Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Systems/Processes/Tools. Sales Automation/Tools. Recruiting/Onboarding.

Fashion 89

Fashion Face-to-face Analytics Social Media 89

The ROI Guy

JULY 15, 2015

Unfortunately this follows a pattern, where Gartner publishes overly optimistic growth forecasts to kickoff the New Year, and downward revisions from there on out. So how do you end up in the winnder’s circle? - You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. increase for the year.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

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

Sales and Marketing Management

JULY 19, 2018

Despite the fact that most contemporary sales teams use CRMs, marketing automation systems, lead scoring tools, and any number of related solutions, they still consume an inordinate amount of their time on manual, inefficient and unproductive tasks. Those Glengarry leads would be served up in their CRM with zero effort on their part.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. I can be up to date in their real world and social activities. What’s in Your Pipeline? Tibor Shanto .

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Jeb Blount has been doing virtual sales since 2015. This frees up time to manage other activities in the sales process.

Tools 52

Tools Face-to-face Video Channels 52

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Or you can continue reading and benefit from 25 years of research in which I have learned that the best way to get the most out of your sales managers coaching is by implementing the following elements.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

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. I’ve been polling sales audiences for years about their top challenges, and the gatekeeper always comes up. In 2015, 43.6 in my Referral I.Q. percent answered no.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Steven Rosen

JANUARY 22, 2018

CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Or you can continue reading and benefit from 25 years of research in which I have learned that the best way to get the most out of your sales managers coaching is by implementing the following elements.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Understanding the Sales Force

AUGUST 18, 2015

That search turned up these articles on the first page of results: So who wrote all of these articles? One article was written by a sales expert discussing the concept of following the buyer's purchasing process. 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

SBI

MAY 7, 2015

If you’re seeking smart tools to drive sales performance, I’ve got great news for you. We’ve just released our 3rd annual Top Sales Tools of the Year Guide. Use this guide if you want to learn about innovative tools designed for all kinds of sellers. See which tools we chose for: Mobile Sales Enablement.

Tools 50

Tools Territories Compensation Inside Sales 50

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

SBI

OCTOBER 5, 2017

of surveyed organizations had a sales enablement function in 2016 (up from 25.5% in 2015), but only 5.2% Making sales process and methodology easy to understand and follow. Make the process easy to understand and follow. Here is a place that modern sales enablement tools and technologies can really shine.

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

SBI Growth

SEPTEMBER 22, 2013

Consider this, Gartner says: “through 2015, 80% of social business efforts will not achieve the intended benefits”. Sales enablement tools can’t get a cursory review. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." If the experts adopt it, others will follow.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

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. Oh yes and do not forget to clean up your calendar as well. What sales leads require immediate contact or follow-up? What prospects did not end up as customer and why?

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

Sales and Marketing Management

SEPTEMBER 23, 2019

Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce. In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Zoominfo

DECEMBER 21, 2020

Market expansion strategy is one of four quadrants that make up the go-to-market framework for businesses. Three typical market expansion approaches include the following: Expansion through a merger or acquisition. When Birnbaum started Kustomer in 2015, he envisioned sales to small and medium businesses.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Adaptive Business Services

FEBRUARY 16, 2022

Jump to 2015 and LinkedIn and Facebook both make the decision to cut off third-party applications from accessing their member database. Someone came up with the bright idea that we should not be managing contacts, we should be managing our relationships with them … Customer Relationship Management … CRM. . Nimble is now Nimble CRM.

CRM 77

CRM Social Media Microsoft Ideal Customer Profile 77

DiscoverOrg Sales

JUNE 14, 2017

In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. I was coming up on my 17th or 18th month at DiscoverOrg, and I was being overlooked. I already chose the harder path, and I know I’m capable of following it!”. And it showed. “I

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Zoominfo

NOVEMBER 1, 2022

Some attempt to go after every customer imaginable and completely lose focus, while others freeze up and decide to do nothing. For each play, these teams create a standard bill of materials that includes the following: What’s the mission of the play? Giving your team the right tools, training, and support helps everyone.

Hiring 100

Hiring Intent Data Intent Scale 100

Hubspot Sales

JULY 13, 2023

79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. The Fear of Becoming Over-Reliant on AI Tools AI can be addictive , and 39% of sales professionals are afraid of becoming over-reliant on AI tools.

Data 77

Data Hiring Guidelines Lead Rank 77

Janek Performance Group

JUNE 20, 2023

Culture is the ultimate tool in shaping a thriving company. Own it: Get personally invested in the problem, learn from prior successes and failures, act upon the feedback you’ve received, and line up your actions with the desired results. Solve it: Find ways to overcome the obstacles you’ve seen and owned.

Hiring 62

Hiring Lead Rank Sports Influencer 62

Hubspot Sales

NOVEMBER 15, 2019

You also need to keep track of your promises and recommendations throughout the sales process, so that follow through is carried out with precision, and a pre-meeting email can help you achieve this end. Wrap it up and you’re done. Looking forward to meeting with you followed by your name is the best way to end a pre-meeting email.

Meeting 106

Meeting How To Case Study Relationals 106

Hubspot Sales

MARCH 20, 2018

If you follow Chief Martec ’s Scott Brinker, you already know the marketing technology landscape has seen explosive growth over the past ten years, growing from just 150 software businesses in 2011 to over 5,000 in 2017. Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017.

Lead Rank 88

Lead Rank Trends Lead Scoring Outsourcing Services 88

SBI

JANUARY 7, 2015

That becomes all the more evident when you take a look at the release of our final Top Sales Tools of 2014 guide where you’ll find the top 50 tools for improving sales performance and results. A full 10% of our top 50 Sales Tools of 2014 are international. Membrain – Sweden. Focus on what’s important – selling.

CRM 50

CRM Collateral Microsoft Sales Qualified Lead 50

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. Author : Jeb Blount Published : October 5, 2015.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

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. Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. Rebecca is a Sr.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

Zoominfo

DECEMBER 21, 2020

Market expansion strategy is one of four quadrants that make up the go-to-market framework for businesses. Three typical market expansion approaches include the following: Expansion through a merger or acquisition. When Birnbaum started Kustomer in 2015, he envisioned sales to small and medium businesses.

Lead Rank 130

Lead Rank Company Apparel Lead Scoring 130

Pointclear

AUGUST 11, 2015

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. Follow the Money. Does Marketing wanna follow the money?

ROI 100

ROI Social Media GoldMine Lead Generation 100

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? million annually on sales reps performing these two activities, which adds up to $113.4

How To 80

How To Quota Sales Enablement Analytics 80

BuzzBoard

DECEMBER 18, 2023

So pull up a seat and let’s get to the bottom of what’s stopping your digital agency’s growth, once and for all. Try looking for the symptoms, like suspects falling out early at the awareness stage, never to return or promising prospects turning cold on the vine as stalled follow-up loses their interest.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Funnel Social Media 52

Hubspot Sales

AUGUST 21, 2023

The following sentence could easily be a question to open a loop or a short elevator pitch to establish trust and authority. This is where your CRM and their behavior on your website can be valuable tools. If no one else in the space does it like you, say so and provide social proof to back it up. Push your value proposition.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

SBI

MAY 3, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles LiveHive , a sales follow-up tool that lets you create repeatable processes that deliver success. Sales follow-up is a matter of delivering information to your prospects by way of emails, and phone calls. Let me explain.

Lead Rank 50

Lead Rank Lead Scoring Follow-up Tools 50

Partners in Excellence

MAY 5, 2021

But, being shy, it always was a bit of a struggle walking up to someone and introducing myself (Yeah, in case you are wondering, I had the same struggle with dating. So I sought to understand how this expert leveraged networking tools to “network” with me. I loved going to conferences and trade shows.

Networking 73

Networking Trade Show Facebook LinkedIn 73

Pipeliner

DECEMBER 13, 2017

Is your organization set up for success? If you want to perform at your highest level in 2018, you can’t ignore the following trends. Since 2015, research by Demandbase has indicated that most marketers believe account-based marketing (ABM) is a “must have.” It’s about time B2B professionals caught up.

Trends 105

Trends B2B Account Based Marketing Churn 105

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). is about powerful mash-ups. 2015 could be the year for a quantum shift in strategy, execution and results in your world.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

SBI

MAY 11, 2015

Get to know your sales tools in just 2 minutes a week. Follow us @SellingTools to keep up on all the happenings at the event. Then, Callidus ensures that the right content is served up to each rep based on each specific lead. With CallidusCloud, you can set up metrics-driven coaching programs for the entire sales Force.

Hiring 50

Hiring Territories Compensation Distribution 50