Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. New technical tools will be developed to assist the average salesperson in this area. This is a new trend that will evolve quickly in 2015-16.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Cincom Smart Selling

DECEMBER 8, 2015

B2B sales and marketing efforts are starting to look more and more like B2C sales and marketing efforts (more on this in #2). Companies are recognizing this need, as customer self-service was listed as one of the top CRM priorities in Gartner’s “What’s Hot in CRM Applications in 2015” report.

B2C 54

B2C Call-back Consumer B2B 54

DiscoverOrg Sales

DECEMBER 4, 2017

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. “Changing the perspective within your organization is key … it’s not about aligning sales and marketing to each other, but aligning and integrating them both with the customer’s journey.”

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. Jill Konrath in her popular sales blog outlines a formula that heavily uses LinkedIn as a tool: [link]. Again, LinkedIn is a great tool for this.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Score More Sales

AUGUST 28, 2014

I did an unscientific survey of webinar tool sites as if I was evaluating and making a purchase from my smart phone. For this experiment I looked up webinar tools and webinar platforms. In my search I looked for “webinar platform” and “webinar tool” to get dozens of choices. It could have been any B2B product or service.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

SBI

OCTOBER 22, 2014

Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. In today’s blog post, Rebecca Bell Ellis weighs in on the goodies she found at Dreamforce. I’ve sorted a few that are affordable, powerful and well integrated in marketing automation.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

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. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Increase Opportunities.

Real Estate 249

Real Estate Compensation Vendor Intent 249

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Inbound Marketing. What is your plan to grow and improve your presence in 2015? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

Pointclear

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

Score More Sales

OCTOBER 24, 2014

Last month, IBM announced IBM ® Watson™ Analytics , a natural language-based cognitive service that can provide instant access to powerful predictive and visual analytic tools for businesses. As soon as Monday, you (yes, you and your mid-market or SMB company) can sign up for the Beta offering of IBM ® Watson™ Analytics.

Analytics 221

Analytics Analysis Compensation Data 221

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. And the rest were written by marketers who might sell a lot more of their services if they can convince you that sales process is dead. I love and use some of their tools and services and recommend them to clients too. But the key word here is tools.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Partners in Excellence

DECEMBER 4, 2015

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. Coincidentally, I read a research report on The State Of Email Marketing 2015.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

Pointclear

SEPTEMBER 24, 2015

As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Account-Based Marketing is a philosophy, not a product.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 85

Conversion Top of Funnel Lead Rank Lead Scoring 85

Score More Sales

OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Tenfold

JULY 18, 2017

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. What Isn’t Working?

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). Most importantly, no sales messages to links being posted to selling websites or marketing videos. The Social 3.0

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” We provide dynamic tools for video-roleplay-led sales coaching. So who’s using Rehearsal?

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Increase Sales

JANUARY 1, 2016

During the last few days I have been reviewing the business data from this leadership and sales blog along with my main website. My focus was the downloads and most viewed pages because this blog and my website are incredibly important marketing channels for my executive coaching and workplace culture (organizational development) consulting.

Data 70

Data Loyalty Ideal Customer Profile How To 70

Pointclear

AUGUST 11, 2015

It happens also to be one of the four primary duties for Chief Marketing Officers. However, if you have ‘Marketing’ in your title, regardless of what it’s attached to, these are your ultimate responsibilities, and ‘following the money’ is the subsequent proof of your existence. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Your Sales Management Guru

NOVEMBER 7, 2016

While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. If you have other ideas or suggestions please comment within the blog so that all of our readers can benefit. ? Evaluate your sales team. Do you have a recruiting marketing plan in place?

Sales Management 85

Sales Management Hiring Compensation Quota 85

Your Sales Management Guru

JANUARY 13, 2015

Last Friday my topic was “Accelerate Your Business in 2015”, during the program I covered a variety of ideas, techniques and tools the audience could use to drive increased levels of sales pipeline values and revenues. A portion of what I spoke about was from a recent blog: The One Must Do Action Step to Ensure a Great 2015!

System 40

System Campaigns Tools Networking 40

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. In addition to Prospector which has been improved greatly over time, they have a new tool called Cadence which helps SDRs to know how and when to attempt to connect with their prospects.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Your Sales Management Guru

OCTOBER 3, 2016

This is pretty obvious to readers of this blog or have purchased my book “Recruiting High Performance Sales Teams”. He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. His blog has been rated in the sales blogs in the world!

Hiring 92

Hiring Travel Compensation Coaching 92

Your Sales Management Guru

SEPTEMBER 6, 2016

In 2015 Acumen performed a survey at every conference we spoke at asking each member of the audience to define the top 5 challenges they face in sales- filling the pipeline/prospecting were consistency listed #1 or #2! His blog has been rated in the sales blogs in the world! Blog: www.YourSalesManagementGuru.com.

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Your Sales Management Guru

JUNE 27, 2016

For those that have read my past blogs or if you have not, I recommend to my clients that at least twice a year that your entire sales team reads the same sales book and discuss one chapter a week. For more insights on this very special book: www.sellingtothepoint.com and Jeffrey’s blog: [link]. Acumen book club).

Top of Funnel 65

Top of Funnel Funnel Training Influencer 65

Partners in Excellence

JANUARY 14, 2015

I saw a fascinating graphic and post at the Marketing Technologies Site. The headline, is they have identified 1876 Marketing Technology Vendors in 43 Categories. The article suggest the spend on Marketing Technology Solutions in 2015 will exceed $22.6 You should definitely read it. Billion, growing to over $32.3

Marketing Qualified Lead 48

Marketing Qualified Lead Vendor Case Study Analytics 48

Close.io

DECEMBER 3, 2019

The last update of the book came out in 2015, yet many of its research techniques remain relevant for finding information about your prospects on the web. The author introduces you to tools and tactics that you can use alongside old school sales techniques. Author : Jeb Blount Published : October 5, 2015. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Your Sales Management Guru

NOVEMBER 21, 2016

HINT: This marketing campaign idea could incorporate messaging from your vendors utilizing their marketing materials, email campaigns, telephone scripts and partner involvement, if their marketing website allows you to download quality tools. His blog has been rated in the sales blogs in the world!

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

OpenSymmetry

JULY 15, 2015

The 2015 SPM Vendor Guide is an informative resource offering detailed information around technology vendors in the space and helps organizations understand and evaluate what options they have to improve efficiencies. Similar to last year edition, the 2015 Vendor Guide expands into the following areas: Business Intelligence.

Vendor 40

Vendor Territories Compensation SalesForce 40

Your Sales Management Guru

JULY 6, 2016

Is the market/economy or products/services performing as you expected it to perform? Marketing; did your messaging and campaigns generate the expected results? 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 2015.

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Babette Ten Haken

SEPTEMBER 13, 2018

The upcoming changes in the ISO 9001:2015 standard for Quality Management Systems mandate a more holistic perspective of how we work. Subscribe to my blog. leadership and communication skillsets, tools and strategies for today’s and tomorrow’s digitally transforming industries. Never miss another insightful post.

Ideal Customer Profile 73

Ideal Customer Profile Face-to-face SME Hiring 73

Your Sales Management Guru

DECEMBER 20, 2016

Review your marketing/sales operational teams. Do they really understand your market, your customers, and the benefits you bring to them? He was recently ranked for the fourth year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2015. Hint: hire them NOW.

Hiring 40

Hiring Scale Compensation Objections 40

Fill the Funnel

JANUARY 8, 2015

and me – @ milesaustin Miles Austin is The Web Tools Guy. Sales & Marketing Technologist, speaking & writing on web tools at FilltheFunnel blog. You will be using what you hear to improve your results for the rest of 2015 and beyond. Author of numerous books on leadership and business.

Top of Funnel 48

Top of Funnel Funnel Small Business Small Business 48

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. A 2014 research by the Acquity Group, a digital marketing company under Accenture, pegs the number of B2B buyers who do online research at 94 percent. There is more than one millennial in every three employees in the job market.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The ROI Guy

MAY 7, 2015

The key to overcoming the “No Decision” challenge is to arm your sales reps with the right value messaging, tools and training to deal with each situation and help facilitate the buyer to overcome their biases and decision-making issues. In most cases, these appeared to be good opportunities, with many interactions and touch points.

Lead Rank 77

Lead Rank Lead Scoring Proposal Decision Maker 77