Pointclear

FEBRUARY 12, 2013

Andy Gray is a senior marketing professional with proven expertise in directing, centralizing, and strengthening how customers are acquired and retained as well as how companies are positioned through marketing strategies, demand generation, sales support and enablement programs, market research and product development. My K.I.S.S.

Trade Show 154

Trade Show Demand Generation Demand Generation Targets Webinar Metrics 154

Sales Hacker

MARCH 1, 2024

However, the next generation of marketing emphasizes the importance of media that’s owned, not just earned. Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. The B2B playbook is changing. Early-bird tickets expire next week. Austin’s F1 track.

Media 72

Media Company Distribution How To 72

The Pipeline

JANUARY 11, 2012

Here we are at the start of a new year, fresh faces, prospects and places to engage, and with what most would lead you to believe, a blank slate, ready to conquer sales all over again. Add video comment. Demand Generation. While corporate fiscal years are 12-months, and in many cases align to the 12 calendar Jan.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

Pointclear

AUGUST 23, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — Tim sees two primary focal points for marketing and sales alignment: the lead generation/demand generation element and the content/sales enablement piece.

Demand Generation Agencies 124

Demand Generation Agencies Prospecting Demand Generation Demand Generation Targets 124

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. They say nothing happens until someone sells something.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Highspot

AUGUST 27, 2020

But the concept of asset atomization can also be applied to other demand generation materials — allowing you to maximize the lifespan of every asset you create. Now is the perfect time to take a step back from the daily grind and ask yourself, “What’s next?” Here are four ideas to get you started.

Webinar Metrics 69

Webinar Metrics Strategy Marketing eBook 69

Pipeliner

MARCH 2, 2018

Beyond that, it’s providing viable territories and targets, proper support levels, tools for training and enablement, demand generation leadership, and the removal of internal roadblocks. By working closely with marketing, I ran demand generation initiatives. But he was not able to provide me with a viable territory.

Sales Management 94

Sales Management Hiring Demand Generation Agencies Territories 94

The Spiff Blog

OCTOBER 18, 2022

Our meet the team series is a blog post series we created to give us the opportunity to introduce the faces behind the Spiff brand. He started in tech doing QA at a video game company in the L.A. In his free time, Kevin loves to hike, bike, play sports and video games, and rockhound. Let’s jump into this batch of Spiffers!

Meeting 72

Meeting Engineering Commission Sports 72

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Their revenue is generated in traditional ways, they are able to create 1:1 relationships directly with their customers, they do not see the need for a social intermediary.

Pipeline 226

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

Tony Hughes

FEBRUARY 22, 2018

Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks. I ran demand generation initiatives by working closely with marketing and I met with the industry leaders.

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

The Pipeline

FEBRUARY 17, 2012

After all, if the VP can get by with training that does not change sales behaviour, than why can a rep take a similar view, “you wanted five face to face visits, you got five”; KPI met, sale or not. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

Miller Heiman Group

APRIL 18, 2018

More mature disciplines offer services for a range of customer-facing professionals, including managers as well as those in service roles. Or it can be external content such as a customizable, customer-facing presentation. This includes internal content such as an industry-specific playbook or sales guide.

Sales Enablement 66

Sales Enablement Face-to-face Demand Generation Agencies Handbook 66

BuzzBoard

MARCH 27, 2023

Thankfully, today’s marketers have access to data, tools, and technologies more than ever, and by utilizing and investing in these modernized resources they can cope better with the macroeconomic instabilities—bringing value in the face of change! Interestingly, 70% of marketers believe investments in remote technologies are here to stay.

Data 52

Data Account Based Marketing Marketing SalesForce 52

BuzzBoard

MARCH 27, 2023

Thankfully, today’s marketers have access to data, tools, and technologies more than ever, and by utilizing and investing in these modernized resources they can cope better with the macroeconomic instabilities—bringing value in the face of change! Interestingly, 70% of marketers believe investments in remote technologies are here to stay.

Data 52

Data Account Based Marketing Marketing SalesForce 52

Green Lead's B2B

MARCH 14, 2020

Amid the day to day progression of the coronavirus, companies are seeing one of their major lead generation programs dry up – event marketing. Add to that the fact that many prospects are cancelling face-to-face sales meetings as companies mandate social distancing. Virtual events in general. Virtual Events.

Marketing Qualified Lead 33

Marketing Qualified Lead Lead Rank Cancellation Sales Qualified Lead 33

The Pipeline

JULY 25, 2011

Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. Add video comment. in addition to presentations there were a number of vendors. What’s in Your Pipeline? Tibor Shanto.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

Mindtickle

MAY 4, 2022

You probably have an ideal customer profile to identify when a prospect is a good fit for your product or services. But most companies don’t have an ideal rep profile to map out the skills and competencies that their sales reps need to nurture those prospects, close deals, and convert them into paying customers. Product knowledge. Active listening.

Ideal Customer Profile 52

Ideal Customer Profile Demand Generation Agencies Hiring Negotiation 52

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). Most importantly, no sales messages to links being posted to selling websites or marketing videos.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Nutshell

OCTOBER 21, 2019

Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy. We want our brands and our customer experience to convey empathy.

Demand Generation Agencies 90

Demand Generation Agencies Marketing Top of Funnel Demand Generation 90

The Pipeline

JULY 15, 2011

The question you must face first, though, is Why do people of wealth and status intimidate you, in a way “normal” prospects don’t? A master salesperson will not make that foolish “choice”; he will demand—yes, “demand” is the perfect word—equality, and will use that equality to win over and serve that prospect to the best of his ability.

Pipeline 242

Pipeline Hotels Cold Calling Compensation 242

Sales Hacker

JUNE 16, 2022

In the face of an economic softening, a lot of companies scale back on expenses while they wait to see what unfolds. It’s been a tough couple of years, Sales Hackers. And it’s about to get tougher. What do the changing market conditions mean for RevOps and sales? Here’s what they said. Ralph Barsi. VP of Global Inside Sales at Tray.io.

Cost per Lead 92

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 92

The Pipeline

DECEMBER 12, 2011

The fact that they may be seeking a solution, suggests that they are facing some challenges, obstacles and gaps in their ability to attain those objectives, or what I call opportunity. We all know the potential pitfalls of “selling on price”, but usually that statement is incomplete. First thing we need is a definition of value.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Hubspot Sales

APRIL 22, 2020

That’s because Associate Manager, Demand Generation at PandaDoc, Jan Aclan, AKA the guy who architects all of our follow-up cadences, said that he turned to this article on cadences when he was first creating ours. I mean just typing the word t-e-m-p-l-a-t-e-s makes me feel all warm and fuzzy inside. The utility of them.

Hubspot 109

Hubspot Call-back Report Follow-up 109

Mindtickle

MAY 25, 2016

Assets: What are the internal-facing content and activation content being used with the buyer? A key learning from this section of the presentation was that companies need to approach the job of attracting quality reps from a demand generation process. Measurement and Insight: How do we measure and identify what is working?

Sales Enablement 52

Sales Enablement Face-to-face Sales Talent Lead Rank 52

Mindtickle

MAY 25, 2016

Assets: What are the internal-facing content and activation content being used with the buyer? A key learning from this section of the presentation was that companies need to approach the job of attracting quality reps from a demand generation process. Measurement and Insight: How do we measure and identify what is working?

Sales Enablement 52

Sales Enablement Face-to-face Sales Talent Lead Rank 52

The Pipeline

FEBRUARY 27, 2012

My carrier put their best green face on, saying that the move was done to be more environmentally friendly, reducing paper waste, carbon foot print and all that stuff. Sales people may have deducted that Buyer A prefers and responds to e-mail communication, they may also react and respond to phone discussions as the process moves forward.

Pipeline 212

Pipeline Wireless Top of Funnel Hiring 212

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. As we all know, the latter is the reality. B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The Pipeline

MAY 23, 2011

Specifically, now that LinkedIn has gone public, the first thing they need to buy with their new funding is a bigger bed to accommodate some new bedfellows, very demanding bedfellows; specifically the fellows from Wall St. Let’s face it that Sales 1.5 What happens when social-ism meets capital-ism? First, it gave us Sales 2.0,

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Pointclear

APRIL 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Video Marketing - A Surprising Trend. Video Marketing - A Surprising Trend. Click to start video at this point —Trip sees social media marketing starting to turn a corner.

Trends 157

Trends Social Media Top of Funnel Lead Rank 157

Product Management University

FEBRUARY 25, 2020

This guide to portfolio product management and marketing answers the following seven questions. What is Portfolio Product Management and How Does It Differ From Traditional Product Management? What are the Core Principles of Portfolio Product Management? What are the Key Best Practices for Adopting Portfolio Product Management?

Lead Rank 52

Lead Rank Marketing Segment Face-to-face 52

The Pipeline

SEPTEMBER 30, 2011

Face Your Weaknesses. Failure to face up to your weaknesses and a lack of effort to take advantage of your strengths can keep your business in a no-growth mode. Unfortunately there are also many sales and marketing reasons. Take two pieces of paper and list your company’s strengths on one page and its weaknesses on the other.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Vengreso

MAY 5, 2022

Whether it’s physical media, such as brochures and newspaper ads, or online campaigns and social media activity, generating warm leads gives your sales reps a head start in getting in front of potential clients. In the short video below, I interview Mark Hunter, a.k.a. Click To Tweet. What Is Sales Enablement?

Sales Enablement 59

Sales Enablement Lead Rank Sales Operations Demand Generation Agencies 59

The Pipeline

JUNE 3, 2011

At KLA Group, we have a rule of thumb: no prospecting or lead-generation email should be more than 175 words, and they all need to be three paragraphs or less. August 2008. April 2008. March 2008. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s 5 Ways to Boost Your Email Prospecting Response Rate.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Delicious Sales

MAY 2, 2012

Demand Generation (181). Tools (2872). Sales Management (2614). Software (1035). Customer Service (995). Inside Sales (849). Channels (799). Advertising (694). Selling Skills (528). Incentives (379). Outside Sales (81). Customer (6670). Opportunity (3675). Closing (3085). Conversion (2818). Positioning (2599). Social Media (2543).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Pipeline

AUGUST 12, 2011

As I listened to the retelling, I wondered how the customer kept up his griping gyrations in the face of such calm and respectful treatment. But she couldn’t get Darren past generic grievances. . “I can hear the frustration in your voice,” said Sarah, to an upset customer. It was an exasperating experience.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started. AB Testing.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99