SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

HeavyHitter Sales

NOVEMBER 3, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. IT Sales Strategy: Software, SaaS & Hardware Sales » November 03, 2011. Best New Sales Book of 2011. " --Peter Riccio, Vice President of Mid-Market Sales, Taleo.

Penetration 123

Penetration Ideal Customer Profile Software Software 123

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Content is king.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Pipeline

OCTOBER 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. February 2012.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. It is a risk mitigator, branding engine and market research mechanism. As the following BMW case study illustrates, Social Selling impacts the entire organization. They are ordering complex market research.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Pipeline

JANUARY 16, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Let me get this straight, normally you have prospects lined up out the door, round the block, but because I was coming today you cleared the lot, right?

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 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. I studied the local marketplace.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Pipeline

AUGUST 16, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. Prospecting.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Pipeline

AUGUST 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. August 12th, 2011. Good ideas need a home and you’ve built a great sales library with an abundance of study rooms. August 12th, 2011.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

HeavyHitter Sales

NOVEMBER 5, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. End the Sales & Marketing War-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about synchronizing sales and marketing. Top 7 Critical Sales Trends for 2012.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

The Pipeline

JULY 19, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. July 19th, 2011. As a salesperson and respectful human-being I feel it is my duty to share the Gartner Study with my competitors. July 21st, 2011.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

Sales 2.0

JANUARY 19, 2012

Prior to Yesware, I was the Vice President of Sales and Consumer Strategy at Vivox, the market leader in voice for digital worlds. They want to be closing deals; they want to be connecting with prospects. Are your emails reaching your prospects? NE: Matthew you recently conducted a study on sales email.

Social Media 250

Social Media Study CRM Consumer 250

No More Cold Calling

MARCH 28, 2013

Because recent studies show that while remote workers are significantly more productive, they’re not nearly as innovative or collaborative. Collaboration is the word of this decade, according to a 2011 report from CSO Insights. We strategize about everything from prospecting, to marketing, to how to add more value to our clients.

Face-to-face 218

Face-to-face Engineering Google Study 218

Velocify

FEBRUARY 11, 2013

As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

Pointclear

AUGUST 8, 2011

Jim Lenskold is President of Lenskold Group and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability (McGraw Hill, 2003). Jim has published articles and presented internationally on the topics of marketing ROI, marketing strategies and business growth strategies.

Lead Generation 200

Lead Generation Marketing Qualified Lead Lead Rank Sales Qualified Lead 200

The ROI Guy

APRIL 25, 2012

In the first study, Gartner lowered their 2012 worldwide IT spending growth forecast by 1/3 rd. 2011 growth levels. In the second study, Gartner released the results of their annual CEO and Senior Business Executive Survey , to measure sentiment from the C-suite on IT spending and strategy. I don't set trends. and “Why You?”

Trends 70

Trends Discount Survey Sales Cycle 70

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011? Second, that HBR study is actually often misquoted. That was almost 7 years ago! I don’t think so.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

No More Cold Calling

JUNE 30, 2016

Are your sales reps still wasting time with cold prospecting—sending emails and social media requests to strangers who aren’t expecting to hear from them? Your marketing department does an adequate job of lead generation, but many of the so-called “leads” aren’t qualified. It now takes fewer than five. Test Your Referral Savvy.

Referrals 136

Referrals Decision Maker Sales Qualified Lead Hiring 136

SBI Growth

SEPTEMBER 9, 2012

Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful? Today's marketing is driven off the written word. In a content driven world, if your marketing team cannot write well, you will not be successful.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Allego

AUGUST 31, 2021

Globally, companies are averaging 23 different learning and enablement tools and platforms , double the number from 2011. . Next, a central storage place for all content – both internal training content and customer-facing assets – will allow sales reps to access essential materials and deliver the right resources to prospects.

Sales Enablement 90

Sales Enablement Strategy Hiring Face-to-face 90

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.

ROI 40

ROI B2B Social Media Buying Cycle 40

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. IDC surveyed just over 200 organizations in the annual 2012 Buyer Experience Study, indicating that Financial Justification /ROI is by far the most important content for C-Level / Financial Executives and LOB stakeholders. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

HeavyHitter Sales

OCTOBER 15, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Are Top Salespeople Born or Made?

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

NOVEMBER 25, 2011

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. « Best New Sales Book of 2011 | Main. | » November 25, 2011. You can learn more “Sales Linguistics,” the revolutionary new field of study on my web site at [link].

Software 103

Software Software Strategy Hiring 103

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. My Blog has been nominated for best Sales & Marketing Blog. Does that surprise you? Is it a result of more competition?

Travel 251

Travel Decision Maker Insurance Insurance 251

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. trillion worth of funding. Funding rounds.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

SBI Growth

AUGUST 12, 2012

It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. Marketing and product demonstration/material review. Identify your top 20 ideal customers and prospects. In 2010, the San Francisco 49ers went from 6-10 in the regular season to a 13-3 record in 2011.

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

Anthony Cole Training

APRIL 15, 2011

Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Posted by Tony Cole on Fri, Apr 15, 2011. Listen to Tonys Live Interview with Business Expert Radio! Alltop.com.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals. Challenger claims to work best in complex, fast-moving markets.

Customer 51

Customer Face-to-face Scale Journal 51

Jeffrey Gitomer

MARCH 7, 2012

HINT: Those are your biggest mistakes to include, improve, and study. Blaming the prospect for your issues. Why are you making a “sales presentation” without understanding why the prospect may want to buy? Trying to “type” the prospect. Trying to “mirror” the prospect.

Hiring 225

Hiring Social Media Decision Maker Loyalty 225

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. We don’t block time for prospecting, we don’t commit to a goal for prospecting. If we want to be Lean in our sales and marketing efforts, we have to have that focus and discipline. Prospecting.

Marketing 90

Marketing Hiring Maximizer Top of Funnel 90

Sales 2.0

JULY 17, 2019

Getting in the door and getting in front of a human in your target market is a huge problem for most startups and small businesses. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

HeavyHitter Sales

AUGUST 29, 2010

Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. German psychologist Hermann Ebbinghaus discovered people forget facts at a predictable rate and that greatest learning actually occurs by studying less. Closing Techniques Using Sales Linguistics.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

Velocify

OCTOBER 12, 2012

This is not your grandfather’s door-to-door sales world, and for many, the days of wooing prospective customers on the golf course or over a fine dining experience are in the past. Recent studies by others have reported similar, if not more alarming results. solutions are on display this week at the Sales & Marketing 2.0

Leads360 71

Leads360 Conference Study Sales Forecasts 71