Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. In this webinar you will learn: How to identify which tasks to automate. 31 Must-Have Sales Tools in 2013. Success stories and ROI case studies.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

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 Growth

SEPTEMBER 27, 2012

In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. After a few years of hyper-growth content marketing adoption, it is easy to think this number should be higher. What is this number?

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

Pointclear

MARCH 20, 2014

So, when marketing sent me the new inbound leads, I naturally got excited. What Was Wrong with Marketing''s Inbound Leads. I''m changing the facts of the story slightly to avoid scapegoating the responsible marketing team). The leads came from a webinar. The webinar was called, "The Future of Social Media."

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Score More Sales

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. The event was hosted by Docusign, and you can see the whole webinar here. Nancy made some great points about sales metrics and hitting sales numbers.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

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” The VP-Sales and the VP-Marketing own this area jointly. Don’t waste time worrying about 2012 anymore.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Increase Sales

FEBRUARY 6, 2013

Would you believe consumers, customers or clients need to hear about your small business more than twice to believe your marketing message? And what better way to accomplish this believability or trust factor than through education based marketing? 36% require 3 hearing exposures. 29% require 4-5 hearing exposures.

Education 129

Education Marketing Small Business Small Business 129

No More Cold Calling

FEBRUARY 26, 2013

If you want to boost your referral sales by tapping into the tremendous power of LinkedIn, then join me and Ralf VonSosen—head of marketing and sales solutions for LinkedIn—on February 28 for the free webinar: “ How NOT to Use LinkedIn to Generate Referral Sales.” ( Register for this free webinar now.).

Referrals 209

Referrals LinkedIn Ideal Customer Profile Social Media 209

Score More Sales

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. You gotta like that. Also this week, LinkedIn’s Master of Social Selling, Koka Sexton, created his Epic List of Sales Leaders on Twitter. That’s plenty for now.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

No More Cold Calling

APRIL 30, 2020

Watch the webinar, take notes, and let me know one action you will take … immediately. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. They cut advertising, travel, training, marketing, and discretionary expense line items. Do your salespeople?

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

BrainShark

APRIL 26, 2013

This month, let us help you use video to bolster your email marketing campaigns with our Video Marketing University webinar series.

Webinar Metrics 62

Webinar Metrics Campaigns Email Marketing Video 62

Increase Sales

NOVEMBER 3, 2012

Now is the time to start knowing the course for 2013 and especially for the first quarter. Planning marketing campaigns based upon the last several years of marketing actions, sales leads, sales conversions, revenues and profits should be happening right now, not late December of 2012 or early January of 2013.

Course 152

Course Webinar Metrics How To Face-to-face 152

Score More Sales

SEPTEMBER 3, 2013

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. It is usually one or the other – often sellers get a list from somewhere – often I will attend a webinar or visit a website.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Once you have access the marketing process begins. Sign up for webinars they join. It went up. You barely made the number last year. Yet, you are not alone.

Resources 321

Resources Networking Face-to-face Quota 321

Increase Sales

DECEMBER 5, 2012

In B2B marketing, the words one writes can dramatically change one’s results. Yesterday I received a research report from Adestra that appears to validate change your words, improve your results when it comes to email marketing campaigns. Increase sales. Share on Facebook.

B2B 128

B2B Marketing Campaigns Email Marketing 128

Score More Sales

APRIL 4, 2013

Join moderator Nancy Nardin of Smart Selling Tools for an hour-long, highly interactive webinar discussion about how to become more interesting to grow sales with me and my co-panelists Trish Bertuzzi of The Bridge Group, Inc. We will take questions and comments live during the webinar and look forward to your contributions.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Increase Sales

JULY 22, 2013

” What I have observed is this prime social media marketing real estate for many is a regurgitation of their resumes and if the resume is boring, then this only further widens the emotional disconnect. ” Thursday, August 1, 2013, 10-11am. Tuesday, August 6, 2013, 7-8pm. Wednesday, August 7, 2013, 4-5pm.

LinkedIn 112

LinkedIn Social Media Real Estate Webinar Metrics 112

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 Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. Marry the art and science of marketing.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

Understanding the Sales Force

JANUARY 27, 2014

They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. OMG weighs the various findings in its Sales Candidate Assessments to predict success in a given role, market or segment, considering competition, price points and industry challenges. c) Copyright 2013 Dave Kurlan' Register. (c)

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Score More Sales

AUGUST 28, 2013

On a webinar, Nick defended the science of selling while I focused on the importance of the art of selling – and since that time, Velocify has created an e-book with some of the takeaways. In a world where CRM adoption is very low, and tons of information exist, but most of us are too busy to stop and take a look.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Increase Sales

JULY 18, 2013

So many small business professionals, sales people and C Suite executives fail to understand this incredibly powerful social media site is a marketing platform. Marketing is about attracting positive attention with your potential ideal customers and beginning to build a relationship. August 1, 2013 – 10-11am CDT.

LinkedIn 143

LinkedIn Social Media Competition Webinar Metrics 143

Pipeliner

AUGUST 19, 2022

He is a master of marketing, a student of persuasion, and a drinker of whiskey. This Expert Insight Interview discusses: How Luke Charlton got started in the world of marketing and lead generation. How to have success with email marketing. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist.

Lead Generation 52

Lead Generation Leads Marketing Qualified Lead Video 52

Increase Sales

OCTOBER 14, 2013

All of a sudden there is a plethora of marketing activity within social media. From sending out invitations to webinars that are not truly aligned to their target markets to all the self promotion, these acts of desperation only further widen the business growth gap instead of narrowing it. Share on Facebook.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Understanding the Sales Force

APRIL 17, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. It''s a must read.

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

Increase Sales

NOVEMBER 8, 2012

To accomplish this homestretch run requires getting the word out through cost effective marketing. Will the “right” target market actually read your paid advertisement? How many “right” sales leads will be generated from this marketing action? ” First what does cost efficient mean?

Direct Mail 137

Direct Mail Advertising Advertising Marketing 137

Understanding the Sales Force

APRIL 14, 2014

Some of them are marketers who, in order to push their applications, must convince you that marketing can handle both finding and closing sales - all via the internet. Without question the internet, inbound marketing, and social selling have replaced traditional sales - IN CERTAIN AREAS. It''s really that simple. Register here.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Increase Sales

DECEMBER 6, 2012

Additionally this analysis revealed that I also had to update my tag line along with my corporate business card as well as create a more understandable small business niche market. If you want to make your small business in 2013 better than 2012 and who doesn’t, then invest the time to rethink what makes your small business different.

Small Business 160

Small Business Small Business Webinar Metrics Analysis 160

Increase Sales

JANUARY 15, 2013

Marketing and selling are both phases of the overall sales process no matter what sales process has been adopted by a small business. Selling is marketing, but marketing is not selling. Given her solution has urgency already embedded, she will not have to build that qualifying criterion into her marketing message.

Small Business 128

Small Business Small Business Sales Qualified Lead Inbound 128

Score More Sales

SEPTEMBER 5, 2013

View the video or you can read the transcript below: Biggest lesson I’ve learned is the importance of rhythm and cadence in our sales and marketing efforts –. We have incorporated this into our marketing and sales –. This can be done in webinar format for team members that are spread out geographically, or in office weekly.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

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. Whether its blog posts, social media updates, eBooks or webinars, the content serves to generate demand and produce quality leads for the sales force. Buyer Personas are the foundation of your marketing strategy.

Maximizer 288

Maximizer Buyer Persona Lead Rank Leads 288

Understanding the Sales Force

MAY 22, 2014

Objective Management Group (OMG) measures sales-specific capabilities, has configurations for all of the various sales roles, and further customizes those configurations for the specific business, market, competition and decision maker to be called or visited. Image Copyright: harishmarnad / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Increase Sales

FEBRUARY 23, 2013

For most to overcome this sales challenge of “I need prospects,” begins with marketing. Yet there still is so much confusion about what is marketing; how to define marketing and what marketing actions deliver the best results especially with the influence of social media. Building relationships.

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

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 87

Data Segment Email Marketing Webinar Metrics 87

Understanding the Sales Force

JANUARY 24, 2014

Around the Bases: My article, Inbound Marketing Has Been Around Forever , appears today on the Hubspot Blog. I am leading a panel of experts in a complimentary Webinar on February 5 at 11 AM Eastern called Leading the Ideal Sales Force. c) Copyright 2013 Dave Kurlan' February 26, 11 AM Eastern. I will be speaking at the Sales 2.0

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Increase Sales

JULY 19, 2013

.” In today’s global market place fueled by technology and the human capacity of curiosity, the pen (a.k.a. Sales Training Coaching Tip: Content marketing is aligned to education based marketing and is considered inbound marketing. 91% of B2B marketers use content marketing. Internet users.

Leads 158

Leads Marketing Qualified Lead Social Media Inbound 158