Sales and Marketing Management

NOVEMBER 5, 2018

Author: Lee Shawback I fell into sales in 2008 kind of by accident. Unfortunately at this particular time in 2008 things were not going as planned. Sales is about data – Collect and analyze as much as you can about your sales process. I got a call one day from a company I had known for many years.

Engineering 205

Engineering Sports Guarantee Positioning 205

The Pipeline

APRIL 27, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. ©2008 Copyright by The Pipeline. August 2009. April 2009. March 2009. February 2009. January 2009. December 2007. We’re not selling in a vacuum.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

MAY 12, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. By replacing it with new virtual infrastructure it will save lots of space and data center power and cooling. ©2008 Copyright by The Pipeline.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

OCTOBER 14, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. The farsighted view is guestimated monthly, quarterly and annual revenue projections based on equations developed from limited, subjective data.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

JULY 19, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. I am not sure Watson answered complex questions as much as to chew through reams of data with breakneck speed. ©2008 Copyright by The Pipeline.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Sales Hunter

JANUARY 5, 2012

Summing it up, the authors don’t believe relationship selling is all it’s cracked up to be, and they have the data to back it up. December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. August 2009.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

The Pipeline

MAY 13, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

APRIL 15, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Marketing automation software generates the data marketers need to provide new levels of support to sales. ©2008 Copyright by The Pipeline.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Appbuddy

SEPTEMBER 14, 2021

In March 1999, Salesforce was created so businesses could store customer data in a shared space rather than in disparate systems. By July 2000, this innovative way of storing customer data took off and over 5,000 businesses were using Salesforce. 2010: Salesforce started connecting to other systems (i.e., …and one more thing.

SalesForce 52

SalesForce Data System CRM 52

DiscoverOrg Sales

AUGUST 29, 2017

Next, there was a HUGE appetite from our customers for high-quality data. We promised that even though many customers would think we were a not-for-profit (no, we are not Discover DOT Org), they would be compelled by our data, our platform, and how those things would actually drive revenue for their firms. It wasn’t us and them.

Competition 251

Competition Hiring Enterprise Enterprise 251

The Pipeline

APRIL 8, 2011

December 2008. November 2008. October 2008. September 2008. August 2008. April 2008. March 2008. February 2008. January 2008. Perform surveys, organize a focus group, and gain any amount of REAL consumer data. ©2008 Copyright by The Pipeline. August 2009. April 2009.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

No More Cold Calling

FEBRUARY 23, 2017

Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month rise doomed to repeat 2008 and 2009? It goes up and down. I hope not, but history tends to repeat itself. And that could be a problem for sales teams.

Hiring 229

Hiring Cold Calling Referrals Twitter 229

HeavyHitter Sales

JANUARY 1, 2008

Five Presidents Club Meeting Ideas » January 01, 2008. 2008: Do You Want to Be a (Penta) Millionaire? Listed below are links to weblogs that reference 2008: Do You Want to Be a (Penta) Millionaire? I have plans to use AcquireLists for my entire 1 million data base appending. August 2011. I got 1050% ROI.

Penetration 60

Penetration Software Software ROI 60

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. For those who aren’t familiar with this technology—it’s exactly what it sounds like: Instead of living in on-site software systems, CRM data is now hosted on the cloud. The rise of big data.

B2B 225

B2B Social Media CRM Social Selling 225

Pipeliner

JUNE 21, 2020

By 2008, the organization’s stock price had doubled and new sales revenue had grown 280%. Bill is most proud of the fact that the material he presents is rooted in EcSell’s research and hard data – no motivational fluff. Later that same year, he founded EcSell Institute.

Coaching 81

Coaching Social Selling Research Motivation 81

Chorus.ai

MAY 27, 2020

2008 was a crazy shock to the system, but we rebuilt relatively quickly when you look at the numbers,” said Craig. 2008 was a great lesson. Studies from Gartner and the like all show that those companies who came out of 2008, they came out even better than they were before.” You can see this in the sales productivity data.

Outbound 62

Outbound Segment Coaching System 62

Understanding the Sales Force

MAY 22, 2013

Forget for a moment all of the data from Objective Management Group showing that 74% of all professional salespeople suck. That isn''t enough in sales - especially since 2008! The context is that everyone can sell their ideas. But out of context, it is suggested that everyone can be a salesperson. I strongly disagree.

Hiring 308

Hiring Cold Calling Commission Call-back 308

No More Cold Calling

AUGUST 2, 2012

While there’s little current data about the number of people injured while texting, more than 1,000 pedestrians visited emergency rooms in 2008 after they were injured while using a cellphone to talk or text. That had doubled each year since 2006, according to a study conducted by Ohio State University.”.

Film 207

Film Sports Video Study 207

No More Cold Calling

APRIL 8, 2014

While there’s little current data about the exact number of people injured while texting, more than 1,000 pedestrians were treated in emergency rooms in 2008 for injuries sustained while using a cell phone to talk or text. That number has doubled each year since 2006, according to a study by Ohio State University.

Face-to-face 205

Face-to-face Journal Sports Small Business 205

Understanding the Sales Force

SEPTEMBER 8, 2014

In the old days (pre 2008), if salespeople were motivated, then they were probably motivated by money. According to data from Objective Management Group (OMG), 54% of salespeople were money motivated during the 1990''s and first half of the 2000''s. However, there are differences today that make it more complicated than it used to be.

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

The Pipeline

OCTOBER 9, 2018

In 2008 I finished a gig in Chicago and was looking to have a beer in the hour before boarding. I asked why, not being one to share data for false compliments, and they had no answer, so I left. Add to this a personal experience and yes filter. Grey hair and beard, sagging chin and more.

Sales Qualified Lead 279

Sales Qualified Lead ACT Hiring Lead Rank 279

Pipeliner

APRIL 7, 2023

In 2008 it was acquired by Amazon and is now the leading platform for storytelling, podcasts, and other literary forms. You must analyze your data, such as listening habits, preferences, and reviews, to make more informed recommendations. Audible is an online audiobook and podcast platform founded in 1995.

Discount 98

Discount Demographics Follow-up Referrals 98

Carew International

DECEMBER 3, 2020

Consider this data: At the end of 2009, the percentage of retail e-commerce sales was 6%, and by the end of 2019 it was only 16%; in 10 years there was 10% growth. Don’t take our word for it, McKinsey recently released data that supports this. 89% of companies expect to keep the same go-to-market models for the next 12+ months.

Retail 60

Retail Pivotal B2B Video 60

Zoominfo

FEBRUARY 3, 2021

I thought: “ We have all of this data. Bizo was founded in 2008 when it was spun out of its parent company. By 2013, Bizo was the leading business audience marketing company in the world, with data that reached more than 120 million business professionals. No modeled data. Digging Deeper: What Happened to Bizo?

Data 246

Data Advertising Advertising Lead Rank 246

Zoominfo

AUGUST 3, 2022

For instance, in 2008, the committee took nearly a year to declare a recession occurred. ZoomInfo MarketingOS Finally, ABM with data you can trust. This PlanetMoney TikTok gives a humorous explanation of the situation. All of this means, there’s no clear timetable for when we’ll know if a recession is happening.

Top of Funnel 130

Top of Funnel Marketing Advertising Advertising 130

The Pipeline

JANUARY 2, 2014

It came out of the impact of the 2008 economic realities and the rise of social media in its sales form, commonly known as social selling. As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. A cute marketing term that elevated the noise created by Sales 2.0,

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Chorus.ai

MAY 7, 2020

We have the data at our fingertips, but anyone out there can do it. We have the data at our fingertips, but anyone out there can do it,” he said. To help personalize their messaging, GlobalData offers a massive collection of essential data to help teams hone in on their targeting. It’s similar to 2008 or 2009.

Ideal Customer Profile 62

Ideal Customer Profile Campaigns Pivotal Energy 62

Appbuddy

OCTOBER 29, 2021

In 2008, we began providing Feedback Loops for mailbox providers. Through the development of our Mailbox Provider data cooperative, we were able to amass the world’s most comprehensive sources of sender data from the email ecosystem to derive a score-based measure of reputation, useful to mailbox providers and to senders themselves.

Lead Rank 52

Lead Rank Lead Scoring Channels Call-back 52

Increase Sales

AUGUST 20, 2013

In reviewing some data from Manpower , open positions for sales representatives have been in the top five talent shortage jobs since 2006. 2008 – #5. With fewer jobs and the increase in free lancers (independent contractors), there are probably many people asking themselves this very question: Am I cut out for sales?

Facebook 133

Facebook Account Education Sales Process 133

Score More Sales

FEBRUARY 7, 2013

The cost of interruption is high – it can take up to 23 minutes to get back to a task after being interrupted, according to a 2008 study done by Gloria Mark of the University of California, Irvine. Either way, there is a lot of lost productivity among the noise and disturbances.

CRM 238

CRM Outbound Tools Study 238

Steven Rosen

MAY 4, 2017

When I look at the data regarding the performance that highly effective sales managers produce, it becomes evident where I would invest my first dollar. 3 Forum: How Sales Forces Sustain Competitive Advantage Research Report 2008. Why invest in your sales management team. References: 1 CEB Research.

Sales Management 276

Sales Management Hiring ROI Coaching 276

Understanding the Sales Force

NOVEMBER 11, 2013

The data I used was a selection of around 10,000 Objective Management Group sales assessments (not a survey) completed in the month of June 2013. How could you conclude anything else from this particular set of data? Most of the survey data being used out there is extremely limited by comparison. 700,000 salespeople!

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

Chorus.ai

APRIL 21, 2020

We’re trying to make more data-based decisions. There are more people out there who are looking to give more - but we also know that based on 2008 2009 numbers, when people have supported 7 or 8 nonprofit organizations now they only support 3. Now have to go back to the solicitation phase.

Nonprofit 62

Nonprofit Face-to-face Travel Call-back 62

Braveheart Sales

FEBRUARY 24, 2022

The Objective Management Group ’s data on about 687,000 salespeople is proof. Interestingly enough, 85% of the top 10% of sellers in this data, or the cream of the crop ARE comfortable discussing money. Hard to believe? It shows that 60% are not comfortable discussing money and 60% are not competent selling value. Permalink

Lead Rank 52

Lead Rank Lead Scoring Discount Face-to-face 52

Anthony Iannarino

JUNE 9, 2019

The oldest post goes back to January 2008, long before I understood the medium, and long before I found my voice as a writer. That data point convinced me to set my alarm for 5:00 AM instead of 6:30 AM, providing me with a full 90 minutes to write. Here is what I have learned: Get the Free eBook!

eBook 106

eBook Margin Banking Call-back 106

Increase Sales

JANUARY 11, 2013

As I read the most recent data regarding these wants by Richardson Sales Training , I am not sure if business to business sales representatives (B2B) understand the reality of SMB (small to mid size business). of all firms in the US (most recent data collected by the US Census Bureau-2008) have 99 employees or less.

Small Business 152

Small Business Small Business Outbound Inbound 152

LeadBoxer

MARCH 28, 2021

Utilize Data Resources. In fact, the majority of generations are still experiencing the impact of the 2008 recession. Utilize Data Resources. Understanding more about Millennials involves understanding more about the data at your disposal. Understand the Modern B2B Buyer Journey. Know Where Millennials Go for Information.

Strategy 98

Strategy Customer Demographics Analysis 98