Increase Sales

JANUARY 6, 2014

50% of sales people missed their sales targets and this failure was worse than in 2012 which was worse than in 2011. My sense is maybe it is time to explore this shadow question: “Is marketing the same as selling?” Confuse marketing with selling. The purpose of marketing is to: Attract attention.

Ideal Customer Profile 139

Ideal Customer Profile Marketing Coaching Sales Coaching 139

Sales and Marketing Management

JUNE 2, 2012

Issue Date: 2012-05-01. Teaser: The advent of social media marketing has corporate America tweeting, making YouTube videos and monitoring discussions online. Going social is certainly an important aspect of any sales and marketing strategy these days, but it can't come at the expense of tried-and-true "old school" tools.

Tools 220

Tools Social Media Promotion Media 220

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

SBI Growth

MAY 22, 2013

How do you get another job in this competitive market? Then connect to them through social selling , inbound marketing techniques. Download the Self-Promotion Guide for a ready-built, effective approach to securing your next job. They are on the market looking for an HR solution: a top sales rep. Choose your audience.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

Bernadette McClelland

OCTOBER 30, 2012

Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013. The crowd enjoying Sales Mastery India 2012. How does communication get bridged?

Construction 255

Construction Promotion Sales Leadership B2B 255

Increase Sales

OCTOBER 26, 2012

With the small business to business world becoming more connected through social media sites such as LinkedIn , there is a lot of social media marketing asking going on for: Credit: www.sxc.hu. Promoting or attending or that event. 1, 2012 from 12-12:30pm, there are only 8 seats left. Recommendations. Followers on Twitter.

Social Media 145

Social Media Media Marketing Small Business 145

Sales and Marketing Management

SEPTEMBER 27, 2012

Issue Date: 2012-09-01. Now, some HR directors and employee engagement specialists are promoting crowdsourcing — the concept that a group of individuals can be significantly smarter than its individual components — as a means of providing performance reviews and employee recognition. Author: SMM.

Promotion 136

Promotion Groups 136

Increase Sales

NOVEMBER 19, 2012

Even though some small business coaches, social media coaches and small business consultants who are promoting this new aspect presume that all sales are social, this presumption is almost negated when reading their articles, blogs or books. Just today I received a message from LinkedIn promoting some free electricity.

Social Selling 139

Social Selling Social Media Small Business Small Business 139

Score More Sales

FEBRUARY 27, 2013

Brands mastered this first, and now even some reluctant CEOs and marketers in small mid-market companies are getting on the bandwagon. Spend time searching and listening for what is happening in your market, with your competitors, with your customers, and with your strategic partners. Share their great content, and promote them.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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. Integrating with Marketing functions. Matt Sharrers’ ebook (Promoted to VP of Sales) includes a set of sample questions. The average tenure of a Sales VP is 19 months!

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Pipeline

NOVEMBER 28, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. I was recently read a couple of things that got me to think about some aspects of sales, while not specific to day to day execution, I think worth sharing as we consider how we can attack and win given whatever 2012 brings. October 2011.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

FEBRUARY 21, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Simply promote the workshop by tweeting it to your friends, followers, neighbors, former lovers, etc. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. December 2011. November 2011.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Compensation 220

SBI Growth

JANUARY 16, 2013

The market is changing. Jill is buyer-centered and focused on ways to personally evolve with her market. The market moves quickly. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). They connect effectively through social media platforms and promote their personal brand. How successful is she?

Eloqua 331

Eloqua Networking LinkedIn Influencer 331

Score More Sales

JANUARY 14, 2013

When I talk about how an online document can “work for you” I mean that it is a lot like inbound marketing – it is a way for you to promote your awesome self, your incredible products, services, and company without interacting (yet). It is a professional representation of you to get others interested in wanting to connect.

Ideal Customer Profile 203

Ideal Customer Profile LinkedIn Outbound Inbound 203

Increase Sales

NOVEMBER 2, 2012

With less than two months to close the books on 2012, desperation is beginning to kick in for those small business owners, entrepreneurs and salespersons who have yet to fully increase sales. Starting your main or landing page with your credentials potentially illustrates you are ego driven and clueless about what makes great marketing copy.

Small Business 136

Small Business Small Business Coaching Construction 136

Score More Sales

NOVEMBER 27, 2012

LR: Why do you think so many companies promote one of their top sellers to sales leader, when the skills required are so different? JL: Great companies often reward their best sales performers with promotions. JL: Anyone can be promoted to manager and put pressure on people to make their numbers. This happens everyday.

Lead Rank 213

Lead Rank Lead Scoring Promotion Outbound 213

The Pipeline

AUGUST 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. So why, when it came time for my promotion was I passed over for Ian from IT? Is the market the customer is in ideal? The customer should understand what value they add to their market that the competition does not.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

APRIL 8, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Guest Post , Marketing , Proactivity , Trust , execution. Similarly in the market world, you have to entice a clientele base by promoting heavily without really striving for a high profit margin.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

Jeffrey Gitomer

MAY 9, 2011

” Events that go against you: New salesperson passes you, someone else gets promoted and you knew it should have been you. There is no time like the present to change things up in 2012 to ensure its better than 2011! Return to top of page Copyright © 2012 All Rights Reserved. Getting depressed: From any of the above.

Hiring 306

Hiring Social Media Cancellation Loyalty 306

Understanding the Sales Force

MAY 29, 2012

The adaption is usually quite spectacluar with their marketing as the assessments always sound like they were built for sales. Last week I received an email promoting one such assessment. c) Copyright 2012 Dave Kurlan When they rename some findings on their reports to appear more sales specific, the adaptation is complete.

Engineering 175

Engineering B2C Retail Customer Service 175

Increase Sales

JULY 28, 2012

However each of these sales training coaching professional development action plans will have some shared goals or objectives such as: Read a book on selling, marketing or business. Many webinars are about 15% promotions and 85% content and some I have attended are at 50% promotion and 50% content. Subscribe to several blogs.

How To 152

How To Webinar Metrics Hiring Face-to-face 152

The Pipeline

MAY 6, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. Let’s say you want a dominant market share in financial services by winning showcase customers.

Pipeline 256

Pipeline Hoovers Customer Hiring 256

The Pipeline

MAY 23, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Just in case you think I am being too cynical, consider a tweet earlier this week from a Social Selling type promoting a site as a boon for Social Sellers. When Sales Met Marketing. Community Marketing Blog. December 2011.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Increase Sales

DECEMBER 31, 2011

In marketing, investing the time to do your research is critical to how effective are your marketing strategies and tactics (think conversions). There are some marketing experts who continue to advocate for this type of marketing vehicle (sending unsolicited emails) because of its effectiveness (quantity over quality).

Research 115

Research How To Proposal Google 115

Pointclear

APRIL 19, 2017

Anthony Iannarino – Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. I have been featured in major publications including featured by Automotive News, Advertising Age and Edmunds.com for my unique social media marketing and self-promotion efforts.”

Conference 124

Conference Outbound Social Media PointClear 124

Pointclear

OCTOBER 10, 2011

Debbie Qaqish is Principal Partner and Chief Revenue Marketing Officer for demand generation agency, The Pedowitz Group. A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Who is teaching the CMO how to sell?

Demand Generation Agencies 219

Demand Generation Agencies Lead Rank Top of Funnel How To 219

Pointclear

OCTOBER 23, 2012

Source: Chally) Amidst all this depressing analysis of data, I was asked to predict out into 2012, and a small part of what I said was this …. Their basic skills-set will include very high levels of commercial acumen, industry/sector/market knowledge. Not anymore. They will speak the language of the buyer.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Sales Training Connection

OCTOBER 22, 2012

The authors investigated this effect from a variety of perspectives including how to land a new job, secure a promotion and score a sales lead. Let’s focus just on the selling angle and explore what the results might mean for selling in a major account market. ©2012 Sales Horizons, LLC.

Face-to-face 104

Face-to-face Lead Rank Lead Scoring Study 104

Openview

SEPTEMBER 26, 2017

Note: NetSuite has an inbound marketing engine and grew to an almost $200M/year company with no outbound prospecting. By February 2012, we decided to spin up our own college hiring program. They were promoted ahead of schedule and pulled into all areas of the sales and marketing orgs. When I did, I couldn’t keep them.

Scale 73

Scale Lead Gen NetSuite Lead Rank 73

No More Cold Calling

MAY 21, 2015

Some execs promote giving reps a quota and letting them figure out the activities that will help them meet it. Today a system is built in one part of the world, implemented in another, and marketed in another. That’s 5 percent less than in 2012. But revenue is a lagging indicator. There’s a big problem here.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Sales Training Connection

JUNE 20, 2012

With that said if one looks very carefully, it is possible to discern the emergence of a new model for selling in B2B markets. Instead, the change is emerging in phases with some markets and companies spearheading the way. ©2012 Sales Horizons, LLC. In this case we wouldn’t bet against the former.

Consultative Selling 124

Consultative Selling Call-back Face-to-face Pivotal 124

Jonathan Farrington

MAY 2, 2012

This was the criteria we finally ended up using to benchmark each individual’s impact within the sales/marketing space: • Social media presence – Twitter/ Facebook/ Klout score/LinkedIn authority. And not least, a commitment to continually advance selling and marketing practices. Active engagement with recognized resource sites. •

Influencer 34

Influencer Social Media Marketing Lead Rank 34

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

HeavyHitter Sales

NOVEMBER 25, 2011

Top 7 Critical Sales Trends for 2012. February 2012. January 2012. These patterns supersede the standard hierarchical organization chart that salespeople and marketeers have grown accustomed to studying. February 2012. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Software 103

Software Software Strategy Hiring 103

Jonathan Farrington

JANUARY 5, 2013

Over the past couple of months I have been asked by several publications to predict what will happen in marketing and sales in 2013. I started by asking myself two questions: Was there anyone in the sales and/or marketing world that a year ago that accurately predicted what would happen in 2012? Answers: Not so much.

Data 43

Data Sales Qualified Lead PointClear Inbound 43

OpenSymmetry

JULY 20, 2016

For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance. In 2012, these plans made up less than 5% of physician pay, but are expected to surpass 10% in the coming years.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance. In 2012, these plans made up less than 5% of physician pay, but are expected to surpass 10% in the coming years.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40