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. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

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

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. MAPR Technologies www.mapr.com   – MAPR Technologies is definitely the hottest player in the “Big Data” market and has a very exciting future.

Company 152

Company Analytics Enterprise Enterprise 152

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 Even in Sales 2.0,

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

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. LinkedIn has become a “cool” tool.

Face-to-face 132

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

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

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

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. Which web tools deliver results for each task. All Rights Reserved.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

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.". Rinse and Repeat: The Annual Comp Study. The standard comp study may be dangerously inadequate.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

The ROI Guy

OCTOBER 26, 2012

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. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study · SiriusDecision SiriusIndex 2011-2012.

Marketing 65

Marketing Decision Maker ROI Proposal 65

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. The initial reaction is to reach for a recent market survey. However, these studies focus on customer attitudes. They expose brand preferences, market segments and trends. Time Study.

Incentives 267

Incentives Incentive Customer Compensation 267

The ROI Guy

OCTOBER 29, 2012

As a solution provider, you could help reduce the internal process by arming your customer with the right content and tools to help internally sell your solutions to executives and financial decision makers. Sources: · IDC Sales and Marketing Advisory’s 2012 Buyer Experience Study. quantifying your buyer’s pain Why Now?

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

The ROI Guy

OCTOBER 18, 2012

And one of the most important elements to providing the Best Buying Experience is for your marketing and sales professionals to provide the right content and consultative engagements to help your buyers overcome challenges, make the right purchase decisions, and drive competitive advantage. You Decide.

ROI 73

ROI Case Study Comparison Margin 73

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. You will have access to guides, templates and tools. These tools will help you excel in your current and future sales positions. of a seller’s time. No problem.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. Many organizations are starting early stage strategic planning at this stage.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

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

AUGUST 30, 2013

Determining the size ($) of the market potential – Total Available Market for your products & services. IN 2011, the SEC published their landmark study on buyer behavior. The study found that B2B buyers completed 57% of their ‘buying journey’ before first contact with a sales rep. In 2013, the number has grown to 65%.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

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. Click here to learn more.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

Sales and Marketing Management

JUNE 15, 2018

The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. I wanted to archive experiences and ideas and marketing materials and everything possible that could contribute to the success of all staff members and departments.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

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. Big Data Integrated.

Company 208

Company Film Study Lead Rank 208

SBI Growth

JULY 23, 2013

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. Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. They are ordering complex market research.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. The cost of interruption is high – it can take up to 23 minutes to get back to a task after being interrupted, according to a 2008 study done by Gloria Mark of the University of California, Irvine. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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. Gain access to guides and tools to help you make the number in 2014. Market Growth: Often the basis of quota-setting for rapidly growing markets or products.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

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.

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

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

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

Zoominfo

APRIL 21, 2019

This debate picked up steam in 2013 when recruiting expert John Sullivan declared sourcing a dying practice. Job boards sourcing: Online job boards have become the go-to tool for job seekers. However, job boards are as much a tool for recruiters as they are for candidates. His reasoning? You’ll likely find the perfect hire.

Social Media 162

Social Media Referrals Twitter Networking 162

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. See the photo below. Remember R2-D2? Remember R2-D2?

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Understanding the Sales Force

NOVEMBER 11, 2013

The rise of inbound marketing - yes it''s happening, and yes it helps generate leads; but it''s not the be-all, end-all that inbound marketing folks make it out to be. The death of selling - yes, marketing people are predictably predicting this and no it''s not going to happen. Salespeople are not being replaced.

Inbound 209

Inbound Survey Lead Rank Lead Scoring 209

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

Zoominfo

OCTOBER 20, 2021

This debate picked up steam in 2013 when recruiting expert John Sullivan declared candidate sourcing a dying practice. Job boards sourcing Online job boards have become the go-to tool for job seekers. For example, say you’re looking to fill a mid-level marketing position. His reasoning?

Social Media 100

Social Media Referrals Twitter Networking 100

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Social proof or case studies. Yuval Ackerman, ethical email marketing specialist at Ackerman Copywriting , kicks off with her first tip: knowing your audience.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Jeffrey Gitomer

MAY 16, 2013

You’re using CRM as an accountability tool, rather than a sales tool. Study the last ten sales to help understand what will make the 11th. Study the last ten sales to help understand what will make the 11th. (You may have sold before, but that was before the internet – and you’ve probably never tweeted).

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Showpad

APRIL 28, 2020

of organizations reported having a sales enablement person, initiative or function in 2013, that number has surged in recent years, reaching 61.3% The same TEI study commissioned by Showpad revealed a potential 25% decrease in onboarding time for sales reps, resulting in a $1.8 Increase marketing productivity. Amplify impact.

ROI 52

ROI Sales Enablement Hiring Commission 52