Score More Sales

APRIL 23, 2013

They do what I used to do as an outside sales professional, except now they talk with buyers and prospects using video chat, webinars, video email tools, and social tools. The single exception I’d give is if a sales rep is already visiting a geographic location where a less qualified but promising prospect is located.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

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

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

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. Create a visual representation or flow chart of data from marketing to sales to operations. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

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

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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

The Sales Hunter

MARCH 14, 2013

The company sending this email was looking to help the prospect recruit partners. I was curious if you had any concerns about how your channel partners will hit your revenue goals or if you are trying to figure out what is and isn’t working in your partner community. Email marketing can be slimmed down to a very simple process.

Examples 202

Examples Prospecting Email Marketing Google 202

SBI Growth

OCTOBER 31, 2012

It’s indispensable for fighting the status quo and accelerating revenue growth. Then he spent a year in Marketing. Ops managers insisted on “helping” interview prospective sales reps. In this environment, validated data is essential for the sales organization to prevail. It’s crucial for quantifying appropriate sales risks.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Pointclear

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 times more revenue and 6.2 Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. Well worth the fee.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

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

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” ” That comes from people who believe volume over quality will drive more revenue. What you can learn about a prospect on Linkedin is invaluable! Copyright 2013, Mark Hunter “The Sales Hunter.”

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

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? Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” Money is wasted. Time is lost.

Opportunity 316

Opportunity Strategy Banking Territories 316

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities. 2013 - The Year for Sales Enablement?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. Go see a prospect. What goals other than revenue have you set for your team? We’ll examine 4 of them in detail here.

Hiring 303

Hiring Trends Call-back Research 303

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Set territory revenue/unit goals by product. Start with them.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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. It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets. CRM is NOT a productivity tool, nor is it a revenue generation tool.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. But, of course, at the same time revenue needs to increase by 8%. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. What is the realistic untapped revenue potential within your existing customer base?

Segment 288

Segment Customer Territories Penetration 288

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

No More Cold Calling

JUNE 30, 2021

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. Do Your Leads Suck? Sales is like dating.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. You’ll need to show, without a doubt, how your project will yield revenue lift. Then reality hits.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

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 ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

NOVEMBER 8, 2012

A revenue miss is a revenue miss. The clearest view of the future is the market view of a company’s prospects. The prospects represent the future. Their market view is one you have not heard yet. Their market view is one you have already heard. A company’s information about prospects is limited.

Customer Service 288

Customer Service Account Survey ACT 288

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. It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets. You can make sure prospects learn about your products without distraction.

Revenue 121

Revenue Vendor Hiring Sales Tools 121

SBI Growth

DECEMBER 22, 2013

And revenue is a lagging indicator. 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.

Scale 282

Scale Exercises Compensation Follow-up 282

Score More Sales

MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Your Sales Management Guru

JULY 7, 2013

Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? They include: Higher revenues. Wednesday July 10th, SM18 Dominate Your Market: at 2:30pm .

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Social Selling is not simply a tool for driving increased revenue, though.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

AUGUST 30, 2013

Leads fuel the revenue engine. Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. Determining the size ($) of the market potential – Total Available Market for your products & services. It fuels the marketing machine.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Score More Sales

DECEMBER 16, 2013

When I say I help people sell and grow revenues, no one is referring me because it is vague and unclear who I do my best work with. If you do, and they express having trouble growing revenues, you’ll think of me. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Bernadette McClelland

JANUARY 22, 2013

Each of you who read this newsletter are in business, each are responsible for generating sales revenue and each of you do that through the product or service you sell. Pick one thing and nail it for the rest of 2013! VIP’S, Demonstrations and Showcases. Do you know what the value of your product or service is?

Cold Calling 255

Cold Calling Referrals Google Competition 255

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 97

Sales Qualified Lead Prospecting Hiring Decision Maker 97

Score More Sales

NOVEMBER 20, 2013

They went so far as to say that many of us “other sales experts” don’t know what we are talking about when it comes to understanding business improvement and revenue increases. My suggestion is to try out some very simple, low-risk ideas that can be early steps toward incorporating more social into your marketing and sales.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228