A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

A Sales Guy

NOVEMBER 27, 2012

We celebrated the hunter for his or her prospecting skills. A long time ago, the sales person was responsible for finding and creating their own leads. 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.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

SBI Growth

NOVEMBER 16, 2012

Sales Rep fightin’ words : “I can do my own prospecting.” We are talking to your peer HR and Sales leaders about Lead Generation and Sales Compensation. Before that happens, craft the treaty: Learn best practices regarding Lead Generation and Sales Compensation by attending the SBI tour.

Compensation 267

Compensation Hiring Marketing Trade Show 267

Understanding the Sales Force

MAY 30, 2013

In his article he shares a systematic approach for prospecting " loosely based upon a conversation with Thomas Ray Crowel." In the fifth step of the prospecting call he says that if the prospect sounds interested you should skip the script and jump right to the close. Isn''t this a prospecting call?

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Leading Results Rambings

DECEMBER 7, 2013

Inbound marketing is a discipline, when used correctly, can solve your sales lead shortage, but by itself, it doesn’t solve the lead generation issue. Specifically inbound marketing and what a lead is. And as you can see in the diagram above, inbound marketing doesn’t even consider the most typical lead step of “qualify”.

Lead Generation 101

Lead Generation Inbound Sales Qualified Lead Leads 101

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

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. In fact, they didn’t even need to talk to prospects, because they had great tech tools. The #1 Way to Land Top Prospects Now. Lead generation must be your primary focus. Yep, wimpy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Pointclear

SEPTEMBER 29, 2015

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? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association. Less than 50 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

The Sales Hunter

MARCH 7, 2013

In a nanosecond, your prospect is going to decide whether or not they are going to open your email. How can you impact your prospect personally? Look at the difference visually between these two subject lines: Sales Prospecting Strategy. Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

No More Cold Calling

JUNE 30, 2021

Do Your Leads Suck? You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person (or sales qualified lead). If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. That’s a fact.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. Fast forward to 2013. I no longer need to tell people why referrals are the best qualified lead generation ever. We ask for an introduction to our ideal prospect. Outwit the competition.

Referrals 385

Referrals Cold Calling Webinar Metrics Outbound 385

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. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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. Build it and they will come.”

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

SBI Growth

MARCH 17, 2013

This will enable you to engage prospects early in the buying process. To hit your number for 2013 you may need to evolve. A fantastic blog post on this topic of process automation: Is Your Lead Generation Program an Automated Idiot? Crush Your Number in 2013. Marketing Processes are what ties everything together.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

SBI Growth

NOVEMBER 15, 2012

There are the four essential elements to World Class Lead Generation : Content, Process, Technology and People. Without all four elements of Lead Generation, you won’t produce the expected results. In this post let’s discuss the People part of world class Lead Generation. Translation – ROI equals results.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. Pinpoint the areas that you need to improve your Marketing Strategy for in 2013. I successfully calculate an ROI on my Lead Generation program ? I am tracking the most important success metrics for lead generation ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

No More Cold Calling

DECEMBER 7, 2017

But their sales lives are at stake, and we can’t save their lead generation strategies with duct tape. Maybe they can even get referrals from those lost prospects. They have short-term thinking: They task account based sales teams with finding new sales leads, building qualified pipelines, and closing deals.

Account 189

Account Referrals Sales Qualified Lead Quota 189

SBI Growth

NOVEMBER 6, 2012

In the past week, LinkedIn rolled out yet another new feature with positive implications for lead generation. The ability to drive more leads from LinkedIn just got much more powerful. The purpose of this post is to educate Marketers on how to drive even more leads through LinkedIn. Author: John Koehler.

LinkedIn 296

LinkedIn Sales Qualified Lead Top of Funnel Leads 296

SBI Growth

AUGUST 30, 2013

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. Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Hubspot Sales

JUNE 12, 2018

The mantra is familiar to any salesperson: qualify your prospects based on their Budget, Authority, Needs, and Timeline. Salespeople could quickly identify a problem through a good well-delivered positioning statement, confirm the prospect's interest in fixing it, qualify on BANT, and schedule a presentation. This used to work well.

Sales Qualified Lead 92

Sales Qualified Lead Prospecting Hiring Decision Maker 92

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. New Capability Required - Modern prospecting methodology that sales reps can consistently execute. Result of Acquiring the New Capability - Once your team has learned to generate their own leads it becomes second nature.

Scale 282

Scale Exercises Compensation Follow-up 282

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. Trying to call or email a prospect is ineffective. To be effective, carefully consider how you drive social media through the sales field.

Social Selling 312

Social Selling LinkedIn Lead Rank Ideal Customer Profile 312

No More Cold Calling

OCTOBER 1, 2018

Check out this short video I recorded with Koka Sexton in 2013. They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted.

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

Score More Sales

AUGUST 12, 2013

If you spend part of your day calling prospective buyers, you must find a way to connect with them on some level in order to earn ten or fifteen more minutes of their time. That’s why there are dozens of successful lead generation companies all over North America. Scripts sound canned, and they ARE canned.

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

Pointclear

JUNE 6, 2013

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. Via GreatB2BMarketing. Via ClickZ.

B2B 190

B2B Buyer Trade Show PointClear 190

SugarCRM

DECEMBER 11, 2013

December 12, 2013 by Samantha Stallard. December 11, 2013 by Samantha Stallard. December 10, 2013 by Victor Martinez. Revamped User Interface and Powerful New Email Marketing Tools Improve Campaign Effectiveness ATLANTA, GA – December 10, 2013 – Salesfusion unveiled today version 8.3, Best Practices.

Lead Generation 36

Lead Generation Lead Rank Lead Scoring Marketing 36

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 marketing is really good at parts of the lead generation process, it is not designed to handle 100% of the coverage.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

SBI Growth

AUGUST 16, 2012

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? Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Your prospects are doing the same. What will they find?

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Close.io

JANUARY 2, 2020

Industry events can be great for finding potential hires and business partners, not to mention lead generation. Prospecting. Industry events are also great for prospecting because they allow you to meet people face to face. Remember: You’re probably not the only person your prospect will meet at the event.

Inside Sales 76

Inside Sales Industry Conference Hiring 76

No More Cold Calling

NOVEMBER 21, 2013

Note that, on average, sales reps only qualify about one third of the leads they are provided—so close rates measured against delivered leads are often less than 10 percent in average companies. Enhancing lead generation is a top priority for any sales organization. Visit the awards page to vote once every 24 hours.).

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Mr. Inside Sales

OCTOBER 17, 2016

If you worked at the xyz company from March of 2009 to July of 2013, then your next job should begin on August of 2013. Don’t make the sloppy mistake of putting down that your new job started on July of 2013. So the jobs should read: ABC Company September 2013 — Present. XYZ Company March, 2009 – August, 2013.

Hiring 120

Hiring Call-back Positioning Sales Qualified Lead 120

SBI Growth

NOVEMBER 23, 2012

Technical product fact sheets and manuals your prospects don’t care about. It’s about creating a strong start in 2013. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. How do I help create better Content Marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

Green Lead's B2B

DECEMBER 10, 2012

It's exciting times for sales people -- marketing is becoming more sophisticated in their lead generation efforts (more leads is always great) and sales organizations are making the lives of their sales people better with automation. Also, you can measure the social influence of your customers and prospects.

Sales Tools 37

Sales Tools Tools InsideView Face-to-face 37

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. And everyone needs to make the most of their prospecting time. c) Copyright 2013 Dave Kurlan

Insurance 201

Insurance Insurance Trade Show Collateral 201

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. Simple ROI calculations based on lead source have muddied the waters. Activity Metrics - For each framework component, capture the activity metrics, both impressions and prospect click and response interactions.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293