Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. The post What is the State of Marketing in 2013 appeared first on Score More Sales. basic info will be asked for – definitely worth downloading.). Increase Opportunities. Expand Your Pipeline. Close More Deals.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

Sales and Marketing Management

MAY 8, 2013

Issue Date: 2013-05-01. Teaser: The idea of B2B sales being relegated to the role of order-taking as a result of inbound marketing may make marketers feel like heroes, but surveys - and real life on the frontlines - suggests it's not that simple. Author: By Jule Schwartz. read more'

B2B 264

B2B Inbound Survey Sales 264

Sales and Marketing Management

MARCH 2, 2013

Issue Date: 2013-0303. rebuilding a B2B brand must include addressing the look, feel, message and functionality of the brand’s Web presence. rebuilding a B2B brand must include addressing the look, feel, message and functionality of the brand’s Web presence. read more

B2B 248

B2B Conversion Prospecting Sales 248

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. They are a B2B services firm. We talked about his priorities for 2013. Without the customer, nothing happens. As the Sales Operations leader, you’re out of a job without customers. This will make life easier for you and your sales VP’s.

Territories 303

Territories Marketing Analysis Segment 303

Score More Sales

FEBRUARY 10, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. What’s the biggest myth in selling that YOU see?

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Here’s an example of culture going untested: A CSO of a large B2B sales force was challenged by his CEO to grow the business. HR even brought in an expert compensation firm. What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

Score More Sales

SEPTEMBER 13, 2013

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Increase Opportunities. Expand Your Pipeline.

Resources 232

Resources B2B Oracle Lead Rank 232

Sales and Marketing Management

OCTOBER 31, 2013

Issue Date: 2013-11-01. Chasen summarized five brilliant rules for authentic B2B brand communications recently. Chasen summarized five brilliant rules for authentic B2B brand communications recently. Chasen summarized five brilliant rules for authentic B2B brand communications recently. billion in 2011. billion in 2011.

B2B 214

B2B Education Software Software 214

Score More Sales

AUGUST 16, 2013

Follow some of my colleagues through their Twitter handles or via their blogs and you’ll be near some of the best B2B sales advice you can get. The post Just in Time B2B Sales Resources appeared first on Score More Sales. Here’s a list of resources designed to help you do that. Oh, and there is no cost. You gotta like that.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

Pointclear

JUNE 6, 2013

The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. 5 Buyer Behaviors Reshaping B2B Marketing. Only 16 Percent of B2B Consumers Prefer Live Webinars.

B2B 190

B2B Buyer Trade Show PointClear 190

Score More Sales

JUNE 28, 2013

There are still a lot of B2B companies who turn away from social tools. We welcome anyone serious about growing B2B sales here at Score More Sales, and we know of many colleagues where you can get amazing inspiration to keep your head in the game this season. Some of you are so into technology that you don’t pick up the phone enough.

B2B 196

B2B Lead Rank Lead Scoring Referrals 196

SBI Growth

OCTOBER 1, 2013

2013 is the last year executives accepted activity-level results from marketing. Focus on the core business drivers that B2B Marketing is fully capable of providing. The top three success metrics for B2B marketing include: Lead Generation team % of Contribution to Sales Revenue (Wins).

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

Sales and Marketing Management

JANUARY 12, 2013

Issue Date: 2013-01-13. Teaser: When it comes to adopting such successful B2C marketing techniques within the B2B space, the time is now. When it comes to adopting such successful B2C marketing techniques within the B2B space, the time is now. Author: Jim Swift. read more

B2C 205

B2C B2B Marketing Sales 205

The Center for Sales Strategy

JUNE 5, 2020

It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy. The latest CSO Insights Sales Operations Optimization Study found that 59.2%

Sales Enablement 77

Sales Enablement B2B Sales Operations Study 77

Increase Sales

DECEMBER 17, 2012

With the holidays, this is a time of year for many B2B networking events. Given this B2B networking event was a holiday Christmas party along with free food and adult beverages, it was well attended. Sitting with a smart phone in hand while ignoring those around you at a B2B social gathering is plainly stupid.

Networking 134

Networking B2B Small Business Small Business 134

No More Cold Calling

OCTOBER 13, 2016

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. needs us more than ever. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. We’ll each be recommending 6 sales tools for B2B sellers. This is your chance to get a head-start on your 2013 game plan, and make it your best year yet!

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Increase Sales

OCTOBER 7, 2013

In the B2B sales world, finding potential customers, strategic partners and even solid information becomes a more time consuming task. LinkedIn is a great resource for those in B2B sales. Probably the best reason for utilizing LinkedIn if your small business is engaged in B2B marketing is you have the opportunity to just be valuable.

LinkedIn 153

LinkedIn B2B Small Business Small Business 153

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.

Face-to-face 132

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

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). It was pretty challenging for Joaquin Phoenix in 2013. The fact is AI does not care.

Film 150

Film Lead Rank Intent ACT 150

The Pipeline

DECEMBER 24, 2012

Many organizations are in the midst of meeting with their sales teams to deliver their performance reviews and development plans for 2013. Needless to say, it is also the day (and night), Santa Clause sets out to deliver a merry Christmas. Being December 24th, seemed like a good time to examine how Santa would rank as a sales rep.

Lead Rank 275

Lead Rank Lead Scoring B2B Face-to-face 275

Sales and Marketing Management

SEPTEMBER 2, 2013

Issue Date: 2013-09-03. Author: Michael Ni. Teaser: While the concept of one-to-one sales is not new, the change in buyer behavior to expect self-service discovery, engagement and buying combined with the power of automation and data analysis is.

B2C 205

B2C Scale B2B Analysis 205

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities.

CRM 235

CRM Guidelines Data Compensation 235

Increase Sales

DECEMBER 5, 2012

In B2B marketing, the words one writes can dramatically change one’s results. Adestra analyzed 1.158 billion business to business (B2B) emails sent within the last year. During the past half dozen years, I personally have worked on changing the words I think, speak and write. Increase sales. Share on Facebook.

B2B 128

B2B Marketing Campaigns Email Marketing 128

SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. What B2B marketing tools would you like to see on the list?

B2B 123

B2B Tools Top of Funnel Marketing 123

SBI Growth

NOVEMBER 20, 2012

My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. I am predicting to get on the same level playing field in 2013; CMO’s and marketers will need this entrance ticket. Effectiveness. Expertise and Hiring.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

Sales and Marketing Management

JANUARY 20, 2013

Issue Date: 2013-01-21. Sales growth cannot occur unless you overcome this "guilty before proven innocent" attitude from today's B2B consumer. Sales growth cannot occur unless you overcome this "guilty before proven innocent" attitude from today's B2B consumer. Author: David Tovey. read more

Consumer 258

Consumer B2B Sales 258

SBI Growth

SEPTEMBER 16, 2013

Recently we trained a team of 50+ sales reps from a B2B enterprise company. 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. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales and Marketing Management

JANUARY 21, 2013

Issue Date: 2013-01-22. Teaser: B2B customers want to have a working, two-way engagement with companies they choose to partner with, and it starts with the brand promise. B2B customers want to have a working, two-way engagement with companies they choose to partner with, and it starts with the brand promise. read more

B2B 201

B2B Company Customer 201

Score More Sales

JANUARY 24, 2014

Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. IF you said you would a quote to them by Friday afternoon DO IT – emailing the quote Monday morning is not good enough. You start to build trust by showing that you do what you say. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

AUGUST 19, 2013

I''ll be speaking at Inbound 2013 this week - a whole conference about Inbound Marketing put on by HubSpot. Hubspot did a GREAT compilation of stats and facts around Inbound Marketing – take a look at 86 Revealing Charts from the 2013 State of Inbound Marketing Report for more background. Increase Opportunities. Close More Deals.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

Score More Sales

MARCH 18, 2014

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Close More Deals. The post When Was Sales Not Social?

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Sales and Marketing Management

DECEMBER 22, 2013

Issue Date: 2013-12-23. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. Author: Paul Rafferty. read more'

Sales Enablement 180

Sales Enablement Study B2B Buyer 180

Score More Sales

DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. Some have completed theirs.

Territories 220

Territories Distribution Outbound Outside Sales 220

Score More Sales

NOVEMBER 1, 2013

The Power of Trust in B2B Selling . Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236