The Pipeline

JANUARY 17, 2012

B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. Needless to say this is a great resource for all in B2B sales, and needless to say the list includes your humble writer, and not so humble sales trainer, myself Tibor Shanto. Funnel management.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

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NOVEMBER 22, 2013

Also of interest: IBM State of Marketing Study 2013. IBM State of Marketing Study 2012. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Increase Opportunities. Expand Your Pipeline.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Sales Hacker

FEBRUARY 17, 2022

COVID-19 has changed people’s buying habits, and that’s just as true for B2B buyers as it is for individual consumers. As we begin 2022, B2B buyers are more digitally inclined than ever. Uncontrollable and unforeseen external events can lead to widespread disruptions and market volatility. Sales force automation (SFA).

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

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FEBRUARY 21, 2014

We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. The mobile trends in our lives along with social selling abilities have changed the expectations for how we market and how we sell, according to Studer. Changed Expectations. Close More Deals.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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DECEMBER 23, 2013

Next, take your compensation plan and from that, understand what sorts of activities you need to accomplish every month to make those numbers happen. There is an easier way now – all leads in CRM. Inbound: Your inbound marketing program, if you use one, will offer you insight as well. Increase Opportunities.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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OCTOBER 11, 2013

It makes social selling a goldmine topic – which we appreciate, but the confusion out there among mid-market companies and SMBs is frustrating. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

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NOVEMBER 20, 2013

My suggestion is to try out some very simple, low-risk ideas that can be early steps toward incorporating more social into your marketing and sales. 3 Underutilized B2B Sales Strategies in Social Media. . Do You Know Who is Opening Your E-mail Sales Messages? More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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JULY 17, 2013

Top sellers are like elite athletes – they come in early, plan ahead, work a process, perform in clutch situations, do whatever it takes, and are well compensated for the art they bring as they apply the science of the system. Certainly that leaves a LOT of room for improvement in B2B sales teams everywhere. Expand Your Pipeline.

Hiring 192

Hiring B2B Video Lead Rank 192

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FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. If you do, and they express having trouble growing revenues, you’ll think of me. Increase Opportunities. Expand Your Pipeline.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

The Pipeline

JUNE 15, 2011

Status Quo has been a central theme and concept in B2B sales since it has evolved as a craft. For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. This has become much more the case since the introduction of the marketing term Sales 2.0.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

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JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. How about building an app with help from Watson?

Data 208

Data Health Care Retail Lead Rank 208

The Pipeline

AUGUST 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Gap Selling.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

DECEMBER 7, 2011

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

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APRIL 26, 2013

Give your opinion about integrating marketing automation into CRM? Not enough employees with CRM seats – companies will selectively give certain individuals seats, such as all sales but no marketing, or inside sales but not outside sales (or vice versa). What are some pitfalls when deploying CRM? Increase Opportunities.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. I was glad that my favorite, Cookies , was the winner.

Company 208

Company Film Study Lead Rank 208

SBI Growth

JUNE 4, 2013

Compensation Planning. Demand Generation and Lead Management. Don’t skip this topic assuming that it is “marketing’s job.” Sirius Decisions says that B2B sales forces only follow up on 20% of leads. To capture these lost opportunities, you’ll need to reach across the aisle to marketing.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. In the pas I have posted about leads being a renewable resource. Funnel management. HR Management. Gap Selling.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

JANUARY 18, 2012

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

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APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. Now there are very capable CRM products on the market that are extremely low cost – even free for micro businesses. COMPLICATIONS. Increase Opportunities. Close More Deals.

CRM 291

CRM Revenue SugarCRM System 291

The Pipeline

NOVEMBER 16, 2011

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

OCTOBER 26, 2011

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

SEPTEMBER 9, 2011

Bridging the Massive Social Media Gap Between Sales and Marketing ) Apparently, only 11% of companies in the report they were discussing had a formal approach, while at the same time 82% of the companies had a formalized approach for their marketing teams. They will get there, but it is usually when the money leads them there.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

The Pipeline

MARCH 17, 2011

" [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. " [link] #sales #B2B. Matt Heinz.

Pipeline 228

Pipeline Twitter Cold Calling B2B 228

The Pipeline

MAY 4, 2011

If you are selling B2C (or even B2B) one of the best things you can do is give people a good reason to subscribe to your e-mail list and then provide value with every mail you send, slowly building relationship and trust. it's everywhere including prospecting – leverage it for #success [link] #sales #B2B #video #email.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

JULY 25, 2011

Long drive, I started thinking further as to how many B2B sales people and sales organization also make it unnecessarily difficult to buy from them. Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

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NOVEMBER 26, 2013

Your profile can serve as inbound marketing for you – in other words, the key words and phrases you use in your profile are all searchable. It is a simple way to learn more about your target markets and about specific individuals in those markets. Are you Ready for the 30 Day Challenge? Increase Opportunities. Close More Deals.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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OCTOBER 21, 2013

Here are a few ideas on how: Create a group within LinkedIn where you can create content that helps your market niche. Let’s say you sell cloud-based compensation tools. If you don’t want to leave your desk, you can do this virtually too. Follow a live event that may be thousands of miles away through a Twitter hashtag.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

The Pipeline

MARCH 7, 2012

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 210

Pipeline Sales Qualified Lead Cold Calling Webinar Metrics 210

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SEPTEMBER 5, 2013

View the video or you can read the transcript below: Biggest lesson I’ve learned is the importance of rhythm and cadence in our sales and marketing efforts –. We have incorporated this into our marketing and sales –. Marketing Rhythm and Publishing. We are a content shop and put out a ton of valuable content.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

The Pipeline

FEBRUARY 8, 2012

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

NOVEMBER 23, 2011

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 28, 2012

Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. February 2008.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

NOVEMBER 11, 2011

But you get the same desperation in B2B selling every day, and the reality is that your customers can smell the desperation on a sales person, and they know how to take advantage of it every time. Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Gap Selling.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

MARCH 6, 2012

Funnel management. HR Management. Lead Management. Sales Compensation. Sales Management. Time Management. When Sales Met Marketing. B2B Lead Generation Blog. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Gap Selling.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212