Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

The ROI Guy

JULY 11, 2011

Surprisingly, CIOs alone have authorized only 5% of IT investments , confirming what many IT sales and marketing professionals already know, that the vast majority of IT purchase approvals involve more stakeholders, as well as significant executive scrutiny. To this end, we recommend the following best practices: 1.

Marketing 89

Marketing ROI Proposal Survey 89

The Sales Hunter

JANUARY 30, 2012

FREE Resources. FREE Resources. Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. What’s your area of self marketing expertise? Client List. Mark Hunter.

Motivation 155

Motivation Real Estate Hiring Construction 155

The ROI Guy

JUNE 11, 2015

SiriusDecisions pointed to comprehensive research of over 1,000 sales and marketing leaders, clearly indicating that these findings were just not true. In discussions with the analysts, I suggested looking at B2C world, which has been ahead of B2B on its leverage of online resources and ecommerce, for evidence of how the B2B sales reps.

Real Estate 89

Real Estate B2B Buyer Travel 89

The ROI Guy

SEPTEMBER 21, 2010

IDC has just completed their annual Tech Marketing Benchmarks Survey, and the news is good for tech marketing teams. The latest survey (completed 9/10) reveals that large technology vendors have increased their marketing budgets by 3.7% The bad news for marketing leaders is that although the 3.7% market spending growth.

Revenue 40

Revenue Marketing Vendor Survey 40

The ROI Guy

JULY 5, 2011

Although Gartner’s predictions bode well for IT vendors, IT buyers have fundamentally and permanently changes since the bursting of the tech bubble in 2001. Changes to IT sales and marketing strategies have been made to help fight frugalnomics, but are still not provocative / outcome -focused enough to meet changing buyer demands.

Telecommunications 73

Telecommunications Enterprise Enterprise Vendor 73

Igniting Sales Transformation

JULY 18, 2018

In this interview, you’ll learn how the rules have changed —customers are more educated, resourceful and directive than at any other time in history. help our customers meet the changing market demands). had been providing skills training since 2001 and about five years ago, Dan made the decision to lead 2Win!

Vendor 76

Vendor Software Software Video 76

The ROI Guy

OCTOBER 11, 2010

For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

The ROI Guy

JULY 23, 2015

These findings directly contradict the findings of CEB and Forrester that b-to-b sales reps’ role and importance are declining due to a disintermediation by B2B marketing and digital resources. With so many on-line resources available, many have predicted the demise of the real estate agent over the past 15 years.

Real Estate 72

Real Estate Sales Enablement B2B B2C 72

Zoominfo

JUNE 10, 2019

In the age of social media, influencer marketing has become wildly popular—even among B2B organizations. But, unlike the B2C market, it’s not always easy to identify the thought leaders with the most social pull within the B2B community. Key Characteristics of a Top B2B Marketing Influencer. Keep reading. Trustworthy: .

Influencer 222

Influencer B2B Marketing Social Media 222

The ROI Guy

FEBRUARY 14, 2011

As financial due diligence is a requirement, each marketing investment comes under more scrutiny for ROI measures, and understanding the true bottom-line impact of social media marketing becomes a requirement. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

Social Media 60

Social Media ROI Media B2C 60

Score More Sales

NOVEMBER 22, 2011

Let’s All Champion Sales Resources! As a professional, you need to know about some wonderful resources to help you grow business – and not just the same old ones you rely on. Sales Resources. © Score More Sales 2001 - 2012. Sales Tips and Strategies to Grow Revenues. Consulting. Sellers, See This.

Lead Rank 185

Lead Rank Lead Scoring Resources Webinar Metrics 185

OnePageCRM

MARCH 8, 2017

Convertkit uses simple straightforward tiers based on subscriber volume for their email marketing automation platform. When Nathan Barry (ConvertKit Founder) launched his first book, The App Design Handbook , he created 3 pricing tiers with additional resources bundled into the higher packages. Restricted features + Premium offerings.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets. of respondents), and peers (28.7%), especially early in the lifecycle.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

JANUARY 10, 2011

When we look at marketing budgets however, we find that spending is not aligned with this financial decision making criteria in most cases. Most organizations spend much more on branding and relationship management versus value-based sales and marketing initiatives.

ROI 40

ROI Social Media Decision Maker Survey 40

Score More Sales

JULY 4, 2011

Marketers: Should Salespeople ONLY Focus on Closing Sales? “Salespeople should just focus on closing sales, and let the marketers do the rest through automation.” Sponsored in part by Lenovo and Infusionsoft, TJ is working to gather input on what you think about marketing automation. Consulting.

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

Product Management University

MAY 22, 2017

No one in your organization is jumping out of bed everyday totally juiced to help you “become the market leader,” or “become a billion-dollar organization,” or “grow by 30%.” What do my target customers ultimately want to accomplish to be a leader in their market?” I’ve worked with a lot of highly successful organizations since 2001.

Ideal Customer Profile 45

Ideal Customer Profile Customer Marketing Hiring 45

Product Management University

MAY 11, 2018

The lint roller manufacturers have figured out that they can generate more revenue by marketing the same product to a whole new segment — pet owners — under a clever new name. Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries.

Hiring 40

Hiring Marketing Scale Maximizer 40

The ROI Guy

NOVEMBER 8, 2006

Moving the task from a highly skilled expensive resource to less expensive resources The direct benefits are often easy to quantify, and as such there is usually little risk in considering 100% of the expected cost avoidance or productivity improvements in the ROI calculation (ROI = net benefits / cost).

ROI 40

ROI Social Media Benefit Oracle 40

The ROI Guy

NOVEMBER 4, 2010

Thursday, November 04, 2010 IDC: Economic Buyers, Digital Overload and Sales Enablement Define Marketing for 2011 I just had the pleasure of presenting a webinar with Randy Perry, VP Business Value at IDC. Most organizations continue to spend much more on branding and relationship management versus value-based sales and marketing initiatives.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

Score More Sales

AUGUST 2, 2010

The Facebook Event for Marketers You Need to Know About. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. 50% Savings on Web’s Biggest Facebook Marketing Event. Sales Resources. © Score More Sales 2001 - 2012. Consulting.

Facebook 120

Facebook Lead Rank Lead Scoring Nonprofit 120

Hubspot Sales

JULY 15, 2020

Not only is it more cost-effective for B2B businesses to focus more on their existing customers, it also provides opportunity for acquiring new high-value customers through referral marketing. With these data points in mind, making your current customers feel valued can be an effective way to impact your bottom line. Image Source.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

OnePageCRM

MARCH 8, 2017

Convertkit uses simple straightforward tiers based on subscriber volume for their email marketing automation platform. When Nathan Barry (ConvertKit Founder) launched his first book, The App Design Handbook , he created 3 pricing tiers with additional resources bundled into the higher packages. Restricted features + Premium offerings.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Score More Sales

AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage. Sales Resources. Lisa Jackson.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Score More Sales

FEBRUARY 22, 2012

Ardath Albee of Marketing Interactions has written a four-part series called, Capitalize on the Content Marketing Continuum where she talks about the BEF and the very fluid content marketing continuum. Work to gain clarity on creating a formal process once marketing has sent potential leads to sales. Sales Resources.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

The ROI Guy

NOVEMBER 8, 2006

More importantly, since innovation is only 10% of the typical IT budget today, reducing ongoing management costs can help reallocate precious resources and budgets to more innovative tasks and projects – delivering true business value. The Big O – Outcome Selling The Demand Spectrum and Value-Based Sales & Market.

Oracle 40

Oracle Microsoft ROI Outsourcing Services 40

The ROI Guy

OCTOBER 7, 2010

In the current climate of austerity, IT has been running on empty, with neglected infrastructure and overworked resources. To no surprise, a substantial decline occurred following the bursting of the technology bubble and recession in 2001, with a second more severe decline into the Great Recession in 2009.

Competition 40

Competition Software Software Networking 40

Score More Sales

JANUARY 5, 2012

Today I interview Nancy Nardin , CEO of Smart Selling Tools, a company that focuses on buyer resources for discovering and assessing the best marketing and sales software available. Be sure to get on the Smart Selling Tools weekly marketing and sales tools digest that goes out to more than 30,000. Sales Resources.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Score More Sales

JUNE 21, 2011

Anyone interested in inbound marketing, especially for the B2B market, might want to take a look at: Content Rules by Ann Handley and CC Chapman. Get Content Get Customers by Joe Pulizzi and Newt Barrett. eMarketing Strategies for the Complex Sale by Ardath Albee. Sales Resources. Categories. 100 for 100K.

Lead Rank 186

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 186

Score More Sales

JUNE 17, 2011

Create robust profiles in LinkedIn.com and other virtual sites where your market is – then update what you are working on, answer LinkedIn questions, connect to others, and join appropriate LinkedIn groups. (If If you work with human resources, try SHRM – for example). Sales Resources. Categories. 100 for 100K.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

Openview

SEPTEMBER 28, 2017

While sales processes, training, compensation plans, technology, marketing support, and product lines matter, sales reps who simply dislike – or hate – their jobs is one of the most understated and overlooked aspects impacting sales force performance today. The Compensation Plan is Below Market.

Compensation 68

Compensation Face-to-face Commission Journal 68

Salesmate

AUGUST 26, 2021

This gave her a calling to reinvent herself and began training as a life coach because she could do it online (this was 2001, so “cutting edge technology!”) One mistake I made was not being consistent with my marketing and this led to a scary period of low income. . Emily Johnson . Founder, StrongerU Senior Fitness.

Motivation 98

Motivation Pivotal Face-to-face Nonprofit 98

Score More Sales

MAY 8, 2011

Please read my friend and colleague Jonathan Farrington’s heartfelt blog post on why he organized the most ambitious online sales conference in history- bringing together 35 of the biggest names in sales and marketing. What resources can help me enjoy the actual activity of prospecting for new business? Sales Resources.

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146

Score More Sales

JANUARY 24, 2012

Wikipedia talks about identifying influencers: Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. Trendsetters: influencers tend to be early adopters (or leavers) in markets. Sales Resources. © Score More Sales 2001 - 2012.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

Score More Sales

JULY 20, 2011

. __ You just lost a client and need to make up for missing revenue. __ You don’t know what your value proposition is – how to differentiate yourself/ business. __ You don’t know who your target market is – who is your niche? Sales Resources. © Score More Sales 2001 - 2012. Talking or Writing Too Much in B2B Sales.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

SEPTEMBER 22, 2011

You were working on marketing materials. Sales Resources. © Score More Sales 2001 - 2012. You were putting out fires. You were doing customer service all week. You were not productive. You were doing “research”. You were at networking events. You were getting your pitch down. You were practicing and perfecting. Categories.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177