SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. 2014 and Beyond. Recruiting is critical.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. We haven’t been shy about touting the benefits of social media in B2B sales and marketing.

Social Media 147

Social Media Media B2B Marketing 147

The Pipeline

FEBRUARY 27, 2014

Using content marketing to drive sales will certainly only continue to grow exponentially in 2014. Nearly every company, small or large, will use this tactic to increase their sales. If you look back on content marketing, you’ll come across examples that predate the Internet. The Pipeline Guest Post - Megan Totka

Marketing 276

Marketing Small Business Small Business Survey 276

SalesFuel

MAY 5, 2024

Ryan Ruud is the Founder & CEO of Lake One, a modern marketing partner that helps B2B companies drive sales and marketing transformation. He started the firm in 2014 and has led it through double digit growth every year since, attracting funded startups to enterprise clients.

Marketing 52

Marketing Trade Show Direct Mail Hiring 52

Score More Sales

DECEMBER 16, 2013

This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you? 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. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Sales and Marketing Management

JUNE 22, 2014

Issue Date: 2014-06-23. Teaser: When marketers evolve their tactics and view digital media as a unique marketing function, they start to realize the cross-functional power it can have, its ability to independently impact the brand and the bottom line, and its capacity to deliver B2C results for B2B marketers.

B2C 222

B2C B2B Strategy Media 222

Zoominfo

OCTOBER 31, 2018

If you’re reading this post, you already know it’s important to keep a finger on the pulse of marketing for new, innovative tactics. B2B influencer marketing. Proven to increase brand awareness and drive lead generation, influencer marketing is a vital marketing tactic for many B2C brands. One such tactic?

Influencer 153

Influencer Marketing Hubspot B2B 153

Pointclear

MAY 30, 2014

B2B Marketing B2B Sales' To illustrate his point, he used the example of the invention of intermodal shipping, which allows for the shipping of a container full of goods on multiple modes of transport (truck, ship) without having to load, unload and re-load.

Transportation 222

Transportation Government B2B Examples 222

Sales and Marketing Management

FEBRUARY 8, 2021

“Google searches reflect that Airbnb has eclipsed the equity of century-old brands, in one decade, across markets big and small,” wrote entrepreneur and NYU marketing professor Scott Galloway. While competitors may have equity in a specific market, no brand sits on the iron throne across all markets as Airbnb does.”.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Sales and Marketing Management

OCTOBER 9, 2014

Issue Date: 2014-10-10. Teaser: All organizations now have a means of capturing detailed customer interactions via a CRM system – however, only recently are B2B organizations beginning to leverage the other two pieces of the analytics puzzle. Author: Paul R. Monasterio, Principal, Applied Predictive Technologies. read more'

Analytics 246

Analytics B2B Strategy CRM 246

Score More Sales

DECEMBER 23, 2013

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. I crafted plans to work hard to keep myself on track. What Plans do I Need?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

SBI

AUGUST 28, 2014

Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? You’ll find them and more in our new Top Marketing Tools of 2014 guide. We’ve scoured the marketing landscape to identify what we believe are top tools for B2B marketers.

Tools 137

Tools Sales Tools Media B2B 137

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The former leader never fully supported or appreciated Kathy’s marketing team efforts.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

OCTOBER 19, 2013

B2B CMO''s largely do not have direct reports with expertise in demand generation. This is a major weakness heading into 2014. The pressure to provide marketing contribution to the funnel is greater than ever. The specialist roles involved in executing world class B2B marketing in 2014 is complex.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

Pointclear

MARCH 27, 2014

I was delighted to be invited as guest #5 on Paul Gillin and Allan Schoenberg’s FIR B2B podcast. The format of FIR B2B is brilliant. Half of all B2B emails are now opened on a mobile device, up from 46% last quarter (according to Yesmail in an article published in FierceCMO). More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

Sales and Marketing Management

AUGUST 19, 2015

Teaser: In the fall of 2014, Unishippers Global Logistics, LLC, the nation’s first and one of the largest small package and freight resellers, launched a new subsidiary named Launch Logistics and I was named the President and Chief Sales Officer. I quickly defined four keys that I knew would lead to greatest sales success.

B2B 120

B2B Account Coaching Leads 120

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Scale Education 226

Sales and Marketing Management

JANUARY 28, 2014

Issue Date: 2014-01-01. Teaser: Consumer marketers have taken the lead designing websites with the mobile experience in mind, but B2B companies would be wise to follow suit, says Matt Heinz, president of Seattle-based Heinz Marketing (HeinzMarketing.com). read more'

B2B 120

B2B Strategy Consumer Leads 120

SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years.

B2B 123

B2B Tools Top of Funnel Marketing 123

SBI

OCTOBER 22, 2014

Analyst for Smart Selling Tools and advises executives in SaaS MarTech companies and interactive marketing agencies who seek a competitive advantage in meeting the needs of marketers. -. I’ll separate the Snickers from the Candy Corn, or in this case, the really yummy tools that will energize your 2015 Marketing Journey!

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Sales and Marketing Management

APRIL 3, 2014

Issue Date: 2014-04-04. Teaser: You may need 15 to 20 factors to characterize a lead, but that has nothing whatsoever to do with measuring marketing’s success, which is what many lead scoring advocates suggest. Author: Jeffrey L. read more'

Lead Rank 204

Lead Rank Lead Scoring Leads Marketing Qualified Lead 204

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. It's time for reps to put away their timetable and stop focusing solely on hitting their monthly sales quotas.

B2B 91

B2B Ideal Customer Profile Top of Funnel Prospecting 91

SBI Growth

JANUARY 9, 2014

Sales leaders carry a Number. Marketing typically does not. In those companies where marketing carries a number, we see greater alignment. For example, when sales and marketing are aligned, lead conversion (closed deals) rates are 2-3X greater. B2B Sales has a greater sense of urgency than B2B Marketing.

B2B 282

B2B Revenue Report Groups 282

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. The Love and Hate of Q4.

Territories 308

Territories Compensation Buyer Google 308

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. Information comes from your sales team, your website and your press releases. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. 58% have increased their content marketing budget.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Increase Sales

AUGUST 18, 2014

The 21st Century has changed how people market their businesses. To attract attention today requires this new channel of content marketing. Are you writing the same stuff as everyone else especially within B2C or B2B? The simple question to ask yourself is: “Why would anyone read my content marketing day after day?

Marketing 131

Marketing Small Business Small Business Education 131

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

Compensation 293

Compensation Territories Incentives Incentive 293

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. We’ve found through internal research — and validated with sellers and marketers — that champions moving to new companies are among the very best intent signals.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Sales and Marketing Management

NOVEMBER 4, 2014

Issue Date: 2014-11-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. read more'

Buying Cycle 255

Buying Cycle Face-to-face Survey Sales Cycle 255

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Sales and Marketing Management

OCTOBER 6, 2014

Issue Date: 2014-09-01. Teaser: A lot of B2B companies talk about improving the customer experience -- and for good reason. Recent research shows that when customers have a bad sales experience, seven out of 10 times it takes months if not years to repair the business relationship. Author: Paul Nolan. read more'

Customer 266

Customer B2B Research Company 266

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Speakers who were in the sales space doing what I wanted to do. Jill Konrath. appeared on my screen.

Meeting 294

Meeting B2B Sales Leadership Sports 294