The Pipeline

MARCH 16, 2020

But the virus has created a rare commonality, causing the market to behave in a more monolithic fashion. If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. It creates focus when the markets are calm, and all the more so in volatile times.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. Every member of the team must be able to access information, and participate in this process of justification, client management, prospect follow-up and document marketing.

SME 209

SME Social Selling Follow-up Territories 209

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

The Pipeline

FEBRUARY 19, 2019

The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”; At a high level, revenue organizations (sales & marketing) take one of two routes to this large pool of buyers.

SME 225

SME Quota Groups Buyer 225

Babette Ten Haken

SEPTEMBER 24, 2018

Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. Her professional speaker profile appears on the espeakers platform.

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. B2B deals are high-cost, span multiple touchpoints, and take months to close.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

The Pipeline

APRIL 6, 2021

If it’s not the product, it’s marketing, no leadership, no culture; anything but the rep’s inability to get past product. While prospects may think they know what they want, as an SME, you can round out or extend their perspectives. They may even refuse to cooperate against their captor.

SME 299

SME Lead Rank Lead Scoring Discount 299

Anthony Iannarino

AUGUST 16, 2019

The world of sales and marketing has long recognized and spoken about “ value creation.” Some have become so dependent on a SME that they don’t even want to have a discovery meeting without having one with them. It doesn’t mean you have to have more technical knowledge than your dream client’s technical expert, their SME.

SME 95

SME Lead Rank Lead Scoring Competition 95

Babette Ten Haken

SEPTEMBER 11, 2018

I’m working on groundbreaking XXX technology for B2B sales and marketing. You seem like a thought leader interested in learning about ways to improve B2B sales and marketing and I’m trying to get the word out. She is a member of SME, ASQ, SHRM and the National Speakers Association. I’m not trying to sell anything.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Allego

SEPTEMBER 25, 2019

As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. When things change–market conditions, competitive pressures, regulatory changes, etc.–a How do you measure the impact of your SME content?

SME 54

SME Video Construction Social Media 54

Bernadette McClelland

NOVEMBER 26, 2014

If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program. Advisor Beliefs Change Leadership Marketing Relationship awareness Influence Sales' The Time is Now, don’t you think?

SME 366

SME Social Media Influencer Up-Sell 366

Sales and Marketing Management

OCTOBER 9, 2017

Cred-ability – The best sellers can demonstrate how things really work, or can link customers with subject matter experts (SME). Rick Wong has over 35 years working in sales and marketing with Fortune 100 companies including Hewlett-Packard and Microsoft. It works and it’s repeatable.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Allego

APRIL 14, 2021

Are marketing and sales teams on the same page? This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. #3 Alignment and continuous collaboration with the marketing team is also critical. 4 Coaching.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Anthony Cole Training

OCTOBER 13, 2014

Just for the sake of simplicity, lets’ assume that all of your sales people have the same situational factors (market conditions, competitive issues, compensation, and tenure). In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated.

Sales Management 204

Sales Management SME Incentives Incentive 204

Salesmate

AUGUST 19, 2020

We’re excited to announce that once again, Salesmate is recognized as a market-leading sales CRM and automation platform by multiple Gartner’s top software advisory platforms – SoftwareAdvice and GetApp. Salesmate as GetApp Leaders in two categories. Salesmate has ranked on the 5th spot in 2020.

Lead Rank 98

Lead Rank Lead Scoring CRM SME 98

Babette Ten Haken

AUGUST 23, 2018

Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon.com.

Retention 154

Retention Customer Revelation Loyalty 154

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

The Pipeline

JULY 18, 2016

Consistently successful sales professionals see their role a little differently, they see themselves as a Subject Matter Expert, (SME). I was working with client in a competitive market, there were a lot of choices, vendors, product, bulk, etc. Risky business. With commodities, I’ll share a story.

SME 120

SME Small Business Small Business Exercises 120

A Sales Guy

DECEMBER 15, 2016

ABM, Account Based Marketing, we’ve all heard about it. (If Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle? EverString.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Babette Ten Haken

FEBRUARY 27, 2020

Find a budget for your marketing initiative. I am a member of SME, ASQ, SHRM, ATD and the National Speakers Association. Do something different. Fund your venture. Buy your products and services. Improve their performance. Sign off on your engineering design specifications. You get the picture. is available on Amazon.com.

SME 86

SME Margin Engineering Education 86

Babette Ten Haken

APRIL 8, 2019

Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Find out more right here. Her playbook of communication hacks, Do YOU Mean Business? is available on Amazon.com.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101

Babette Ten Haken

OCTOBER 15, 2018

This connection signifies that we are doing our homework and are engaged in effective marketing. She is a member of SME, ASQ, SHRM and the National Speakers Association. We want to do business with them, and so, seemingly they with us. That is a good thing, for us both. So are these current and potential customers.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Product Management University

JULY 23, 2020

It’s not how you do product marketing or sales. Just like the waterfall days when most product managers also wore the business analyst/SME hat, most product managers in agile environments are also wearing the product owner hat. Agile is a software development methodology. It’s not a way to do product management. But that’s it!

SME 66

SME Software Software Consumer 66

Babette Ten Haken

JULY 8, 2019

Do you simply throw various business scenarios over the wall, at marketing and public relations professionals? Next, as the leader of your business, you consider website content and marketing and sales messaging as decorative elements of your business. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 73

Ideal Customer Profile Outsourcing Services SME Hiring 73

Pipeliner

MARCH 26, 2021

Moeed Amin is a Director and Founder at Proverbial Door, helping B2B sales professionals to increase their conversion rates and SME owners to scale their businesses. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. The interview discusses: Trust issue in the sales industry. Trust in Sales.

Video 52

Video SME Scale Loyalty 52

Babette Ten Haken

OCTOBER 8, 2018

Think about an over-dependence on cold calling, marketing automation and running around networking events throwing business cards at everything. Even if our functional roles are not primarily in marketing and selling, our customers’ engagement experiences bias them about how we will deliver outcomes. is available on Amazon.com.

Ideal Customer Profile 88

Ideal Customer Profile Customer Chemicals SME 88

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. In a declining, volatile market, working with the most accurate insights available will make all the difference. In a downturn, maintaining an account becomes an exercise in marketing, positioning and relationships.

Territories 59

Territories Churn Face-to-face SME 59

Babette Ten Haken

SEPTEMBER 5, 2018

Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon.com.

Customer 109

Customer SME Retention Engineering 109

Babette Ten Haken

FEBRUARY 12, 2018

Three areas are critical to creating consistent, holistic, delivery of customer success for customer retention: Marketing and Sales Strategies. Marketing and Sales Chaos creates Confused Customers. When your marketing and sales strategies – and people – are all over the place, your customers receive mixed messages.

Customer 84

Customer Churn Retention SME 84

Babette Ten Haken

AUGUST 27, 2018

Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon.com.

Customer 88

Customer SME Retention Engineering 88

Babette Ten Haken

SEPTEMBER 27, 2018

Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. Her professional speaker profile appears on the espeakers platform.

Ideal Customer Profile 71

Ideal Customer Profile Retention SME Hiring 71

Product Management University

JULY 23, 2020

It’s not how you do product marketing or sales. Just like the waterfall days when most product managers also wore the business analyst/SME hat, most product managers in agile environments are also wearing the product owner hat. Agile is a software development methodology. It’s not a way to do product management. But that’s it!

SME 52

SME Software Software Consumer 52

Babette Ten Haken

MARCH 28, 2019

Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Find out more right here. Her playbook of communication hacks, Do YOU Mean Business? is available on Amazon.com.

Retention 72

Retention Ideal Customer Profile Customer SME 72

Zoominfo

JULY 28, 2020

Putting together a B2B marketing team kind of feels like assembling a superhero group. An essential step towards building this powerful pack is recognizing which areas in your marketing structure currently come up short. to marketing team structure. Marketing team structure by audience segments.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

LeadFuze

JULY 19, 2021

Measuring velocity gives you a benchmark you can use to track which parts of your sales and marketing process drive acceleration or put deals at a standstill. Measuring Sales Velocity Is a Fundamental Aspect in Your New Product Launch Marketing Plan. Measure What Influences Sales Velocity in Your New Product Launch Marketing Plan.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59