Sales and Marketing Management

APRIL 2, 2015

Issue Date: 2015-04-03. Author: Susan Ershler. Teaser: Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next. But the number of steps we take depends on where we start our journey. read more'

Exact 120

Exact Sales 120

Sales and Marketing Management

MARCH 12, 2015

Issue Date: 2015-03-13. Author: Susan Ershler. Teaser: Successful salespeople achieve their vision by pursuing a series of realistic goals in exactly the same way we climb mountains: one step after the next. But the number of steps we take depends on where we start our journey. read more'

Exact 120

Exact Sales 120

Atlatl Software

APRIL 22, 2021

Picking a product that fits your needs off the shelf is great, but being able to customize a product to your exact desires is even better. between 2015 and 2018, and has continued to grow since. Maybe that is why consumer interest in purchasing customized products grew 2.4x

Scale 53

Scale Customer How To Consumer 53

DiscoverOrg Sales

MAY 7, 2015

Looking at this study of available MarTech solutions, ( [link] ) the number of technologies between 2011 and 2015 grew more than 18x — between 2014 and 2015 the numbered doubled. Here is a link to the Supergraphic that will let you zoom to see all of the companies in 2015: [link] ). Source: [link] ).

Lead Rank 120

Lead Rank B2B Education Research 120

The Center for Sales Strategy

JULY 19, 2018

The following blog post was first published in 2015 by the late Steve Marx , founder of The Center for Sales Strategy, and has been one of the most popular posts in the blog’s history. Even though the text is updated, the message has never been more relevant. To learn more about Steve Marx, click here. I needn’t explain why.

System 80

System Exact Strategy Sales 80

No More Cold Calling

MARCH 31, 2019

When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. Does age really matter in sales? Explain it so your grandmother would understand.”. That’s exactly what the CMO of a tech company said about how to explain your mission statement. What You Can Do About the Glass Ceiling.

Referrals 240

Referrals Hiring Decision Maker Cold Calling 240

SBI

OCTOBER 5, 2017

in 2015), but only 5.2% According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% of surveyed companies said that sales enablement was meeting all expectations. The obvious answer to the question is that enablement should enable more winning.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

No More Cold Calling

FEBRUARY 26, 2015

10 Ways to Edge Out Your Competitors in 2015 2015 is the year to differentiate ourselves and our companies from everyone else. How do you make sure your team has confidence in your ability to help them become stellar performers? Read more.) Let’s be honest: For the most part, we look exactly the same to our buyers.

Referrals 120

Referrals Cold Calling Small Business Small Business 120

Crunchbase

AUGUST 27, 2020

This scenario can cause increased stress and tension across teams as many people “feel” the difference but are unable to pinpoint the exact shifts they need to make or how to effectively overcome them. Dan Templeton is VP of sales, Mid-Market and Enterprise at Chorus.ai. , 1 Conversation Intelligence Platform for high-growth revenue teams.

Cancellation 108

Cancellation Face-to-face Pivotal Cold Calling 108

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). 2015 could be the year for a quantum shift in strategy, execution and results in your world. The Social 3.0 as outlined here.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

DiscoverOrg Sales

FEBRUARY 2, 2017

5000 list as we provided IT-only data to our customers well into 2015. That is a significant increase from the $122B that was spent in 2015. DiscoverOrg rode the coattails of the IT industry for several years, banking six consecutive years on the Inc. Over time, however, we noticed an interesting development.

Decision Maker 120

Decision Maker Marketing Hiring Ideal Customer Profile 120

Increase Sales

DECEMBER 28, 2015

Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. When end of year bank statements arrive, then within a couple of hours you should have 2015 financially closed and ready to go to your accountant. Credit www.gratisography.com.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

Zoominfo

JULY 22, 2018

52% of marketers use 3 to 4 marketing channels as compared to 44% in 2015 ( source ). Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. Enter: Multichannel marketing.

Marketing 189

Marketing Retail Channels Social Media 189

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. What a stupid realization given that we are solving this exact issue for 2,000+ customers.

Data 181

Data Engineering Call-back Forecasting 181

Engage Selling

JANUARY 16, 2015

Get 2015 off to the right start. Nonstop Sales Boom teaches you exactly what you need to know to create your best sales year yet. Sales Tips'

How To 48

How To Exact Sales 48

Hubspot Sales

MAY 25, 2023

In 2015, it became part of LinkedIn’s Sales Navigator, a subscription-based feature. Now, the feature has become available to anyone with a LinkedIn account. The Benefits of Using LinkedIn’s Social Selling Index Here are the three main benefits of tracking your LinkedIn Social Selling Index score: 1.

Social Selling 88

Social Selling Lead Rank Lead Scoring LinkedIn 88

Your Sales Management Guru

DECEMBER 15, 2014

Amp Up Your Sales, published by AMACOM, written by Andy Paul is a book you should consider for your 2015 sales training program. A critical success factor for 2015. As I stated, I would recommend this book to you, add to your 2015 sales training program. By Andy Paul.

Lead Rank 82

Lead Rank Lead Scoring Top of Funnel Maximizer 82

Jeff Davis

NOVEMBER 22, 2017

What the CMO CAN bring to the table In a March 2015 study authored by Laura Ramos at Forrester Research, B2B CMOs where asked what was the most important thing they could do to help sales succeed. Thus, the sales leader must be able to clearly articulate exactly how completing alignment activities will help them achieve quota.

Marketing 48

Marketing Sales Qualified Lead Margin Study 48

Zoominfo

DECEMBER 5, 2019

52% of marketers use 3 to 4 marketing channels as compared to 44% in 2015 ( source ). Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. Enter: Multichannel marketing.

Marketing 100

Marketing Retail Channels Social Media 100

Vengreso

MAY 28, 2020

In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. One key is to list all of the tools available and have the exact same list when creating and closing an opportunity in order to track consistent data for accurate measurement. #3: The result? LinkedIn ®.

ROI 122

ROI Sales Tools Tools How To 122

Hubspot Sales

MAY 5, 2020

Editor's note: This post was originally published in December 2015 and has been updated for comprehensiveness. However, informal quizzes can reinforce key concepts and increase the chances that they’ll buy (after all, people tend not to purchase products they don’t understand). Schedule time for questions.

Education 79

Education Buyer ROI Survey 79

Hubspot Sales

DECEMBER 22, 2017

March 26, 2015. March 26, 2015. And the exciting thing is that this process can be used for salespeople who are sourcing, creating relationships, and hoping to stand out in their prospect's eyes. If you're looking to land your dream job, or your dream client, I'm here to share my experience of exactly how I landed mine.

Hiring 102

Hiring Company Hubspot Twitter 102

Selling Essentials RapidLearning Center

AUGUST 24, 2021

Making the Consensus Sale, Harvard Business Review, March 2015. “I like it,” says Brad. She’ll ask more questions about each option. I’ll just give her the objective facts she needs. I won’t advocate at all and it’ll be her decision, not mine.”. Exactly,” Monique says. The post What happens to the sale if your buyer gets internal pushback?

Buyer 59

Buyer Face-to-face Survey Video 59

Hubspot Sales

NOVEMBER 9, 2020

Editor's note: This post was originally published in July 2015 and has been updated for comprehensiveness and freshness. To effectively sell, modern salespeople need to follow a totally different mantra: Always Be Helping. What Is Always Be Helping? Blake would never give up control of the sales process to a prospect.

Closing 144

Closing Decision Maker Top of Funnel Scale 144

Customer Centric Selling

DECEMBER 1, 2014

Commission breath is the exact opposite of sales process execution. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! When a salesman chooses to simply focus on the close and abandons all of the steps in the sales process that lead to the close, I’ve heard it said that they have "commission breath".

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

Customer Centric Selling

DECEMBER 3, 2014

Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! When the bill came, he took it saying he’d pick up lunch. Instinctively I took the check from his hand and told him as the vendor it was mine to pay. About a week later I got the order. To this day I’m not sure exactly how it happened.

Vendor 78

Vendor Quota Up-Sell Exact 78

The Brooks Group

DECEMBER 2, 2015

You’ll want to start the New Year out by having the right people in the right positions, and that’s why we’ve gathered up our top talent management posts from 2015. Get tips on sales interviewing, finding the best fit for the role, and customizing coaching to maximize a new hire’s productivity.

Hiring 40

Hiring Maximizer Exact Retention 40

Nutshell

AUGUST 24, 2018

Obviously how many and what exact tools are going to vary from company to company. Nick has co-authored a book called Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals which was released by Wiley Publishing in October 2015. That number is naturally higher for those in inside sales.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Sales Training Connection

NOVEMBER 18, 2015

Second, from our observation of salespeople, a frequent response to those stressful moments is the exact opposite of “slow down.” ©2015 Sales Momentum, LLC. First, like sports there are those high stress moments that occur from time to time. So the fundamental mental challenge exists in both professions.

Sales Coaching 50

Sales Coaching Coaching Hiring Sports 50

Gong.io

JANUARY 27, 2022

The first half of 2021 produced 291 new unicorns — more than 2011-2015 combined. Unicorns, which are new companies valued at $1 billion or higher, were so named because of their rarity. But now, we’re seeing more unicorns than ever before, by a wide margin. Explosion of data.

Company 62

Company Lead Rank Software Software 62

Alice Heiman

JUNE 12, 2019

in 2015 to 6.8 Having one point of contact that is interested may seem great, but we all know there are many people influencing a decision i n the complex sale. According to Gartner , The number of people involved in B2B purchase decisions rose from an average of 5.4 in 2017. I’m not alone in believing it is continuing to increase. .

Lead Rank 117

Lead Rank Lead Scoring Decision Maker Leads 117

Lessonly

JULY 9, 2020

In 2015, she was named Rookie of the Year for the FIS World Cup. But unfortunately, later that same year, Morgan tore her ACL and injured her shoulder at the 2015 Junior World Championships. The importance of mental practices like patience and focus to overcome challenges. Why quality of practice, not just quantity, matters so much.

Intent 26

Intent Face-to-face Social Media Travel 26

SalesLoft

AUGUST 18, 2016

Take email alone: In 2015, the number of emails sent and received per day total over 205 billion. We know it’s no surprise to you that potential ideal customers are becoming harder to reach , simply because there’s more information and more stimuli for prospects to sort through than at any other point in the history of the Earth.

Customer 52

Customer eBook Call-back Cold Calling 52

No More Cold Calling

SEPTEMBER 15, 2015

They believe the only win for your team means exacting lots of concessions from the other party. © 2015, Negotiating Women, Inc. Your selection criteria must also take personality into account. Filter Out the ‘Butt Kickers.’ If you’re concerned about achieving a ‘win-win’ outcome, avoid ‘win-lose’ people. All rights reserved.

Negotiation 120

Negotiation Lead Rank Lead Scoring Leads 120

Chorus.ai

MAY 4, 2020

I joined the company in 2015 and sensed early on then that something was missing from our sales program. in Classical Studies from Boston University, joined San Francisco-based Cerego in 2015. Guest Writer: Jon-David Hague, Senior Vice President of Marketing and Customer Success, Cerego. This is how we approach sales at Cerego.

Conversion 62

Conversion Customer Film Lead Rank 62

Openview

JULY 18, 2018

Millennials have been the dominant generation in the workplace since around 2015 and it is projected that they will account for 75 percent of the workforce by 2025. Not everyone fits their generation’s tendencies exactly and there are other things to take into account, including culture and education. Varied Training Methods.

Training 62

Training How To Education Demographics 62

Cience

APRIL 2, 2020

In 2015, HubSpot published the result of their traffic research , stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. However, according to Paul Koks and Online Metrics , direct traffic over 20% is a sign of incorrect Google Analytics settings. And that’s exactly what happened.

Outbound 85

Outbound Inbound Leads Marketing Qualified Lead 85