SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Marketing is frustrated because of the time, money and effort exerted to build them. Buyer personas should be built by marketing in collaboration with sales.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. CMOs touted unquantifiable metrics like Increased Brand Awareness and Customer Perception. Today, marketing has dramatically changed. They show the CEO where marketing dollars should be shifted.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. 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.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

SBI Growth

AUGUST 15, 2012

Focused on identifying game changing market opportunities. To be a game changing Sales Operations leader, you should be asking yourself the following: What is the market for our products/services? Are we currently covering or capturing buyers in our target market? What data can we mine to generate insights about our customers?

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

NOVEMBER 20, 2012

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. Effectiveness.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. Integrating with Marketing functions. Leveraging Customer Experience. The downloadable syllabus is your starting point for customized courseware. Personal branding.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Marketing teams advanced effectively with this approach in the past. In-house marketing technology is a lynch pin of success. Evolving your Marketing Team.

Demand Generation Targets 322

Demand Generation Targets Demand Generation Marketing Customer 322

Increase Sales

DECEMBER 30, 2012

The New Year is almost here and the question to be asked is not what are your resolutions or goals as small business owner, but this simple one: Are you ready for 2013? New customers from all those new sales leads? Marketing campaigns that will attract attention and build relationships?

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

Jeffrey Gitomer

APRIL 24, 2013

Make people want to know you by the business, market, and community actions you take. The post Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog. GET YOUR TICKETS HERE! From Jeffrey’s new book, The Sale Re-Defined.

Loyalty 177

Loyalty Video Training Customer 177

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. That’s a significant opportunity. That’s a significant opportunity. Be Excited about AI.

Marketing 209

Marketing Webinar Metrics Software Software 209

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. The objective of the interview is to map a customer buying process.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SMEI

JANUARY 24, 2023

Are you a marketer looking for a quick and dirty way to boost sales? If so, then shame marketing may be right up your alley. Shame marketing is a cynical form of advertising that involves exploiting the insecurities of young people in order to sell them products. Here are some examples of shame marketing campaigns: 1.

Loyalty 88

Loyalty Marketing Lead Rank Face-to-face 88

Sales and Marketing Management

DECEMBER 16, 2013

Issue Date: 2013-12-13. Proof that most customer communication (content and sales conversations) is ineffective can be seen in over a decade of research that reveals less than 50% of companies' marketing and sales communications are relevant to their customers and less than 30% of marketing content is relevant to customer-facing teams.

Face-to-face 245

Face-to-face Marketing Research Conversion 245

Sales and Marketing Management

NOVEMBER 24, 2013

Issue Date: 2013-11-01. Teaser: The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. read more'

Customer 216

Customer Loyalty Meeting 216

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. New insights into their customers, giving the company competitive advantages. •

CRM 235

CRM Guidelines Data Compensation 235

SBI Growth

AUGUST 29, 2014

The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million.

Automotive 276

Automotive Retention Sales Operations Customer 276

SBI Growth

NOVEMBER 24, 2012

But an internally-focused plan can encourage behavior that works against the customer. You still have time before 2013 to fix any blatant disconnects. HR leaders should act now to align the compensation plan with the customer's interests. They don’t fit the round holes that are the customer's reasons for the purchase.

Incentives 267

Incentives Incentive Customer Compensation 267

Sales and Marketing Management

APRIL 4, 2013

Issue Date: 2013-04-05. Teaser: Half of customer sales conversations are not relevant to their needs, in part because more than half of the content that marketing produces is not relevant to the sales team. Most customer communications (content and conversations) are company/product-centric and descriptive. read more'

Customer 197

Customer Conversion Marketing Company 197

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. How well does your team know the customer? In this post, we will talk about how better to understand your customers.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

The Sales Hunter

JUNE 11, 2013

How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them be more effective.

Marketing 231

Marketing Customer Service Consultative Selling Motivation 231

Pipeliner

JULY 18, 2022

Among the best methods to stay connected to your consumers and boost your financial return is through email marketing campaigns. In fact, statistics indicate that you can anticipate a mean ROI (Return on Investment) of $42 for each dollar invested in email marketing. Email marketing may be really beneficial to your business.

Email Marketing 90

Email Marketing Marketing Campaigns Segment 90

Sales and Marketing Management

NOVEMBER 3, 2013

Issue Date: 2013-11-04. Marketers also have to provide sales with the knowledge to help them convert those leads into customers. Marketers also have to provide sales with the knowledge to help them convert those leads into customers. Author: Chanin Ballance, CEO, MobilePaks. read more'

Marketing 176

Marketing Leads Marketing Qualified Lead Sales 176

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. What is the realistic untapped revenue potential within your existing customer base? Where exactly are these greatest potential customers and prospects?

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

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. Social Media platforms now provide access to more customer data than ever before.

Face-to-face 132

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

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. It is the fastest growing storage company in history in terms of both revenue and new customers. MAPR Technologies www.mapr.com   – MAPR Technologies is definitely the hottest player in the “Big Data” market and has a very exciting future.

Company 152

Company Analytics Enterprise Enterprise 152

Sales and Marketing Management

MAY 28, 2013

Issue Date: 2013-05-29. Teaser: The marketing content pipeline is closely related to, yet distinct from the sales pipeline. The marketing content pipeline is closely related to, yet distinct from the sales pipeline. Author: Scott Richardson. read more'

Pipeline 153

Pipeline Marketing Lead Generation Relationals 153

The Pipeline

JANUARY 17, 2022

Jake Dunlap – CEO of Skaled , and in that role, everyday Jake helps companies operationalize key aspects of their sales and marketing organization. Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc.,

Scale 173

Scale Revenue Industry Strategy 173

SBI Growth

DECEMBER 6, 2012

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). What is an Internal Content Marketing Agency? It helps you make the number by producing custom content for you. It can be located within your Sales or Marketing organizations. What does it mean to use an Internal Content Marketing Agency.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation Targets 267

SBI Growth

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. World-class companies are adopting new content marketing processes. Content Marketing is in the process of a major transformation. Marketers have literally cracked the code on what to communicate to their prospective buyers. No worries.

Campaigns 300

Campaigns How To Demand Generation Targets Demand Generation 300

Sales and Marketing Management

APRIL 20, 2013

Issue Date: 2013-04-21. Teaser: If you’re giving short-shrift to customer interaction, you’re likely leaving money on the table and ignoring a volatile situation. If you’re giving short-shrift to customer interaction, you’re likely leaving money on the table and ignoring a volatile situation.

Customer 234

Customer 234

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. So what to do about it?

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. Let’s face it, we all suffer from frazzled customer syndrome – as best-selling author and speaker Jill Konrath would put it.

Quota 135

Quota CRM SAP Forecasting 135