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

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

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? 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. In the past, leads could be generated and then handed off to sales.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

A Sales Guy

NOVEMBER 27, 2012

Warm leads not generated by sales people were so rare, we gave them a name, “bluebird” Back then, it was not the sales leaders job to generate leads. Most sales organizations did not have a lead generation budget item. The companies that perfect lead genration strategies will be the winners.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

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

Sales and Marketing Management

MAY 28, 2013

Issue Date: 2013-05-29. Teaser: The marketing content pipeline is closely related to, yet distinct from the sales pipeline. The marketing content pipeline is closely related to, yet distinct from the sales pipeline. Author: Scott Richardson. read more'

Pipeline 153

Pipeline Marketing Lead Generation Relationals 153

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

Pointclear

JUNE 6, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different.

B2B 190

B2B Buyer Trade Show PointClear 190

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Marketing teams advanced effectively with this approach in the past. In-house marketing technology is a lynch pin of success.

Demand Generation Targets 322

Demand Generation Targets Demand Generation Marketing Customer 322

No More Cold Calling

APRIL 30, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Lead generation must be your primary focus. They cut advertising, travel, training, marketing, and discretionary expense line items. Do your salespeople? You take action.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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

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” Lead Generation. Did you generate enough leads in 2012 to make the number?

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

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

Pointclear

MARCH 13, 2014

Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. The quality of leads being generated nowadays is abysmal.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

SugarCRM

DECEMBER 11, 2013

Lead To Revenue. Email Marketing. Drip Marketing. Nurture Marketing. Lead Capture. Internet Lead Capture. Lead Routing. Social Marketing. Marketing Heroes. You are here: Home Marketing Blog. Marketing Blog. Email Marketing. Learn Marketing Automation.

Lead Generation 36

Lead Generation Lead Rank Lead Scoring Marketing 36

Jonathan Farrington

JULY 31, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? You don’t run Marketing.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

NOVEMBER 15, 2012

There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. 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. Lead Development Rep.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

SBI Growth

MAY 5, 2013

I recently had a cup of coffee with a good friend and marketing peer. She has helped build the company with superb demand generation efforts. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. I reminded Kathy that she’s not focused enough on Lead Management.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

No More Cold Calling

APRIL 9, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Whether you read this book in 2013, 2023, or 3013, you will witness much change throughout your lifetime. Do you know how to have that kind of sales conversations? Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. Specifically: Problem - Marketing does not generate enough demand. Choice - Accept it, complain about marketing or generate your own leads. Improved the ability for sales to not rely on marketing. Your Next Move.

Scale 282

Scale Exercises Compensation Follow-up 282

SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Leads fuel the revenue engine. Yet most organizations struggle to generate truly sales-ready leads. In this post I want to walk you through the 7-steps to building a lead generation machine. In 2013, the number has grown to 65%.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Pointclear

APRIL 24, 2013

Jim is Managing Partner at CSO Insights, a research firm that specializes in benchmarking how companies are leveraging people, process, and technology to optimize the way they market to, sell to, and service customers. Jim has over 29 years of sales and marketing management experience. Lead Generation — Don''t Just Turn Up the Volume.

Customer 240

Customer Sales Qualified Lead Lead Generation Trends 240

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. Sending a LinkedIn InMail without carefully choosing every word will lead to doom. Download a copy of SBI’s LinkedIn Message Writing Guide.

Social Selling 312

Social Selling LinkedIn Lead Rank Ideal Customer Profile 312

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". No one could make their number without properly nurtured and qualified leads. Hold on for a moment.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Marketing automation in the hands of a fool is still a fool’s tool.”.

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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. Sales and marketing alignment starts by defining your "dream client". Why Marketing and Sales Need to Work as a Team.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. No good leads coming from marketing? You can delegate lead generation to your ambitious network. How do you achieve that? No direct reports?

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

SBI Growth

OCTOBER 10, 2012

Not surprisingly, after surveying hundreds of marketing leaders, generating quality leads was hands-down their number one goal in 2013. Producing Quality Leads. To produce quality leads, you need to first create great content. A Practical Guide to Killer Marketing Content, HubSpot.

Sales Qualified Lead 244

Sales Qualified Lead Buyer Persona Leads Marketing Qualified Lead 244

SBI Growth

AUGUST 16, 2012

Are you going to rely too much on marketing to provide high quality leads to hit the number? Let’s be honest, the majority of reps would be out on the street if they had to rely solely on marketing for Lead Generation What can you do about it? As a quota carrying sales rep, you have a number to hit. Case and Point.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! Here is a real subject line I received: ”Lead Gen To Support Your 2012 Goals.” ” There are so many things wrong with that subject line, but this company’s goal was to engage the cold prospect in a lead generation service.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

SBI Growth

AUGUST 29, 2012

A compensation plan that misses the mark will impact your ability to Make the Number in 2013. What’s the difference between a Sales Force Effectiveness firm and an internal or general compensation consultant? Is your lead generation team generating enough leads for the sales force?

Compensation 257

Compensation Penetration ROI Distribution 257

Understanding the Sales Force

JANUARY 18, 2013

Everyone needs marketing and lead generation help. Whether the exposure and leads come from inbound, internal, outbound, print, internet, email, social sites, events, PR, collateral, or advertising, one thing remains constant. c) Copyright 2013 Dave Kurlan Contact Henrik. Deborah Penta. Contact Deborah.

Insurance 201

Insurance Insurance Trade Show Collateral 201

Understanding the Sales Force

DECEMBER 9, 2013

Lead Generation - generating leads. Inbound Marketing - following up on internet-driven leads. c) Copyright 2013 Dave Kurlan' By the way, inside sales is a term that no longer works for me because it could refer to any of the following roles: Customer Service - solving problems.

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

A Sales Guy

DECEMBER 3, 2013

Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. Lots of sales people took advantage of 2013 to move and find better fits, but companies also do a lot of moving.

Strategy 115

Strategy InsideView Hiring Social Media 115