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

Score More Sales

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

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

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

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. Download a time study tool at this event.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

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

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. At other accounts, prospective buyers weren’t experienced with purchasing products. Product Commoditization. Other Steve W.  '

Study 146

Study B2B Penetration Lead Rank 146

Increase Sales

JULY 8, 2013

However times are changing as demonstrated through a study by Bullhorn earlier this year. Social media is now the primary marketing channel to reach those passive and reluctant skilled workers. This study revealed three other interesting facts regarding the use of social media by recruiters: 97.3% Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. IDC surveyed just over 200 organizations in the annual 2012 Buyer Experience Study, indicating that Financial Justification /ROI is by far the most important content for C-Level / Financial Executives and LOB stakeholders. You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

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

The ROI Guy

JANUARY 15, 2013

Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. However, the story is quite different when Marketing is asked about their own priorities. 2013 - The Year for Sales Enablement?

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Sales and Marketing Management

DECEMBER 22, 2013

Issue Date: 2013-12-23. Teaser: With studies showing that up to 80 percent of B2B buyers find their supplier on their own, getting found is just the first step in a process that is all about engaging the prospect long enough to convince and close. Author: Paul Rafferty. read more'

Sales Enablement 180

Sales Enablement Study B2B Buyer 180

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Have you conducted growth opportunity analyses in your market? Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” ” Oliver : “Of course.

Opportunity 316

Opportunity Strategy Banking Territories 316

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

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

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Content is king.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. It is a risk mitigator, branding engine and market research mechanism. BMW Electric Uproar.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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

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. Build Sales with these LinkedIn Resources.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

NOVEMBER 15, 2012

If you are a marketing leader and you’re missing or deficient in one of these, there’s a problem. According to the study, a CMO's number one success measure is marketing ROI. I was recently on a call with Sue, a marketing leader for a technology company with around $150 Million in revenue. ROI came up. Sound familiar?

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

SBI Growth

JULY 8, 2013

An outspoken prospect did not like Rick’s aggressive style. The prospect posted negatively on Bounty’s Facebook site. Mary in Marketing saw the post (during an infrequent scan of the company page.) A NAVEX Global study found only 63% of employers had a social media policy. He assumed the same would work at Bounty.

Social Selling 320

Social Selling Company Social Media Policies 320

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. This revelation caused the definition of sales enablement to change, led to a revolutionary new way of learning, and pushed the sales enablement market in a new direction. The second lesson is to learn from your mistakes.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

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. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

SEPTEMBER 22, 2012

Walk into most marketing departments today and you will find people hard at work creating a constant flow of new content. Many marketers are doing a good job building brand awareness and stimulating interest in the marketplace for their product and services. Buyer Personas are the foundation of your marketing strategy.

Maximizer 288

Maximizer Buyer Persona Lead Rank Leads 288

Hubspot Sales

MARCH 15, 2021

If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard. Lower prices can often be conflated with lower quality, so if that's all your prospects are hearing about, your product or service might seem higher risk or unreliable.

Margin 110

Margin Remedy Lead Rank Lead Scoring 110

Hubspot Sales

AUGUST 25, 2022

After countless attempts to connect with prospects and land a meeting to no avail, you’ve hit a wall. When a sales slump hits and your quota is on the line, the first thing you want to do is jump on the phones and contact every prospect and lead you know. Have you reached out to more or less prospects compared to last month?

Cold Calling 110

Cold Calling Hiring Face-to-face Call-back 110

SBI Growth

AUGUST 26, 2012

I hear from sales and marketing leaders on a regular basis that they need more leads. The most common marketing efforts to drive leads include paid search, SEO, social media, outbound email, teleprospecting and trade shows. In other words, content marketing is communicating with your customers and prospects without selling.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

SBI Growth

SEPTEMBER 15, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Marketing is creating relevant content that the sales team can leverage throughout sales campaigns.

Tools 300

Tools Sales Tools Collateral Vendor 300

Hubspot Sales

JUNE 7, 2021

They’re based on customer psychology, marketing science, and human interaction studies. Internalizing these principles will make you a better salesperson by fostering stronger connections with your prospects. There are many ways to be helpful to prospective buyers, such as; Introducing prospects to people in your network.

Face-to-face 116

Face-to-face Hubspot Follow-up Lead Rank 116

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. Moreover, the U.S.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Understanding the Sales Force

JANUARY 14, 2014

Understanding the Sales Force by Dave Kurlan According to FreeDictionary.com , the original definition of Methodology is, "the theoretical analysis of the methods appropriate to a field of study or to the body of methods and principles particular to a branch of knowledge." Sales Methodology and Sales Process are intertwined.

Sales Methodology 269

Sales Methodology Negotiation Proposal Analysis 269

Increase Sales

JULY 7, 2013

One of the biggest best sales practices gleamed from the minority of businesses (those with more than 500 employees) is to come prepared to each sales presentation with glossy brochures, PowerPoint presentations and even maybe case studies. Today’s buyers are far more receptive to education based marketing. Share on Facebook.

Travel 131

Travel Education Case Study Influencer 131

Zoominfo

OCTOBER 2, 2019

However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . Before establishing themselves as market disruptors or category creators, future unicorns start by creating a minimum viable product (MVP). In fact, the more narrowly you can define your market, the better.

Scale 182

Scale Promotion Face-to-face Lead Rank 182

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

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012. We’ve experienced this no-nonsense attitude firsthand. KeenanTakeover ”. Keenan’s response?

Journal 171

Journal Influencer Case Study Sports 171

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

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. My Blog has been nominated for best Sales & Marketing Blog. Does that surprise you? Is it a result of more competition?

Travel 251

Travel Decision Maker Insurance Insurance 251