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MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Millions and millions – no, billions of dollars are being lost due to poor management of disparate data and not enough buyer-specific preference information inside the sales team.

CRM 235

CRM Guidelines Data Compensation 235

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

The Pipeline

DECEMBER 18, 2013

First, I am pleased to have been selected as one of the Top 50 Most Influential People in Sales Lead Management for 2013 , in the Sales Lead Management Association’s annual election. As a result of your support, I was selected as a member of an exclusive list, and this blog, The Pipeline was honoured as top blog.

Lead Management 268

Lead Management Pipeline Competition Account 268

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

SBI Growth

AUGUST 17, 2012

“ Our Leads have an Image Problem! That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified."

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

Pointclear

SEPTEMBER 25, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “Of We create a marketing plan every year.” Do you create a marketing plan that drives sales based on the sales forecast? Of course,” you say. “We

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

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AUGUST 19, 2013

If you are one of these companies, and have NOT embraced the idea that people are looking for your services on the web before you even know of them, it is time to learn more about what an Inbound Marketing effort could do along with the great Outbound work you are already doing. [I''ll Look for additional posts in the weeks to come.].

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

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MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. It’s funny to hear people debating about how and when social selling will be further adopted. As long as I can remember, selling has ALWAYS been social. The big change now is the tools and technology.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. improve your time management. offer a new service which your market wants. subscribe to Selling Power or Sales & Marketing Management. improve your time management. offer a new service which your market wants.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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AUGUST 16, 2013

This week, Inbound Marketing Experts HubSpot came out with their list of 25 Helpful Sales Blogs You Don’t Want to Miss Out on. Follow some of my colleagues through their Twitter handles or via their blogs and you’ll be near some of the best B2B sales advice you can get. Oh, and there is no cost. You gotta like that.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

SBI Growth

MAY 5, 2013

I recently had a cup of coffee with a good friend and marketing peer. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

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SEPTEMBER 13, 2013

Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs. At a recent conference, I liked Oracle Social Selling expert Jill Rowley’s comment: “There is no box” It makes me realize that creativity is one of the best traits in selling you can have. But where to get ideas?

Resources 232

Resources B2B Oracle Lead Rank 232

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FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. Recently a panel discussed 9 of the top sales myths in business-to-business selling. What’s the biggest myth in selling that YOU see?

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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

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. ROI came up.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

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NOVEMBER 22, 2013

Also of interest: IBM State of Marketing Study 2013. IBM State of Marketing Study 2012. How is your company working with partners and suppliers? Same as always? What do you see changing for your business in 2014 and beyond?

Study 216

Study Influencer Lead Rank Lead Scoring 216

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DECEMBER 31, 2012

Sit down with a coffee or tea and gain some insights to help you kick 2013 off as the best sales year ever. Finally, sites we urge you to check out to help 2013 get off to a great start: Top Sales World. There are lots of social media marketing sites – we follow a number of them. Wishing the best in 2013.

Video 210

Video Social Media Outbound Hubspot 210

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AUGUST 20, 2013

Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data. million inside sales reps in the United States in 2013. We want to know their habits, strengths, and whether the profession is growing. There are 2.3

Inside Sales 238

Inside Sales Survey Outside Sales Retail 238

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MARCH 13, 2014

Your market niche is different? His company does not offer him much support in marketing or social tools. Put all the pieces together, and you have the whole picture – which means you have new sales opportunities. It always works to add at least one more strategy to any seller’s single strategy routine. I doubt it.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

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JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. How about building an app with help from Watson?

Data 208

Data Health Care Retail Lead Rank 208

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FEBRUARY 27, 2014

Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners. On the panel were leaders who know their stuff when it comes to finding great sales candidates and how their organizations work to keep talent: Liz Cain, Director, WW Business Development, NetSuite.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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SEPTEMBER 15, 2013

Recently I gave a talk at Hubspot’s INBOUND 2013 marketing conference on Blocking and Tackling – Turning Leads into Sales in Five Simple Steps. It was fun but I found it took away some of my enjoyment of watching football stress-free (yes, I am competitive) so I am not playing again this year.

Sports 221

Sports Lead Rank Lead Scoring Outbound 221

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APRIL 26, 2013

What is new in CRM in 2013? Give your opinion about integrating marketing automation into CRM? Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). Click here to view the embedded video.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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OCTOBER 4, 2013

They went to 380 participants (more marketing than sales roles responded, and 65% B2B companies). Why does marketing have a different understanding of the sales organization than sales does? They do one of the nicest jobs of creating a no-cost, welcoming community on behalf of marketing and on some sales topics.

Sales Enablement 219

Sales Enablement Hiring Survey Lead Rank 219

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DECEMBER 7, 2012

The big statistic everyone was talking about was that when a lead is contacted within ONE minute of a potential buyer inquiring, the chances to convert that lead increased a whopping 391%. Some ideas you might want to think about heading into 2013: Do you have an inbound marketing tool or set of tools to help attract buyers?

Leads360 225

Leads360 Closing Inbound Outbound 225

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DECEMBER 12, 2013

What questions should you answer about your buyer’s industry or market sector? What questions should you have on hand to learn about the responsibilities at your buyer’s company?

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Craig based the list on Kred scores – something I was not even familiar with until I saw this list – drawn from Twitter engagement.

Lead Rank 224

Lead Rank Lead Scoring Inside Sales Influencer 224

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AUGUST 28, 2013

Kudos to Colleen Stanley , author of Emotional Intelligence for Sales Success and to Ardath Albee of Marketing Interactions for some helpful input toward my part of the debate on art. You can vote on whether Science rules selling or if Art does here – let’s take a stand! So give a quick vote – Art or Science?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

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SEPTEMBER 3, 2013

Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer. We get calls from companies every week who want us to evaluate or use their sales tool.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

The Science and Art of Selling

DECEMBER 5, 2013

Sales Lead Management Association announced the results of the voting for the Most Influential People in Sales Lead Management in 2013, and yours truly is at the second place of most votes received. The results of the voting for the Most Influential People in Sales Lead Management in 2013 are published.

Telemarketing 81

Telemarketing Lead Management Conference Software 81

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JUNE 8, 2013

Check out Top Sales World’s new list 2013 Top 50 Sales and Marketing Influencers – it is an honor to be in such amazing company as the others on this list. On the Nimble post, a list of Twitter handles are given for women sales and marketing experts, so you can create a list or just add them to your feed.

Closing 177

Closing Hiring Twitter Lead Rank 177

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DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. If you do, and they express having trouble growing revenues, you’ll think of me.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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AUGUST 5, 2013

They also cobbled together an inbound marketing strategy which already is gaining them visibility on the web. Good outbound calling tied in with a smart inbound marketing program is a great combination to grow sales opportunities. One rep tripled her meetings and the other doubled his. Don’t Make it So Hard on Yourself.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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. Why Don’t Sales Reps Follow Up on Leads?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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NOVEMBER 26, 2013

Your profile can serve as inbound marketing for you – in other words, the key words and phrases you use in your profile are all searchable. It is a simple way to learn more about your target markets and about specific individuals in those markets. Are you Ready for the 30 Day Challenge?

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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JULY 27, 2013

Matt Heinz - Founder, Heinz Marketing. We can help you shorten your sales cycle, identify one or two strategies that fit your industry and will help you grow leads with your targeted buyers. Jamie Shanks – Partner, Sales for Life. Barb Giamanco – Social Centered Selling. Jill Konrath – Author, Speaker, Strategist.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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SEPTEMBER 12, 2013

But the issues remain: Integration issues – connecting all the data in-house for sales, marketing, product teams, strategy, and finance. Social Integration issues – without a plan on how your social strategies ties into marketing which ties into sales, you won’t have much consistent success.

CRM 186

CRM Customer Lead Rank Lead Scoring 186