No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. Bottom line: Clients prefer to work with their current suppliers, so lead generation is getting tougher and tougher. Especially now, referrals are the one powerful tool for getting past the access chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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. Lead generation must be your primary focus. I wrote my second book— Pick Up the Damn Phone!:

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

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. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

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. Here is a very practical tool that you can start using immediately.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

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. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Whether you read this book in 2013, 2023, or 3013, you will witness much change throughout your lifetime.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

OCTOBER 1, 2013

2013 is the last year executives accepted activity-level results from marketing. The top three success metrics for B2B marketing include: Lead Generation team % of Contribution to Sales Revenue (Wins). Lead Generation team % of Contribution to Sales Funnel (Opportunities). Don’t focus on rare exceptions.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

SBI Growth

MARCH 17, 2013

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? SBI Lead Generation clients are finding certain social outlets to be top quality lead producers. Crush Your Number in 2013. Measurement.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

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 have given my team the tools to write great content ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. If you use the wrong tool for measurement, eventually you end up in the wrong place. Result of Acquiring the New Capability - Once your team has learned to generate their own leads it becomes second nature. Two questions to ask: 1.

Scale 282

Scale Exercises Compensation Follow-up 282

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

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.". Unfortunately, HR's usual solution to sales comp problems is a one-size-fits-all tool – the compensation study.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

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. I have had a lot of fun learning about the tools everyone is going to discuss.

Sales Tools 37

Sales Tools Tools InsideView Face-to-face 37

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. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. Problem Examination.

Social Selling 312

Social Selling LinkedIn Lead Rank Ideal Customer Profile 312

Score More Sales

AUGUST 12, 2013

That’s why there are dozens of successful lead generation companies all over North America. The three other customers in the aviation space using the tools your company sells and why they won’t ever give them up. It works every business day of every week. You maybe are frustrated (furious?)

Inside Sales 213

Inside Sales Lead Rank Lead Scoring Cold Calling 213

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

SBI Growth

MAY 5, 2013

Below I will summarize what was discussed and offer a free tool kit here. Detailed in the table above, enterprise companies that have formalized marketing-sales handoffs also show dramatic reductions in lead generation costs – a compelling argument for large firms considering an SLA or other formal marketing-sales agreements.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

OCTOBER 31, 2013

There is now an updated 2013 SBI Research Review which you can sign up for here. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. No good leads coming from marketing? You can delegate lead generation to your ambitious network.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

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

Understanding the Sales Force

MARCH 11, 2014

Of course today, some companies have lead generation or appointment setting teams that turn the blitz into a full-time operation. Here''s to a world with better sales processes, good-fit people and intelligent use of the tools available to us.". c) Copyright 2013 Dave Kurlan' Conference. Join the discussion.

Conference 249

Conference Sales Process Hiring Hotels 249

SBI Growth

NOVEMBER 23, 2012

Spends time qualifying leads more than Marketing does. Creates cheat sheets and sales tools because the ones from Marketing are useless. Download a time study tool at this event. Figure out how much time you spend creating your own Content Marketing tools. It’s about creating a strong start in 2013.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI Growth

JANUARY 22, 2013

B2B CMO’s are being asked to increase the impact of customer acquisition in 2013. Building World-class Lead Generation programs begins with assessing current state. This involves both demand generation best practices and Talent Management. Download the Demand Generation team assessment tool here.

Demand Generation Targets 322

Demand Generation Targets Demand Generation Marketing Customer 322

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. 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

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. But having great content isn’t enough. Connect your content to your buyer persona(s).

Sales Qualified Lead 244

Sales Qualified Lead Buyer Persona Leads Marketing Qualified Lead 244

SBI Growth

AUGUST 29, 2012

Get a copy of the Own Your Sales Comp Tool here. Ask yourself this; if I had a life-threatening heart problem, would I go to my general practitioner? A compensation plan that misses the mark will impact your ability to Make the Number in 2013. Is your lead generation team generating enough leads for the sales force?

Compensation 257

Compensation Penetration ROI Distribution 257

SBI Growth

SEPTEMBER 5, 2012

Using the same sources outlined in point 1 above, look at the following: Determine the Sales Management Effort Score from this tool – which looks at items like those listed in the bullets under point 1 and other factors. Saving Sales from a bad 4 th quarter will go a long way in branding HR as a value center in 2013.

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

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. I have had a lot of fun learning about the tools everyone is going to discuss.

Sales Tools 20

Sales Tools Tools InsideView Face-to-face 20

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. The Integrated ProForma campaign tool provides clarity to establish a solid ROI representing the total impact to drive results. How to Use the ProForma.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

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

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? Our Make the Number Tour specifically addresses market changes that will affect you in 2013. No reason to reinvent the wheel.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

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. How People, Not Technology, Seal the Deal.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Fill the Funnel

MAY 1, 2013

They are embracing the strategies, tactics and tools that are driving new revenue and new customer acquisition. One of the primary challenges has become managing the activities and information flowing from various platforms and tools that are used in the selling process. Date: Tuesday, May 7, 2013. All Rights Reserved.

LinkedIn 127

LinkedIn Webinar Metrics Ideal Customer Profile Top of Funnel 127

SBI Growth

SEPTEMBER 10, 2012

Sign up for our annual Make The Number Project and see how your peers are planning to address their problems for 2013. Let’s say you have a Lead Generation problem. Download the Sales Consulting Score Card , from the many tools you can receive at the Make The Number event , to help select the right partner.

Hiring 257

Hiring How To Compensation Lead Rank 257

Delicious Sales

MAY 2, 2012

Tools (2872). Demand Generation (181). MORE >> Tools. 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Prospecting (4539). Sales Management (2614). Software (1035). Customer Service (995). Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99