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. Create goals for your business processes – CRM use is no exception.

CRM 235

CRM Guidelines Data Compensation 235

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. They provide fantastic technology-based solutions, have great leadership teams, and offer high growth rate career opportunity environments!

Company 152

Company Analytics Enterprise Enterprise 152

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. The experiment compared the reactions of various ideology buyers who were each given the opportunity to purchase a conventional lamp or a higher first-cost, premium-efficiency one.

Face-to-face 76

Face-to-face Prospecting Study Research 76

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. It’s truly an exciting time for those in the marketing and sales profession.

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

JULY 18, 2013

And Advantage leisure director Julia Lo-Bue Said accused the cruise lines'' new head of sales Chris Truscott of failing to understand his market. Also, the payments only apply to 2013 departures and must be for a minimum of seven days. If you cut the base commission rate, don’t try and hide it with SPIFFS.

Case Study 266

Case Study Study Commission Company 266

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. Zig Ziglar.

Face-to-face 132

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

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

Score More Sales

NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. In almost every interview, salespeople also lamented the lack of leads being generated by their marketing department as well. Other Steve W.

Study 146

Study B2B Penetration Lead Rank 146

SBI Growth

AUGUST 17, 2012

That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified." “ Our Leads have an Image Problem!

Sales Qualified Lead 244

Sales Qualified Lead Marketing Qualified Lead Top of Funnel Leads 244

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

The ROI Guy

OCTOBER 29, 2012

An even greater opportunity for solution providers is that buyers indicate the remaining 36% of decision delays are attributable to the vendor’s sales process – the inability for solution providers to deliver the right resources and content at the right time to help facilitate the buyer’s decision-making process. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

Partners in Excellence

AUGUST 18, 2014

Sometimes that seems a perfect description of the relationship between marketing and sales. Marketing spends it’s time trying to create demand—any kind of demand. But in this story, sometimes it seems marketing and sales are oblivious to each other. But there were some things that marketing did we sales guys liked.

Marketing 92

Marketing SAP B2B Survey 92

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

SBI Growth

OCTOBER 31, 2013

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. But the time studies SBI has conducted have revealed more noble culprits (See Exhibit B). Analyze your time study results to pinpoint yours. of a seller’s time.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The Ultimate Sales Executive Resource

MARCH 4, 2013

In 2005, MathMarketing and MarketingProfs set the debate about alignment alight when they published the findings of their global study on Sales and Marketing alignment. Their findings have helped to shape the worldwide debate on Sales and Marketing alignment and the repercussions of the findings are still being felt today (e;g.

Study 40

Study Research B2B Marketo 40

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. Marketing - Poor lead quality and quantity of opportunities can lead to a downward revenue spiral. Statistics show that every 4 new products entering the market 1 is a success. #1 Marketing can collect the information most valuable to sales.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Market Growth: Often the basis of quota-setting for rapidly growing markets or products. Perform a Time Optimization Study if you need to.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. Marketing Study Update. Procurement Study. Increase Opportunities.

Company 208

Company Film Study Lead Rank 208

Score More Sales

JULY 23, 2013

If you are a sales or marketing leader in a midmarket business, how can you program your sales professionals, customer service team, and management to evolve as business does? Studies vary with increases in success with coaching to be up to an 88% increase in revenues. Increase Opportunities. See the photo below. Remember R2-D2?

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. People often say that this makes their market too small – instead it helps create clarity and someone will remember those who specialize in this space. Increase Opportunities.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. If you have not converted your sales and marketing activities into the cloud, that should be one of the priorities for this year. How do your sales reps track sales opportunities?

CRM 238

CRM Outbound Tools Study 238

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Score More Sales

FEBRUARY 4, 2015

Studies for years have shown lack of adoption in companies or failed use. In 2013, Merkle Group polled executives in $1B+ companies and found a 63% fail rate. How to not be confused by hype around what the market is telling you to do. Increase Opportunities. They overwhelm and often don’t get deployed correctly.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

Sales and Marketing Management

JUNE 8, 2017

This data is from the Incentive Marketplace Estimate Research Study published by the Incentive Federation and available at IncentiveFederation.org.). The score of 26 percent is down from a recent high trend surpassing 50 percent that began in the fall of 2013, but it is still considerably higher than the extreme dips seen in 2009 and 2011.

Travel 205

Travel Incentives Incentive Lead Rank 205

Score More Sales

OCTOBER 10, 2013

The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Increase Opportunities. Most of us in selling do not spend enough talk time with prospective buyers. Most offices have one or two (or more) of these reps. Expand Your Pipeline.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

SBI Growth

APRIL 30, 2013

More sales managers are regressing to average as the market outpaces them. Anthony''s Key Activities for 2013. Anthony has studied the concept of Agile development and applied it to his team. Opportunity Win/Loss – learn from everyone by asking for feedback. The truth is that Jeff is becoming the norm. Sound familiar?

Promotion 308

Promotion Quota Social Media Territories 308

The ROI Guy

JANUARY 18, 2013

According to a recent study by IDC’s Sales Advisory, the majority of sales reps are not able to effectively engage with today’s more empowered, skeptical and frugal buyer. This is a good news / bad news story from IDC. The Good News: It’s not just the vendors that are frustrated by a lengthening decision process.

Sales Enablement 73

Sales Enablement ROI Lead Rank Lead Scoring 73

SugarCRM

DECEMBER 11, 2013

Email Marketing. Drip Marketing. Nurture Marketing. Social Marketing. Marketing Heroes. Case Studies. You are here: Home Marketing Blog. Marketing Blog. Email Marketing. Learn Marketing Automation. Marketing Blog. Nurture Marketing. Lead To Revenue. Email Designer.

Lead Generation 36

Lead Generation Lead Rank Lead Scoring Marketing 36

Hubspot Sales

AUGUST 25, 2022

If you notice a pattern in why most of your sales aren’t closing, then you have an opportunity to hone in on that part of your strategy. It’s easy to get stuck in your sales bubble day-to-day, but don’t forget to pop out of it every once in a while to connect with someone from the marketing, customer service, or product teams.

Cold Calling 114

Cold Calling Hiring Face-to-face Call-back 114

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. His "Buyer Foresight" approach helps organizations gain predictability by understanding the behavior of their buyers in a changing market. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

Hubspot Sales

JUNE 7, 2021

They’re based on customer psychology, marketing science, and human interaction studies. As Gary Vaynerchuk explained in his 2013 book " Jab, Jab, Jab, Right Hook ," going in hard for the sale right away won’t get you anywhere. Connect them with opportunities to promote their own brand. Momentum closes deals.

Face-to-face 118

Face-to-face Hubspot Follow-up Lead Rank 118

CloserIQ

JANUARY 16, 2019

According to one study of 45,000 business leaders , women receive higher marks on average for leadership effectiveness. In business, this translates to more opportunities for everyone. Co-founder and CEO Karin Brandt founded the company in 2013, which came out of her graduate work at MIT’s School of Architecture and Planning.

Hiring 92

Hiring Real Estate Promotion Sports 92

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. The total addressable market continues to grow and is ripe for selling to, but very few startups reach unicorn status. Funding rounds.

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

Score More Sales

MAY 10, 2013

Ongoing use is a big issue in the SaaS marketplace – studies show that people who do not engage with their software-as-a-service don’t renew it. Listen and engage with their market and industry to offer insight to their buyers. Increase Opportunities. That’s not to say it hasn’t been a rocky ride.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Sales Training Connection

SEPTEMBER 9, 2013

According to a McKinsey & Co study, the traditional linear sales process – customers take in information; narrow down their choices; kick the tires, and submit the purchase order – is not really how customers buy. In an HBR article Steve Martin reported on a win-loss analysis study. ©2013 Sales Momentum ® LLC.

Buying Cycle 120

Buying Cycle Study Sales Process Proposal 120