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.

Coremetrics 238

Coremetrics Analytics Trends Outbound 238

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. Increased Revenues 4. With the importance of finance in the selection process, the following five best practices can help drive better success in 2012: 1. Ease Of Use 7.

ROI 79

ROI Vendor Survey Proposal 79

Score More Sales

AUGUST 6, 2012

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. CSO Insights surveyed 218 CEOs, CSOs, sales execs and managers during June 2012 in an online study. Reps are on information overload. ” The Big Data revolution is here.

Data 197

Data CRM Survey Study 197

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. The phone is just one tool in your toolbox. 2) LinkedIn or other warm connection.

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. The phone is just one tool in your toolbox. 2) LinkedIn or other warm connection.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Our mission as salespeople is simple, drive revenue. With the right tools, measuring the right variables, we can become sales alchemists. Tools that measure relationships, sale velocity, and other soft variables are lacking.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

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

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

MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. Prospect research is the most frequent LinkedIn activity.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

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

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. In 2009, Steve was brought in by its ownership group, Oncap.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

SBI Growth

AUGUST 10, 2013

Historically Julie has been an ‘A’ player, but 2012 was tough. Our research shows that Julie is not alone. By signing up for our 7th annual Research Tour your team can learn why. Unfortunately, the impact on revenue has yet to be realized. When a new rep leaves a training, he does not have the tool kit to succeed.

Training 293

Training Top of Funnel Hiring Hotels 293

The ROI Guy

APRIL 25, 2012

Alinean interactive value selling and marketing tools help B2B sales professionals and prospects fight Frugalnomics, by provoking prospects to take action, tallying the “cost of doing nothing” and cost-justifying proposed solutions. The Alinean tools help answer the key purchasing decision questions of “Why Change?”, “Why Now?”

Lead Gen 45

Lead Gen Proposal Collateral ROI 45

SBI Growth

JANUARY 16, 2013

Then I provide several tools for success in the Social Seller Mobile App Guide. 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. Why Buyers want Social Sellers.

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

The Pipeline

FEBRUARY 15, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Some organization have acted on their commitment by creating the role of Chief Revenue Officer, having both functions coalesce behind a singular purpose, function and execution. Sales Tool. CNi Rapid Research. October 2011.

Pipeline 223

Pipeline Hiring Demand Generation Targets Demand Generation 223

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Sales Tool. CNi Rapid Research. Your email address will not be shared. December 2011.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

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

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. 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 ).

Social Media 147

Social Media Media B2B Marketing 147

The Pipeline

FEBRUARY 24, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As in the casino, financial success is the goal, in sales it is in the form of deals or revenue rather then the jackpot at the roulette table. Sales Tool. CNi Rapid Research. Your email address will not be shared.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

SBI

MARCH 1, 2021

There are some tools out there suited to industries that don’t rely on face-to-face selling (think of a conversation tool like Gong for a company selling software), but those are typically not practical during in-person meetings or for consultative sales conversations, like capital equipment or highly engineered solutions. Likely not.

Face-to-face 94

Face-to-face Apparel Chemicals Call-back 94

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Sales Tool.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

SBI Growth

NOVEMBER 9, 2012

They expect a 20% increase over your “best case” 2012 finish. Researching competitor actions. Create / Maintain Sales Infrastructure: 1) CRM Tool Usage and Adoption 2) Focus on Qualified Lead Conversion, Closing Rate, Sales Cycle Length, etc. Tracking, Measuring, and Managing New Revenue Opportunities. Human Resources?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

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. Utilize digital tools to find your community, build your brand, and connect with others.

Networking 219

Networking Top of Funnel Lead Rank Lead Scoring 219

Zoominfo

AUGUST 9, 2018

Let’s look at the numbers: 77% of CMOs at top-performing companies indicate their most compelling reason for implementing marketing automation is to grow revenue ( source ). 58% of industry leaders using marketing automation say that conversion rate and revenue generated are the most useful metrics to measure ( source ).

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

The Pipeline

AUGUST 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Rather than taking the scripted approach, Michael Bird , Chief Revenue Officer at NetProspex , and I sat down (some distance apart, he in Boston, and I in Toronto), and had a discussion on various aspects of the subject. Sales Tool.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

FEBRUARY 3, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. By systematically reducing the size of the territory, along with adjustments based on the elements above, you can actually create focus and coverage, and as a result greater revenues, by continuing to. Sales Tool. December 2011.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Score More Sales

FEBRUARY 27, 2013

Once you are comfortable researching and listening, begin re-tweeting others. If my purpose is to help businesses grow, then I would focus on tips, tools, and ideas that do exactly that. What’s great about social tools is that they show who you are, so you don’t have to tell people. 3. Engage.

Twitter 232

Twitter Strategy Prospecting Promotion 232

The Pipeline

AUGUST 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. If the goal is revenue growth then the resources should be effective and high quality to ensure maximum growth. Ian had to rethink the tools he was purchasing to ensure that he could match the growth for which the CEO was looking.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

AUGUST 22, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. How much time will you save them, how much less downtime will they realize, how much increase in revenue or productivity will they see. Sales Tool. CNi Rapid Research. Your email address will not be shared. December 2011.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

The Pipeline

MARCH 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. there is still a condition that plagues sales, causing grief and lost revenues to companies across the planet. Sales Tool. CNi Rapid Research. Your email address will not be shared. Sign up for our Email Newsletter.

Pipeline 220

Pipeline Twitter Hiring Territories 220

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

MARCH 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Tool. CNi Rapid Research. 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. September 2011. August 2011. April 2011.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

The Pipeline

MARCH 5, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. In the end the only measure that really counts is revenues, and I would argue a slightly better measure is earnings. Sales Tool. CNi Rapid Research. Your email address will not be shared. Sign up for our Email Newsletter.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The ROI Guy

JANUARY 15, 2013

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. Why Now?” – Justify the Gain When invited late into the discussion, the tools and content to help a. Why Change?” – Quantify the Pain b.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

The Pipeline

JULY 18, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Some of the leadership threatened to withdraw the service, but not only did they lack the anatomical make up to do that; but they and the local rep had become addicted to the crack-revenue, and no one was going to suffer the withdrawal pains.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

AUGUST 16, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities. Sales Tool. CNi Rapid Research. Your email address will not be shared. December 2011. November 2011.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267