Janek Performance Group

AUGUST 23, 2023

No one wants to miss a deal, and, in sales, time counts. Of course, B2B selling is different. Also, B2B sellers must guard against negative stereotypes. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. However, in B2B, problems rarely exist in a vacuum.

B2B 62

B2B Case Study Collateral ACT 62

Sales 2.0

SEPTEMBER 24, 2014

Some sales people in my firm were discussing where they could get the best prospect lists. Some are like compilers of other people’s data and some used “crowdsourced” approaches to get sales people to enter information into their databases. You can grab these white papers here. You can grab these white papers here.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. BTW: Are Your Sales and Marketing Teams Aligned? You’ll also use your customer personas to guide future marketing and sales efforts.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

No More Cold Calling

OCTOBER 13, 2016

Eliot Burdett, CEO of Peak Sales Recruiting, explains why in this month’s guest post. Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? needs us more than ever. They’ve also researched what our competitors have to offer.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Sales and Marketing Management

AUGUST 9, 2020

The facts (research) show that just because some sales leads are six months to a year old, half of any given group of leads with the same age is still in the market to buy. Companies are not immune from the same issue – no (or slow) follow-up, no sale. Outline the sales stages required to make a sale. Talk to customers.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Hubspot Sales

AUGUST 11, 2019

Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads. Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. How to Generate Leads for B2B Sales.

Lead Rank 103

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 103

Zoominfo

APRIL 10, 2018

From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned. Content Marketing.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Zoominfo

AUGUST 26, 2018

He used the Sales Force. White papers. Instead of tapping the hive, he insisted on going B2B. . Marketer: Can’t we just use AI to manage our sales funnel for us? We have the tools you need to scale your marketing campaigns and increase your revenue. Let’s get into it! How did Yoda get his first lead?

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

LeadFuze

NOVEMBER 30, 2021

Sales leaders are responsible for the success of a company. Marketing provides necessary resources, while sales is crucial to capturing valuable turf. Recruit, Organize, and Segment Your B2B Inbound Sales Team. Make sure that people are accountable for converting inbound leads into sales. Segmenting. Engagement.

Inbound 52

Inbound Sales Qualified Lead Hiring Lead Rank 52

OnePageCRM

JANUARY 15, 2021

In 2020, B2B teams had no choice but to adjust to remote sales. While it’s unknown if B2B sales will return to the same pre-pandemic landscape or if all in-person business activities will presume mid-year, leaders can plan based on industry insights, reports, and data. Ensure that your digital offerings are seamless.

B2B 52

B2B Top of Funnel Strategy Social Media 52

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

SBI Growth

JANUARY 20, 2014

B2B CMO’s are focused on driving revenue into the pipeline. In this example, the downloadable tool includes valuable intellectual property. CMO’s can use the tool to drive increased performance. Download the Offer Strategy Assessment tool to drive higher campaign conversions. This strategy also extended to outside sales.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

Zoominfo

OCTOBER 18, 2022

Lead generation has matured immensely as a marketing discipline over the past decade, with more tools and data available than ever before. There are essentially two competing schools of thought among B2B marketers. demand-gen argument makes for engaging social conversation, the reality of the situation isn’t so black-and-white.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Mereo

JANUARY 10, 2022

AUSTIN, TX (JAN 2022) — Mereo LLC, a revenue performance consultancy to Fortune 500 B2B organizations and high-growth mid-enterprise organizations backed by private equity firms, has been awarded the gold medal in the 2021 Top eBook/White Paper category in the Top Sales Awards. DOWNLOAD THE AWARD-WINNING EBOOK.

eBook 56

eBook SAP Banking Exercises 56

Nutshell

AUGUST 17, 2018

However, MailChimp can also be an essential B2B sales tool when used in the right context. In this article, we’ll cover how to use MailChimp throughout your sales process and walk you through how to set up each specific tactic. How to Design a “Plain” B2B Email. How to Design a “Plain” B2B Email.

Top of Funnel 72

Top of Funnel B2B How To Campaigns 72

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. The maturation of the internet has changed the B2B buying cycle forever. As a marketer or salesperson, how can you use these tools and channels to your advantage?

B2B 64

B2B Lead Rank Lead Scoring B2C 64

Sales Hacker

DECEMBER 7, 2018

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

Janek Performance Group

MARCH 26, 2024

In sales, a business development strategy is central to understanding and engaging with your customers. Among the myriad of tools and strategies available, one aspect stands out: buyer personas. Thus, they can tailor their marketing and sales efforts accordingly. This gains insights into their needs and preferences.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

The Pipeline

MARCH 26, 2011

The Pipeline Renbor Sales Solutions Inc.s 7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. March 2008. February 2008. January 2008. December 2007. This post has 2 comments.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

SBI

JULY 10, 2018

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all. The idea behind F.I.R.E.

Intent Data 138

Intent Data Lead Rank Lead Scoring Closing 138

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. How could you not lose extremely valuable information about potential sales opportunities this way? Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

The ROI Guy

DECEMBER 17, 2013

This webcast was conducted on December 5th, and provides a great overview of why traditional white papers may fall short in helping you achieve your 2014 new lead / sales opportunity goals, and why you need to have Interactive White Papers and Benefits Estimators as an essential part of your game plan.

Lead Rank 40

Lead Rank Lead Scoring Opportunity Leads 40

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Need Help Automating Your Sales Prospecting Process? What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy? B2B Email marketing.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Customer Centric Selling

AUGUST 13, 2018

In recent years, selling to the B2B market has presented new challenges for companies such as buyers’ growing tendency to vet vendors using online research and the interplay between the B2B and B2C buyer experience. So, what should companies selling to the B2B market know before they engage with their buyers?

B2B 49

B2B B2C Buyer Persona Marketing 49

The Pipeline

AUGUST 24, 2011

The Pipeline Renbor Sales Solutions Inc.s Preparing for Sales Success – Part 1. Stored in Attitude , EDGE Sales Process , Impact Questions , Interactive Selling , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Sales Success , Video , execution. Sales Success , Tibor Shanto , Video.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The ROI Guy

AUGUST 24, 2018

You’ve invested in interactive content and marketing tools for your website, helping prospects and customers assess their needs, size and price the right solution, and understand the business value and differentiating cost advantages of recommended solutions. Instead, the information can be passed into the tool on the “call”.

Lead Rank 45

Lead Rank Lead Scoring Eloqua Unica 45

The Pipeline

NOVEMBER 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. December 2007.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

The Pipeline

JANUARY 17, 2012

The Pipeline Renbor Sales Solutions Inc.s Top 25 Sales Influencers for 2012. Stored in Attitude , Awards , Business Acumen , Gap Selling , Interactive Selling , Productivity , Sales Leadership , Sales Success , execution. Start by downloading our new book: Sales & Consequences. Sales Success , Tibor Shanto.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Sales Hacker

NOVEMBER 22, 2019

ABM allows you to craft efficient solutions to some of the biggest issues plaguing sales today. You need specific, account-based marketing tactics, and I’m going to let you in on 5 tactics that we use at Belkin that you can use to boost your sales. In the world of sales development, nothing stays a novelty for long.

Account Based Marketing 108

Account Based Marketing Ideal Customer Profile Lead Generation Sales Qualified Lead 108

The Pipeline

DECEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. But I have some of them, and I invite you to download the FREE white paper – registration is not required.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

JULY 25, 2011

The Pipeline Renbor Sales Solutions Inc.s Removing The Barrier From Sales – Sales eXchange – 107. Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. Sales eXchange , Sales Success , Self improvement , Tibor Shanto , Win/loss analysis. EDGE Sales Process.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. Create a Formal Sales Process The first step in elevating your lead generation process is to build a definite sales process. Lead evaluation: not every lead is worth pursuing.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Pipeliner

MAY 12, 2021

What’s the core of sales automation? To automate, streamline and track daily routine sales activities. Yet, an excellent sales automation system is much more than just facilitating sales reps. Sales automation has grown to be an essential part of many organizations’ marketing mix. What is Sales Automation?

Sales Automation 98

Sales Automation Social Media Ideal Customer Profile Channels 98

Zoominfo

AUGUST 26, 2018

He used the Sales Force. White papers. Instead of tapping the hive, he insisted on going B2B. Marketer: Can’t we just use AI to manage our sales funnel for us? We have the tools you need to scale your marketing campaigns and increase your revenue. Let’s get into it! Get a Demo 1. A-COUNT-based marketing.

Marketing 100

Marketing Top of Funnel Social Media Harvest 100