Increase Sales

SEPTEMBER 3, 2013

Or do you stop, review your follow-up script or scripts? In today’s hectic global market place one size sales script may not work as in years gone by. Each ideal qualified potential customer (aka as qualified prospect) may have a different want, a different perception of value. Share on Facebook.

Follow-up 138

Follow-up Sales Qualified Lead Face-to-face Lead Rank 138

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

MARCH 17, 2013

To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different. Download the marketing leader assessment to identify your blind spots. Reaching the most senior marketing position requires A-Player talent. Now that you’re on top, your marketing skills may be eroding.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. Check out the blog post Email Prospecting: Automate Your Info Gathering to Be Relevant and Relatable to Prospects.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Often when business people know you know the market, they are more apt to talk. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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

JANUARY 3, 2013

Salespeople tend to believe they need to spend more time with major accounts, while Marketing will always argue more time should be spent prospecting. ” Salespeople love to spend time with major accounts, because I believe they would rather do that with their time instead of sales prospecting. Who is right?

Account 204

Account Prospecting Guidelines Compensation 204

SBI Growth

OCTOBER 31, 2012

Most key leaders “grew up” in Operations. Then he spent a year in Marketing. Ops managers insisted on “helping” interview prospective sales reps. Do the VPs call him up? One exec told me, “You can’t make your career by speaking up. Follow @MarkSynek. Follow @MakingTheNumber. He was a rising star.

Influencer 282

Influencer Strategy Policies Lead Gen 282

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

Score More Sales

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

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. I wrote my second book— Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Yep, wimpy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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 Sales 132

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! Follow your target contacts and/or company tweets on a daily basis, and you and will have insight into what is going on in their world. Their performance record.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Anthony Cole Training

MARCH 19, 2013

Treat woman (actually ALL clients) as if they are your grandma who has 80,000 twitter followers. Dr. Quincy Krosby – Chief Market Strategist for Prudential Annuities. Holly Buchannan – CEO Buchannan Marketing – Selling to Woman. Her interviews and research about women buyers revealed the following: Women don’t feel listened to.

Hiring 198

Hiring Banking Survey Conference 198

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. It went up. Excellence in 2013 starts with you. Your Prospects. Read on to better understand HOW to leverage resources to Make the 2013 number. Gain Customer & Prospect Feedback – Listen to your customers and prospects. Sign up for webinars they join.

Resources 321

Resources Networking Face-to-face Quota 321

Understanding the Sales Force

SEPTEMBER 23, 2013

People in inbound marketing would have you believe that if you create the right content, get people to raise their hands, complete a form, and request something, then inbound marketers, formerly known as inside salespeople, can take it from there. Inbound leads may need to be contacted up to 10 times before they respond.

Wireless 286

Wireless Inbound Social Media Follow-up 286

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. You have to get out with your team and take a bottoms up approach. Go see a prospect. Follow @MarkSynek. Schedule it now.

Hiring 303

Hiring Trends Call-back Research 303

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Distribute Marketing campaign schedules. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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?” What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. Follow @TonyAlbachiara.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

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. What is the revenue opportunity from prospects? Where exactly are these greatest potential customers and prospects? Make it Pay Off.

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Sometimes you’re simply too far behind to catch up. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Don’t get tripped up focusing solely on the size of the deal at this late stage in the year. Instead, sell to those who will convert for you ASAP.

How To 244

How To Top of Funnel Funnel Face-to-face 244

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." It is a risk mitigator, branding engine and market research mechanism.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Understanding the Sales Force

SEPTEMBER 9, 2013

During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are four possible explanations for this considerable drop. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. You will receive the following benefits: A way to compare your year vs. your peers. If you use the wrong tool for measurement, eventually you end up in the wrong place. Specifically: Problem - Marketing does not generate enough demand.

Scale 282

Scale Compensation Exercises Follow-up 282

SBI Growth

NOVEMBER 8, 2012

The clearest view of the future is the market view of a company’s prospects. The prospects represent the future. Their market view is one you have not heard yet. Their market view is one you have already heard. A change derived from a change in prospect behavior is invisible. Who are the best prospects?

Customer Service 288

Customer Service Account Survey ACT 288

Bernadette McClelland

JANUARY 22, 2013

Here are three ways to add a different flavour to your approach; VIP Days – Invite the top 10 or 20 prospects and important clients together in a room and present an industry overview and round table discussion and allow them to contribute to the industry and also give you a competitive edge. Be Bold and Brilliant!

Cold Calling 255

Cold Calling Referrals Google Competition 255

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Expert Tips for Writing Sales Emails If you follow these sales email tips, you’ll feel less icky and more enthusiastic about your sales email campaigns.

Data 94

Data Segment Email Marketing Webinar Metrics 94

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. open rate (Google, 2013). These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other. This is the way the market is pointing.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Hubspot Sales

JUNE 7, 2021

They’re based on customer psychology, marketing science, and human interaction studies. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. There are many ways to be helpful to prospective buyers, such as; Introducing prospects to people in your network.

Face-to-face 120

Face-to-face Hubspot Follow-up Call-back 120

SBI Growth

FEBRUARY 6, 2013

The following post is a based on a true story. The title is “ Make the Number in 2013 ” and he comes unglued: “The number. When I beat the number, it gets right back up to fight me again. This year I bought marketing automation software. Six vendors are going to get 90% of the dollars in 2013. I knock on door 1107.

Banking 288

Banking Software Software Competition 288

SBI Growth

SEPTEMBER 8, 2013

As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Trying to call or email a prospect is ineffective.

Social Selling 312

Social Selling LinkedIn Lead Rank Ideal Customer Profile 312

Hubspot Sales

AUGUST 25, 2022

You pick up the phone and no one is answering your calls. After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know.

Cold Calling 117

Cold Calling Hiring Face-to-face Call-back 117

SBI Growth

NOVEMBER 15, 2012

If you are a marketing leader and you’re missing or deficient in one of these, there’s a problem. According to the study, a CMO's number one success measure is marketing ROI. I was recently on a call with Sue, a marketing leader for a technology company with around $150 Million in revenue. ROI came up. Sound familiar?

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288