SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal. What to do?”

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013.

Marketing 209

Marketing Webinar Metrics Software Software 209

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan It is difficult to have a conversation about sales and marketing without discussing some of the areas where they tend to bump into each other, create friction, and disagree. How Marketers Can Help Shorten Sales Cycles & Close More Sales. Who Cares More - Sales or Marketing?

Marketing 186

Marketing Sales Cycle Conversion Sales 186

The Pipeline

JANUARY 31, 2022

” Craig Rosenberg is a Distinguished Vice President, Analyst, serving heads of sales and marketing for Gartner. In this role, Mr. Rosenberg develops research and advises customers on the strategy, people, process, technology, and tactics across their sales and marketing that are required to drive repeatable, scalable growth.

Sales Methodology 173

Sales Methodology Segment Trends Research 173

Understanding the Sales Force

JUNE 2, 2014

Recently, I had one of those extremely productive, uplifting conversations. Image Copyright: hjalmeida / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Sometimes, these HR Directors need to take OMG''s Sales Candidate Assessment themselves in an attempt to somehow disprove its accuracy and predictive ability.

Conversion 249

Conversion Decision Maker Compensation Sales 249

SBI Growth

OCTOBER 31, 2012

Then he spent a year in Marketing. 1 - Start the conversation. Because if you start this conversation, you will immediately encounter the status quo. #2 2 - Get the data you need to minimize the influence of power and politics on the conversation. He rose from junior sales associate to become his division’s top rep.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. The Leads360 study found that calling in under a minute boost conversion rates by 391%.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

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

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. I’m sure you have a few of your own favorites.

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

AUGUST 22, 2012

In addition, you are probably using a marketing automation system that tracks leads and viewing history. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. This drives increased conversion. Is your content marketing strategy working?

ROI 306

ROI Omniture Data Demand Generation 306

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

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Anthony Cole Training

MARCH 19, 2013

Tom started his conversation by telling the crowd that there are 3 things critical for success. Dr. Quincy Krosby – Chief Market Strategist for Prudential Annuities. Holly Buchannan – CEO Buchannan Marketing – Selling to Woman. 4 – Had conversations with the right people – decision makers. 5 – Consistently prospected.

Hiring 198

Hiring Banking Survey Conference 198

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. You take action.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest!

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. In the process, they redefined sales enablement and disrupted an entire market. The founding team realized that traditional sales training was broken.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. We know that marketing plays a vital role in building preference and driving interactions.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” The VP-Sales and the VP-Marketing own this area jointly. This in turn generates more conversions.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Sales and Marketing Management

APRIL 4, 2013

Issue Date: 2013-04-05. Teaser: Half of customer sales conversations are not relevant to their needs, in part because more than half of the content that marketing produces is not relevant to the sales team. Most customer communications (content and conversations) are company/product-centric and descriptive. read more'

Customer 197

Customer Conversion Marketing Company 197

SBI Growth

MAY 5, 2013

I recently had a cup of coffee with a good friend and marketing peer. I had recently read Hubspot’s newest release of the State of Inbound Marketing Report, and a key stat hit me. Kathy was going to pay more attention to the formal management of leads between sales and marketing. Kathy is the CMO of an emerging software company.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Have you conducted growth opportunity analyses in your market? Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” Money is wasted.

Opportunity 316

Opportunity Strategy Banking Territories 316

Sales and Marketing Management

APRIL 18, 2013

Issue Date: 2013-03-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: If whiteboard-based stories can enable more effective conversations, why is everyone still using PowerPoint in marketing and sales processes? read more'

Channels 149

Channels Conversion Sales Process Strategy 149

Sales and Marketing Management

NOVEMBER 14, 2013

Issue Date: 2013-11-01. Author: By Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A sales conversation is a lot like a football game: hours and hours of preparation and it all comes down to a few minutes of actual execution. Only one thing breaks through to provide clarity - a great story.

Conversion 159

Conversion Strategy Marketing Sales 159

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. c) Copyright 2013 Dave Kurlan'

Sales Process 249

Sales Process Margin Survey Forecasting 249

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

Increase Sales

DECEMBER 5, 2012

In B2B marketing, the words one writes can dramatically change one’s results. Yesterday I received a research report from Adestra that appears to validate change your words, improve your results when it comes to email marketing campaigns. Increase sales. Share on Facebook.

B2B 128

B2B Marketing Campaigns Email Marketing 128

Score More Sales

MARCH 13, 2014

Your market niche is different? His company does not offer him much support in marketing or social tools. After several conversations, Joe identified a list of 20 people in adjacent industries – so not people who work at competitive companies but rather those at companies that compliment what Joe does. I doubt it.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Sales and Marketing Management

MARCH 2, 2013

Issue Date: 2013-0303. Teaser: Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. Prospects have experienced your brand long before they contact your sales team, which means they control the conversation. read more

B2B 248

B2B Conversion Prospecting Sales 248

Sales Training Connection

JANUARY 18, 2013

Yet, one potential possibility continues to be underleveraged or neglected – bridging the gap between Marketing and Sale s. As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” Bridging the gap between Marketing and Sales needs to be a priority.

Marketing 121

Marketing Analysis Lead Rank Territories 121

Pointclear

DECEMBER 18, 2012

You can also read his feature article Make 2013 Your Best Sales Year Ever in the January 2013 issue of Success Magazine. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. 2013 Predictions—Why Big Data Shouldn’t Be the Focus.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Sales and Marketing Management

SEPTEMBER 8, 2013

Issue Date: 2013-09-09. Whether you are the coach or the coached, both parties need to prepare for the content, tone and structure of a sales coaching conversation in order for it to have real value. Author: Jason Jordan. Teaser: Sales coaching must be intentional, planned and scheduled. read more'

Sales Coaching 217

Sales Coaching Coaching Intent Conversion 217

Increase Sales

NOVEMBER 3, 2012

Now is the time to start knowing the course for 2013 and especially for the first quarter. Planning marketing campaigns based upon the last several years of marketing actions, sales leads, sales conversions, revenues and profits should be happening right now, not late December of 2012 or early January of 2013.

Course 152

Course Webinar Metrics How To Face-to-face 152

Increase Sales

NOVEMBER 8, 2012

To accomplish this homestretch run requires getting the word out through cost effective marketing. Will the “right” target market actually read your paid advertisement? How many “right” sales leads will be generated from this marketing action? The standard conversion rate for direct mail is between 1-2%.

Direct Mail 137

Direct Mail Advertising Advertising Marketing 137

The ROI Guy

DECEMBER 18, 2013

If you are marketing and selling technology solutions to IT executives, this article is for you, and essential to your 2014 sales and marketing plans. So who are you currently selling and marketing to? Alinean Financial Justification IDC IT Budgets IT Economics IT Spending Pisello Value Marketing Value Selling'

Marketing 71

Marketing Survey Influencer Buyer 71