Increase Sales

OCTOBER 14, 2013

All of a sudden there is a plethora of marketing activity within social media. Social media is marketing and marketing is a slow and steady process if a SMB wants sustainable results. Using social media now as a stop gap strategy and tactic is foolhardy at best. Sales Coaching Tip: Drip marketing does work over time.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Simplified.: Simplified.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Increase Sales

FEBRUARY 20, 2013

During this process, I ask them what is their greatest sales challenge and over 90% who respond tell me finding prospects. Isn’t “I need prospects” the case for most SMB owners and sales professionals? A second role has emerged that I now call “Social Media Poor Prospector.” Share on Facebook.

Prospecting 129

Prospecting Social Media Webinar Metrics Facebook 129

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.

Prospecting 145

Prospecting Advertising Advertising Face-to-face 145

SBI Growth

JULY 8, 2013

Social selling addresses the increasing community of buyers that leverage social media. However, company policies against social media are hampering many a sales team. I even provide a sample Social Media Policy for Sales. Without a policy to govern social media use, expect problems and inconsistencies.

Social Selling 320

Social Selling Company Social Media Policies 320

SBI Growth

MARCH 17, 2013

Social media feeds and blogs. This will enable you to engage prospects early in the buying process. To hit your number for 2013 you may need to evolve. Social media is very similar. Social media plays an important role. Crush Your Number in 2013. Marketing leaders often stay current through multiple sources.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Understanding the Sales Force

SEPTEMBER 23, 2013

They still have the old mindset where if they follow-up and don''t reach a prospect, they attempt a few more failed calls before claiming that the lead is no good. They may not be prospects today, but that''s OK. They may be prospects next month, next quarter or next year. c) Copyright 2013 Dave Kurlan'

Wireless 286

Wireless Inbound Social Media Follow-up 286

Increase Sales

JULY 15, 2013

Believe it or not, advertising spending in newspapers is down 4% in the first Quarter of 2013 compared to the first quarter of 2012. Source Kantar Media June 2013) Yet in that same time frame Outdoor advertising is up 4.3%. P.S. Using social media such as LinkedIn is a way to be with if not ahead of the flow.

Small Business 157

Small Business Small Business Advertising Advertising 157

No More Cold Calling

OCTOBER 1, 2018

Stop cold calling on social media. Check out this short video I recorded with Koka Sexton in 2013. Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. So, guess how reps choose to spend their sales prospecting time? Makes no sense, does it?

Referrals 159

Referrals Cold Calling Negotiation Social Media 159

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

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. What About Little Data and Social Media? No matter where the prospect comes in the sales rep will need to work to get the sale.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

SBI Growth

SEPTEMBER 4, 2012

Unlike the marketing department, the sales reps spend time each day interacting with prospects and customers. Whether face to face, on the phone or exchanging emails, this level of interaction produces incredible insight into what prospects and customers expect and value in their journey to purchase. Prospects lost to a Competitor.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

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 92

Sales Qualified Lead Prospecting Hiring Decision Maker 92

Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. I’m more visual so even though I saw it as I put calendar items in, I review to get a fresh view and know where to put in prospecting or other calls.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Our Make the Number Tour specifically addresses market changes that will affect you in 2013. Your prospects are doing the same. Let’s assume you have a meeting with a big prospect. What will they find?

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. Angry customers and prospects identify themselves as in the market. Reps can use event to get an appointment with prospects.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

NOVEMBER 1, 2013

This no-cost tour presents findings from SBI’s research in 2013. They reach new prospects with social media. The readership expanded when they shared the post with colleagues via social media. To assist you further, download the Top Sales Rep Renewal Guide. You’ll have access to a host of guides, templates and tools.

Hiring 308

Hiring Social Media Comparison Forecasting 308

Score More Sales

AUGUST 9, 2013

What if you were hungry and forgot to look in your refrigerator – you were just too busy dealing with issues that have come up, and helping existing customers, calling prospects, and looking for prospects? For me, that would be my social CRM platform because as I add partners, all of their social media is pulled into their record.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

Score More Sales

NOVEMBER 20, 2013

How great is it to know when a prospect company is looking again at an emailed proposal you sent two weeks prior? 3 Underutilized B2B Sales Strategies in Social Media. . Check out Signals here ). Every seller should have that visibility! It is one of the no-brainer, must do sales tools to look into.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Understanding the Sales Force

JULY 10, 2013

Understanding the Sales Force by Dave Kurlan More and more connections, meetings and potential new business are being scheduled as a result of the use of social media. When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore. c) Copyright 2013 Dave Kurlan'

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

Fill the Funnel

JULY 2, 2013

The economy was approaching chaos status, social media was beginning to gain some traction with business, and inside sales was starting to become more than just a training ground for the outside sales team. Social Media Marketing (770% growth). Five years back will catch some significant challenges and changes in the business climate.

Small Business 124

Small Business Small Business Tools Social Media 124

SBI Growth

NOVEMBER 10, 2013

They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Discover insights and market trends from SBI’s research in 2013. Interview prospects, customers and lost/no decision opportunities. Ask the reps to provide prospects and customers to interview.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

No More Cold Calling

NOVEMBER 21, 2013

But investing in more lead-sourcing technology is not the answer, nor is inbound marketing or social media. The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. It’s been nominated as the “ 2013 Top Sales and Marketing Book ” by Top Sales World. (I’d Even in Sales 2.0,

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Score More Sales

JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

SBI Growth

AUGUST 26, 2012

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. We still see majority of marketing push product messaging at prospects.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

No More Cold Calling

JULY 16, 2015

We’re in the right place at the right time and meet the perfect prospect. Other times prospects read content we’ve posted, and our phones ring off the hook. To keep your pipeline full of hot prospects and referral leads , make your own luck. Use social media to share your expertise. Unbelievable!

Referrals 120

Referrals Lead Rank Lead Scoring Leads 120

SBI Growth

SEPTEMBER 8, 2013

In 2013, leveraging social selling & prospecting has become mission critical. To be effective, carefully consider how you drive social media through the sales field. Trying to call or email a prospect is ineffective. As a Sales & Marketing Leader, you are responsible for driving lead generation.

Social Selling 312

Social Selling LinkedIn Lead Rank Ideal Customer Profile 312

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Let’s look at a few examples of how the BPM has been used in 2013. Their sales team is not running around to prospects until they are ready to engage. The buyer is changing.

Tools 300

Tools Sales Tools Collateral Vendor 300

Delicious Sales

MAY 2, 2012

Prospecting (4539). Social Media (2543). Media (2930). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Fill the Funnel

DECEMBER 12, 2013

Entering a list of new prospects to learn about. Enter a list of your frequently used social media sites. 30 in 30 - 2013 Tool tips Web Tools productivity SAS timesaver ToolTip URL URLOpener.com web tool' Here is a two-minute video that shows how easy and convenient it is to use: What types of activity can this be of value?

Tools 115

Tools Scale Social Media Funnel 115

Fill the Funnel

SEPTEMBER 5, 2013

Digital Postcards delivers information that your prospects and customers find useful. By automagically integrating the information you have in your LinkedIn Profile, your message will easily stand out from the crowd of automated scripts, mass mailings and social media blasts. See exactly what they clicked on when they clicked.

LinkedIn 115

LinkedIn Maximizer Tools Top of Funnel 115

Fill the Funnel

SEPTEMBER 17, 2013

How do you know how you compare to your competitors from your prospective customers view? A clear path to connect with more prospects will be laid out with the facts, rather than your gut or filtered feedback. 30 in 30 - 2013 Marketing Web Tools competition marketing Rival IQ social media' How effective is your marketing?

Top of Funnel 127

Top of Funnel How To Social Media Competition 127

Pointclear

JANUARY 31, 2013

Because prospects and customers see meaningless cold calls as wasteful interruptions, successful sales professionals must use social media research to find reasons to connect with their leads. Click to start video at this point — “No one wants to answer their phone,” Josiane says. “No No one wants to check their e-mail anymore.”

Inside Sales 203

Inside Sales Cold Calling Face-to-face Video 203

Zoominfo

OCTOBER 2, 2019

However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . In order to scale up (and evolve your fledgling startup into a true unicorn), you need to attract not only new audiences and prospective investors, but also to retain existing users.

Scale 182

Scale Promotion Face-to-face Pivotal 182

Increase Sales

JULY 7, 2013

Your potential clients (prospects) have probably already done their research through social media sites such as LinkedIn or Slideshare to visiting your website. All engagements with potential customers, prospects or buyers must be about them not you or your stuff (products and services). Share on Facebook.

Travel 131

Travel Education Case Study Influencer 131

No More Cold Calling

OCTOBER 13, 2016

Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. They’ve also researched what our competitors have to offer.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

SBI

MARCH 5, 2013

The first way for reps to spend their time is by talking with a real-life prospect. Recent studies have shown that the average rep spends just 35% of their time with prospects. Whatever your percentage, you’ve no doubt recognized that every prospect interaction needs to count for something. The truth of the matter is this.

Revenue 127

Revenue Hiring Decision Maker CRM 127