SBI Growth

DECEMBER 16, 2013

Are you ready for 2014? To maximize your chances at a successful 2014, you need a good strategy. Sit down with your sales counterpart and talk through each other’s 2014 goals. Prioritize the prospect universe by potential spend. The output is a prioritized universe of prospects by segment. Make sure they align.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. TECHNOLOGY.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Sales and Marketing Management

JULY 22, 2014

Issue Date: 2014-07-23. While marketing was producing a lot of high-quality content to support sales conversations, sales had no way of easily knowing what content was at their disposal to use for lead nurturing and educating prospective buyers. Read about the fix. Read about the fix. read more'

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? By George de los Reyes, Sales Benchmark Index (SBI) Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Lead Management: Someone who form-fills isn''t a sales-ready lead.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

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

SBI

OCTOBER 22, 2014

An actionable “behavioral score” is assigned to each lead. Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. This tool will dramatically increase the speed and efficiency of converted revenue from your lead generation programs.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

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