Sales and Marketing Management

OCTOBER 9, 2014

Issue Date: 2014-10-10. Teaser: All organizations now have a means of capturing detailed customer interactions via a CRM system – however, only recently are B2B organizations beginning to leverage the other two pieces of the analytics puzzle. Author: Paul R. Monasterio, Principal, Applied Predictive Technologies. read more'

Analytics 246

Analytics B2B Strategy CRM 246

Score More Sales

DECEMBER 23, 2013

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. I crafted plans to work hard to keep myself on track. What Plans do I Need?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Pointclear

MAY 30, 2014

B2B Marketing B2B Sales' To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load.

Transportation 222

Transportation Government B2B Examples 222

Sales and Marketing Management

JUNE 22, 2014

Issue Date: 2014-06-23. Teaser: When marketers evolve their tactics and view digital media as a unique marketing function, they start to realize the cross-functional power it can have, its ability to independently impact the brand and the bottom line, and its capacity to deliver B2C results for B2B marketers. Author: George Pfeiffer.

B2C 222

B2C B2B Strategy Media 222

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

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. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

Score More Sales

JULY 24, 2014

I met world-renowned sales expert Jill Konrath virtually back in 2005 or so, after she had written her first best-selling sales book, Selling to Big Companies. Her book came out, I read it, and I wrote a review for my fledgling B2B sales blog. That is all in the past now because Sales Shebang® re-launched this week.

B2B 206

B2B Conference Twitter Influencer 206

Sales and Marketing Management

JANUARY 13, 2014

Issue Date: 2014-01-13. Teaser: As compelling as the inbound marketing message sounds on the surface, it simply doesn’t stand up to logic in the B2B sector. As compelling as the inbound marketing message sounds on the surface, it simply doesn’t stand up to logic in the B2B sector. Author: Jeffrey L. read more'

Inbound 215

Inbound B2B Marketing 215

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Additionally, it shows 49% of B2B Marketers do not even have a documented content strategy. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

Sales and Marketing Management

AUGUST 19, 2015

Teaser: In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer. I quickly defined four keys that I knew would lead to greatest sales success.

B2B 120

B2B Account Coaching Leads 120

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. We haven’t been shy about touting the benefits of social media in B2B sales and marketing. Not listening.

Social Media 147

Social Media Media B2B Marketing 147

SBI

AUGUST 28, 2014

You’ll find them and more in our new Top Marketing Tools of 2014 guide. We’ve scoured the marketing landscape to identify what we believe are top tools for B2B marketers. Sales Tools/Product Reviews' And you can learn all about them in this multi-media guide! Think we missed something?

Tools 137

Tools Sales Tools Media B2B 137

Engage Selling

JUNE 16, 2014

I’m honoured to be included again in OpenView’s Top 25 B2B Sales Influencers for 2014! Observations from the real World Sales Success in the Trenches' I highly recommend browsing through their website, you’re bound to learn […].

Influencer 48

Influencer B2B Resources Sales 48

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

JUNE 15, 2014

More than three-in-four companies have a 5% or higher growth goal for 2014. Fewer than 50% of B2B companies will make their targets this year. Sales Operations Strategy sales operations sales planning' Contrast that to the fact that 47% of CSO''s are not confident they will make their revenue goal.

Objections 296

Objections Sales Operations B2B Revenue 296

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 Growth

OCTOBER 19, 2013

B2B CMO''s largely do not have direct reports with expertise in demand generation. This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. In any $100M+ B2B organization, the CMO can no longer fill the gaps alone.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

The Pipeline

FEBRUARY 27, 2014

Using content marketing to drive sales will certainly only continue to grow exponentially in 2014. Nearly every company, small or large, will use this tactic to increase their sales. Several hundred years ago, content marketing was possible, but it was certainly a little tougher to get your sales message out there.

Marketing 276

Marketing Small Business Small Business Survey 276

Sales and Marketing Management

JANUARY 28, 2014

Issue Date: 2014-01-01. Teaser: Consumer marketers have taken the lead designing websites with the mobile experience in mind, but B2B companies would be wise to follow suit, says Matt Heinz, president of Seattle-based Heinz Marketing (HeinzMarketing.com). read more'

B2B 120

B2B Strategy Consumer Leads 120

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process. And you wonder why the sales team is a reluctant participant in the new initiatives. So What’s the Solution?

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Sales Training Connection

MARCH 21, 2014

Successful Women in B2B Sales. Selling in B2B accounts is not easy for any salesperson. These women toot their own horns – they don’t wait for their customers or their colleagues to recognize their sales successes. Just like men, women face a host of tough sales challenges. ©2014 Sales Momentum®.

B2B 116

B2B Face-to-face Construction ACT 116

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. The Love and Hate of Q4.

Territories 308

Territories Compensation Buyer Google 308

Sales Training Connection

JANUARY 15, 2014

But the study was about B2C sales. Because of the type of sale and the buyers, the study construct does raise some flags about its applicability to B2B selling. However, when we turn to our observations from hundreds of sales calls over the years, we believe there is merit to the argument. ©2014 Sales Momentum ®.

B2B 117

B2B Construction B2C Study 117

Sales and Marketing Management

APRIL 3, 2014

Issue Date: 2014-04-04. Author: Jeffrey L. Teaser: You may need 15 to 20 factors to characterize a lead, but that has nothing whatsoever to do with measuring marketing’s success, which is what many lead scoring advocates suggest. read more'

Lead Rank 204

Lead Rank Lead Scoring Leads Marketing Qualified Lead 204

Sales Training Connection

APRIL 23, 2014

Women in B2B Sales. A few weeks ago we posted a blog: 6 traps successful women avoid in b2b sales. While not focusing on Sales, we think the points raised are important for woman in Sales – so we’re adding them to our list. ©2014 Sales Horizons, LLC. Questioning that you belong.

B2B 105

B2B ACT Training Sales 105

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. It's time for reps to put away their timetable and stop focusing solely on hitting their monthly sales quotas.

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

Zoominfo

OCTOBER 31, 2018

B2B influencer marketing. Yet, its popularity has been slow to catch on in the B2B community. In fact, according to one recent report, only 15% of B2B brands are running ongoing influencer programs ( source ). In fact, according to one recent report, only 15% of B2B brands are running ongoing influencer programs ( source ).

Influencer 153

Influencer Marketing Hubspot B2B 153

Score More Sales

DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. Increase Opportunities. Expand Your Pipeline.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Sales and Marketing Management

OCTOBER 6, 2014

Issue Date: 2014-09-01. Teaser: A lot of B2B companies talk about improving the customer experience -- and for good reason. Recent research shows that when customers have a bad sales experience, seven out of 10 times it takes months if not years to repair the business relationship. Author: Paul Nolan. read more'

Customer 266

Customer B2B Research Company 266

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. Information comes from your sales team, your website and your press releases. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

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

Sales Training Connection

JANUARY 31, 2014

10 tips to win the sales call execution challenge. As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy.

Face-to-face 106

Face-to-face B2B Sports Territories 106

One of a Kind Sales

AUGUST 17, 2021

You have probably heard the popular statistic that 70% of the buyer’s journey is complete before a buyer even reaches out to a company or sales rep. And have read that 95% of B2B buyers research companies online before making purchases (that was in 2014 – my guess is that has only gone up!)

Social Media 93

Social Media How To B2B Buyer 93

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Speakers who were in the sales space doing what I wanted to do. Jill Konrath. appeared on my screen.

Meeting 294

Meeting B2B Sales Leadership Sports 294

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

JANUARY 9, 2014

Sales leaders carry a Number. For example, when sales and marketing are aligned, lead conversion (closed deals) rates are 2-3X greater. B2B organizations with tightly aligned sales and marketing operations achieved 24% faster three- year revenue growth and 27% faster three-year profit growth.”. The Experts Agree.

B2B 282

B2B Revenue Report Groups 282