SBI Growth

OCTOBER 31, 2012

Data is the most effective way to influence strategy, especially against political headwinds. Then he spent a year in Marketing. Ops managers insisted on “helping” interview prospective sales reps. It’s indispensable for fighting the status quo and accelerating revenue growth. The Story of the New Sales VP. He was a rising star.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market? You need to know where growth lays for any sales strategy recommendations you make. What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

MARCH 17, 2013

To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different. Download the marketing leader assessment to identify your blind spots. Reaching the most senior marketing position requires A-Player talent. Now that you’re on top, your marketing skills may be eroding.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

A Sales Guy

NOVEMBER 27, 2012

We celebrated the hunter for his or her prospecting skills. In most cases, that was the extent of the lead generation strategy of sales leadership. We still celebrate the killer hunter who takes over a territory and kills it, but now more than ever, sales and marketing leadership are the hunters. The worm has turned.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. The strategy has 3 steps: Step 1: Determine 4 key talking points. Step 2: Create 4 email templates, so you can cut and paste or automate a marketing campaign.

Prospecting 214

Prospecting How To Call-back Cold Calling 214

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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. Create a visual representation or flow chart of data from marketing to sales to operations. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate.

CRM 235

CRM Guidelines Data Compensation 235

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

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. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat.

Scale 173

Scale Revenue Industry Strategy 173

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

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MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Often when business people know you know the market, they are more apt to talk. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. This is likely because enablement strategies are wide-ranging in scope, meaning it can be difficult to know which aspects to prioritize. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The Sales Hunter

MARCH 14, 2013

The company sending this email was looking to help the prospect recruit partners. Jim, I saw Amco recently joined your partner program, as part of your strategic plan to go after ABC’s market share. I have time on Wednesday afternoon or Friday morning to share these strategies with you. Three Strategies to Get Your Email Read.

Examples 202

Examples Prospecting Email Marketing Google 202

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. What exactly is content marketing?

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” The best strategy is to gather a little intel on the person you are emailing. What you can learn about a prospect on Linkedin is invaluable! Copyright 2013, Mark Hunter “The Sales Hunter.”

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

Anthony Cole Training

MARCH 19, 2013

During their annual conference, many topics, methods, strategies, and product evaluations are presented and discussed. Dr. Quincy Krosby – Chief Market Strategist for Prudential Annuities. Holly Buchannan – CEO Buchannan Marketing – Selling to Woman. 5 – Consistently prospected. 3 – Created urgency with prospects.

Hiring 198

Hiring Banking Survey Conference 198

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. To address the issue, you have to arm your sales professionals with the tools and content to make communicating and quantifying your value to prospects, and to do so for each unique stakeholder. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Sales Strategy Projects you Should be Working On. These are structure and strategy projects.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Outbound Inbound Study 150

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. If you chose Option 2, read on for two strategies of (not) selling to incorporate immediately. Strategy 1 – Don’t Sell the Farm in Q4. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Below is a bonus strategy on what to do with your B’s and C’s.

How To 244

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

No More Cold Calling

APRIL 30, 2020

Think about all the things we do—almost by rote—and never stop to wonder why we do it that way or whether we should consider a different strategy. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. The #1 Way to Land Top Prospects Now. Yep, wimpy.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. offer a new service which your market wants. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." It is a risk mitigator, branding engine and market research mechanism.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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JANUARY 28, 2014

I’m looking forward to seeing how the world’s largest provider of technology services navigates the Watson team toward solving the millions of data puzzles in the business world to support small and mid-market business growth through understanding customer and prospective customer data. How about building an app with help from Watson?

Data 208

Data Retail Health Care Lead Rank 208

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FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

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SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. You can waste literally days out of every month looking for the wrong buyers. LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

The Pipeline

SEPTEMBER 23, 2013

Well I am here to tell you it does work in 2013, and will continue to work in 2014 and beyond. You could have encyclopedic knowledge about their company, the prospect personally, industry, all the real success you have delivered to people like them in similar scenarios; if you are not a scheduled event – you are a cold call.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

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NOVEMBER 20, 2013

When a Fortune 100 company (who also is one of the best global brands and one of the world’s most admired companies) sees improvement through adoption of social strategies, it is time for mid-sized companies to listen, as well as stodgy sales experts. 3 Underutilized B2B Sales Strategies in Social Media. . Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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DECEMBER 12, 2013

It seems crazy that having a curious conversation with prospective buyers would be so hard to teach – but that’s because it is human nature to get focused on something and want everyone to use that thing or do that thing. Learn to sell a new technology and suddenly everyone is a prospect. Increase Opportunities.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Well, maybe.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

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NOVEMBER 26, 2013

Do you have a profile but you have no strategy in place to leverage LinkedIn as one of the ways you build visibility and ultimately revenues? Your profile can serve as inbound marketing for you – in other words, the key words and phrases you use in your profile are all searchable. Are you Ready for the 30 Day Challenge?

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226