SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. Angry customers and prospects identify themselves as in the market.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. The Sales Operations team moved to reorganize the group. A media organization recently created home grown CRM system. A majority of reps focused on margin, and gave up prospecting for new accounts.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

The Sales Hunter

FEBRUARY 11, 2014

Selling to the wrong group is always going to create pricing pressure. Not the profile of your prospect — the profile of your customer. Key is targeting the prospecting process against those who meet the profile. Reason I firmly believe this is because the most valuable asset in the sales process is your time.

Ideal Customer Profile 210

Ideal Customer Profile Customer Face-to-face Prospecting 210

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. of social sellers have closed 5 or more deals attributed to social media.” Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. How to Get Prospects to Call You Back. Read “ How to Get Prospects to Call You Back.”). Social engagement. Not really. I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Pointclear

MAY 5, 2017

At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell. The host is Jim Obermayer. Webinar: Introducing Playbooks™: Smarter Account-based Selling Fueled with AI.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

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. In reviewing her profile and our shared connections, I accepted her invite. Look at me!!

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

Hubspot Sales

FEBRUARY 9, 2021

"This includes defining the niche where you add the most value, researching the contact before you pick up the phone, calling four times over 12 days to professionally pursue the prospect, and using video in your sales prospecting outreach.". Calling only when a renewal is due is so 2014. Qualifying on the Connect Call.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

No More Cold Calling

MARCH 5, 2015

It’s what great salespeople do all the time—whether we’re online, on the phone, or meeting with clients and prospects in person. Social engagement simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise with clients and prospects. In doing so, we become trusted resources.

Networking 120

Networking Social Media Referrals Cold Calling 120

The ROI Guy

NOVEMBER 10, 2014

3) Most technology spending decisions are now driven and controlled by business groups vs. formal IT. At the same time, more and more spending is occurring in the shadows , by individual users and groups, especially Cloud / SaaS purchases, without the formal knowledge of IT. Although the current forecast is lower than the original 3.2%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. This time, Gartner blames the decline on the strength of the US dollar. - Most technology spending decisions are now driven and controlled by business groups vs. formal IT. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

SBI

MARCH 4, 2014

Jonathan: Sales people, marketers and knowledge workers know they should be tapping the explosion of data we all call Big Data to target prospects, find leads and gather the right information. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Up-Sell 122

Up-Sell Lead Rank Lead Scoring Revenue 122

The ROI Guy

JULY 15, 2015

YoY decline from 2014 levels. increase for the year. - Most technology spending decisions are now driven and controlled by business groups vs. formal IT. At the same time, more and more spending is occurring in the shadows, by individual users and groups, especially Cloud / SaaS purchases, without the formal knowledge of IT.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. This is further broken down to the top go-to sites.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The ROI Guy

FEBRUARY 5, 2014

The empowered buyer of today is leveraging the Internet, social media and peer groups to investigate opportunities, investigate potential solutions and research your and your competitors products. More and more of the decision making process is conducted without the assistance of your Sales Reps.

Research 81

Research Social Media ROI Discount 81

Your Sales Management Guru

SEPTEMBER 15, 2014

Joanne continues… having a personal connection to prospects, understanding what our buyers want from us and delivering results are still the keys to success. The message of relationships is a theme throughout the book- not only building them with prospects, but Joanne goes into detail on the power of building personal networks.

Social Media 87

Social Media Up-Sell Networking Influencer 87

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

Sales Evangelist

MAY 22, 2019

She said that people told her, "It's all in the email list," or "It's all in social media," or "It's all in Facebook advertising," or "It's all in the messaging." And with the internet constantly changing things, the way you build a company in 2019 is different than the steps you might have taken in 2014. Check it out.

Customer 74

Customer Facebook Face-to-face Social Media 74

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. Hosts: Sweet Fish Media Founder James Carbary and Head of Business Development Jonathan Green. Listeners can also join the LinkedIn group for the opportunity to connect with other sales professionals and swap advice. Linking Into Sales Podcast. In the Arena.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

The ROI Guy

MARCH 1, 2016

Most technology spending decisions are now driven and controlled by business groups vs. formal IT. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). Buying a car is an example.

Channels 42

Channels Marketing Retail How To 42

Hubspot Sales

OCTOBER 29, 2019

With nearly half the world’s population now active on social media, social selling is more relevant than ever. Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks -- notably Twitter and LinkedIn, but others certainly fit the bill. What Is Social Selling?

Social Selling 127

Social Selling Ideal Customer Profile Social Media Twitter 127

Gong.io

AUGUST 8, 2022

58.4% of the world’s population is on social media, with the average time spent on these platforms reaching 2 hours and 27 minutes daily. So, of course, in 2022, most companies are already on social media pushing their products and services. But when done right, social media can still be a great tool in your sales arsenal.

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

APRIL 28, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale that was previously unthinkable. We have a group of 50 women sales experts.

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71

Sales Hacker

NOVEMBER 10, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable. And so we were selling these magical media reports, by just faking it before you make it. So, what else can I tell you?

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

LeadFuze

AUGUST 5, 2021

How Sales Pros Can Incorporate LinkedIn’s Active Status into Their Prospecting Outreach. Power Partner Networking How to Maximize Your Networking Group Investment. How to Use Social Media for Sales. Prospect on LinkedIn Without Being a Pesky Salesperson. Inside Sales Experts Blog (The Bridge Group, Inc).

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98