagon train of value creation. This research appears to reinforce the “brand” of the retailer as customer enhancement is directly connected and builds customers’ expectations. Think value proposition statement.

Conversion 145

Conversion Retail Buyer Small Business 145

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. Your email address will not be shared. December 2011.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. 2012 Trending: Significant Transformation for Marketing Groups. There is greater alignment of those goals and metrics.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Zoominfo

AUGUST 9, 2018

increase in sales productivity and a 12.2% increase in sales productivity and a 12.2% 67% of B2B marketers say they see at least a 10% increase in sales opportunities through lead nurturing, with 15% seeing opportunities increase by 30% or more ( source ). billion worldwide in 2019, up from $2 billion in 2012 ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160