Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Often when business people know you know the market, they are more apt to talk.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Increase Sales

NOVEMBER 16, 2013

With the US economy still sluggish ( 2013 GDP at 1.6 ) along with the enacted and yet to be enacted governmental policies, uncertainty in the marketplace is the shadow obstacle behind many sales objections. The decision maker may have the allocated budget, may have the want and desire, may have the urgency and may have the commitment.

Objections 143

Objections Small Business Small Business Sales Cycle 143

Increase Sales

MAY 8, 2013

." Consider the results of a recent test campaign we conducted for a client who sells sales training programs. One by one, each of the CEOs called back, saying, “I have this big card in my lap, now what do we do?” The client replied, “We meet,” which they did – and two bought training programs on the spot, each worth $50,000.

Referrals 138

Referrals ROI Journal Decision Maker 138

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. IT Sales and Marketing Strategies Are Lagging If you are in IT sales and marketing, this article is for you.

Research 65

Research Decision Maker Intent Sales Cycle 65

Understanding the Sales Force

JANUARY 22, 2014

Do Technical Salespeople Need Sales Training? Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow. Image credit: vladyc / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Why is that?

Proposal 233

Proposal Sports Sales Qualified Lead Scale 233

Sales Training Connection

NOVEMBER 6, 2013

In the B2B major accounts market the expectations of senior executives are higher than ever. The investment in bringing a new product to market is substantial. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2013 Sales Momentum, LLC.

Face-to-face 114

Face-to-face Ideal Customer Profile Decision Maker LinkedIn 114

The ROI Guy

JANUARY 16, 2014

Examining their 2013 predictions, Gartner indicated IT spending would rise 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. Most importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge. for the year.

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

Customer Centric Selling

NOVEMBER 8, 2013

Sales Training Article: 5 Proven Steps to Sell Smarter. The statistics I share below are from SBI''s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. No good leads coming from marketing? What if you spent an hour or two more per week selling? No problem.

Training 51

Training Lead Rank Lead Scoring Referrals 51

Customer Centric Selling

FEBRUARY 27, 2013

Sales Training Article: Who Positions Your Offerings? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Ask senior executives "who positions your company's offerings" and you are likely to be told that it is Marketing's role. This knee-jerk response in theory is a valid answer.

Positioning 51

Positioning Training Decision Maker Segment 51

Sales Training Connection

OCTOBER 11, 2013

Many decision-makers and influencers are involved, the needs and issues are multi-layered and the solution configuration and implementation management is likely to be complex and sophisticated. Changes driven by the global market and ?advances ©2013 Sales Momentum ®. Assuming the future looks like the past. As a result?

Account 110

Account Strategy Negotiation Pivotal 110

The ROI Guy

NOVEMBER 10, 2014

Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy. More importantly, you need to take Frugalnomics into account as you evolve your sales and marketing strategies and investments to meet the challenge.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

NOVEMBER 14, 2012

The bottom-line: Is your sales and marketing ready for this Teutonic shift in IT purchase decision-making? The decision making process will become even more complex as the barriers between personal and business computing blur, and business decision makers take majority control of the valuation process.

Decision Maker 92

Decision Maker Proposal Face-to-face ROI 92

The ROI Guy

APRIL 8, 2014

increase from 2013 spending levels (and a 0.1% Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. According to Gartner, worldwide IT spending is on pace to reach $3.8 trillion in 2014, a 3.2% for the year.

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

Sales Training Connection

DECEMBER 9, 2013

Beyond marketing, there are four major sources for identifying leads: Customer contacts. Nurturing these professional relationships have many benefits from generating leads to introducing you to key decision makers. In too many situations this training never occurs. ©2013 Sales Momentum ®. Industry partners.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead B2B 112

The ROI Guy

APRIL 14, 2015

We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. Frugalnomics in Effect So what are the real reasons behind the continued slow growth? Why Your Solutions?

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

HeavyHitter Sales

APRIL 7, 2013

During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared. Increasingly, purchasing has more say over decisions that were previously made solely by business areas. Product Commoditization. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

Jonathan Farrington

JULY 31, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. The same inbound marketing experts will tell you that it might take 50 blogs to impact your website visits.

Lead Generation 51

Lead Generation Sales Qualified Lead PointClear Leads 51

The ROI Guy

APRIL 12, 2013

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. So how do you achieve sales tool adoption in 2013?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The Sales Association

NOVEMBER 9, 2011

There is so much training and support for people who conduct sales face to face, but what about the phone? Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. They needed access to the decision-makers at these mid-sized local businesses.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

The ROI Guy

JULY 8, 2014

increase from 2013 spending levels. Examining their 2013 predictions, Gartner indicated IT spending would grow 4.2% When the dust settled on 2013, the IT spending growth was a mere 0.4%. According to Gartner, worldwide IT spending was expected to reach $3.8 trillion in 2014, a 3.2% for 2014, down over 34% from the 3.2%

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The CRM software market is expected to grow to a $36.5 Enhance the performance of your sales, marketing and support teams. Do you need a CRM?

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The sales CRM software market is expected to grow to a $36.5 Enhance the performance of your sales, marketing and support teams.

CRM 39

CRM Lead Rank Lead Scoring Segment 39