Partners in Excellence

JUNE 7, 2012

Last Friday, I kicked off a series of Friday posts I will be doing on Lean Sales and Marketing. At the core of lean is understanding an focusing on the essence of value creation and delivery. Lean attempts to eliminate any activities that do not contribute to value creation or delivery. In many of our own surveys.

Marketing 90

Marketing Hiring Maximizer Top of Funnel 90

Partners in Excellence

JULY 14, 2012

Managers play a critical role in the lean sales and marketing organization. In the Lean Sales and Marketing organization, the pyramid is inverted. In lean organizations, Managers serve their people. The manager removes barriers that impact the ability of sales people to do their jobs.

Marketing 93

Marketing Maximizer Coaching Relationals 93

Partners in Excellence

JULY 5, 2012

For those of you with a background in Lean, TAKT Time is a familiar concept for manufacturing, but what’s the application to sales and marketing? It’s a powerful concept for Lean manufacturing. There is a certain “rhythm” to sales and how sales professionals spend their time.

Marketing 88

Marketing Sales Cycle Top of Funnel Sales Qualified Lead 88

Partners in Excellence

SEPTEMBER 17, 2012

A sales person’s job is to sell–nothing surprising. There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic. . With their B2B sales people, we found time available for selling had slipped just below 20%.

Telecommunications 94

Telecommunications Marketing System Fashion 94

Partners in Excellence

JUNE 28, 2012

Several years ago, I was the guest speaker at the National Sales Meeting for a very large technology company. ” This is actually a core concept to Lean and very important as we think about applying these principles to Lean Sales and Marketing. Likewise, the latest greatest Sales 2.0

Marketing 84

Marketing Competition Lead Rank Lead Scoring 84

Partners in Excellence

SEPTEMBER 24, 2012

Sales people don’t like the routine! The job os the sales person is certainly not routine. Each sales situation is different, each customer situation is different–all this is true. Our win rates would plummet, our sales cycles would be endless, our ability to achieve our goals would be completely out of our control.

Marketing 97

Marketing Territories Maximizer Call-back 97

Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

Scale 221

Scale Top of Funnel Territories Sales 221

Sales and Marketing Management

JUNE 26, 2023

Here is some research we leaned on heavily for this report that can help you plan […] The post Research and Resources appeared first on Sales & Marketing Management. It’s helpful to understand emerging trends, participants’ preferences and key elements of program structure.

Resources 120

Resources Research Incentives Incentive 120

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. The good news? Wondering how to incorporate AI and automation into your ABM strategy?

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Partners in Excellence

JULY 20, 2012

Recently, he wrote Applying Lean Methods To Personal Work. While they have a modern CRM system, the sales people take great pride in walking into her office and physically moving “deals” down the funnel. I have our sales process posted on the wall of my office, just above the phone. Make sure you read it.

Top of Funnel 85

Top of Funnel Marketing Funnel Territories 85

Steven Rosen

JANUARY 15, 2024

David Hennessy, the VP of Sales at Kite Pharma, is an experienced healthcare leader with over 20 years of experience in the biotech and pharma industries. Show me the strength of the market—like that. The head represents the logical aspect, where we analyze data, assess market strength, and consider the numbers.

Video 156

Video Data Intent Influencer 156

Partners in Excellence

MARCH 5, 2013

I’m at the Forrester Sales Enablement Conference. Last night, however, I was at dinner with a sales person. ” Too often, we do account plans because “that’s what sales people are supposed to do.” It’s fascinating, I’ll have a lot more to write over the coming weeks.

Territories 91

Territories Marketing Account Face-to-face 91

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

PandaDoc

JUNE 21, 2022

If that’s the case, a lean business plan is probably a better answer. In this article, we’ll talk you through the details of a lean business plan, and we’ll show you how to write in this step-by-step guide. How to write a lean business plan. Parts of a lean business plan. Target market. Sales channels.

Outsourcing Services 98

Outsourcing Services How To Travel Hiring 98

Tenbound

NOVEMBER 1, 2022

During a market downturn, selling may be difficult, and setting up calls even harder. Not only are companies getting ready to operate with a lean staff, but there seems to be budget freezes from your buyers. Yet, there are ways to still generate revenue and keep your sales org going. People start ghosting.

Up-Sell 124

Up-Sell Buyer Revenue Meeting 124

Allego

JANUARY 11, 2024

And that’s saying a lot, considering all the tech I’ve seen come to market over the years: the Web, computer games, digital music, cell phones, tablets (first generation iPad owner here), social media, and everything else we use today. Say Hello to Custom GPTs for Sales Gen AI creators aren’t resting on their laurels. To create images?

Ideal Customer Profile 71

Ideal Customer Profile Customer Social Media Negotiation 71

Zoominfo

OCTOBER 20, 2023

Research, outreach, reminders, and tracking all limit the time your sales team has to connect with prospects and solve their problems. At ZoomInfo, we’ve spent years building and refining outreach practices that you can employ in your sales motions. Don’t sell your company first — lean into problem solving, and offer to help.

Scale 130

Scale How To Research Campaigns 130

Partners in Excellence

MAY 26, 2021

Our demand gen, marketing, sales organizational design, sales processes, customer experience—all of it are generally designed around us. Customers become widgets progressing through our very efficient sales assembly lines. When we look at our Go To Customer strategies, we make them more complicated than we need to.

Customer 123

Customer Scale Fashion Strategy 123

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. To craft an effective modern sales playbook , data and analytics must reign supreme. What is a Sales Strategy?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

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. Chinese proverb).

Survey 246

Survey Top of Funnel Scale Fashion 246

Cincom Smart Selling

APRIL 12, 2021

How do Lean Principles Relate to Digital Technology? Lean principles are normally associated with manufacturing and services. When you reduce bottlenecks on the manufacturing floor by flagging broken-down machines, that is Lean. When you figure out a way to reduce processing waste and save on costs , that is a lean principle.

B2C 119

B2C Customer Retail Customer Service 119

Alice Heiman

AUGUST 23, 2023

When your marketing message resonates with your customers, selling becomes easier, retention becomes easier, and your customers become powerful evangelists who market and sell for you. To achieve this, you have to find the right words that make your customers lean in. The objective isn’t actually a sale,” says Kate.

Marketing 62

Marketing Loyalty Objections Retention 62

The Pipeline

JUNE 9, 2020

Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. Given the changes and opportunities in the market, it’s time for new legs on an old stool. Given the changes and opportunities in the market, it’s time for new legs on an old stool. New Dance Partners.

Pivotal 354

Pivotal Hiring Face-to-face Distribution 354

Sales Hacker

MARCH 8, 2024

GTMnow is the media extension of GTMfund – sharing insight on go-to-market from working with hundreds of portfolio companies backed by over 350+ of the best in the game executive operators who have been there, done that at the world’s fastest growing SaaS companies. So this week’s breakdown on ELG has been a longtime coming.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Sales Hacker

DECEMBER 1, 2023

Most often, it comes down to go-to-market (GTM) execution. Behind the Curtains of 2 Companies Killing It Take a peek behind the curtains at some of the go-to-market strategies and tactics behind these two companies excelling despite challenging times Owner : Behind the curtains Year-to-date in 2023 (11 months) Owner has grown 2.6X

Ideal Customer Profile 87

Ideal Customer Profile Company Top of Funnel Churn 87

Zoominfo

FEBRUARY 22, 2021

Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales. They are a more likely personality type to go into sales because it’s seen as a field in which you need these skills for cold calling , seeking out new business and interacting with people all day. Sales for Introverts.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

Partners in Excellence

JANUARY 5, 2020

Too often, when I talk to leaders and sales people about process, they cite some of the things outlined above as the reason they don’t want process. The reality, is they don’t understand agile, lean, nimbleness. In reality everything in agile and lean is based on deep understanding of process.

Relationals 68

Relationals Positioning Opportunity Marketing 68

Zoominfo

MARCH 6, 2021

Customer segmentation is a marketing strategy that organizes buyers into groups. The groupings allow marketing teams to nurture leads with personalized content and convert them to customers. For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

Alice Heiman

NOVEMBER 21, 2023

When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader.

Hiring 84

Hiring Customer Referrals Face-to-face 84

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Partners in Excellence

NOVEMBER 29, 2020

Nor do we face contexts of function, for example, sales, engineering, manufacturing, marketing, finance, or HR. Much of the discussion revolved around how we look at best practice, finding things to copy or emulate to improve the ability for others to achieve higher levels of performance. Increasingly, we face “contexts of one.”

Automotive 115

Automotive Face-to-face Engineering eBook 115

Zoominfo

AUGUST 3, 2022

Creating a global sales strategy is one of the most important and challenging exercises for a business. When we built ZoomInfo’s global sales team, we gained some valuable insights. We share these lessons with you today in the spirit of elevating both the sales profession and the remarkable people that work in it across the globe.

Hiring 130

Hiring Webinar Metrics Strategy Intent Signal 130

Partners in Excellence

NOVEMBER 9, 2020

Recently, I wrote, The Next-Gen Sales Methodology. In it, I posited that project management and problem solving methods are core to a much more modern sales methodology. Develop the launch, marketing, and sales plans. There are agile and lean tools we can use to help us in this process. Begin manufacturing.

Sales Methodology 154

Sales Methodology Face-to-face Tools Sales Process 154

Partners in Excellence

APRIL 5, 2023

It seems that SaaS selling has become the center of the universe in virtually all sales conversations. And now, PLG is creeping into the sales discussion. Second, much of SaaS technology seems to be in sales and marketing. Everything about selling seems to revolve around SaaS selling. That represents about 0.5%

Conversion 68

Conversion Small Business Small Business Up-Sell 68

Zoominfo

MAY 16, 2022

Marketing technology stacks have been giving marketers headaches since the dawn of time (OK, maybe not that long … but it feels like it). And yet, experts predict that marketers will keep leaning into more complex marketing automation solutions and personalization tools. So why now?

Account Based Marketing 130

Account Based Marketing Intent Signal Scale ROI 130

BuzzBoard

APRIL 15, 2024

The Relevance and Importance of Personalized Email Campaigns for Local Businesses Sales professionals in digital marketing agencies understand their instrumental role in engaging and retaining local business clients. But why is personalization crucial for email marketing?

Campaigns 52

Campaigns Email Marketing Pivotal Segment 52