Understanding the Sales Force

APRIL 3, 2014

It''s my favorite series, and I''ve been adding to it since the inception of this Blog in 2005 when he was 3. Further relating this example to sales, the stakes go up for some salespeople relative to: The title of the decision maker or contact. He is relentless, fearless and passionate about anything he wants from us. No problem.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215

Understanding the Sales Force

OCTOBER 16, 2013

Let me give you an example. In 2005 I wrote the book Baseline Selling and it contains both the Baseline Selling sales process and the Baseline Selling sales methodology. The reality is they only think it. 5 Steps don''t make a process. 7 steps don''t make a process either.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Anne Miller

NOVEMBER 13, 2020

First Chief Justice Roberts at his confirmation hearing in 2005 with his baseball analogy and now, most recently, at Amy Coney Barrett’s confirmation hearing with her Jenga and chess metaphors. Chief Justice Roberts. Explaining a complex concept. Positioning yourself as a vendor of choice. Anne Miller. Make What You Say Pay!

Health Care 83

Health Care Positioning Vendor Competition 83

Increase Sales

NOVEMBER 24, 2014

For me, I abandoned traditional product based marketing or what I now call “pitch promos” back in 2005 and embraced education based marketing through article distribution. Here are some examples: Tweet newly found business articles, statistics or even info-graphics.

Marketing 131

Marketing Education LinkedIn Distribution 131

Increase Sales

FEBRUARY 20, 2015

Real World Example #1. Real World Example #2. Real World Example #3. Real World Example #4. Real World Example #5. Real World Example #6. Real World Example #7. To achieve this essential component for business growth and business success is 100% connected to marketing one’s message.

Social Media 70

Social Media Influencer Media Marketing 70

Zoominfo

JUNE 25, 2018

Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics ( source ): Over a billion hours of video content is watched on YouTube every day. 400 hours of video are uploaded to YouTube every minute.

B2B 217

B2B Marketing Lead Rank Lead Scoring 217

Pointclear

JANUARY 15, 2013

For example, our staff averages 42.7 For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. For example, in 2012 91% of our revenue was from existing clients—and we will grow about 20% this year. Large medical device manufacturer—since 2005. D&B —since 2003.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Smooth Sale

OCTOBER 17, 2022

I did not know what white male privilege was or that I was enjoying such a privilege until 2005. They provided outstanding examples of intelligence, courage, humility, strength, and caring. An excellent example is Sergeant Reginald White, my best squad leader. I learned more about sacrifice and dedication from these leaders.

Hiring 78

Hiring Engineering Education Lead Rank 78

Hubspot Sales

FEBRUARY 23, 2018

Originally held in 2005, this one-week program from MIT’s Sloan School of Management is now partially available online. With plenty of interactive exercises, anecdotal advice and real world examples, and engaging videos, Kawasaki’s lecturers are highly informative and entertaining. How to plan your business logistics. Price: Free.

Course 139

Course Training Analysis Exercises 139

Adaptive Business Services

NOVEMBER 13, 2019

In 2005 I resigned from my last management job. As an example, in our group, NetWorks! Another example might be an accountant, an attorney, a financial planner, a banker, and an HR consultant. They can and should be a subset of every networking type group that you belong to and particularly in any leads group.

Networking 78

Networking Construction Face-to-face Referrals 78

Zoominfo

DECEMBER 5, 2018

Since Reddit’s creation in 2005, the platform has earned its title as the “frontpage of the Internet.” There’s a subreddit for just about every topic imaginable, but here are a few examples that might interest digital marketers: /r/business. /r/marketing. r/marketing. /r/advertising. r/advertising. /r/Entrepreneur. r/Entrepreneur. /r/SEO.

B2B 157

B2B Advertising Advertising Promotion 157

MJ Hoffman

APRIL 22, 2019

To give you an example, suppose a rep sells in a competitive landscape. I’ll give you the perfect example. If it were 2005, that would have been a great response. This helps them hone in on the most lucrative buyer personas and disqualify poor fits. In other words, they over-qualify.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Zoominfo

APRIL 9, 2019

Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics ( source ): Over a billion hours of video content is watched on YouTube every day. 400 hours of video are uploaded to YouTube every minute.

B2B 100

B2B Marketing Lead Rank Lead Scoring 100

Hubspot Sales

MAY 14, 2019

To give you an example, suppose a rep sells in a competitive landscape. I'll give you the perfect example. If it were 2005, that would have been a great response. For example, a salesperson hit the following quota percentages: Q1 : 105% of quota. In other words, they over-qualify. Q2 : 99% of quota. Q3 : 44% of quota.

Quota 88

Quota Forecasting Buyer Persona Networking 88

Increase Sales

JANUARY 1, 2012

As I have engaged in education based marketing since 2005 through article writing along with the adoption of this blog in February 2010, traffic to my website has greatly increased through the distribution of quality content. What is interesting to note in 2005 I had only 3,378 total unique visitors for the year.

Infusion 88

Infusion Penetration Education Distribution 88

Adaptive Business Services

JANUARY 31, 2018

From then until 2005, just about my entire career was in management and ownership positions. In 2005 I was in a different stage in my life and, while I new that I wanted to sell, I also knew that I did not want to be managed. I started my B2B selling career in 1977. Trial by fire. I simply had to sell and be successful at doing it.

Cold Calling 54

Cold Calling Buyer Persona Referrals Social Media 54

Sales Training Connection

JULY 8, 2013

nearly doubled to 100,000 between 1996 and 2005 even though the number of practicing physicians rose by just 26%. Journal , for example, reports that Eli Lilly has cut its US sales force by 30% so far this year as it prepare for two of its biggest drugs – Cymbalta and Evista – to face generic competition. Pharma sales reps in the U.S.

Pharmaceuticals 98

Pharmaceuticals Health Care Face-to-face Journal 98

Fill the Funnel

JANUARY 4, 2012

Back in 2005, Keith Ferrazi ( @keithferrazzi ) introduced Never Eat Alone which quickly became a sales classic with it’s premise that every lunch meeting has the opportunity to move your career, your performance and your friendships ahead. Now there is an App based on the core principles of Keith’s book called LunchMeet.

LinkedIn 97

LinkedIn Top of Funnel Funnel Twitter 97

Sales Hacker

MARCH 2, 2021

What has changed in sales leadership since 2005 [8:43]. What has changed in sales leadership since 2005 [8:43]. For example, take a look at some coaching frameworks. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:02]. From hubcaps to Hubspot: Michelle’s sales career [1:27]. Sam’s Corner [31:24].

Hubspot 59

Hubspot Lead Rank Media Lead Scoring 59

Pointclear

OCTOBER 13, 2011

In 2005 Ken commercialized the product that was driving his inside sales team and founded VanillaSoft. Through the years I saw this same example many times through many different companies. My example was a bit long, but I really hope the point sticks. Sometimes, the decision to outsource simply stares you in the face.

Outsourcing Services 160

Outsourcing Services Lead Generation Top of Funnel Leads 160

SalesforLife

MAY 13, 2019

2000-2005: Transformation Era: 2000 - Marketing automation was in its infancy ( Eloqua - now Oracle – was only founded in 1999), so generating leads by email wasn't as strong as it was today. In this blog, We’ll look back over the past 19 years to help you look forward to the next couple of years. Where will your reps be then?

Policies 73

Policies ACT Hiring Face-to-face 73

Altify

MAY 14, 2018

When Altify was founded in 2005, we had a vision of cloud, AI-based, mobile, always-on and connected as de rigueur for business interactions. The reason I started Altify in 2005 was to use smart technology to improve the lives of sales people. Other times I’ve got it wrong. More often, I got it right but got the timing wrong.

Outsourcing Services 40

Outsourcing Services Airlines Consumer Travel 40

Sales Evangelist

MAY 21, 2020

From that point until 2005, the primary tools for prospecting were basically telephone and email. Let’s look at Hector the Prospector as an example. For example, if the purpose of the call is to qualify this person, then qualify him. Steve as the prospecting expert Steve started his company, Telemasters, in 1990.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

Sales and Marketing Management

FEBRUARY 26, 2019

workers has ranged from a low of 26 percent in 2000 and 2005 to the recent six-month high of 34 percent. Mentoring, special projects or teams, and social learning opportunities are just three examples of ways that employers can create non-training, low-budget development opportunities for all employees.”.

Insurance 120

Insurance Insurance Commission Lead Rank 120

Don on Selling

DECEMBER 2, 2018

million in 2005. For example, there are times when salespeople need to engage in ad hoc conversations or buy-in to new initiatives that are hard to create when employees are working remotely. According to Flexjobs ’ report on “The State of the Remote Job Marketplace,” nearly 4 million U.S. employees, or about 3% of the U.S.

How To 40

How To Hiring Skype Travel 40

PandaDoc

MAY 4, 2022

The company was launched in 2005 as an office suite and has recently expanded into Zoho Sites , Zoho CRM , and Zoho Workplaces. For example, payrolls and SunrisePay (which is a payment portal) are available at an extra cost. Customer reviews: TrustRadius rates Zoho Books at 8.8/10 10 , keeping all factors in mind.

Software 52

Software Software Sage Ideal Customer Profile 52

Sales Overdrive

JULY 15, 2011

For example, in the most heavily outsourced function, IT, only 36 percent of all companies outsource over 25 percent of the function. For example, a manufacturer might outsource manufacturing, warehousing and freight forwarding and a sales company might outsource field sales if a competitive advantage can be gained by doing so.

Outsourcing Services 20

Outsourcing Services Sales Outsourcing Hiring Study 20

The ROI Guy

MAY 4, 2006

For historical perspective, in 2005 technology marketing spending was up 6.4%, in 2004 spending was up 5.8%, while in 2003, tech marketing spending was down 1.7%. for 2005 – this according to Forrester latest research. billion in 2006, up 8% from 2005. 1] This is the greatest year-on-year increase in spending in five years.

Marketing 40

Marketing Vendor ROI Survey 40

The ROI Guy

JANUARY 17, 2011

Diagnostic Example: Microsoft Infrastructure Optimization Assessment Microsoft wanted to provide analysis and roadmap advice to help get more C-level engagements, engage earlier in the sales cycle, and shift customer perceptions from tactical product provider to strategic partner. Powered by Blogger.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

Bigtincan

SEPTEMBER 13, 2021

What metadata should be attached to the file (for example, author, approval date, update date, category, keywords, etc.). This can take weeks depending on the size of an organization (see the example below). For example, they’d ask: “What’s the value of making this item findable?” Audit all organizational content.

Enterprise 105

Enterprise Enterprise Strategy How To 105

Selling Essentials RapidLearning Center

OCTOBER 17, 2023

A classic study from the University of Minnesota, for example, found that presentations using visual aids are 43% more persuasive than unaided presentations. We see it as “real” in a way that mere words are not. It’s no secret, of course, that visuals are powerful tools of persuasion. Vogel, D.R.,

Buyer 52

Buyer Study Journal Research 52

Apptivo

APRIL 22, 2021

Having launched in 2005, Google Maps is a web mapping platform that connects the entire world to the grassroots. For example, if you want to view only the work orders in progress, you can perform an advanced search to display the “In Progress” work orders, view them in Map View, and dispatch the resources accordingly.

Google 98

Google Pivotal Exact Resources 98

The ROI Guy

NOVEMBER 8, 2006

For example, a large IT vendor we know of instituted a value selling methodology and asked sales professionals to track deals through progressive value steps. The program included tools to help engage customers on value opportunities and also help in developing ROI business cases. Each year, one in three sales professionals is new.

Vendor 40

Vendor ROI Direct Mail Education 40

Hubspot Sales

MARCH 9, 2022

Examples include working capital, inventory, supplies, furniture, fixtures, machinery, and equipment. Kiva is an international nonprofit, founded in 2005 in San Francisco, with a mission to expand financial access to help underserved communities thrive. This, in turn, has led to microloan growth. How does microlending work?

Nonprofit 92

Nonprofit Small Business Small Business Banking 92

Nutshell

JUNE 29, 2021

Adobe Photoshop, for example, required over a dozen floppy disks to install on your computer. In 2005, it released Zoho CRM , followed by Projects and Sheets in 2006, and Zoho Meeting in 2007. Or, for an enterprise, fewer floppy disks to stuff into 1,000 computers. And Zoho’s growth continued.

CRM 116

CRM Hubspot SalesForce Google 116

DiscoverOrg Sales

MAY 26, 2017

In 2005, just two years after DiscoverOrg was launched, a client contacted us with a request: “We love what you do in midmarket and enterprise companies, but need support for our small-business and start-up efforts, too. This is the story of how we solved for it. The problem with selling to startups.

Small Business 145

Small Business Small Business Outsourcing Services Decision Maker 145

The ROI Guy

NOVEMBER 8, 2006

Some examples of direct (hard) benefits are: 1. Improved up-sell / cross-sell is a good example of an indirect benefit from a new CRM system that helps the call center improve its interaction with customers. Some other examples of indirect (soft) benefits include: 1. Can Sarbanes-Oxley compliance generate any busines.

ROI 40

ROI Social Media Benefit Oracle 40