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

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.

Coaching 112

Coaching Training Company Social Media 112

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. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a 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

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 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. Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

AUGUST 17, 2013

The CEO realized it was time to reinvent the Marketing organization. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Are you contributing 30% of the revenue via marketing driven campaigns? Martyn is a board member for the Chief Marketing Officer Council.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

Sales Training Connection

DECEMBER 3, 2014

Sales training. Each year lots of companies spend lots of money on sales training. Due to the transformational changes occurring in the market place, sustaining a superior sales team requires companies to adopt a culture where professional development is an ongoing effort. Is sales training as effective as it needs to be?

Training 99

Training Survey Sales Coaching Report 99

Score More Sales

DECEMBER 18, 2014

Expand market niche (70%). So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing.

Hiring 198

Hiring Wireless Policies Travel 198

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. Read on and be better prepared to retain, hire (or become) a top sales rep in 2014. They ask questions about social media tools and training they can deploy in the new role. They ask for marketing programs that leverage prior purchase history and firmographic data.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

No More Cold Calling

SEPTEMBER 18, 2014

You bet, and it’s critical to increasing B2B sales effectiveness. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. reaching out to individuals with offers and follow-ups) is different than social marketing (i.e.,

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

OCTOBER 5, 2021

Her company uses data to predict global food and agriculture markets and is addressing the pressing problem of resource scarcity in the face of a rapidly expanding population. Though Gro was founded in 2014, it gained prominence in 2019 during the government shutdown. Yet the company did more than just install solar panels.

Examples 130

Examples Policies Microsoft SalesForce 130

Score More Sales

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. JB: In their zeal to embrace content marketing, many brands are creating content that is wholly self-referential. LR: What’s next in social?

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. It seems that there are so many tools to help professional sellers and marketers. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Productivity Increases.

Real Estate 249

Real Estate Compensation Vendor Intent 249

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

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

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. This results in market share gains. Training organized in “sprints”. Training happens in the field, not in the class room. Your 2014 quota is going up. They missed because they did not ramp 500 new reps fast enough. Their words not mine. Here is the announcement.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Score More Sales

NOVEMBER 22, 2013

What do you see changing for your business in 2014 and beyond? Also of interest: IBM State of Marketing Study 2013. IBM State of Marketing Study 2012. What do you think? How is your company working with partners and suppliers? Same as always? Increase Opportunities. Expand Your Pipeline. Close More Deals.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Sales Training Connection

JUNE 23, 2014

McKinsey’s Yugo Sarrazin and Lareina Yee shared 4 megatrends sales organizations in the McKinsey on Marketing & Sales newsletter. Megatrends for Sales Organizations – Sarrazin and Yee, McKinsey on Marketing. Some 74% of B2B decision makers, for example, use LinkedIn for business reasons, while 42% use Twitter.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Score More Sales

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. What that means is that marketing dollars are being wasted, and the big guys are missing out on opportunities literally being handed to them. Click here to download the study.

Retail 239

Retail Lead Rank Lead Scoring Study 239

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014?

Research 65

Research Decision Maker Intent Sales Cycle 65

SBI Growth

JUNE 4, 2013

Your 2014 revenue number is already on the line. Sales Process/Sales Training. Don’t skip this topic assuming that it is “marketing’s job.” Sirius Decisions says that B2B sales forces only follow up on 20% of leads. To capture these lost opportunities, you’ll need to reach across the aisle to marketing.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

Score More Sales

AUGUST 23, 2013

It is almost 2014. Until five years ago we offered two-day training sessions on sales basics, and one day leadership and advanced sessions for sales teams at their company’s location. Maybe because we work with the tech sector we’ve seen the move to shorter, “just-in-time” training and the need for web-based solutions.

Customer 201

Customer Hiring Lead Rank Consumer 201

Sales Training Connection

MAY 28, 2014

In complex B2B markets, the importance of team selling is likely to continue to increase. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum®, LLC. Influencing requires unfiltered listening to others.

Influencer 113

Influencer Leads Marketing Qualified Lead Proposal 113

Sales Training Connection

SEPTEMBER 15, 2014

Across industries, we’re witnessing B2B sales becoming increasingly complex – involving more decision makers, buying committees, longer sales cycles, vendor consolidation initiatives, and cost reduction programs. And that’s exactly the challenge many salespeople face when managing a sales team involved in today’s markets.

Decision Maker 105

Decision Maker Face-to-face Vendor Sales Cycle 105

Sales Training Connection

MARCH 7, 2014

I was talking with a new B2B sales manager about sales coaching. Transformational Market Shifts. There are markets such as the healthcare sector that are undergoing transformational changes. In such markets what people buy, how they buy and what they are willing to pay for it are all changing. ©2014 Sales Momentum®.

Sales Management 116

Sales Management Sales Coaching Coaching Training 116

Customer Centric Selling

SEPTEMBER 2, 2013

Sales Training Article: Two Ways to Accelerate and Expand Your Reach on LinkedIn. By Tony Albachiara, Sales Benchmark Index Your Reach on LinkedIn will be one of your best sales assets in 2014. 84% of B2B decision makers begin their buying process with a referral. What else can you do to make the number in 2014?

LinkedIn 49

LinkedIn Buyer Persona Training Referrals 49

Hubspot Sales

JANUARY 17, 2018

B2B Growth Show. Make It Happen Mondays -- B2B Sales with John Barrows. After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. B2B Growth Show. This daily podcast is geared toward helping B2B sales executives achieve growth.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Fill the Funnel

DECEMBER 2, 2014

According to a survey in September of 2014 , marketers continue to rate email the most effective digital marketing tactic. With that realization, and after numerous training requests that my schedule would not allow me to fulfill, I finally decided to offer a full blown training course that is available now.

Top of Funnel 102

Top of Funnel Constant Contact Funnel Video 102

Sales Training Connection

AUGUST 25, 2014

It is not a good idea for a whole bunch of reasons to have everyone do their own thing – that is not the road to success in today’s market. In the B2B market the problem is many companies are going through transformational changes. ©2014 Sales Momentum, LLC. Unbridled compliance. That’s an easy one.

Sales Process 98

Sales Process Scale Lead Rank Training 98

Sales Training Connection

AUGUST 22, 2014

In most markets, customers are significantly changing how they do business. But one fundamental implication is: in times of continuous change it is unlikely that a B2B sales force can continue to prosper by simply doing a better job doing what they are doing. Revisit sales skills training. ©2014 Sales Momentum, LLC.

Pivotal 89

Pivotal Health Care Trends Training 89

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. DRIP: The Secret to Reliably Penetrate the Market.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Training Connection

FEBRUARY 10, 2014

Let’s take a look at how to leverage the underlying redefining spirit of these ideas in the competitive B2B landscape. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC.

Competition 120

Competition Scale Vendor Influencer 120

Sales Training Connection

AUGUST 18, 2014

Many things are important to be successful in B2B sales. As a matter of fact in today’s market, you are not there most of the time. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC. Internal Champion.

Buying Cycle 100

Buying Cycle Travel Account Sales Coaching 100

The ROI Guy

JANUARY 23, 2014

On one side, we have B2B buyers that have dramatically and permanently changed as a result of Frugalnomics: More Empowered – leveraging the Internet and social groups to self-educatate on your solution and the competition, taking ever more control of knowledge flows and engagement process. And Sales ?

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

Sales Training Connection

APRIL 11, 2014

From our own observation in markets such as high-end medical devices the customer, in this case the physician, may “go” with the sales rep if they leave for a competitor. However one across-the-board intervention with a proven track record is sales training and development. ©2014 Sales Momentum, LLC. Does it matter?

Sales Leadership 110

Sales Leadership Compensation Report Pivotal 110

Score More Sales

OCTOBER 18, 2013

These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller. These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? Expand Your Pipeline.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193