SBI Growth

OCTOBER 31, 2012

If you’d like to learn more after reading this article, click here. Then he spent a year in Marketing. Use this article as a starting point. In fact: In the absence of crystal clear data, the Sales VP loses the strategic negotiation. Data is the most effective way to influence strategy, especially against political headwinds.

Influencer 282

Influencer Strategy Policies Lead Gen 282

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. Triple Point Technologies www.tpt.com   – Triple Point Technologies is fundamentally changing how purchasing departments operate by enabling them to implement proactive "market-based" procurement and risk management programs.

Company 152

Company Analytics Enterprise Enterprise 152

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. It’s truly an exciting time for those in the marketing and sales profession.

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

SEPTEMBER 13, 2012

Change your marketing focus from “ inside-out ” to “ outside-in ”. Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. A marketing outside-in approach starts with the buyer and stays focused on the buyer. Their focus is inside-out.

Marketing 282

Marketing Demographics Buyer Social Media 282

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Read my article: Objection-Handling Technique: The Agreement Frame.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. What exactly is content marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI Growth

SEPTEMBER 27, 2012

In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. After a few years of hyper-growth content marketing adoption, it is easy to think this number should be higher. What is this number?

Buyer Persona 267

Buyer Persona Marketing Education Vendor 267

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. However, the story is quite different when Marketing is asked about their own priorities. 2013 - The Year for Sales Enablement?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Understanding the Sales Force

NOVEMBER 7, 2013

It''s being perpetuated by extremist marketers who are claiming that inbound will become the be-all end-all. The latest proof can be found in this July 2013 USA Today article. I''ll give you the important facts, but you should shoot over there and read the entire article. c) Copyright 2013 Dave Kurlan' million."

Hiring 246

Hiring Inbound Trends Positioning 246

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. It’s simply not worth it.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Increase Sales

JANUARY 21, 2016

Social marketing is no different. When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action. To be successful using social marketing means every day you must be kicking your efforts toward the goal post.

Social Media 70

Social Media Marketing Ideal Customer Profile Journal 70

Understanding the Sales Force

NOVEMBER 13, 2013

I wrote this article for SoldLab and it was posted there today. One more thing - I''m a finalist for 3 awards at this year''s Top Sales & Marketing Awards event. Please vote for Top Sales & Marketing Thought Leader , Top Sales & Marketing Blog , and Top Sales & Marketing Article.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Distribute Marketing campaign schedules. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Have you conducted growth opportunity analyses in your market? Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

Increase Sales

DECEMBER 5, 2012

In B2B marketing, the words one writes can dramatically change one’s results. Yesterday I received a research report from Adestra that appears to validate change your words, improve your results when it comes to email marketing campaigns. Increase sales. Share on Facebook.

B2B 128

B2B Marketing Campaigns Email Marketing 128

Sales 2.0

JULY 25, 2016

We’ve overcooked the concept of “inbound marketing” if we’ve convinced sales people to rely on their marketing group to “catch leads in a big net” and deliver them to the sales people. You need to go out and talk to your market early. It’s fine to be too early.

PointClear 150

PointClear Outbound Inbound Study 150

Understanding the Sales Force

OCTOBER 16, 2013

My post marks the 6th time I have strongly felt the need to question an article appearing on their pages. The November 2013 issue featured an article titled Dismantling the Sales Machine. Their member companies are big companies - most of what happens when they sell stuff doesn''t apply to small and mid-market companies.

Sales Process 249

Sales Process Margin Survey Forecasting 249

Sales and Marketing Management

JULY 11, 2013

Issue Date: 2013-07-10. Teaser: In the second part of a two-part article, we look at three additional steps to stop losing to the competition. In the second part of a two-part article, we look at three additional steps to stop losing to the competition. Author: Rick Reynolds. read more'

How To 205

How To Competition Sales 205

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.

PointClear 55

PointClear Groups Twitter Survey 55

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. In this article, we take a closer look at the ways you can focus your enablement efforts, to achieve the best possible sales performance. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Understanding the Sales Force

DECEMBER 11, 2013

Along with the holiday traditions celebrated by you, your family and friends, my Blog has three traditions in December: I ask readers to vote for their favorite article from the past 12 months (coming next week). Top Sales & Marketing Thought Leader - Dave Kurlan. Top Sales & Marketing Article - Sales Management Best Practices.

Inside Sales 193

Inside Sales Groups Objections Benefit 193

Understanding the Sales Force

SEPTEMBER 11, 2013

When I read the article I noted a couple of things I really liked: They learn very little about sales in the first 30 days. Mark said, " Instead, they start a blog, create a website, open a Twitter account and begin email marketing campaigns. c) Copyright 2013 Dave Kurlan' A steady flow of inbound leads.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Increase Sales

JUNE 14, 2013

Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy. This week I achieved another measurable milestone by being included in this list of the Top 25 Sales Influencers in 2013. My first action was to become a member of LinkedIn in 2004.

Social Media 174

Social Media Small Business Small Business Media 174

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Create and market products that make it easier for your customers to sell to their customers. Have a great 2013, everyone! Will the economy recover?

Loyalty 51

Loyalty Training Trade Show Customer 51

Understanding the Sales Force

JUNE 17, 2013

Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. The most important line in the article read, " Personality often is the best insight into whether a person is a good cultural fit for a specific company.". c) Copyright 2013 Dave Kurlan'

Hiring 228

Hiring Construction Exact Groups 228

Pointclear

MARCH 20, 2014

So, when marketing sent me the new inbound leads, I naturally got excited. What Was Wrong with Marketing''s Inbound Leads. I''m changing the facts of the story slightly to avoid scapegoating the responsible marketing team). Marketing employees and entrepreneurs mostly. That''s an article you need to read.

Inbound 262

Inbound Leads Marketing Qualified Lead Social Media 262

Your Sales Management Guru

JULY 7, 2013

Learn how thought leadership marketing will impact your vertical market presence. The first thing most people ask when considering whether to focus on vertical or niche markets is, of course, what are the benefits? Wednesday July 10th, SM18 Dominate Your Market: at 2:30pm . Plenty, in my experience. Better margins.

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86

Increase Sales

JUNE 12, 2015

Technology through the Internet and social media has changed the real estate market. Unfortunately, the marketing message by many realtors has not reacted positively to that change. In 2013, listings on For Sale By Owner jumped 14%. What realtors can do is to change their marketing message.

Real Estate 70

Real Estate Ideal Customer Profile Marketing Direct Mail 70

The ROI Guy

DECEMBER 18, 2013

If you are marketing and selling technology solutions to IT executives, this article is for you, and essential to your 2014 sales and marketing plans. So who are you currently selling and marketing to? Alinean Financial Justification IDC IT Budgets IT Economics IT Spending Pisello Value Marketing Value Selling'

Marketing 71

Marketing Survey Influencer Buyer 71

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Creates Vision: You know that even if you don’t quite make your Q4 number, you have tons of B and C opportunities sitting in your pipeline just waiting to be pounced on in Q1 of 2013. You’re ahead!

How To 244

How To Top of Funnel Funnel Face-to-face 244

Understanding the Sales Force

MAY 2, 2013

Understanding the Sales Force by Dave Kurlan Last week I wrote this article and talked about how much selling has changed. But in that article, I only mentioned the need to differentiate and sell consultatively. The articles I wrote and mentioned here talk about it greater detail. c) Copyright 2013 Dave Kurlan'

Inbound 186

Inbound Social Selling Sales Leadership LinkedIn 186

Score More Sales

JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. How about building an app with help from Watson?

Data 208

Data Health Care Retail Lead Rank 208