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. The Problem with Virtual Sales Meetings. But not referral sellers.

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Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

DECEMBER 12, 2012

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing.

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Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 333

SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. Let the Market Decide.

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Territories Marketing Analysis Segment 303

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

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Sales Leadership Buyer Persona Exercises Course 310

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. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

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Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. 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. Sales is frustrated because of a lack of proficiency in using the persona. Integrate the Persona into the Sales Process.

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Meeting Ideal Customer Profile Buyer Persona Forecasting 288

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

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Trends Decision Maker Territories Analysis 153

MTD Sales Training

JANUARY 2, 2013

On my first day at work, I was given a list of people to call and a phone. I was told that the more people I called, the more success I would have. Well, although it was a partly successful , I soon. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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Pipeline How To Sales Prospecting 276

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. If you’re a sales manager reading this, make this a key part of what you address with your people.

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Positioning Motivation Customer Opportunity 232

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. How to incorporate Content Marketing into your Direct Plan: Phase 1: Strategy. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. No worries.

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Direct Mail Marketing Demand Generation Demand Generation Targets 319

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. Best-in-class Lead Management programs provide sales with more than 50% of all leads. Join the SBI Make the Number tour to find out how to do this. LDR pay may cause Sales Reps with less commissions.

Compensation 267

Compensation Hiring Marketing Trade Show 267

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? As a Sales VP, you need to understand how to get back more time.

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Hiring Travel Territories Face-to-face 310

A Sales Guy

DECEMBER 10, 2012

It’s easy to become too focused on the 4th quarter and lose sight of what needs to get done to be successful in 2013. . To help break the cycle and get you focused on 2013, I’ve created the 2013 Sales Plan Development Toolkit with my friend and sales genius Townsend Wardlaw. Planning tools and support.

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Tools eBook Resources How To 107

SBI Growth

APRIL 3, 2013

Traditional sales support literature. More sensitive questions are responded to with content developed as internal talking points for the sales field. Below is an example of how product benefits differ from Buyer Process Map questions: Product Benefit Examples. The creative campaigns need to offer value points of interest.

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Campaigns How To Demand Generation Demand Generation Targets 300

Pointclear

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. Anthony Iannarino, founder of the popular blog The Sales Blog , shares his knowledge on how to create and maintain a successful blog that will drive traffic to your site and generate more leads. Via OpenView Labs. Via Funnelholic.

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Trends B2B PointClear Marketing 200

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. Salespeople have changed as well. Zig Ziglar.

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

Sales and Marketing Management

JULY 7, 2013

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

How To 247

How To Sales Management Sales Company 247

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. 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. And they involve the sales team in the process. It will only help the sales team.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

MARCH 22, 2013

This post is about developing Sales Leadership. In particular, the front-line Sales Manager - a critical role responsible for marshaling a team of revenue makers. This post includes a downloadable Sales Leader Curriculum. This tool is perfect for HR Business Partners who serve the Sales function. Sales Leadership.

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How To Sales Leadership Exercises Proposal 312

The Pipeline

SEPTEMBER 12, 2013

Thursday, September 19, 2013. In a recent survey of 1,000 IT decision makers at Fortune ranked, small and medium-sized companies, DiscoverOrg found cold – sales calls and e-mails affect and “more importantly disrupt vendor selection.”. This webinar will focus on the critical elements of executing a Proactive Prospecting sales call.

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Cold Calling Webinar Metrics Conversion How To 276

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). I believe AI will play the role of sales assistant not sales lead when it comes to important buying decisions.

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Film Lead Rank Intent ACT 150

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

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Sales Leadership Incentives Incentive Motivation 82

The Sales Hunter

NOVEMBER 30, 2013

Successful salespeople have learned a few of those tips, and it has created momentum in their careers and their sales motivation. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

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Video Motivation Selling Skills How To 208

Score More Sales

NOVEMBER 1, 2013

The rule of thumb in sales research varies a bit, but generally has been that it takes 5-12 “touches” to make that impression for the customer to buy. Other posts here on trust: Inside Sales Power Tip – Build Trust. How do you demonstrate it? The Power of Trust in B2B Selling . Increase Opportunities.

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Lead Rank Lead Scoring How To Buying Cycle 236

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. Improves sales processes and top line sales growth?

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Understanding the Sales Force

JUNE 16, 2015

Before I share some crucial sales selection tips, I need to begin with some baseball. The outlier year was 2013, when they won the World Series. I think there was far less talent on that championship team than on this year's edition, but the 2013 team had a rallying cry (Boston Strong) and everyone over-achieved.

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Hiring Decision Maker How To Sales Cycle 120

Increase Sales

NOVEMBER 3, 2012

To know and to stay the course is a powerful small business strategy of how to increase sales. So many times we as small business owners and sales professionals become so crazy busy, so distracted we fail to truly know the course, the plan and then follow that course, than plan. There are many ways in how to increase sales.

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Course Webinar Metrics How To Face-to-face 152

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. It doesn’t crash, and we know how to use it. Do you know how to have that kind of sales conversations? You Are the Ultimate Sales Technology”.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

The Sales Hunter

APRIL 20, 2013

As a sales manager, do you ever go on sales calls with you sales representatives? Most sales managers and sales reps don’t handle the “four-legged sales call” in a way that garners the most success. ” Sales Motivation Blog. . ” Sales Motivation Blog. . You should!

Video 204

Video Sales Leadership How To Motivation 204

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. There''s a good chance you''ll have a new VP of Sales within the next year. That new VP will have certain expectations of his Sales Ops leadership.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. If you chose Option 1, you might as well stop reading and go make another not-sale. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Truth is, you can’t force the sales this year if the buyer isn’t ready. That way you’re both way ahead for 2013.

How To 244

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

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'

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How To Competition Sales 205

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

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CRM Guidelines Data Compensation 235

The Sales Hunter

DECEMBER 28, 2013

To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. . Blog Closing a Sale pricing Professional Selling Skills closing a sale discount discounting price video video sales tip' With confidence and competence. And silence!

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Video Discount Selling Skills How To 205

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. Most organizations live and die by quota.

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Quota CRM SAP Forecasting 135

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. It’s a quick and helpful 9 minutes.

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. For most VP-Sales, it’s not shaping up the way you planned. Solving it will help you make your 2013 number. At the end of 2013, you’ll need to take ownership of the year. “I What isn’t decided is how you will solve it without additional funding.

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How To Follow-up Tools Marketing 244