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

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? d. Review your marketing/sales operational teams. 7. What will be your “theme” for 2014?

Scale 80

Scale Compensation Hiring Lead Rank 80

SBI Growth

OCTOBER 19, 2013

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. Moving into 2014 with a vacuum in this capability is Death. It’s anyone’s job but theirs.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

SBI

JULY 23, 2013

What if you were given notice today, that your sales plan will double in 2014? You will not be allowed to hire new reps, or rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? I’m betting your answer is YES. How on earth will you do it?

Revenue 121

Revenue Vendor Hiring Sales Tools 121

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 But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

The Pipeline

JUNE 30, 2014

July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. But the reality is that those Nigerian princes will still be hitting your inbox, of course given that it is 2014 most now end up directly in the junk box. But tomorrow will not be a happy day for many businesses, sales people and sales organizations.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

The Pipeline

MAY 29, 2014

On May 8, 2014, I had the opportunity to do a Google Hangout with Stewart Rogers, of Salesformics (affiliate link). The clip below is a highlight, we talk about the upside of marketing automation for sales people, and an example of a sales that started online, in a social discussion, moved off line and into the win column.

Video 257

Video Cold Calling Closing Social Selling 257

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Would you have doubts about your ability to achieve the new objective in the year ahead? I’m betting your answer is YES. Here’s the good news.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

AUGUST 8, 2013

Download the Marketing Team Ride-Along Best Practices Toolkit to transform your marketing team. Why Marketing Leaders Should Take Notice. What is a Marketing Ride-Along? Marketing leaders can borrow sales brilliance by incorporating the sales field ‘ride-alongs’ approach. The New Marketing ‘Ride-along’.

Marketing 282

Marketing Coaching Report Salary 282

The Pipeline

OCTOBER 12, 2013

October 24 – Cold Calling: How to Handle the Objection. Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Click here for more detail and registration. October 29 – GAP Selling, Successful Selling in Changing Times. Click here for more detail and registration.

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

SBI Growth

AUGUST 17, 2013

The CEO realized it was time to reinvent the Marketing organization. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Are you contributing 30% of the revenue via marketing driven campaigns? Martyn is a board member for the Chief Marketing Officer Council.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Project/Initiative Objectives : This is the obvious area. Whatever initiative you are faced with, try to have incremental measurable objectives. The other aspect of the Brand is noticed by your market and customers.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

Understanding the Sales Force

JULY 10, 2014

For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies. In its essence, social selling is really a component of marketing for which many more salespeople are now taking individual responsibility. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Performance culture is studied in depth in our 2014 Research Tour. Consider the metrics that will drive your top 3 sales objectives for the year. There are very few ‘A’ players in the market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 5, 2013

In addition, you made sure you built the proper consensus between sales and marketing. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Lack of Field Adoption – There is no reinforcement by the sales and marketing leaders. Identify your gaps.

Strategy 319

Strategy Journal Margin Construction 319

Zoominfo

JULY 13, 2020

personas based on poorly sourced data, or worse, no data at all), they can be highly misleading and result in failed product launches, subpar marketing campaigns, and lost sales. Data-driven personas are useful to a wide range of people within a company, and particularly to marketers and salespeople. At their worst (i.e

Data 213

Data Buyer Persona Demographics Segment 213

SBI Growth

NOVEMBER 2, 2013

A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. Those who have tried to implement internal content marketing have run into roadblocks. Your internal marketing team will rebel against writing their own content. I’m not a writer”. “I

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

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. It’s my pleasure to announce our upcoming, inaugural issue of the Top 40 Marketing Tools guide.

Tools 123

Tools B2B Top of Funnel Marketing 123

The Pipeline

JANUARY 9, 2014

It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? By Tibor Shanto - tibor.shanto@sellbetter.ca. What’s in Your Pipeline? Tibor Shanto.

Fashion 292

Fashion Proposal Objections Buyer 292

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. Opens Up Untapped Overlooked Markets: Above I spoke about facts supporting cold calling as a key component of any prospecting success, one example is a recent WSJ article “ Cold Calls Still Help the Bottom Line ”. What’s in Your Pipeline?

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

The Pipeline

JUNE 30, 2014

July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. But the reality is that those Nigerian princes will still be hitting your inbox, of course given that it is 2014 most now end up directly in the junk box. But tomorrow will not be a happy day for many businesses, sales people and sales organizations.

Cold Calling 120

Cold Calling Government Direct Mail Advertising 120

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. Objections - the Review Panel asks questions to simulate a real world selling situation. Sales can learn a lesson here.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

AUGUST 2, 2013

Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. These events are what put the Buyer into the market. They are caused by market trends. Objectives/metrics. What specific objectives do they have? Your market insights.

Trends 306

Trends Face-to-face Buyer Follow-up 306

Understanding the Sales Force

JULY 7, 2014

Most salespeople are the beneficiaries of a nice supply of leads from their company''s marketing, advertising and online efforts. If you''ve been reading my Blog for the past 8 years then you know that according to Objective Management Group (OMG) , 74% of all salespeople are ineffective. Of course, things are quite different today.

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

Sales and Marketing Management

JANUARY 28, 2014

Issue Date: 2014-01-01. I first noticed the phrase “bright shiny object” a few years ago; now it’s all over the place. I first noticed the phrase “bright shiny object” a few years ago; now it’s all over the place. Author: BY DAVE STEIN, CEO AND FOUNDER, ES RESEARCH GROUP, INC. read more'

Google 136

Google Objections Report Groups 136

SBI Growth

AUGUST 19, 2013

Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. In the early stages of change adoption, the objective is to create the right climate. So, what’s one of the keys to getting change adopted early on?

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

Sales Hacker

DECEMBER 14, 2021

Join us for an inspiring conversation about perseverance and organic growth outside of a major market. Advantages to growth outside a major market [15:30]. As we served more folks in the enterprise and upper mid market space, we realized how much value we added to those businesses. powered by Sounder. What You’ll Learn.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

SBI Growth

AUGUST 28, 2013

Talent development is a key differentiator heading into 2014. They set the organization up to hit their objectives now. Each SM completed readings, quizzes and brought examples from their market. Heading into 2014, technology adoption is business as usual. This client is positioning itself to cater to the New Buyer.

Training 300

Training Sales Management Hiring Social Selling 300

Understanding the Sales Force

APRIL 14, 2014

Some of them are marketers who, in order to push their applications, must convince you that marketing can handle both finding and closing sales - all via the internet. Without question the internet, inbound marketing, and social selling have replaced traditional sales - IN CERTAIN AREAS. It''s really that simple.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

Understanding the Sales Force

JULY 2, 2014

They use Objective Management Group''s (OMG) Sales Candidate Assessments to identify the new kind of salespeople who will succeed there. It describes mostly young, social salespeople, who sell inside and to marketers who are also mostly social sellers. It works if you have a dedicated team of top-of-the-funnel inbound marketers.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

SBI Growth

AUGUST 1, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." The market has dictated. Providing them an objective way to better prioritize customers is a great start. Reps that do this objectively will gain great insight. Have the total of all weights add to 100%.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.

Coaching 112

Coaching Training Company Social Media 112

Understanding the Sales Force

MAY 1, 2014

Keeping that in mind, Objective Management Group (OMG) held its quarterly Rockefeller Habits meeting this week. We go to market through a global network of certified partners - our channel - and we spent considerable meeting time talking about them. Replace bottom performers who can''t be coached up.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Your Sales Management Guru

NOVEMBER 10, 2014

It will measure management, sales, HR, marketing and other components of your business, the assessment will grade each section and provide you insights into what to potentially focus on in the new year. What assumptions are you making about the market in 2015? What assumptions did you make about your product offerings in 2014?

Vendor 78

Vendor Face-to-face Objections Channels 78

The Pipeline

NOVEMBER 13, 2014

According VentureBeat’s summary of the 2014 CEO.com Social CEO Report “an annual survey that investigates the social media habits of business leaders, has been released. But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Understanding the Sales Force

SEPTEMBER 8, 2014

I''ll be speaking at Inbound14 , September 17, and I''ll be talking about How to Hire Great Inbound Sales/Marketing people. According to data from Objective Management Group (OMG), 54% of salespeople were money motivated during the 1990''s and first half of the 2000''s. Gerhard Gschwandtner interviewed me for SellingPower TV.

Motivation 252

Motivation Hiring Face-to-face Decision Maker 252

Understanding the Sales Force

JANUARY 8, 2014

Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. Let''s start with A players which, according to our data at Objective Management Group (OMG), represent the top 6%. In 2014, focus on upgrading your sales force, not on integration of tools. They already work there!

Social Selling 275

Social Selling Top of Funnel Groups Trends 275