Your Sales Management Guru

JANUARY 3, 2012

Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. 2.1.5 Key measurements (Market share, profit, growth, etc). 3.1.5 Market Share.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

The Pipeline

NOVEMBER 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. Your email address will not be shared. December 2011.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

The Pipeline

JULY 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Your email address will not be shared. August 2011.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Fill the Funnel

SEPTEMBER 12, 2012

The most frequently used web tool in my tool kit currently is TimeTrade. As I began writing this series, I lined up a list of the newest, most interesting web tools that I have come across in the last few months. Set the days of the week and the duration of these meetings.

Tools 121

Tools Top of Funnel Ideal Customer Profile Call-back 121

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? After three challenging years and now that we are about to enter 2012, all the sales numbers go back to zero and with confusion in the market, most everyone I have interacted with seems both physically and mentally tired.

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Social media platforms are now your best tools. © MASP - Fotolia.com. Ignore this book at your own risk.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

The Pipeline

SEPTEMBER 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Understanding the Sales Force

DECEMBER 19, 2012

If they get above that # they get a bonus of $250 per meeting. This incentivizes them to book meetings that are probably not the best qualified. Until such time, salespeople must be trained to become more effective while marketers must be trained to develop stronger leads. Dave, I have a question on comp and I need help.

Follow-up 228

Follow-up Incentives Incentive Sales Qualified Lead 228

The ROI Guy

DECEMBER 6, 2011

Frugalnomics makes it harder to connect, engage and sell without the right content and tools Alinean, the leading creator of interactive content marketing and diagnostic sales tools for business to business (B2B) solutions, today announced its annual sales and marketing predictions for 2012 with serious implications.

Buyer 51

Buyer B2B Marketing Strategy 51

SBI

DECEMBER 15, 2020

Prior to 2020, sales development reps used about 6 tools on average. Many sales leaders now recommend up to 11 tools in the “essential” tech stack—some say you should have 30. Why so many tools? But there aren’t many strong tools to support during because of the distraction factor. Remote meetings are still meetings.

Conversion 127

Conversion Sales Cycle Energy Tools 127

The Pipeline

APRIL 15, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Your email address will not be shared. Sign up for our Email Newsletter.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Pointclear

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. It’s becoming a marketing automation platform, if it hasn’t already.”

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Sales 2.0

OCTOBER 14, 2012

Here’s another case where sales people need to take a concept further than their marketing colleagues (last time as we going on about using Sales 2.0 tools in general). Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”.

Prospecting 323

Prospecting Face-to-face Google Segment 323

SBI Growth

SEPTEMBER 16, 2012

Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. 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. So what’s your next move?

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. We were honestly amazed at the great tools we found. Your email address will not be shared. December 2011.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The ROI Guy

NOVEMBER 30, 2011

Solution providers that can help facilitate this ever more difficult process will have an advantage in 2012. This can be done best via research and case studies, helping the buyer realize that others are experiencing similar pains, that these issues are a priority, and that solutions exist to meet the challenges.

Case Study 70

Case Study Comparison Decision Maker ROI 70

The Sales Hunter

FEBRUARY 27, 2012

Feb 27, 2012. When you meet someone who might benefit from what another person sells, match them up. Sorry, social media is just one tool. Have in place some sort of a low-touch contact or marketing program that allows you to remain in contact with these cold-leads from time to time. Archives Select Month March 2012.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI Growth

SEPTEMBER 11, 2013

Don’t waste time on cold calls with a 1-3% appointment success rate (AAISP, 2012). Second Stat of the Day : You are almost 5 times more likely to schedule a first meeting if you have a personal LinkedIn connection. You can get this download by signing up for SBI’s Sales & Marketing research review here. Hands down.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

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. SDRs on demo calls.

Solutions Selling 115

Solutions Selling Exact Buyer Sales Methodology 115

SBI Growth

JANUARY 21, 2013

Remember how unsure you felt at the beginning of 2012? 5 years ago, the two black boxes of reliable data were Sales and Marketing. Today, marketing has dramatically changed. Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns. The storm clouds have passed.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. Create a visual representation or flow chart of data from marketing to sales to operations.

CRM 235

CRM Guidelines Compensation Data 235

SBI Growth

OCTOBER 22, 2012

You’re called in for a meeting with the CEO. Question 2: Is your team’s ability to execute on the plan meeting or surpassing targets? You’ll get access to the tools and information that will give you the ability to answer YES. “C” Even if 2012 was below targets, the future is bright. What’s it about? He asks you to sit.

Territories 316

Territories Follow-up Meeting Tools 316

A Sales Guy

JANUARY 18, 2012

They still have to feel the solution will meet their needs. The tools available to influence the sale and how we sell have changed. There are more tools available to help people sell than ever before. Capitalizing on these tools is where the win will be. An email newsletters is also killer tool for teaching and educating.

Tools 109

Tools Social Media Lead Generation Media 109

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. As a sales rep, you can’t rely solely on Marketing to develop your presence. Let’s assume you have a meeting with a big prospect. What are they going to do before the meeting? Use the LinkedIn Grading Tool to find out. With that change came concern.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. Although there is a desire for alignment, where the rubber meets the road, the story is quite contrary. It’s not on Enablement.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. So, here is the question, “How much time do you spend getting ready for a sales meeting?” Sales Meetings. Sales Tool. When Sales Met Marketing. Your email address will not be shared. December 2011.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

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

The Pipeline

OCTOBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As a result many reps have developed the habit of having a next step strategy ( or two ) going into any sales meeting. They go through the meeting, executing their plan, and moving towards their next step or advance. August 2011.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

SBI Growth

OCTOBER 31, 2013

The statistics I share below are from SBI’s 2012 Sales & Marketing Research. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. No good leads coming from marketing? Before you attend, research and identify the people you want to meet.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The Pipeline

OCTOBER 14, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. With the right tools, measuring the right variables, we can become sales alchemists. Pipeline reporting tools are falling short of meeting the wide array of sales executives’, sales managers’, and frontline sales professionals’ needs.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Pipeline

FEBRUARY 20, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. As a result that next step is the most important thing you can get out of any given meeting. Many reps still wait to the end of the meeting to both develop and present the next step to the buyer. Sign up for our Email Newsletter.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

SBI Growth

APRIL 2, 2013

Your 2012 finish was below average. Flip the Sales & Marketing Funnel. We’re accustomed to focusing on the Sales & Marketing funnel in the traditional view. You need to find key meetings to participate in. Develop a weekly meeting cadence that improves productivity. Yes, flip the funnel.

Top of Funnel 317

Top of Funnel Funnel Follow-up Lead Rank 317

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. have held director-level or above positions (source: LinkedIn Ad Platform, 2012). LinkedIn provides tools that facilitate social gifting. He’s a sales rep at Oracle.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

The Pipeline

FEBRUARY 24, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Some of the “propositions” developed by someone in marketing who base the “value” on “primary” and “secondary” research sources, rather than being based on conversation with live clients. Sales Meetings.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. 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. Technology alone is not the solution.

Territories 306

Territories Top of Funnel Penetration Analysis 306

Score More Sales

SEPTEMBER 20, 2012

The 2012 event has not disappointed- it is not over yet, and in fact I’d say it is the best ever. Read a couple of posts about it from my colleagues on a curated Dreamforce 2012 page. Some attendees work everything around 1-on-1 and small group meetings. Many people I know had a lot of these types of conversations.

Webinar Metrics 165

Webinar Metrics Vendor Education Territories 165

The Pipeline

DECEMBER 7, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales Meetings. Sales Tool. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Your email address will not be shared. Sign up for our Email Newsletter. December 2011.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245