SBI Growth

DECEMBER 6, 2012

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). What is an Internal Content Marketing Agency? It can be located within your Sales or Marketing organizations. It produces content of sufficient quantity and quality to meet the needs of the Marketing and Sales departments. I thought so.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

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 Social Media 132

SBI

DECEMBER 18, 2012

You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle. And we have big plans for 2013.

Vendor 128

Vendor Sales Cycle Software Software 128

Understanding the Sales Force

SEPTEMBER 9, 2013

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Pipeline

JULY 3, 2013

But no, given the opportunity they offered up not quite a toaster, but a tablet, how 2013 is that? Many of the questions posed, assumptions made, benefits highlighted during the sale, have more relevance to the seller, their marketing department and company, leaving the buyer underwhelmed, disappointed and looking for alternatives.

Banking 293

Banking Opportunity Objections Intent 293

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

Partners in Excellence

DECEMBER 2, 2013

I was able to brush up on technology–personally, I spend a lot of time getting updates on marketing automation. But from the point of view of new, interesting, and emerging technologies focused on sales, marketing, and customer service professionals, it’s awesome.

Lead Rank 80

Lead Rank Meeting Conference Marketing 80

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? The objective for each was to identify growth opportunity and align resources accordingly. Customer Spend: Calculate the ideal revenue from your prospects. Are your current accounts being undersold?

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide.

B2B 123

B2B Tools Top of Funnel Marketing 123

The Sales Hunter

JUNE 25, 2013

State how they have plenty of options to buy on the “grey market” at a much better price. Their objective isn’t to take advantage of you, even if it does feel that way at the time. Their objective is to help reduce the cost of buying for their company. Copyright 2013, Mark Hunter “The Sales Hunter.”

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

The Sales Hunter

SEPTEMBER 26, 2013

For some reason, he was hung up on the idea he needed cute pictures and “marketing speak” content to wow his customer. That is the objective, so let’s engage them with a discussion. Your objective is to know what you sell and know it so well that you don’t need anything other than the questions you want to ask.

Consultative Selling 201

Consultative Selling Face-to-face Selling Skills Motivation 201

Understanding the Sales Force

NOVEMBER 6, 2013

That fear - and most salespeople aren''t even consciously aware of it - prevents them from: Making prospecting calls. Making enough prospecting calls. Challenging a prospect''s thinking, plan, or position. Dealing with objections. c) Copyright 2013 Dave Kurlan' Getting through to decision makers. Qualifying.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

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

Understanding the Sales Force

MAY 22, 2014

While that still could be true today, it''s also possible that inside sales might replace the need for hunting, and a good consultative seller could add enough value to the prospect, his/her business, and the buying process so that great closing skills aren''t required. Let us know when you''re ready to take that plunge.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

No More Cold Calling

JANUARY 17, 2013

Telling others not only keeps me accountable, but also helps me clarify my objectives. Your most critical goal is your referral-marketing goal. Make referral selling your sales-prospecting priority. You fully commit to referral selling and eliminate unproductive prospecting techniques. Understandable. Too aggressive.

Referrals 258

Referrals Account Strategy Objections 258

SBI Growth

SEPTEMBER 22, 2012

Walk into most marketing departments today and you will find people hard at work creating a constant flow of new content. Many marketers are doing a good job building brand awareness and stimulating interest in the marketplace for their product and services. Buyer Personas are the foundation of your marketing strategy.

Maximizer 288

Maximizer Buyer Persona Lead Rank Leads 288

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. In other words, content marketing is communicating with your customers and prospects without selling.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

Understanding the Sales Force

JUNE 20, 2014

These tools include gamification, call technology, email marketing and analytics. Customer-Centric/Customer-Focused Selling Of course salespeople must be more focused on the customer and prospect. Objective Management Group (OMG) has statistics on this that are just plain ugly. Marketing can''t do it. What to do?

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Understanding the Sales Force

OCTOBER 21, 2013

I''ve been critical of that as well, but for completely different reasons, so let''s review: The Challenger describes a certain type of salesperson, one that Objective Management Group (OMG) has been identifying for 23 years. Questions that challenge the prospect''s thinking is the essence of the Challenger.

Lead Rank 250

Lead Rank Decision Maker Sales Qualified Lead Call-back 250

The Sales Hunter

FEBRUARY 26, 2013

Are the markets you service growing and, if so, are you growing with them? The objective is for you to be seen as being different from other salespeople. Copyright 2013, Mark Hunter “The Sales Hunter.” How much information do you have as to how your customers like what you provide them?

Margin 249

Margin Motivation Objections Competition 249

Understanding the Sales Force

NOVEMBER 27, 2013

Objective Management Group (OMG), having assessed 700,000 salespeople, tells us that one key piece of data remains unchanged. Your prospects are making the very same decisions about your demos and if your demo isn''t creating reaction #1 above, then the quotes and proposals that follow are sure to create.losses. No interest.

Travel 251

Travel Decision Maker Insurance Insurance 251

Gong.io

JANUARY 12, 2021

To overcome objections. All SDRs spend a significant chunk of their day in “objection land” — you know, the world where your prospect tells you no in 42 different ways (or replies with, “Sure, but …”). Top sales reps are also objection-handling pros. Go To Market (GTM) and enablement. To receive feedback.

Follow-up 118

Follow-up Video Account Objections 118

Understanding the Sales Force

JANUARY 18, 2013

At both Objective Management Group and Kurlan & Associates , one of my roles is to identify strategic partners. Everyone needs marketing and lead generation help. There must be alignment between sales and marketing, a gap which increases in size in accordance with the size of most companies. c) Copyright 2013 Dave Kurlan

Insurance 201

Insurance Insurance Trade Show Collateral 201

Increase Sales

MARCH 5, 2013

As noted in a previous blog post on this subject, I asked these three questions: “What are my beliefs about sales, marketing, selling and keeping?”. Last week I discussed question number one about the beliefs surrounding sales, marketing, selling and keeping when looking to answer this question of “Am I cut out for sales? .”

Small Business 129

Small Business Small Business Objections Webinar Metrics 129

Hubspot Sales

MARCH 15, 2021

If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard. Lower prices can often be conflated with lower quality, so if that's all your prospects are hearing about, your product or service might seem higher risk or unreliable.

Margin 118

Margin Remedy Lead Rank Lead Scoring 118

Jonathan Farrington

JANUARY 2, 2013

Unfortunately, the task of selling never becomes any easier and as competition continues to intensify, sales people will face issues that can be extremely difficult to deal with e.g. decreased product uniqueness, increased competition within ‘safe’ markets, longer sales cycles and shorter product life spans.

Face-to-face 44

Face-to-face Construction Forecasting Objections 44

Understanding the Sales Force

JANUARY 8, 2014

Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. Let''s start with A players which, according to our data at Objective Management Group (OMG), represent the top 6%. c) Copyright 2013 Dave Kurlan' In my opinion, the challenge is the data iself. That leaves the B''s.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Delicious Sales

MAY 2, 2012

Marketing (6398). Prospecting (4539). Objections (1892). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Topics Major Topics. Sales (12918). Training (4995). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995). Inside Sales (849). Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Hacker

SEPTEMBER 11, 2020

Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Now that you’re a startup expert let’s talk about how you can help them achieve their growth objectives.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Understanding the Sales Force

APRIL 21, 2014

Consider Objective Management Group''s (OMG) approach. Image credit: wavebreakmediamicro / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Back in 1990, OMG developed the very first assessment specifically for sales. When it comes to sales selection, make sure science is on your side.

Hiring 258

Hiring Groups Exact Face-to-face 258

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! Yuval Ackerman, ethical email marketing specialist at Ackerman Copywriting , kicks off with her first tip: knowing your audience. Know your audience.

Data 95

Data Segment Email Marketing Webinar Metrics 95

SBI

MARCH 5, 2013

You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? The first way for reps to spend their time is by talking with a real-life prospect. I’m betting your answer is YES.

Revenue 127

Revenue Hiring Decision Maker CRM 127

Mindtickle

JANUARY 28, 2020

The concept of sales enablement is relatively new (originating in 2013 ), and its definition is still evolving as technologies and processes advance. Today, one of sales enablement’s greatest impacts is the efficiency and synergy it creates between marketing teams and frontline revenue-generating teams. Optimized content.

Sales Enablement 72

Sales Enablement Top of Funnel Lead Rank Lead Scoring 72

Jonathan Farrington

AUGUST 19, 2014

Allow me to explain: A “reactive sales opportunity”is when we are approached by a prospect or existing client, to provide a quotation/proposal/price. In this scenario, if we are able to satisfy all of their needs, it is highly unlikely we are going to encounter many objections, if any. Let me illustrate my point …. JF: “ OK, good.

Objections 45

Objections Scale Call-back Demographics 45

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Author : Art Sobczak Published: April 8, 2013. Who should read this : For inside sales professionals that do a lot outbound prospecting. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

InsightSquared

FEBRUARY 22, 2018

Specifically, we will focus in on what we can do as operations leaders to reduce the duplication of effort and the administrative load that the teams we support must grapple with in order to accomplish their primary objectives. My brain doesn’t struggle to translate Tier 1, Tier 2, and Tier 3 into SMB, Mid Market, and Enterprise.

Sales Operations 82

Sales Operations Scale CRM System 82

SBI

JULY 23, 2013

You will not be allowed to hire new reps, or rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? Here are a number of things you can change: You can make sure salespeople have the perfect content that resonates with each unique prospect.

Revenue 121

Revenue Vendor Hiring Sales Tools 121