SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide.

Tools 123

Tools B2B Top of Funnel Marketing 123

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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. Often when business people know you know the market, they are more apt to talk. Mystery elicits curiosity.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. needs us more than ever.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

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OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

The Sales Hunter

MARCH 13, 2013

Getting a prospect to open your email is only the first step in email marketing. If you learn only one thing from this email series, I hope it is this — prospecting is not about you! Your role as an industry expert can be invaluable to your prospects, so you need to flaunt that expertise. It’s about them.

Prospecting 240

Prospecting Strategy Email Marketing Promotion 240

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. What exactly is content marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

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MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Create a visual representation or flow chart of data from marketing to sales to operations. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

Increase Sales

FEBRUARY 23, 2013

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Yet there still is so much confusion about what is marketing; how to define marketing and what marketing actions deliver the best results especially with the influence of social media. Building relationships.

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities. 2013 - The Year for Sales Enablement?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

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JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. offer a new service which your market wants. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Increase Sales

JULY 8, 2013

Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. of the recruiters will use LinkedIn even more in 2013. of the recruiters will use LinkedIn even more in 2013. Recruiters are salespeople whose sales prospects are skilled qualified employee. Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

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MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior. The Salesforce’s Pardot survey, 2013 State of Demand Generation Report, claims that 71.7

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales and Marketing Management

DECEMBER 22, 2013

Issue Date: 2013-12-23. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. Author: Paul Rafferty. read more'

Sales Enablement 180

Sales Enablement Study B2B Buyer 180

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. To address the issue, you have to arm your sales professionals with the tools and content to make communicating and quantifying your value to prospects, and to do so for each unique stakeholder. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

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SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. You can waste literally days out of every month looking for the wrong buyers. LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Partners in Excellence

AUGUST 18, 2014

Sometimes that seems a perfect description of the relationship between marketing and sales. Marketing spends it’s time trying to create demand—any kind of demand. But in this story, sometimes it seems marketing and sales are oblivious to each other. But there were some things that marketing did we sales guys liked.

Marketing 92

Marketing SAP B2B Survey 92

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JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

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JULY 27, 2013

No doubt you are busy in your sales career working to identify prospective customers, connect with them, nurture that relationship and ultimately help them to a buying decision potentially with your products and services. Trish Bertuzzi – the Bridge Group Inc – B2B inside sales experts. Increase Opportunities.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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DECEMBER 16, 2013

People often say that this makes their market too small – instead it helps create clarity and someone will remember those who specialize in this space. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. If you do, and they express having trouble growing revenues, you’ll think of me.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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FEBRUARY 21, 2014

We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. The mobile trends in our lives along with social selling abilities have changed the expectations for how we market and how we sell, according to Studer. Changed Expectations. Close More Deals.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. How about building an app with help from Watson?

Data 208

Data Health Care Retail Lead Rank 208

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DECEMBER 12, 2013

It seems crazy that having a curious conversation with prospective buyers would be so hard to teach – but that’s because it is human nature to get focused on something and want everyone to use that thing or do that thing. Learn to sell a new technology and suddenly everyone is a prospect. Close More Deals.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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NOVEMBER 20, 2013

My suggestion is to try out some very simple, low-risk ideas that can be early steps toward incorporating more social into your marketing and sales. How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? 3 Underutilized B2B Sales Strategies in Social Media. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

SBI Growth

JULY 13, 2013

The market outpaced him. They stacked hands that 2013 was going to be the year of the Americas. He had failed to evolve at the same pace as the market. For the last 2 years, Dave ignored the larger trends in B2B selling. If you know how to listen to the market, you will be able to stay ahead. Below is a true story.

Promotion 310

Promotion Fashion Trends B2B 310

SBI Growth

JULY 8, 2013

Social selling is a technique being adopted by many B2B sales organizations. Bounty is a B2B supplier to Small to Medium-sized Businesses (SMBs). An outspoken prospect did not like Rick’s aggressive style. The prospect posted negatively on Bounty’s Facebook site. The prospect posted negatively on Bounty’s Facebook site.

Social Selling 320

Social Selling Company Social Media Policies 320

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APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Content is king.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

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OCTOBER 11, 2013

It makes social selling a goldmine topic – which we appreciate, but the confusion out there among mid-market companies and SMBs is frustrating. Maybe it’s because I did a stint working with a debt collection business, or maybe it’s because somehow I was born in the land of abundance, the term “social debt” just does not resonate.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

Pointclear

DECEMBER 18, 2012

Anthony is also the Managing Director of B2B Sales Coach & Consultancy, a boutique sales coaching and consulting company. You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201