Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable. Success in sales demands quick reflexes. It’s all too easy to miss important trends, spending gaps or sales opportunities.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

Survey 246

Survey Top of Funnel Scale Fashion 246

Zoominfo

AUGUST 29, 2018

‘Emotions’ and ‘feelings’ aren’t words that come up often in the B2B world. B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. . But, emotions play a larger role in B2B purchase decisions than you may realize. Enter, sentiment analysis.

Analysis 176

Analysis B2B Airlines Marketing 176

Zoominfo

JUNE 14, 2018

Today we teach you everything there is to know about B2B event preparation—so you can get the most out of your next trade show or industry event. Whether you prefer to take notes on your laptop, your tablet, or the good old-fashioned way in a notebook—make sure you have what you need. Key Takeaways and B2B Event Preparation.

B2B 159

B2B Trade Show Social Media Vendor 159

DiscoverOrg Sales

AUGUST 11, 2017

The number of factors at play in purchasing decisions are too numerous to count – ranging from pricing, to product features, to reputation of the vendor, to the sales experience and so forth.n But what about B2B buyers? We partnered with sales linguist Steve W. Download the free B2B Buyer Persona study in full.

B2B 145

B2B Buyer Buyer Persona Real Estate 145

Zoominfo

FEBRUARY 17, 2020

‘Emotions’ and ‘feelings’ aren’t words that come up often in the B2B world. B2B products tend to be complex and more practical than flashy– so B2B organizations often value logic and reason over emotions. But, emotions play a larger role in B2B purchase decisions than you may realize. Enter, sentiment analysis.

Analysis 130

Analysis B2B Airlines Marketing 130

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Mereo

APRIL 1, 2021

When it comes down to it, not many B2B organizations build value calculators that achieve the results they are supposed to achieve. Each competitor had created a marketing tool that might attract mid-level influencers online — but would never influence real action in a sales cycle. The Mereo Approach: B2B Value Engineering 2.

B2B 81

B2B Infusion Engineering Decision Maker 81

Lead411

AUGUST 31, 2021

Differences in Intent Data for B2B Sales. Because of the complexity and differences in each buyer’s journey, companies can try to shorten that sales cycle through Intent Data. Differences in Intent Data for B2B Sales. 3 Tips To Gain More Insight From Your Leads and Close More Sales. Traffic Intent.

Intent Data 52

Intent Data Intent Data B2B 52

No More Cold Calling

AUGUST 16, 2018

Far too many sales reps do. Perhaps if what you’re doing isn’t working, new sales techniques are in order? McKinsey summarizes this challenge in “ The secret to making it in the digital sales world: The human touch.” The researchers write: There’s no doubt that digital is rocket fuel for sales organizations.

Fashion 219

Fashion Buying Cycle Social Media Survey 219

LeadBoxer

FEBRUARY 4, 2019

We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91

Pointclear

APRIL 12, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The 7 Biggest Misconceptions of Successful B2B Marketing. Every marketer should take a sales guy to lunch.

B2B 154

B2B PointClear Top of Funnel Marketing 154

Nutshell

OCTOBER 2, 2020

B2B brands either understand the importance of content planning, or they struggle to generate leads. B2B vs. B2C. First, it’s important to differentiate between B2B and B2C: B2B stands for business to business , meaning you are a business selling your product or service to another business.

B2B 99

B2B B2C Social Media How To 99

Sales and Marketing Management

MARCH 8, 2020

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Sales and Marketing Management

DECEMBER 21, 2020

For sales, 2020 brought on restrictions and social distancing, leading to less face-to-face interactions and remote sales. Not only did sellers make almost all their sales online, they also had to be cognizant of how the COVID-19 pandemic impacted their customers’ financial standings.

Face-to-face 177

Face-to-face ROI Proposal Fashion 177

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

Survey 130

Survey Top of Funnel Scale Fashion 130

Sales and Marketing Management

FEBRUARY 8, 2021

No B2B buyer wants to hear that from a vendor when they place an order the old-fashioned way, by phone. Such aggravations, among other factors, have helped spur the growth of B2B e-commerce. At Innovaxis Marketing, e-commerce for our B2B clients has risen from 5% to 15% or more of total sales.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentives 156

The Pipeline

JULY 25, 2016

Earlier this year I attended an interesting presentation examining barriers to sales people “hitting” quota, personally I like to exceed quota, but I can understand why for many “hitting” it is a great objective. Bam, right off the top we were presented with the following stats including the sources: 79% Of SAAS Sales Reps Miss Quota.

B2B 120

B2B Revelation Quota Remedy 120

The Pipeline

FEBRUARY 1, 2022

Craig shared all the exciting developments in sales and marketing tech; things are on fire. This led to the obvious question, given everything what is happening, why are 40% plus of B2B reps missing quota. This set the stage for the discussion that should be taking place in sales. Back to our regularly scheduled blog.

Fashion 188

Fashion Quota Coaching Data 188

Zoominfo

APRIL 13, 2020

Are there differences in selling to women vs. men in the B2B sales process? In B2B sales, isn’t it all the same? In partnership with leading sales linguist Steve W. Martin , ZoomInfo surveyed 350+ B2B buyers, and we put this question to the test: Are there differences selling B2B solutions to women and men?

Cold Calling 130

Cold Calling B2C Fashion B2B 130

Lead411

NOVEMBER 1, 2018

Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. ”, “did they get my message?”,

Channels 56

Channels B2B Fashion Trends 56

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. In social selling, sales professionals are playing the long game instead of eyeing immediate returns. ReachOut makes it easy to integrate B2B data directly into your existing workflow.

Social Selling 100

Social Selling Tools Social Media Lead Rank 100

Sales and Marketing Management

APRIL 6, 2020

The need to continually optimize operations has never gone out of fashion. It’s easy to draw parallels between what Henry Ford pioneered with the auto assembly line and today’s B2B revenue process. Sales and marketing professionals, shareholders and, ultimately, customers all come out on the plus side. .

Industry 279

Industry Revenue Engineering Fashion 279

criteria for success

DECEMBER 31, 2019

A sales process is to selling as a recipe is to a cake. This is the same reason why having a B2B sales process is so important. What is a Sales Process? The Value of a B2B Sales Process. There are many reasons why having a B2B sales process is valuable for an organization. Measurement.

Sales Process 59

Sales Process B2B Sales Qualified Lead Top of Funnel 59

Partners in Excellence

FEBRUARY 1, 2022

Another conversation, recently, “Slack doesn’t have sales people, perhaps……” First, Slack does have sales people, but let’s imagine they don’t. It’s hugely fashionable right now, so many organizations are trying to copy it. Why should we copy them?

Fashion 114

Fashion Segment Face-to-face B2B 114

The Pipeline

MARCH 19, 2019

With regularity, most active sales trainers and I get the following question: “When is the best time to prospect?”. Either one leads to the same corner of no prospecting and any cross street in sales. Either one leads to the same corner of no prospecting and any cross street in sales. By Tibor Shanto.

Prospecting 306

Prospecting Proposal Cold Calling Quota 306

Lead411

OCTOBER 31, 2018

Time is always a key factor in sales. Whether it is reaching out when a company is going through a growth trend, responding in a timely fashion to an RFP, or reaching out to renew an existing contract; timing can mean the difference between revenue and missed opportunity. ”, “am I bugging them?”,

Channels 63

Channels B2B Face-to-face Call-back 63

HeavyHitter Sales

JULY 23, 2017

Martin Sales Research Originally appeared in the Harvard Business Review. This is the first of a series B2B Buyer Persona Research articles. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet. The B2B buyer is fixated on risk mitigation.

Lead Rank 68

Lead Rank Lead Scoring Buyer B2B 68

Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. This places the sale over the prospect’s needs and leads to distrust. Most people want to be liked. Salespeople are no different.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Artesian Solutions

OCTOBER 30, 2018

The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. There’s a new normal that blurs the lines between B2B and B2C”. Buyers are demanding more agile and responsive B2B sales practices. 5 lessons every B2B seller should learn from the ‘Amazon Effect’.

B2B 45

B2B B2C Segment Lead Rank 45

Bernadette McClelland

MARCH 18, 2013

There are also going to be times where you think you need to come up with something different, new and out of the box but that doesn’t mean you don’t look at simple, old fashioned ways of doing things that worked in the past, like phoning people and sending real letters. We get so used to having what we need at our fingertips.

Fashion 358

Fashion Resources Lead Rank Lead Scoring 358

No More Cold Calling

MARCH 15, 2018

B2B selling is all about relationships. That’s no way to live, and it’s certainly no way to approach B2B lead generation. That’s often a big part of a sales team’s lead generation system, and it requires you to be online. . As a sales professional, you’re probably already good at all that. Video killed the radio star.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. That means that old-fashioned cold calling is not effective.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Hubspot Sales

MARCH 15, 2018

These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach. Grab it here.).

Ideal Customer Profile 139

Ideal Customer Profile Hiring Fashion Study 139

Sales Hacker

AUGUST 2, 2018

I love sales and the sales profession. But sales doesn’t care about any of that. The sales profession accepts all regardless of grades or education. How Sales Hacker Came to Be and Where We Are Today. It was 2013, and sales tech was just starting to heat up. Go be a VP Sales at an early stage company.

Outsourcing Services 50

Outsourcing Services B2B Conference Microsoft 50

Score More Sales

FEBRUARY 28, 2014

Salespeople love a great sales pitch. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. You can mail one to me at the Score More Sales office. 1931 Woodbury Ave.,

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325