Sales and Marketing Management

FEBRUARY 3, 2013

Issue Date: 2013-02-04. Teaser: A story in last week's Wall Street Journal reported that small and medium-sized businesses owners rank LinkedIn as the most effective social media sales tool. Here are 4 ways sales reps can get more from LinkedIn. Here are 4 ways sales reps can get more from LinkedIn. read more

Networking 243

Networking Journal Social Media LinkedIn 243

Fill the Funnel

JANUARY 7, 2013

I’ve been a Sales VP and a President of a company. I’ve also been a sales rep in various levels and industries most of my life. This experience has helped me recognize when duct tape is the tool of choice. It is time to take action, to make the decision to B ring Y our O wn T ools ( BYOT ) into your sales life.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Pointclear

DECEMBER 10, 2013

Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific. Sales Tools to Leverage LinkedIn. Make People Want to Work for Your Company.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. This tool has been around for a few years now. The buyer is changing.

Sales Tools 45

Sales Tools Tools Training Collateral 45

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? Sales Kick-Off is right around the corner – what am I going to do? I recommend you read it and download the tool. It will help you balance Q4.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Understanding the Sales Force

SEPTEMBER 9, 2013

There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago. Dramatic changes have made professional sales a much more difficult profession. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan'

Sales Management 288

Sales Management Hiring Compensation Trends 288

The ROI Guy

OCTOBER 18, 2012

So, the big question: Do you have the Financial Justification / ROI marketing content and sales tools buyers now demand? Can you help buyers easily and credibly quantify their pain, justify proposed gains and prove you are “not the same”?

ROI 73

ROI Case Study Comparison Margin 73

The ROI Guy

OCTOBER 12, 2012

Many executives are evaluating how tablets can be used to drive a much-needed boost in selling effectiveness for 2013. But providing the same old presentations and marketing content on a tablet won't necessarily advance sales engagements, or do the trick to drive revenue growth.

eBook 68

eBook Research Revenue Strategy 68

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish? This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

Score More Sales

NOVEMBER 20, 2013

For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent. It is one of the no-brainer, must do sales tools to look into. More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

The Pipeline

FEBRUARY 11, 2013

If you look at questions as tools of the trade, there is no such thing as one tool fits all; there may be tools that are appropriate to various tasks, others may be useful less often. Given the above there are regular occurrences in sales where closed ended question makes perfect sense. and/or Social Selling.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. Image credit: dogfella / 123RF Stock Photo.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

The ROI Guy

APRIL 18, 2013

As a result, a whopping 58% of deals are now stalled in the typical pipeline (Sales Benchmark Index). Your engagements, content and tools must uniquely communicate your value messaging and quantification to address each stakeholder’s unique value perspective. For more information, click here.

Sales Cycle 73

Sales Cycle Face-to-face Decision Maker ROI 73

The ROI Guy

NOVEMBER 29, 2012

CSO indicate that the number one issues to achieving selling effectiveness are that Sales professionals struggle researching prospects prior to calls and fail to sell value, typically having to discount in order to get the business.

Collateral 80

Collateral Buyer Persona Sales Cycle Quota 80

Fill the Funnel

JANUARY 23, 2013

There is more activity in the sales web tools and technology arena than I have experienced over the last five years. My backlog on new tools to explore is now approaching two months long. The number one topic that I will be speaking and training on during Q1 of 2013 – iPad’s for Sales.

Sales Technology 125

Sales Technology Top of Funnel Trends Tools 125

The Sales Hunter

FEBRUARY 15, 2013

Confidence is a powerful sales tool, especially when used to help avoid giving a customer a lower price when it’s not necessary. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Pipeline 202

Pipeline Discount Face-to-face Top of Funnel 202

SBI Growth

NOVEMBER 23, 2012

There were three problems he faced that lengthened his sales cycle times: Spends too much time educating Buyers on the basics. Creates cheat sheets and sales tools because the ones from Marketing are useless. Why this matters to you, the Sales Rep. Download a time study tool at this event. Well, it’s true.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI

JULY 23, 2013

You can do those things and more… if you have the right tools designed to improve sales performance. 9 New and Exciting Sales Tools Added. Our newly revised (free) 2013 Top Sales Tools guide is coming out this week! Sales Effectiveness Hushly Increase sales Top Sales Tools Guide'

Revenue 121

Revenue Vendor Hiring Sales Tools 121

Jeffrey Gitomer

MAY 16, 2013

You’re using CRM as an accountability tool, rather than a sales tool. You’re totally clueless about your customer base and what will grow more and profitable sales. Successful sales leaders…. Manage the sales cycle, not call activity. Measure the sales cycle, not sales activity.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Understanding the Sales Force

AUGUST 18, 2015

The second page of the Google search results was even worse, including proclamations that B2B selling is dead and that field sales is dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools. Tools don't replace selling. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

The ROI Guy

JANUARY 18, 2013

For a typical $1B firm, a lack of good Sales Enablement is resulting in: $14M of wasted sales and marketing expenses, generating leads that are not effectively engaged, or investing in tools and content that are not used or not effective, $100M of lost revenue opportunities, some 10% of total annual revenue.

Sales Enablement 73

Sales Enablement ROI Lead Rank Lead Scoring 73

A Sales Guy

DECEMBER 3, 2013

Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. There is a massive influx of tools available to sales organizations.

Strategy 115

Strategy InsideView Hiring Social Media 115

A Sales Guy

NOVEMBER 5, 2013

The wealth of knowledge, information and tools available to you is unmatched in history. It’s 2013, there is NO EXCUSE for not learning. Personal Development building sales skills great sales blogs how sales people achi how sales people get better Sales Tools sales videos selling resources'

Webinar Metrics 115

Webinar Metrics Video eBook Resources 115

SBI

MARCH 5, 2013

You can select and provision for sales tools that will make it possible for reps to sell more. Lucky for you, this is an amazing time to be in the sales profession because of the technological innovation taking place. There are many more tools to put in your arsenal along side your CRM system. It is helpful for sure.

Revenue 127

Revenue Hiring Decision Maker CRM 127

Score More Sales

MAY 10, 2013

We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. What I liked about LinkedIn then is what I continue to like about it as a tool for those in business -. I opened my LinkedIn account on October 3, 2003. What was the business model?

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Delicious Sales

MAY 2, 2012

Sales (12918). Tools (2872). Sales Management (2614). Inside Sales (849). Outside Sales (81). Sales Process (1775). MORE >> Tools. 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? ACT (1048).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

No More Cold Calling

JANUARY 10, 2013

In the January, 2013 issue of Condé Nast Traveler Magazine , hotelier André Balazs shares some of his favorite innovations from the past quarter century and the ones that will change the world in the next 25 years. Help them succeed by being a top-notch, high-touch sales professional: be a resource, a cheerleader, a sounding board.

Travel 247

Travel Hotels Fashion Buyer 247

Score More Sales

MAY 11, 2012

While 78% of businesses plan to deploy tablets by the end of 2013, more than half lack an articulate deployment plan. Furness asked 7 sales and technology experts what advice they would give to business leaders in this situation. Has your company invested in tablets throughout the sales force?

Marketo 214

Marketo Lead Rank Lead Scoring Outbound 214

Mindtickle

JANUARY 28, 2020

Sales enablement is the process of providing the sales organization with the information, content, and tools that help sellers sell more effectively. The foundation of sales enablement is to provide sellers with what they need to successfully engage the buyer throughout the buying process.

Sales Enablement 72

Sales Enablement Top of Funnel Lead Rank Lead Scoring 72

SBI

NOVEMBER 6, 2013

Postwire has an exciting sales enablement tool for content marketers and sellers. Of special note, they have also been named one of my Topo 40 Sales Tools of 2013. I’d also like to thank Postwire for generously sponsoring the production of the ebook so that it can be shared with the world at no cost.

eBook 132

eBook How To Sales Enablement Motivation 132

The ROI Guy

MARCH 11, 2014

As a result of today’s more empowered buyer: SiriusDecisions reports that up to 67% of decision-makers already have a “clear picture” of the solution they want before Sales Reps are engaged. The question was posed as a key portion of IDC’s annual 2013 IT Buyer Experience Study , surveying over 200 executive decision makers worldwide.

Decision Maker 76

Decision Maker ROI Scale Case Study 76

Mindtickle

JANUARY 28, 2020

Sales enablement is the process of providing the sales organization with the information, content, and tools that help sellers sell more effectively. The foundation of sales enablement is to provide sellers with what they need to successfully engage the buyer throughout the buying process.

Sales Enablement 52

Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Sales Training Connection

NOVEMBER 15, 2013

If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Horizons, LLC. Technorati Tags: sales best practices , sales strategy , sales training , sales training articles , sales training blogs , why sales reps don''t use sales tools.

Sales Methodology 110

Sales Methodology Promotion Training Coaching 110

SBI

SEPTEMBER 25, 2012

Luckily, I wrote and published a cool-tool recap on Saturday, before it kicked in. The recap lists some intriguing must –see sales tools that caught my attention while making my rounds visiting and chatting with vendors. One thing you can be sure of, there will be no other event like it in 2013.

SalesForce 114

SalesForce Hotels Vendor Networking 114

SBI

JANUARY 29, 2014

This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. It’s been a super-hot topic of 2013.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139