Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

Pointclear

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Regular marketing analytics reviews are critical success factors supporting our mission.

Improve Sales Lead Generation via Marketing Analytics Part 3: Seven Findings

Pointclear

In this three-part series, the first article on marketing analytics looked at predictive targeting best practices, and the second article cited two sales lead generation programs to show how these processes actually drive improved results.

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Moneyball: Sales Performance by the Numbers

Sales Benchmark Index

Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. Actually, this article isn’t about your standard numbers. We won’t touch on revenue, percentage of quota, customer retention, etc.

How B2B Marketing Leaders Can Transform Click Data into ROI Insights

Sales Benchmark Index

Most companies are only getting a fraction of the value that is possible from Web Analytics. Refocusing your Web Analytics effort will enable you to drive results while setting the foundation to improve results.

ROI 76

Can Your 1.0 Talent Succeed in a Sales 2.0 World?

Sales Benchmark Index

Framework for Predictive HR Analytics. Every organization is different, but the need for predictive analytics is common. It can be challenging to select the "critical few" analytics and customize them. Finish up 2012 with your current metrics and then implement a clean slate for 2013. B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. The technologies and strategies are revolutionary. But will the sales talent keep pace?

The Twelve Most Persuasive Words You Can Use When Delivering a Presentation

Jonathan Farrington

This enables the audience to think through the concepts you are about to present and formulate them in an analytical way. - I was recently asked if presentation skills had become obsolete – because so much business is conducted online.

Five Golden Rules for Boosting Sales Rep Productivity

Smart Selling Tools

Consider using a tool like Cloud9 Analytics that allows you direct and invaluable insight into the pipeline, as well as enhanced predictive performance analysis. Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. However, sales leaders should not be quick to take hold of the misguided notion that tools alone will provide all the right answers.

13 Tools to Create and Share Your Presentations

Fill the Funnel

If you opt for one of the paid plans, you are also able to capture leads from those that have viewed your slides, as well as review the detailed analytics so that you know which presentations are striking a chord with your audience. Analytics are also available for your review as you desire.

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4 Reasons Why CMO’s Should Care About Buyer Personas Today

Sales Benchmark Index

Top Heavy on Analytics. Your are trying to makes sense of the slides of analytical data provided by your marketing operations manager. The rise of analytics comes with many promises that you are going to know everything you need to develop a marketing strategy.

Know Your Customer

Score More Sales

2) Drive capture and use of customer insights – focus on the right analytics for answers. Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer.

One Chart to Compel the CSO to Implement Your Sales Strategy

Sales Benchmark Index

It is a mix between an Excel chart and PowerPoint presentation and can be found in Google Analytics. “Businesses are idea marketplaces where business managers compete for attention, budget and headcount by selling their idea.

ROI 60

Go Google Me – An Interview with Fred McMurray

Increase Sales

Using ISP analytics is probably better than Google analytics. “Go Google Me” probably should be the mantra of Fred McMurray with three daughters and no sons. Beyond his 23,000 Twitter followers, his thousands of LinkedIn first degree connections, this gentleman truly demonstrates how to effectively integrate social media into any marketing plan.

Why Technology Can't Solve Sales Problems All By Itself

Sales Benchmark Index

Through 2012, 80% of organizations will struggle to recruit the talent required to meet their business analytics objectives,” according to Gartner. Gartner “How to Leverage Advanced Analytics for Strategy Maps”, Christopher Iervolino, 17 February 2012

Sales Funnels and Sales Contests

Score More Sales

There is also a great mix of the creative and analytical. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Share Sales Funnels and Sales Contests originally appeared on Score More Sales on May 2, 2012.

Sales Funnels and Sales Contests

Score More Sales

There is also a great mix of the creative and analytical. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? Share Sales Funnels and Sales Contests originally appeared on Score More Sales on May 2, 2012.

If Technology is Not the Answer to Solving Sales Problems, What Is?

Sales Benchmark Index

Through 2012, 80% of organizations will struggle to recruit the talent required to meet their business analytics objectives,” according to Gartner. Gartner “How to Leverage Advanced Analytics for Strategy Maps”, Christopher Iervolino, 17 February 2012

6 Facts Prove a Need for Smarter CRM in Business

Score More Sales

And that you don’t even know who is out there looking for what you sell until they actually show up some way in your analytics. 81% plan to increase customer analytics.

CRM 44

Smarter Commerce Grows Sales and Customer Loyalty

Score More Sales

For mid-market companies, Kline says that businesses can now use analytics much more effectively, citing the term “glocal” as an example: Glocal: a combination of a global strategy instituted locally for a particular geographic area.

Guy Kawasaki Keynote Great Opener for IBM Global Summit

Score More Sales

This solution incorporates analytics, intelligence, and automation from a company already analyzing more than $100B cloud-based commerce transactions. - Holy Kaw!

How Timing Is Everything in Social Media Marketing

Increase Sales

When compared to a study conducted in October of 2012 by GetResponse , there is a dramatic drop off between Facebook social media marketing and email marketing. This is why it is critical to use analytics for website traffic especially if you are directing traffic back to your website or if your blog is also included in your social media marketing. Learn the other two during this FREE webinar, The 3 Dirty Words in Business , on Thursday, December 6, 2012 from 12-12:30pm CST.

2013 TOP SALES TRENDS

HeavyHitter Sales

Perhaps the most important “Big Data” application within sales will be the analytics that predict which prospective net-new customers should be called upon and what installed base accounts are most likely to buy next.

Four Personality Types & Three Types of Salesperson

Jonathan Farrington

According to Merrill and Reid there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. Finance Directors are usually Analyticals.

Innovative New Web Tool Combines Video and Powerpoint

Fill the Funnel

You get analytics, You get faster encoding speed. Original article: Innovative New Web Tool Combines Video and Powerpoint ©2012 Fill the Funnel. 20 Web Tools 2012 Presentation Tools Web Tools 9Slides powerpoint presentation VideoTraditional online presentation and video tools lack something very important to a successful delivery – You!

SalesProCentral

Delicious Sales

Analytics (402). 2012 (9049). MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Topics Major Topics. Sales (12918). Marketing (6398).

Finally, A Sales Person’s CRM

A Sales Guy

In most cases the most elegant part of CRM is the reporting and analytics, which is for management, not sales people. If integration is what makes Nimble so powerful, analytics is it’s weakness. It’s no secret that CRM’s are not for sales people.

CRM 31

What Does it Take to Become a Really GREAT Sales Leader?

Jonathan Farrington

The basic skills required to do these things are: Analytical Ability. Focus Roundtable Free Online Event Thursday March 8, 2012 9 am – 9 am, PT. Management, and particularly sales management, operates on and obtains its results from the staff that are managed.

Sales 27

Must Have iPad App for the Mobile Sales Rep

Fill the Funnel

SlideShark’s multi-user version, SlideShark Team Edition , which provides team-wide access to content and valuable usage analytics, also has updated features, allowing administrators to control team members’ ability to share presentations. ©2012 Fill the Funnel.

Sales 26

Lead Generation: Whose Job Is It, Anyway?

The Sales Hunter

Use all of their marketing automation, web analytics, and predictive analysis tools. It’s Guest Post Monday, and speaker and author Joanne S. Black looks at a common misconception out there about lead generation. “Salespeople should not generate their own leads.” ” That’s what more than one marketing executive told me at a recent sales and marketing event. Seriously?). But it gets worse.

Chief Executive Customer Redefines Business For Midmarket Companies

Score More Sales

Marketers can replace best guesses with factual information (analytics) courtesy of data their technology team will be offering up dissected and interpreted thanks to new tools being used now. courtesy of IBM.

LinkedIn Steps Up Their Game Across the Board

Fill the Funnel

Analytics Tab is now visible on your Company page and will surely receive enhancements in the months ahead. Sample Chart from the Company Page Analytics tab. ©2012 Fill the Funnel.

If Your Sales Strategies Don’t Include at Least One of These, You’re in Trouble

A Sales Guy

We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. Incorporate predicative analytics. 2013 is just around the corner. For sales leaders, this means identifying and executing on a new set of sales strategies to make our new number. Unfortunately, for most sales organizations there is very little strategy and a whole lot of goals. And most of the goals surround growth.

Sales 18

4 Key Sales Success Strategies

A Sales Guy

Provide them with real time insights and analytics. I’m at the Sales 2.0 conference in San Francisco. This morning’s presentations were good. The most compelling presentation was by Jon Vender Ark of McKinsey and Company.

Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples

Pointclear

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results.

The Laws of Sales Attraction By Drew Stevens

Sales Training Advice

The analytical detective works vehemently to resolve the case quickly. Laws of Sales Attraction. Sales professionals must create magnetic appeal to increase closing efficiency. Our present global environment creates numerous obstacles that polarize sales efforts, form the proliferation of the Internet to advanced media. Ironically, with the intrigue of technological miracles the foundation of sales success exists upon 10 principles.

Sales 16

Sales, Marketing, Big Data, and Stories

Partners in Excellence

Many pundits, including me, believe predictive analytics and big data are becoming the “killer apps” for sales and marketing. Big data and analytics are always best positioned in a context. So there are these opposing camps — big data and powerful analytics or powerful stories. Actually, these are best leveraged together—big data and powerful analytics have deep meaning when positioned in the context of powerful stories.

5 Things Good Content Marketers Know About How to Grow Your Business by Jayna Locke

Increase Sales

What analytics tools and success metrics will you use to track the impact of your content marketing strategy? Some days business marketing seems exciting and ripe with opportunity. Other days it’s like swimming through mud. Take the thrilling wonderland of social media marketing, for example.

Creating Crap At The Speed Of Light

Partners in Excellence

Implementing tools, whether they are CRM, sales intelligence, analytic, content management/delivery, presentation or other tools on this sound foundation can magnify the impact and effectiveness of the sales team. For example, powerful analytic tools–but are you asking the right questions? The quality of the analytics is dependent on the quality of the question you are applying the analytics after–or the quality of the data being analyzed.

The First Step for Online Sales Leads Generation

Increase Sales

If you are unsure as to the results generated from your website, there are a plethora of tools to assist you including: Google Analytics (download from Google). Technology has expanded the opportunities for small business online sales leads generation.

Sales 12

Performance Management Friday — Compliance Is Not The Point Of CRM Systems!

Partners in Excellence

Many of the systems have rich analytic embedded. There’s always a lot of discussion in the Sales 2.0, CRM worlds about compliance. Millions are invested in new systems–supposedly. There’s a great urge to make sure people are using them, so compliance has become a key topic of discussion in lots of places. Basically compliance is measuring, “are people using the system?”

Jonathan Farrington's Blog ? Can You Identify the Four Personality.

Jonathan Farrington

For example, there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes, etc. The Analytical. Finance Directors are usually Analyticals.