Pointclear

APRIL 9, 2013

Matt Heinz #s20c Matt''s social tips: "deliver it", "Contactually", "Tweetadder"- our prospects are telling us what interests them. — Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Social, mobile, cloud and big data are the trends that matter #w20c. —

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle.

Compensation 253

Compensation Hiring Incentives Incentive 253

Zoominfo

OCTOBER 13, 2022

Founded in 2013, AGL began as an exporter of goods for manufacturers in the forest products sector. Shortly after AGL was established in 2013, the US forest products industry experienced a period of sustained growth. We didn’t have a formal prospecting strategy,” Zambo says. “We billion to about $40.9

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Because of the economy and relentless competition, 2013 will be the year that many companies have to re-discover the lost art of win-loss analysis.

Trends 153

Trends Decision Maker Territories Analysis 153

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? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Score More Sales

JANUARY 28, 2014

You have so many apps and programs in sales, and more data than you could ever consume. Tons of data with little understanding – that’s what many small and mid-sized businesses are dealing with. Many data firms are madly scrambling with new ideas, but it’s IBM who is stepping up with a billion dollar new division focused on Watson.

Data 208

Data Retail Health Care Lead Rank 208

Understanding the Sales Force

JUNE 11, 2014

Understanding the Sales Force by Dave Kurlan I read somewhere that data was the key to boosting sales. When you look into the "who" it should come as no surprise that it''s the companies that provide data analytics that say so. Don''t get me wrong - data, and especially the right data, can be very useful.

Data 241

Data Decision Maker Proposal Trends 241

Score More Sales

MARCH 26, 2013

An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. This means that many of our midsize companies are using some amount of bad data in disjointed bins of information that don’t connect. How to Get Started: Put guidelines in place for getting data entered in real-time. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

SBI Growth

OCTOBER 31, 2012

In these organizations, Ops controls most of the employees, expenses, and data. In this environment, validated data is essential for the sales organization to prevail. In fact: In the absence of crystal clear data, the Sales VP loses the strategic negotiation. Ops managers insisted on “helping” interview prospective sales reps.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Sales and Marketing Management

DECEMBER 9, 2013

Issue Date: 2013-12-10. Teaser: For companies that successfully integrate apps, the benefits of data effortlessly passing from sales to marketing to customer care are realized when clients and prospects feel that their needs are understood. Author: Lou Antonucci. read more'

Data 120

Data Benefit Prospecting Sales 120

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Combining Data with Predictive Analytics. Combining Data with Predictive Analytics. Enhance Your Team’s Sales Skills Using Inside Sales Data | Inside Sales Best Practices. Selling Is a Competitive Sport.

Data 86

Data Hiring Analytics Top of Funnel 86

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Simplified.: Simplified.

Face-to-face 132

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

Hubspot Sales

FEBRUARY 14, 2024

He drives the importance of focusing on the prospects' challenges/pain points. Focusing on pain points in your messaging is going to help you tap into the emotion of the prospect and increase reply rates,” Colgan says. Then, I allude to a problem that I know the prospect thinks about (wasted ad spend). Worth exploring?

Data 94

Data Segment Email Marketing Webinar Metrics 94

SBI Growth

AUGUST 22, 2012

These foundations provide rich data input. Reveals your prospects' interests. Enables you to develop the content they are searching for and title navigation to map to a prospects view. You can reach me here to discuss how you can improve it heading into 2013. Why do you care? This drives increased conversion.

ROI 306

ROI Omniture Data Demand Generation 306

Zoominfo

NOVEMBER 20, 2020

SMACT Works provides strategy, management, consulting and managed services for digital, data & analytics, Cloud and Enterprise Technologies. Founded in 2013, SMACT works as a leading management and enterprise IT services company. Our CEO, @HenryLSchuck , defines it as “actionable information on prospects and target accounts.”

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

Anthony Cole Training

MARCH 19, 2013

5 – Consistently prospected. 3 – Created urgency with prospects. While I waited for all 30 of the attendees to arrive, I asked the 16 who were there to answer the following: “My sales people could sell more and be more productive if only THEY…” Here are the results from that informal survey: 3 – Were more motivated.

Hiring 198

Hiring Banking Survey Conference 198

The Pipeline

DECEMBER 22, 2014

Sure some are sticking with their predictions, because if you say it enough it may come true one century, and there will always be those lost souls who are so deathly afraid to pick up the phone to prospect who wish with all their hearts that this is the year that clod calling does die. Execution, everything else is just talk.

Data 275

Data Cold Calling Revenue Social Selling 275

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% It will be some time before “Frugalnomics” gives way, where investments in the emerging three: mobility, cloud and big data “cross the chasm” to fuel the next big wave. in IT spend for the year.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. With all the data potentially at your disposal, it’s easy to get bogged down in the minutia. What is the revenue opportunity from prospects?

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Due diligence and granularity will prove the data points that lead to your sales strategy recommendation. Follow @DanKorten.

Opportunity 316

Opportunity Strategy Banking Territories 316

Score More Sales

AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. What other ways to you find good leads?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

The ROI Guy

JANUARY 8, 2013

Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

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. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Avoid the simplification pitfall.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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. 2013 Predictions—Why Big Data Shouldn’t Be the Focus. While he said Big Data would be a major focus, it wasn’t the area that he thought sales should be focusing on. Changing Business Models.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Understanding the Sales Force

FEBRUARY 11, 2013

Prospects and customers are attempting to commoditize everything you sell. When everything looks the same, prospects focus on price. Unfortunately, Objective Management Group's (OMG) data on 650,000 salespeople shows that they only possess, on average, 21% of the attributes of a consultative seller.

Consultative Selling 249

Consultative Selling Fashion Face-to-face Forecasting 249

SBI

OCTOBER 16, 2012

Social Selling and Big Data at the Upcoming Sales & Marketing 2.0 The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. How Big Data Gives Your Team a Competitive Advantage. Conference. Next week, Sales Dot Two Inc., Conference in San Francisco.

Conference 131

Conference Social Selling Data Marketing 131

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. The same people urging lots of data and insight often have not sat in a busy office with dozens of sales reps making calls. Warm every call up. Hold on a minute. That means call activity.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Score More Sales

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. Want to get slowed down as a sales prospector and waste a lot of time? LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? According to a recent DestinationCRM article: The average sales rep spends 24% of his time preparing for sales calls, 82% of sales reps are challenged by the amount of information available and the time it took to wade through it all, 15 different data sources were leveraged in the sales call preparation.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Understanding the Sales Force

NOVEMBER 6, 2013

That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Challenging a prospect''s thinking, plan, or position. c) Copyright 2013 Dave Kurlan' Getting through to decision makers. Pushing back on put-offs. Asking tough questions.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Understanding the Sales Force

MARCH 6, 2013

A seventy-four percenter, your "C" player said that he presented but the prospect rambled, complained about some problem with an explosion and some diamonds and seemed very distracted. She identified a problem - Lucy was blown sky high and is up their with her diamonds and the prospect needs to address the problem.

Proposal 278

Proposal Margin Follow-up Data 278

SBI Growth

NOVEMBER 14, 2012

You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.” Don’t wait for your manager to come to you.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

The Sales Hunter

AUGUST 22, 2013

Treat email as one of the tools you have to communicate with a prospect/customer. While email isn’t an exclusive tool, it is a great tool to follow up with a prospect after you’ve met them. Don’t use it as a data dump that winds up doing nothing but turning off the prospect.

Motivation 206

Motivation Selling Skills Customer Service Follow-up 206

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

DECEMBER 12, 2013

Instead of doing a data-dump on potential buyers, hold back and wait to offer ideas or solutions. 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.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. But if your prospects don''t trust you, your intentions, your company, your promises or your eagerness, they won''t buy from you. c) Copyright 2013 Dave Kurlan'

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. I’m more visual so even though I saw it as I put calendar items in, I review to get a fresh view and know where to put in prospecting or other calls.

InsideView 238

InsideView Compensation Inbound Lead Rank 238