Increase Sales

NOVEMBER 12, 2012

As they say “timing is everything” and that is true even in social media marketing when looking to: Credit www.sxc.hu. 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. Attract attention.

Social Media 139

Social Media Media Marketing Small Business 139

A Sales Guy

JANUARY 3, 2012

The best thing a sales person can do in 2012 is start a blog. Reach will be the holy grail of selling in 2012 and beyond. What would you rather give a recruiter, an ordinary resume or your resume and a link to your blog with 100′s of examples or your work? The best thing a sales person can do in 2012 is start a blog.

Cold Calling 102

Cold Calling Lead Generation Competition Industry 102

Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. The marketing team sees this as a “great source of leads”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? 50-250 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Click to start video at this point — Christopher notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Pointclear

AUGUST 22, 2011

For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. Unfortunately, too many marketers begin this process with the question, “Which automation tools should we look at?” What's the point of that?

Marketing 164

Marketing Lead Qualification Lead Management Lead Nurturing 164

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Something else not well understood in many marketing and sales departments is the importance of certain metrics. However, in 2011 and 2012 the percent of our efforts focused on inbound dropped to 22% and 11% respectively.

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

Jonathan Farrington

APRIL 30, 2012

Then for our highlight, we announce the much anticipated “Top 50 Sales & Marketing Influencers for 2012” – carefully selected from an original long-list of one hundred and fifty potential candidates – let’s see if you agree with our choices? News : Tomorrow, “What Makes a Top 50 Sales & Marketing Influencer?”

Influencer 32

Influencer Marketing Objections Sales 32

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012. March 2nd, 2012.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Click to start video at this point —Chris notes the importance of the maturing of social media marketing in the last year by saying, “It’s no longer a hobby.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. For example, if your company needs to be “social”, then Social Selling skills are a must. Integrating with Marketing functions. The average tenure of a Sales VP is 19 months!

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Score More Sales

MAY 23, 2012

Recently I spoke to Ron Kline, Director of Marketing for IBM’s Midmarket Division. Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Sales and Marketing Management

MAY 19, 2012

Issue Date: 2012-05-20. If your sales team assumes, for example, that they know their clients’ needs, they will direct their actions and resources toward addressing those needs. Author: Rick Reynolds. Teaser: Assumptions are full of risk. But what if their assumptions are wrong? Your company risks losing critical business.

Resources 222

Resources Examples Sales Company 222

Sales and Marketing Management

JULY 26, 2018

For example, sales applications should draw on a focused set of data?—?from But, according to data from CSO Insights and Buyer Zone, in 2012, 56 percent of all businesses used CRM and 63 percent of salespeople achieved quota. So, the first thing an artificial intelligence application needs is data. Additional data sources.

Training 206

Training Penetration Government CRM 206

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Score More Sales

FEBRUARY 7, 2013

For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. If you have not converted your sales and marketing activities into the cloud, that should be one of the priorities for this year. Resistance to the Cloud.

CRM 238

CRM Outbound Tools Study 238

Sales Hacker

DECEMBER 29, 2022

So why did HBR declare the solution selling methodology dead in 2012? Buyers in 2012 had come a long way from the buyers of the 1980s. Chances are good they know what solutions are on the market — and have likely done an enormous amount of research on you and your competitors by the time you reach them. Show value.

Solutions Selling 114

Solutions Selling Exact Buyer Sales Methodology 114

SBI Growth

SEPTEMBER 11, 2012

But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. A Sales Process did not exist.

Territories 306

Territories Top of Funnel Analysis Penetration 306

SBI Growth

SEPTEMBER 16, 2012

Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important. Sales and Marketing Teamwork = Success. Perhaps you need to look no further than your marketing compatriot.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. I was glad that my favorite, Cookies , was the winner.

Company 208

Company Film Study Lead Rank 208

Pointclear

JANUARY 15, 2013

Here are some truths you should know about selecting a partner among lead generation companies: Virtually 100% of marketing qualified leads should become sales accepted leads. Students, prisoners (yes, there’s a company out there that does this), appointment setters and offshore call center staff should not be contacting your target market.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

Score More Sales

JULY 18, 2012

Today let’s talk from a marketer’s point of view. Disclosure: since I represent sales, not marketing, this is my interpretation of what a marketer would say.) Most marketers and sellers will agree that your company website is the hub location from where everything else spins off of. It will all tie into sales shortly.

Top of Funnel 192

Top of Funnel Pipeline Funnel Travel 192

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. We expect lead rates to trend down over the next two quarters (Q3 and Q4 of 2012), but not below about 7% (a relatively healthy lead rate over the past four years). Lead rates trail the GDP by about a quarter.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

SBI Growth

AUGUST 19, 2012

Content marketing has gone from a nice-to-have to a must-have in 2012. Marketing now owns the beginning of the sales process. An example: Note- Without an understanding of how your prospects buy, you cannot develop demand generation content well. An example: Step #3. A LDT sits between marketing and sales.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

SBI Growth

FEBRUARY 6, 2013

This year I bought marketing automation software. All 2012 did was buy me some time. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. The first example showed Charlie how the SPB helped launch a new product. I look 3 inches tall next to it.

Banking 288

Banking Software Software Competition 288

HeavyHitter Sales

NOVEMBER 5, 2010

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. End the Sales & Marketing War-Harvard Business Review. Here’s one of my recent Harvard Business Review articles about synchronizing sales and marketing. Their sales and marketing efforts are at odds. Heavy Hitter Sales Blog. Recent Posts.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Score More Sales

JUNE 26, 2012

PROSPECT: Mine information like trigger events in your market niche, and then use this knowledge in talking with your prospective customers. This report is considered a “trigger event” that you can leverage in conversation, with statistics and facts from within this market segment.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

SBI Growth

SEPTEMBER 11, 2012

But after spending thirty minutes in the field with a sales rep, I quickly realized the real problems lie elsewhere such as: Marketing wasn't providing qualified leads to the sales team. The analysis of the Territory Design data in our example yielded results, but we needed a reference point. A Sales Process did not exist.

Territories 264

Territories Top of Funnel Analysis Penetration 264

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Here is an example: I wanna go to the Proactive Prospecting Workshop in #Toronto [link] #ppmark by @you #contest #toronto. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Zoominfo

NOVEMBER 7, 2018

In fact, in a 2012 study by Monster, 57% of respondents said they are put off by meaningless jargon in job ads ( source ). Let’s take a look at two hypothetical examples: Good : “The ideal candidate is a team player and can excel in a fast-paced environment.” Discuss growth potential – with examples. Sell the company culture.

B2B 130

B2B Hiring Social Media Sales Qualified Lead 130

Understanding the Sales Force

JULY 10, 2012

You can step up your inbound/outbound marketing efforts and generate leads but you'll need either salespeople or telemarketers to follow-up and qualify those leads as they come in. Inbound and outbound marketing include your public relations and social media efforts too. c) Copyright 2012 Dave Kurlan

Telemarketing 201

Telemarketing Hiring Outbound Inbound 201

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

APRIL 8, 2013

It has caused me to think about creativity and concrete examples. Is it time to brainstorm with marketing on a new twist or angle? Recently I wrote about how being more creative in sales opens up bigger opportunities for you and your company. He could have been extremely happy with that. Where do you go for creative inspiration?

Inside Sales 224

Inside Sales Outbound Conference Intent 224

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. These examples stand out because if you do some of these things above, you will work toward finding and closing qualified sales opportunities.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

SBI Growth

FEBRUARY 21, 2013

In today’s market, where competitive differentiation is razor thin, only top Sales Reps win. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). For example, if your Buyers are database architects, speak in terms they care about. The market changes quickly. As your market evolves, you must evolve with it.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

SBI Growth

JANUARY 20, 2013

As the books are closed on 2012, you can reflect on your performance. For example did you: Reach your New Customer acquisition targets? Social selling, inbound marketing lead generation, and personal brands are the name of the game. For example, you may have dominated your number, but perhaps your number was low.

Hiring 306

Hiring Margin Quota Inbound 306