HeavyHitter Sales

NOVEMBER 10, 2015

  The grand strategy to win the B2b sale is based upon influencing the people, the selection process, and the politics of customer decision making. Martin has interviewed with over one thousand top salespeople to better understand their strategies to win the complex B2B sale.   November 19th, 2015 / 8:30am PST.

Webinar Metrics 60

Webinar Metrics Decision Maker Strategy Penetration 60

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. In 2015, 43.6 Prospects will always take meetings with B2B sales reps who’ve been referred by colleagues they know and trust. In 2016, it was 53.3

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

OCTOBER 30, 2016

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” These referral posts from October will help you get there: Think Robots Will Replace B2B Sales Reps? In 2015, 43.6 It’s the same problem over and over again for B2B sales.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. We will see more virtual events and ever-greater specialization: Companies will increase their reliance on virtual sales events, webinars and web-conferencing sales calls. Given these forces, here’s what we anticipate.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Pointclear

JULY 7, 2015

My question to you and top industry experts is this: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? If they register for a webinar, the lead usually gets a higher number of points than if they view a webpage, but did they show up?

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Pointclear

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Watch the entire webinar to learn all the how-tos you need to know! from Changing the Sales Conversation ).

Conversion 100

Conversion Buying Cycle Sales Methodology Consultative Selling 100

Crunchbase

MARCH 1, 2023

Mary Shea VP Global Innovation Evangelist, Outreach Mary Shea produces thought-provoking research on the sales technology landscape, the future of buying and selling, and the importance of having diverse, equitable and inclusive B2B sales organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Zoominfo

MARCH 6, 2017

Whether that’s downloading a white paper, registering for a webinar, or even just replying to you. If you need some inspiration on what to test consider these: Subject line Body copy CTA Day of week Time of day Content offering (white paper, ebook, webinar, etc.) Originally published on December 14, 2015.

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

Nutshell

AUGUST 24, 2018

Among B2B companies, the use of inside sales reps has exploded in popularity. Keep in mind: Not only will you need to learn this technology, but how to create a smooth-flowing online presentation/webinar/etc. For more on sales technology strategies: How to Use MailChimp for B2B Sales. Like what you’ve read?

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

SBI

AUGUST 22, 2019

Founded in 2015, Chorus.ai’s Conversation Intelligence Platform identifies and helps teams replicate the performance of top-performing reps by analyzing their sales meetings. Resources All Awards & Recognition Blog Article Funding & Acquisitions Industry News Interview Video Video Reviews Webinars. About Chorus.ai.

Coaching 57

Coaching Hiring SAP Lead Rank 57

No More Cold Calling

JUNE 29, 2023

In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. Now, we’ve created a webinar about the science (and art) of referral selling. Your B2B Lead Generation Sucks … 5 Reasons Why Are you looking for your B2B sales leads in all the wrong places?

Referrals 177

Referrals Channels Cold Calling Scale 177

Crunchbase

MAY 14, 2020

From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. Prior to joining Mixpanel he helped build and scale Stripe’s sales organization and served as an adviser to B2B software companies at Bain & Company for over two years. Crunchbase , LinkedIn , Twitter. Hilary Headlee. Jill Konrath.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Sales Hacker

AUGUST 2, 2019

But studies are showing that the old B2B sales and marketing mix isn’t working anymore. In fact, BrightFunnel report found that from 2014 to 2015: It took 52% more marketing touches to close a deal. LinkedIn – Although you can use any social media platform to generate sales leads, the main site for B2B leads is LinkedIn.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

SugarCRM

JANUARY 13, 2016

There’s a lot of moving parts within that process, and it typically isn’t a clean, linear journey, especially in the B2B world. According to The Chief Marketing Technologist’s 2015 Marketing Technology Landscape , the marketing technology field is now brimming with 1,876 vendors.

Marketing 20

Marketing Social Media Lead Rank Lead Scoring 20

InsideSales.com

JUNE 12, 2020

B2B Customers are Already Digital. This includes of course B2B buyers. These B2B buyers can complete 62% of their buying process without ever talking to a salesperson ( Forrester Research ). Cespedes and Tiffani Bova, “ What Salespeople Need to Know About the New B2B Landscape ,” HBR.org August 5, 2015).

Face-to-face 94

Face-to-face Travel Call-back Infor 94

Igniting Sales Transformation

MARCH 20, 2019

As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year. What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same. In B2B sales, people still buy from people.

Conference 101

Conference InsideView Cold Calling Scale 101

Zoominfo

OCTOBER 1, 2018

Any type of content can be categorized as compounding—including blog posts, webinars, infographics and more. Compounding content benefits your overall strategy by producing results long after each blog post, eBook, or webinar is created. Public Relations and B2B SEO Best Practices. 5 SEO Lessons for the Modern Content Creator.

Lead Rank 200

Lead Rank Lead Scoring Webinar Metrics Scale 200

LeadFuze

FEBRUARY 19, 2019

But it’s increasingly clear to me—and to many B2B professionals —that inbound marketing alone isn’t enough. The methodology is too reliant on automation and casts too wide of a net for the niche targeting needs of most B2B businesses. . The concept didn’t receive widespread attention, though, until at least 2015.

Account Based Marketing 55

Account Based Marketing Outbound Account B2B 55

Allego

FEBRUARY 7, 2023

“As the market has matured, people are coming to the realization that you can’t have 25 tools in your tech stack because it’s just overwhelming,” said Mark Magnacca, co-founder and president of Allego, during a recent webinar, New Research: The State of the Sales Tech Stack in 2023. And most companies did that,” Shea said.

Sales Technology 123

Sales Technology Trends Hiring Webinar Metrics 123

DiscoverOrg Sales

JANUARY 6, 2017

As a result the number of accounts that each Customer Success Manager supports has dropped 52% since early 2015, which gives us more time to spend with customers to ensure their success. Beginning with the creation of a dedicated Learning & Development team in late 2015, last year the team: added in-app training.

Margin 120

Margin Marketo Ideal Customer Profile SalesForce 120

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Recognize that B2B is human to human and it is at that level that you can make your magic. Become the Beyonce of B2B sales. Anita Nielsen.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

NOVEMBER 10, 2020

QuotaPath is a little bit bucking the trend for me, in that I built the product and engineering team first and wanted to make sure that the end-user saw value in the product, imagine that, before going and building up a bad-ass B2B sales team. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Publish SME B2B content daily. So much of B2B content is hum drum, flat and boring. Sales people need to become B2B micro-marketers.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63