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

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

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

The Pipeline

OCTOBER 12, 2013

October 23 - Time – Prospecting – And Getting the Jump On Both. 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. Click here for more detail and registration.

Webinar Metrics 273

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

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! 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. They are marketing themselves.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

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

SBI Growth

NOVEMBER 16, 2013

Listening To the Market. You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. This post is focused on how listening to the market accelerates field execution. This post is focused on how listening to the market accelerates field execution.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

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

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. A majority of reps focused on margin, and gave up prospecting for new accounts. There are very few ‘A’ players in the market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

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. This is content that aligns with the prospects buying process. Those who have tried to implement internal content marketing have run into roadblocks. I’m not a writer”. “I

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. Genuinely acknowledge their objections.

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Prospecting Handbook Face-to-face Call-back 100

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process? Care to share?

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Prospecting Lead Rank Lead Scoring Real Estate 92

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.

B2B 123

B2B Tools Top of Funnel Marketing 123

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

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 22, 2013

Read on and you''ll be ready to Make the Number in 2014. Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. Presentation - the candidate presents the proposal to a Review Panel that consists of the hiring manager, HR and an objective 3rd party. The Proving Ground.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

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. Reps that have optimized their social brand and shared relevant content are connecting with prospects. Gamify the training.

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Training Sales Management Hiring Social Selling 300

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Scalability: As your B2B selling objectives change, you’ll need your CRM to reflect that.

B2B 225

B2B Social Media CRM Social Selling 225

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. To start with not every buyer has a Twitter, Facebook or LinkedIn account. Why do Socialites?

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Cold Calling Social Media Decision Maker Lead Rank 292

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]. Record your webcam, your screen, or both to make prospecting videos, follow ups, product demos, and other communication that drives virtual selling. powered by Sounder.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. Prospect qualification. Outline what criteria a prospect meets in order to qualify them as a high-probability potential customer. Objections.

Webinar Metrics 119

Webinar Metrics Strategy Hiring Hubspot 119

Understanding the Sales Force

JULY 14, 2014

Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball , in 2005. The trainer understands your goto market strategy.

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

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. That leaves the B''s.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Close.io

NOVEMBER 4, 2019

They think they've got product/market fit. They’ve got a qualified prospect. Everything the prospect wants. If you have dealt with their objections on a logical level and they still don’t buy—let’s look at the emotional level. And then you have to deal with those bogus objections—and that’s a fight you can’t win.

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Case Study Decision Maker Objections How To 52

Pointclear

NOVEMBER 16, 2017

The tone of the prospect is generally clear almost immediately. We accommodate their preferred communication style (as we perceive it based on our experience) with as much care as we do to their questions and objections. Jim Hall joined PointClear in 2014 with over 20 years of experience in consulting, sales, and business growth.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

Allego

JANUARY 30, 2020

It’s singularly focused on retirement, with expertise across all plan types, company sizes and market segments, serving nearly 40,000 plans and 9.4 Cabral faced three main challenges: How to deliver more consistent messaging to prospects and clients after a 2014 merger of three organizations. It’s all about objection handling.

Hiring 93

Hiring Face-to-face Video Groups 93

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Linking Into Sales Podcast. In the Arena.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

DiscoverOrg Sales

JUNE 15, 2018

I think about this idea of “training” a lot when I talk to VPs of Sales and VPs of Marketing who tell me that they are just going to rely on their Rolodexes and their CEOs network because “cold calling is dead,” and people don’t answer their phones anymore. DiscoverOrg came to this fork in the road in 2014. Babies are trainable!

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

A Sales Guy

FEBRUARY 25, 2014

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. Run a search under “sales prospecting” and you get 415,000 hits. That’s 13x more hits for prospecting than deal strategy.

Strategy 114

Strategy Objections Competition Buyer 114

Platinum Rules for Success

DECEMBER 26, 2018

Targeting explores the markets or groups you may target as prospective buyers. This includes the sales strategies and tactics you select for each target market. Goal: to establish truthful communication with the prospect, so that both of you are able to tell each other the truth. Follow Jim Cathcart.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

Sales Hacker

DECEMBER 15, 2020

The 6sense account engagement platform uncovers and analyzes buyer intent at scale, identifying prospects who are in the market for your solution and providing salespeople like you with the insight to create highly relevant messaging, generate more opportunities, increase deal size, and get into opportunities before your competition with 6sense.

Scale 83

Scale Lead Rank Lead Scoring Enterprise 83

Your Sales Management Guru

NOVEMBER 17, 2014

Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase your sales volume and improve your velocity. In presentations use brief, bottom-line visuals, ask open-ended questions designed to make the prospect talk and allow the director to lead.

Lead Rank 90

Lead Rank Lead Scoring Analytics Benefit 90

Troops

DECEMBER 13, 2018

Two that happen in almost every sales team are: Pursuing prospects who aren’t a great long-term fit for the product (which leads to churn). A big part of his team’s responsibility is to bring objectivity to the sales process. Joe joined Optimizely as a sales engineer in 2014. SDRs identify sales prospects and qualify them.

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Churn Engineering Forecasting Positioning 59

LeadFuze

DECEMBER 31, 2021

In the SaaS world, it is not enough for us to look at salespeople as individual contributors but rather as an entire team across departments such as marketing and product development. It includes objectives and responsibilities for each person in a mode organization. Need Help Automating Your Sales Prospecting Process?

Hiring 52

Hiring Lead Rank Scale How To 52

Mindtickle

NOVEMBER 11, 2019

Analyst firm CSO Insights found that average quota attainment for sales reps in 2018 was 54.3% — far below the 2014 rate of 63%. In addition, each of these new representatives has different backgrounds, product and market experiences, education levels, and skills. Impact #3: Regrettable rep turnover due to poor onboarding.

Hiring 65

Hiring Ideal Customer Profile How To Quota 65

LeadFuze

NOVEMBER 30, 2021

Have your objections prepared. In 2014, marketing automation was the most popular new trend for sales teams across all industries. With all of this, it seems as though the job market is in trouble. In fact, when you are communicating with someone from a keyboard or email marketing department, it can seem more impersonal.

Top of Funnel 52

Top of Funnel Hiring Scale How To 52

Mindtickle

NOVEMBER 12, 2019

Analyst firm CSO Insights found that average quota attainment for sales reps in 2018 was 54.3% — far below the 2014 rate of 63%. In addition, each of these new representatives has different backgrounds, product and market experiences, education levels, and skills. Impact #3: Regrettable rep turnover due to poor onboarding.

Hiring 52

Hiring Ideal Customer Profile How To Quota 52