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NOVEMBER 6, 2014

I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. Assessment Tool: Objective Management Group Sales Candidate Assessment. OMG’s products are backed by years of research and in working with hundreds of thousands of sales reps.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

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MARCH 10, 2014

If you are a sales leader or sales executive, you do not want to miss the Sales Acceleration Summit 2014 on Thursday, March 13th. Did you know that this week may contain the best professional development event of the year for you? I was thrilled to be one of the presenters last year, and excited to be speaking again this year.

Webinar Metrics 198

Webinar Metrics Lead Rank Lead Scoring Twitter 198

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SEPTEMBER 24, 2014

In 2014, she was named one of Network World’s 50 Most Fascinating People in the World of Technology. Also go to IBM.com/TED to see all of the speakers. The person who inspired me most was Lisa Seacat Deluca who is an IBM’er, and not just any. She is IBM’s most prolific female inventor and a mobile software engineer.

Twitter 210

Twitter Engineering Compensation Inside Sales 210

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SEPTEMBER 22, 2014

From there I hopped on a plane to Seattle to host my own event with 33 Sales Shebang sales experts, and immediately after that I spent three more days in Boston at INBOUND 2014. The AA-ISP Frontline Event – Boston was on September 9th.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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OCTOBER 17, 2014

Keep Changing Things Up – Dreamforce 2014 had a new configuration for how things were set up this time around – keeps everyone on their toes. Sales experts show up en masse. It is always nice when you can be stationary and others can come to you. How can you do that in your business or industry?

InsideSales 210

InsideSales Hotels Influencer Conference 210

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SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

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MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. Jay hosted last year and really brought value to the conversations.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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NOVEMBER 22, 2013

What do you see changing for your business in 2014 and beyond? Another key factor about the outperformers studied is that they work more closely with partners and suppliers. What do you think? How is your company working with partners and suppliers? Same as always? Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

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APRIL 29, 2014

It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services. This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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NOVEMBER 11, 2013

We are working with 3 of your industry counterparts in packaging distribution on some interesting projects and more ideas for 2014. NEW voice mail message: Hi, John. Lori from Score More Sales calling. I thought you might want to know how we’re helping grow revenues and what might work for XYZ (your) company. .

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

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AUGUST 23, 2013

It is almost 2014. This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket business unit. As one of the youngest baby boomers, thinking my older peers would rule the roost for a while longer I was pretty stunned.

Customer 201

Customer Hiring Lead Rank Consumer 201

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OCTOBER 18, 2013

These items above are a basic minimum in 2013 (heading into 2014) for a seller. Do you have a current sales pipeline, funnel, or waterfall that shows active sales opportunities you are working? Does it show what stage each of your sales opportunities (or your buyers’ buying opportunities) is in?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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APRIL 28, 2014

It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services. This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study.

Retail 123

Retail Lead Rank Lead Scoring Study 123

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JULY 24, 2014

6 are listed as Top 25 B2B Sales Influencers for 2014 by Openview Venture Partners. I’m proud and honored to preside over this group now, and wanted to share on this blog what an impact the experts in this group have on the B2B sales community.

B2B 206

B2B Conference Twitter Influencer 206

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DECEMBER 26, 2013

You will be amazed and astounded with the results achived by putting something SO SIMPLE as a dashboard in place in 2014. Miscellaneous – You may have a category specific to your team or industry that we don’t – you can add it here, or just put comments about overall effort, strategy, and success.

Scale 231

Scale Hiring Ideal Customer Profile Sales Methodology 231