Sales and Marketing Management

OCTOBER 24, 2014

Issue Date: 2014-10-24. Author: Marty Jacknis, President, Opportunity Maximizers, Inc.

Maximizer 280

Maximizer Sales Process Opportunity Sales 280

Sales and Marketing Management

DECEMBER 28, 2014

Issue Date: 2014-12-29. Author: Marty Jacknis, President, Opportunity Maximizers, Inc.

Maximizer 276

Maximizer Sales Management Opportunity Sales 276

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Performance culture is studied in depth in our 2014 Research Tour. If the team does not have a strategy for maximizing pay, they will thrash. There are very few ‘A’ players in the market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. During the recent downturn, many sales forces benefitted from a uniquely capable labor market. You will only Make Your Number in 2014 if you maximize their potential. The impact of generational differences can be profound.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Sales and Marketing Management

AUGUST 29, 2018

Let me illustrate this with some analysis we did a few years ago for an internet retailer: I surveyed approximately 1,000 respondents who had placed an order with our client in January 2014. What do profit-maximizing companies do with cost centers? They try everything they can to reduce their costs.

Customer Service 270

Customer Service Customer Loyalty Chemicals 270

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. What I don’t see is cohesiveness, and maximizing time through better management of all of the tools.

Real Estate 249

Real Estate Compensation Vendor Intent 249

SBI Growth

JULY 14, 2013

Overall strategy, go-to-market model and product suite are essential. Are territories designed to maximize growth balanced with efficiency? Are your quotas attainable and reflective of current performance and market potential? Benchmark the market regularly to see if you’re competitive. Territories : The field of play.

Territories 328

Territories Incentives Incentive Compensation 328

Pipeliner

FEBRUARY 22, 2020

As marketers continue to try to find the best way to utilize social media to reach potential customers, businesses are continually examining how effective their efforts are in achieving a return on investment. However, a 2014 Gallup poll confirmed what many experts have long suspected. The Business Approach. Building Loyalty.

Social Media 81

Social Media Media Consumer Survey 81

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

Your Sales Management Guru

OCTOBER 27, 2014

What are your action steps to reduce fear and finish off 2014? Most would consider this a weak action, however if you spend time creating a mantra or maxim that you believe in and you focus your energies around reinforcing it with your sales team the desired attitude will build. Re-evaluate your marketing and your messaging.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

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. Companies will need to develop go-to-market models that meet both sets of needs. Your thoughts? _.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Velocify

SEPTEMBER 10, 2017

Since opening in 2014, they’ve had to be highly innovative and nimble in order to successfully differentiate themselves in such a competitive market. Read on to learn more about their story and check out our exclusive video interviews with Mike Eshelman, VP of Marketing at First Direct Lending. Impressive! Improve Speed-to-Call.

Scale 56

Scale Hiring ROI Case Study 56

Sales Hacker

MARCH 18, 2019

A lot has changed since I got into the world of sales/marketing technology almost 5 years ago. If I asked a BDR or an AE what was on their mind back then you would probably hear something like “I’m not getting enough leads from Marketing” or “I have this cool new subject line that’s somehow performing way better than all the others”.

Intent Data 68

Intent Data Sales Technology Conference Scale 68

Your Sales Management Guru

DECEMBER 15, 2014

Maximizing value. Part III then opens the discussion how Maximizing Value-how to standout in the sales process and how to add that extra 1% of value to separate yourself from your competition. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

Crunchbase

JULY 2, 2020

I also knew, as head of the food delivery business in Europe, that we were late in our entry into the market, and that the industry was evolving at an unprecedented rate. From 2012 to 2014, he led Uber’s international expansion in EMEA and India. The playbook is vital also because it’s not a product of one person’s mind.

Outsourcing Services 52

Outsourcing Services Scale Hiring Face-to-face 52

Sales Training Connection

JULY 25, 2014

The best advice for maximizing your strategy coaching time is: do a really good job coaching a few, high-payoff accounts. There is no such thing as a generic winning strategy when selling in a complex market. ©2014 Sales Momentum, LLC. Establish the Expectations.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

SBI Growth

JANUARY 18, 2013

So too is talent development; maximizing the potential of human capital. 2014 and Beyond. It is to align the talent to where the market will be in 2014. It also complemented the Go To Market strategy by adding a new way to reach customers. Recruiting is critical. Lead Development. Enter your own assumptions.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Miller Heiman Group

OCTOBER 17, 2019

In 2014, the Journal of Personal Selling and Sales Management reviewed and critiqued the Challenger model, arguing that the approach had “inherent empirical and conceptual limitations that actually represent fatal flaws.”. Challenger claims to work best in complex, fast-moving markets.

Customer 51

Customer Face-to-face Scale Journal 51

SBI Growth

SEPTEMBER 5, 2013

Additional suggestions to stress test your 2014 sales plan. Why Your ‘A’ Players are In High Demand in 2014. Companies are investing in growth for 2014. You want to avoid putting your best in the job market. Sales Leader—what do ‘A’ players need from their boss to maximize performance. Sales Leader.

Social Selling 300

Social Selling Ideal Customer Profile Maximizer Segment 300

The ROI Guy

FEBRUARY 5, 2013

With mainstream emerging mobile, big data, social and cloud technologies coming on-line, there is a great opportunity for CIOs to: Shift from a “keeping the lights on” legacy systems management and IT cost savings focus to business impact, Track value realization to start maximizing the technology ROI on all investments.

ROI 72

ROI Enterprise Enterprise Survey 72

The ROI Guy

JUNE 24, 2014

Ensuring salespeople have the right knowledge, skills and tools to maximize every buyer interaction is the heart of sales enablement. About Alinean Alinean empowers B2B vendors to better connect, engage and sell to today’s economic-focused buyer via the development and delivery of interactive value marketing and selling tools.

Lead Rank 78

Lead Rank Lead Scoring Sales Enablement Quota 78

LeadFuze

DECEMBER 31, 2021

In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. Maximizes employee performance. Who currently have job openings for marketing help. Maximizes individual output. Improved decision making.

Hiring 52

Hiring Lead Rank Scale How To 52

OpenSymmetry

FEBRUARY 2, 2016

This change in the buyer process requires retailers to be agile in their go-to-market strategies. Inventory visibility and availability – maximizing inventory to ensure accessibility via all selling challenges. Rachel Alexander is the Marketing Analyst at OpenSymmetry. Register today! About the Author.

Retail 40

Retail Scale Consumer Forecasting 40

SugarCRM

FEBRUARY 11, 2020

Those have become two of the most loaded words for modern marketers. Social Media Marketing is Trickier Than it Sounds. Twitter, for example, already demonstrates this increase, with ad revenue increasing 60% year-over-year from Q3 2014 to Q3 2015. Social media. million in 2015 to well over $35 million by 2017.

Social Media 26

Social Media Advertising Advertising Media 26

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. This worries me.

Marketing 266

Marketing Strategy Eloqua Marketo 266

SugarCRM

FEBRUARY 11, 2020

Those have become two of the most loaded words for modern marketers. Social Media Marketing is Trickier Than it Sounds. Twitter, for example, already demonstrates this increase, with ad revenue increasing 60% year-over-year from Q3 2014 to Q3 2015. Social media. million in 2015 to well over $35 million by 2017.

Social Media 20

Social Media Advertising Advertising Media 20

Customer Centric Selling

DECEMBER 9, 2013

Sign-up for one of the 2014 sales training workshops now open for registration and start the new year strong. Buyers, markets, and competitors are constantly changing. For example: does their digital brand convey expertise solving your customers'' market problems? Do This Instead: Maximize the talent of your "B" players.

Training 45

Training Policies Channels Incentives 45

Your Sales Management Guru

APRIL 6, 2015

There are never enough A performers in any organization, and they’re generally already maximizing their productivity. He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014. Ken has written 5 books, his latest book is: SLAMMED!

Sales Process 40

Sales Process Benefit System Sales Management 40

LeadFuze

JUNE 7, 2021

This could also be linked to auto-play feature trend started on Facebook from 2014 where creators of content were looking for ways to make their content engaging without using sound. The massive amount of data has brought sales and marketing into alignment. 3 Automation makes everyone a salesperson. Click To Tweet.

Training 52

Training Hiring Trends Retention 52

SBI Growth

OCTOBER 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Intense Competition - Increased commoditization driven by old and new rivals in the market place. In a tight market, the “war on talent” is not slowing down. Resources are wasted.

Hiring 316

Hiring Social Media Decision Maker Face-to-face 316

Customer Centric Selling

SEPTEMBER 16, 2013

Sales Training Article: What Your A Players Want in 2014. Additional suggestions to stress test your 2014 sales plan. Why Your ''A'' Players are In High Demand in 2014 Companies are investing in growth for 2014. You want to avoid putting your best in the job market. They get it done and do it right.

Training 49

Training Social Selling Ideal Customer Profile Maximizer 49

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

Close.io

FEBRUARY 6, 2020

Reason #1: Your market is already too saturated and competitive. And it was coined in 2014. Pick any remotely-commercial market and there’s already millions of pieces of content on it. Because marketers that put in 10x effort get like 100x the results. Content marketing fails when it’s, well, not done well.

Lead Rank 101

Lead Rank Lead Scoring Distribution Scale 101

Sales Training Connection

APRIL 30, 2014

The question at hand is what is the right “go to market” strategy in order to capture significant market share as an uncertain future unfolds. ©2014 Sales Momentum LLC. As the authors noted, hospitals and healthcare systems are taking another look at their structure and mission so they can remain viable going forward.

Pharmaceuticals 102

Pharmaceuticals Health Care Maximizer Study 102

SBI

APRIL 28, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 50

Up-Sell Closing Lead Generation Revenue 50

SBI

JUNE 25, 2019

The investment will fuel Showpad’s continued global expansion and new product development as Showpad accelerates delivery on its mission to empower sales and marketing to sell the way modern buyers want to buy. To date there has been enormous innovation in automating the marketing and sales workflow. Pieterjan Bouten, CEO of Showpad.

SAP 74

SAP Sales Enablement Banking Penetration 74