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 Demand Generation Targets 267

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

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

SBI Growth

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. Join the SBI Make the Number tour to find out how to do this. Typically, LDR compensation comes from one of these methods: Marketing reallocates budgeted funds. This is an emerging best practice.

Compensation 267

Compensation Hiring Marketing Trade Show 267

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. You must also design how to test for desired learning outcomes. The top fear of HR leaders for 2012 was finding or developing leaders.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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

SBI Growth

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. Today though it doesn’t matter how good the movie is when it’s stuck on a VHS tape. World-class companies are adopting new content marketing processes. Content Marketing is in the process of a major transformation. Get found’ inbound marketing.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

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

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

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

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

Score More Sales

MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. The ability to meet the demands of the customer to collaborate when and how they feel most comfortable engaging with the company. What will you do with it and how will that look?

CRM 235

CRM Guidelines Data Compensation 235

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

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. Solving it will help you make your 2013 number. At the end of 2013, you’ll need to take ownership of the year. “I The Sales & Marketing Budget Tool ( Click to Download ) will help you make the most of your current budget. It requires outside expertise and a dedicated team.

How To 244

How To Follow-up Tools Marketing 244

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. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. I’m sure you have a few of your own favorites.

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Here’s how you should do this: Segment your opportunities clearly into A’s, B’s, and C’s. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. At this point, he is most useful priming your B’s and C’s for Q1 2013. That way you’re both way ahead for 2013.

How To 244

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

Increase Sales

NOVEMBER 3, 2012

To know and to stay the course is a powerful small business strategy of how to increase sales. Knowing the course is probably far more about reflection or strategic thinking than actually taking action specific how to increase sales. Now is the time to start knowing the course for 2013 and especially for the first quarter.

Course 152

Course Webinar Metrics How To Face-to-face 152

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. This word reinforced the company’s focus on sales growth, professional growth, market share growth and company growth. Creating a “Drive Statement” can assist you.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

The Pipeline

JANUARY 31, 2022

Craig has a proven and unique ability to identify trends that impact sales and how to either leverage the good, and avoid the risky. Mr. Rosenberg is a well-known sales and marketing thought leader particularly with new, innovative strategies such as account based strategy. Craig’s Gartner Blog: [link].

Sales Methodology 173

Sales Methodology Segment Trends Research 173

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

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. They have a great web site that says “look at us and how good we are”. Their focus is inside-out.

Marketing 282

Marketing Demographics Buyer Social Media 282

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Click here for SBI’s “Make the Number 2013” research to find out more. Hold on for a moment.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

Sales and Marketing Management

JULY 7, 2013

Issue Date: 2013-07-08. Author: Rick Reynolds. Teaser: They are questions that keep sales managers up at night: “ Why didn’t we win? What do we need to do differently? ” A win or loss usually boils down to one factor – sales team actions.

How To 247

How To Sales Management Sales Company 247

SBI Growth

JULY 8, 2013

Mary in Marketing saw the post (during an infrequent scan of the company page.) Their report showed only 11% of companies had this, compared to 82% for marketing. My colleague took his own informal poll on the floor of SHRM 2013. As well, it advises on how to manage controversial issues in social media.

Social Selling 320

Social Selling Company Social Media Policies 320

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

The Pipeline

DECEMBER 18, 2013

First, I am pleased to have been selected as one of the Top 50 Most Influential People in Sales Lead Management for 2013 , in the Sales Lead Management Association’s annual election. Meanwhile, over at Top Sales World , my blog The Pipeline , won the Gold Medal for Top Sales & Marketing Blog, in the 2013 Top Sales & Marketing Awards.

Lead Management 268

Lead Management Pipeline Competition Account 268

SBI

DECEMBER 18, 2012

And we have big plans for 2013. The new site will allow me to provide targeted services to our end-user clients, all aimed at helping you identify the right steps to take to jolt productivity and revenue to new heights in 2013. Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. Sales 3.0:

Vendor 128

Vendor Sales Cycle Software Software 128

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 IT Spending Growth Remains Challenge Worldwide IT spending is estimated to surpass $3.7 percent increase from 2012 projected spending of $3.6

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

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

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 322

Demand Generation Demand Generation Targets Marketing Customer 322

SBI Growth

DECEMBER 16, 2012

And Sales Leaders are handed their 2013 goals by the CEO. How did they come up with this? ” We looked at a report from one of the leading thinkers in the industry,” the CEO coolly replied, “this market is expected to grow 50% in the next 3 years.”. This is where we found the highest market potential. He asked. “We

Quota 282

Quota How To Territories Guidelines 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! After all, not all leads start warm.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

The Pipeline

NOVEMBER 16, 2013

As you may be aware, (look to the right), The Pipeline has been nominated for Top Sales & Marketing Blog in the 2013 Top Sales & Marketing Award , and I am asking for your vote. Hey, some of you voted for Rob Ford, how bad would it be to vote for me. You can vote by clicking here. Thank you all in advance!

Account 257

Account Pipeline Closing Opportunity 257

Sales and Marketing Management

JULY 11, 2013

Issue Date: 2013-07-10. Author: Rick Reynolds. 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. read more'

How To 205

How To Competition Sales 205

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

Pipeliner

OCTOBER 19, 2021

The e-cigarette market is diverse. Vaping, as the e-cigarette habit is known, has become big business, with a global market projected to hit $ 48 billion by 2023, according to market research firm P&S Market Research. Marketing strategies within the e-cig sector. Last year, the value was 11.5 What is vaping?

Marketing 52

Marketing Advertising Advertising Consumer 52