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

SBI

JULY 22, 2014

In 2012 it grew to around 350. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide. We want to hear from you.

B2B 123

B2B Tools Top of Funnel Marketing 123

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. With many tools comes overwhelm.

CRM 238

CRM Outbound Tools Study 238

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

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. A similar scenario faced hundreds of sales leadership executives. 32% reported that their sales cycle is too long.

Hiring 188

Hiring Territories Compensation Forecasting 188

Understanding the Sales Force

OCTOBER 4, 2013

Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. One of the companies that insisted on validating our validation is moving forward with a license to hire 200 salespeople using our Sales Candidate Assessment. Our assessment recommended 13 of them, and did not recommend 10. Of course not.

Hiring 260

Hiring Licensing System Consumer 260

Awarathon

AUGUST 24, 2023

Elevate Your Sales Team with AI-based sales training software! A cutting-edge solution offers realistic training scenarios that refine skills, ensure consistency, and provide instant feedback to scale your training efforts, boost confidence, and drive sales success ultimately leading to improved sales performance and business success.

Software 52

Software Software Training Lead Rank 52

Score More Sales

JANUARY 11, 2013

Ed and I spoke recently about the trends, and I shared with him my concerns about how so many smaller organizations are overwhelmed by tools, technology, and strategies for growth. So many new cloud-based tools have not only come to market, but many are tried-and-true now. They want to be where their customers are.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 The KPMG report describes the new HR metrics needed across the enterprise. But what about new HR metrics for sales organizations?

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

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

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. 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

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

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. Reps are on information overload.

Data 197

Data CRM Survey Study 197

SBI

OCTOBER 10, 2017

I have a passion for sales technology. The timing happens to work perfectly considering that the first ever Sales Enablement Society Conference is convening in Dallas at the end of this month. If you are a Sales Enablement professional, you have to get involved in this non-profit association. It’s kind of my thing.

Survey 139

Survey Sales Enablement Trends Conference 139

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

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

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

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

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.

ROI 79

ROI Vendor Survey Proposal 79

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

Score More Sales

JUNE 29, 2012

Those sales leaders who are not surprised are those who are working a plan with a good team of sellers in place. Sales Benchmark Index says that the average tenure of a Chief Sales Officer is 19 months. Sales leadership is a role much like the coach or manager of a professional sports team. Success keeps you in the job.

Pipeline 183

Pipeline Hiring Lead Rank Lead Scoring 183

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

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. Because buying has changed. They need to be cherished.

Coaching 319

Coaching Sales Management Buyer Negotiation 319

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

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. Is sales process having an impact? Ineffective Salespeople - The latest reports indicate that there are now 15.8

Travel 251

Travel Decision Maker Insurance Insurance 251

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. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. of a rep’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Jeffrey Gitomer

MAY 18, 2011

How Personal Information Leads To A Relationship (And To Sales). And, oh yes, lots of sales.). The difference between making a sale and building a relationship lies in your ability to get this information — and uncover the other information it leads to. salesmanship is the greatest tool in bussiness. Sales Videos.

Hiring 265

Hiring Lead Rank Lead Scoring Marketing Qualified Lead 265

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. Once that has been achieved, subsequent, more targeted sales interactions can also be made using social connections.”. Phil Gerbyshak, a social sales trainer and keynote speaker, has a similar take.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

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 114

Solutions Selling Exact Buyer Sales Methodology 114

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

Pointclear

MAY 30, 2012

Andrew is currently Editorial Director at G3 Communications, as well as Editor and Publisher of DemandGen Report. Click to start video at this point —Andrew expressed some surprise that last year there weren’t more mergers and acquisitions in the marketing and sales spaces. My PowerViews guest today is Andrew Gaffney.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Score More Sales

DECEMBER 21, 2012

We often talk here at Score More Sales about acquiring new customers, and probably don’t do enough talking about retaining and growing the good existing business we have. You can download the report here from IBM. The study was called Empowered Customers Drive Collaborative Business Evolution. IT needs to be a partner in this.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Anthony Cole Training

APRIL 13, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities. It’s a phenomenal success story and 2012 annual revenues were up 63%.

Company 152

Company Analytics Enterprise Enterprise 152

No More Cold Calling

MAY 30, 2013

Even though most salespeople haven’t met quota in years, sales managers have greater expectations than ever. 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. Click here to read more.

Quota 214

Quota Meeting Sales Qualified Lead Cost per Lead 214

Score More Sales

NOVEMBER 30, 2012

It’s the time of year when you might be thinking of something for your favorite sales professional or sales leader. THE GIFT OF RECOGNITION – Many in sales and in business want to be recognized and appreciated for our efforts. See a future post for the top tools we’d give out. your boss [professional, thoughtful].

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

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. Click here to view the embedded video. Have you tried other words and then measured the results both ways?

Travel 258

Travel Outbound Influencer Buyer 258