SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. Innovative CMO and CIO pairs will throw out the rule book when it comes to IT''s support of Marketing. The best marketers will understand that "Content Marketing" does not equal "Thought Leadership".

B2B 325

B2B Enterprise Enterprise Analytics 325

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. A cute marketing term that elevated the noise created by Sales 2.0, This often leads to the reality that the best potential buyers, those will benefit and deliver revenue as a result, are not in the market.

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

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. CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. Expand Your Pipeline.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase?

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

SBI

AUGUST 28, 2014

Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

Tools 137

Tools Sales Tools Media B2B 137

Pointclear

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

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.

Tools 123

Tools B2B Top of Funnel Marketing 123

SBI

OCTOBER 22, 2014

Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. I’ll separate the Snickers from the Candy Corn, or in this case, the really yummy tools that will energize your 2015 Marketing Journey!

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. ZoomInfo knows that even minutes can matter when you’re looking for prospects. That’s why ZoomInfo has invested heavily to make sure we are the market leader in inferred intent.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. In 2014, communicating with buyers is easier and quicker than ever.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Sales and Marketing Management

DECEMBER 1, 2014

Issue Date: 2014-12-01. Teaser: With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile. With a little care and some creativity, you can communicate the value that B2B prospects are looking for through your LinkedIn profile. read more'

LinkedIn 246

LinkedIn B2B Prospecting 246

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. If they were a prospect you would know how to treat them. You would leverage; buyer personas, buyer process maps, a custom sales process, assign the right people and build a marketing campaign. Four Key Areas to Impact.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior. It works for you if you can control it. Outside that – it’s a free-for-all.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle. In this report we heard from over 15,000 B2B buyers.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. The average B2B buyer is 57% done with their purchase decision before sales engages. There’s solid evidence that your Marketing counterparts are responding. Follow @pseidell.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 28, 2013

He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. They constantly prepare to meet tomorrow’s buyer behavior and marketing demands. The demands for the CMO keeping pace with the market require constant recalibration. Who are the new competitors for new product or solutions?

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

DiscoverOrg Sales

DECEMBER 27, 2017

An acquisition, sales and marketing tips, and thought leadership that often bucks the trend. VIDEO] How to Get 30% Response Rates with Prospecting Emails. If you spend a lot of time thinking about how to give that prospecting email a fresh spin, we’re right there with you. We’ve got the prospecting email down to a science.

Buyer Persona 149

Buyer Persona Cold Calling Study Outbound 149

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

The Pipeline

JULY 11, 2014

Date: July 17, 2014 at 1:00 PM Eastern. The webinar will discuss how all businesses have objectives relating to their market, their commerce, and their opportunities. You will be presented a process based, value driven approach for success in selling to Status Quo buyers, the most overlooked segment of the market.

Webinar Metrics 292

Webinar Metrics Objections Loyalty Segment 292

SBI Growth

AUGUST 14, 2013

Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. Social selling is a modern prospecting methodology that fills your funnel with opportunities. Social selling generates meetings with decision makers inside your target prospects.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Pointclear

NOVEMBER 16, 2017

The tone of the prospect is generally clear almost immediately. Because I heard them, and responded to them as a person, I greatly increase my chance at getting time with this prospect. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth. One simple trick.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., How to Get Prospects to Call You Back.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

The Sales Hunter

NOVEMBER 19, 2013

The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places. Prospects are going to engage you later than ever in the process.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

SBI Growth

AUGUST 30, 2013

Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Pipeline

SEPTEMBER 23, 2013

There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe. Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

SBI Growth

DECEMBER 30, 2013

Marketing leaders should feel great about having a solid marketing plan locked in. For most B2B companies the annual sales kick-off occurs in January. For most B2B companies the annual sales kick-off occurs in January. This is the first major interaction between sales and marketing. Don’t sit it out.

Face-to-face 300

Face-to-face Lead Rank Lead Generation Google 300

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other. Additionally, you’ll have more insight into your prospect.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Score More Sales

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

The Pipeline

JULY 11, 2014

Date: July 17, 2014 at 1:00 PM Eastern. The webinar will discuss how all businesses have objectives relating to their market, their commerce, and their opportunities. You will be presented a process based, value driven approach for success in selling to Status Quo buyers, the most overlooked segment of the market.

Webinar Metrics 163

Webinar Metrics Objections Loyalty Segment 163

SalesforLife

MAY 13, 2019

The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change? In the early 2000s I worked at Dun & Bradstreet, selling sales and marketing databases. 2006-2014: The Portable Sales Era.

Policies 73

Policies ACT Hiring Face-to-face 73

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. To learn more about ZoomInfo, a leading B2B database , contact our sales team today!

Journal 171

Journal Influencer Case Study Sports 171

Increase Sales

OCTOBER 3, 2014

LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world. Then I sent her the following email on August 12, 2014. For example, I receive a standard invite from a second degree connection.

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

DiscoverOrg Sales

SEPTEMBER 6, 2017

And what could Chipotle, its partners, and prospective partners have done to get in front of the attack in the first place? Winning business is everyone’s goal, but knowing what’s important to your prospects translates to money saved, attacks thwarted, and disasters averted. So how did the hackers do it?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186