Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. This varies depending on what your role entails, how full your pipeline is, how many opportunities you receive from referrals, and what your sales numbers are.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

SBI

AUGUST 28, 2014

Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

Tools 137

Tools Sales Tools Media B2B 137

Score More Sales

DECEMBER 27, 2013

or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Understanding the Sales Force

SEPTEMBER 14, 2014

Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. We take today''s technology and selling tools for granted. Now that we have these tools at our disposal, how can we use them to take your prospecting to the next level? c) Copyright 2014 Dave Kurlan'

Prospecting 274

Prospecting Face-to-face Direct Mail Travel 274

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals.

Tools 116

Tools Closing Territories Hubspot 116

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 128

Research Prospecting Face-to-face Twitter 128

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle. This tool will get you going in under a week. #2

Territories 308

Territories Compensation Buyer Google 308

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You can select and provision for sales tools that will make it possible for reps to sell more. There are many more tools to put in your arsenal along side your CRM system. CRM is NOT a productivity tool, nor is it a revenue generation tool.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

JANUARY 5, 2014

It’s a great opportunity to challenge yourself to grow, both personally and professionally. In this post I want to recommend three ideas to raise your game in 2014. Download this simple tool to track the three aforementioned productivity killers. When analyzed closely, they are in sweet patches with massive opportunity.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. Understanding how the prospect thinks is part of the CMO’s DNA. WANTED: CMO’s to Guide Sales to Make the Number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” In this post we will dig into the top 5. Social Debt.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. Had Herb used the tool, he could have better supported Sales. The tool has 9 clickable boxes – each brings you to an explanation. It will also provide steps to undertake for making 2014’s number. What to do for 2014? What to do for 2014?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. As the primary team responsible for sales tools, it’s time to re-evaluate. Create tools such as call plans, discovery guides and opportunity assessments that are persona-based.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 10, 2013

If they were a prospect you would know how to treat them. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. Participate and learn what top companies are doing to make the number in 2014.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI Growth

SEPTEMBER 29, 2013

Social debt is one of the most powerful tools to obtaining new referrals. Follow these tips and you’ll be swimming in referrals for 2014. 1) Provide a warm introduction to a dream prospect. In the majority of these cases, these people have dream prospects. Can you connect them to this prospect?

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! It''s worth noting that social selling skills are one of the attributes of Hunting - the ability to find new opportunities - but mastery of the various social selling tools themselves is now a competency.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

SBI Growth

DECEMBER 1, 2013

The tool will help you prioritize these ideas based on impact on your team. Download the tool and build an agile execution plan. Teach new prospecting techniques. The ability to drive new business opportunities is a highly valued skill. It is difficult to find reps that are great at prospecting. The 5 Quick Hits.

Hiring 295

Hiring Follow-up Account ACT 295

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

AUGUST 14, 2013

As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. Sign up for our research tour and get a free tool: 5 Traits of Social Sellers. What is Social Selling?

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

SBI Growth

NOVEMBER 2, 2013

This is content that aligns with the prospects buying process. It pulls prospects through the buyers journey faster Your internal team has more product knowledge than any 3rd party content writer. An onsite review of SBI’s 2014 Sales & Marketing Research Report. Take advantage of every opportunity to drive a lead.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Clearly natural introductions via mutual contacts are the best way to secure new opportunities. Ergo, LinkedIn is the key to new opportunities. These are business contacts with an “in” to someone you’ve deemed a qualified prospect.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI Growth

NOVEMBER 15, 2013

Social prospecting, technology proficiency and content production are just a few. This means that getting Sales to use the tools requires you to be the best salesmen in the company. Perhaps you’ve rolled out marketing automation, a new collaboration tool like Jive or Chatter or even a new CRM. The Last Mile of Lead Generation.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

FEBRUARY 6, 2014

The role is centered specifically around new prospects. What type of prospects are being attracted? Items to measure are below, and outlined in more detail in this tool. New opportunities. Content marketing will get you to you 2014 revenue contribution goal. What is a Content Marketing Manager? Are they quality?

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

Zoominfo

FEBRUARY 28, 2018

A salesperson’s CRM—or customer relationship management platform—is one of the most used tools in their technology stack. And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. 1. Adoption of cloud-based CRM. in sales revenue ( source ).

B2B 225

B2B Social Media CRM Social Selling 225

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

JANUARY 1, 2014

Make a change in 2014. Lead to Opportunity conversion. Now that productivity is defined, you need to identify the tools they need. Training should be focused on helping your sales reps identify prospects and close deals. Training Topics: Social prospecting: You need to teach them how to identify prospects on social media.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

NOVEMBER 6, 2013

Marketing contribution as a % of Pipeline Opportunities. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects. These three buyer-centered tools work in concert together. In Summary.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

SEPTEMBER 1, 2013

How to Make the Number in 2014: A Sales Strategy You Can Execute. In this session, we will cover subjects like: Leading organizational models for 2014. As part of attending this session, you will get the Sales Org Evaluation Tool. Benefits of the tool: Determine the right org model for your sales team. What to Do Next.

Revenue 316

Revenue Hiring Lead Rank How To 316

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Social Selling Emphasis : Social Selling is a modern prospecting methodology that fills the funnel with opportunities. And in turn increasing sales sooner than then outdated prospecting: cold calling and email.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. BPM’s are a sales tool that map the decision-making process used to purchase something. A modern prospecting methodology that fills the lead generation funnel with opportunities. Kathy was ahead of her time. Social Selling Guidance.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. As you might expect from groups who spend all of their time at the top of the sales funnel, there has been a positive impact on their ability to add opportunities to the pipeline.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

DiscoverOrg Sales

SEPTEMBER 6, 2017

And what could Chipotle, its partners, and prospective partners have done to get in front of the attack in the first place? Chipotle’s three-year saga presented multiple opportunities to vendors hoping to sell to the company. Empower Your Sales Team Get Intel on Your Top Prospect Accounts. So how did the hackers do it?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” When you register, you’ll also receive the Reinforcement Framework Tool. Creating tools. The process and tools are iterated and improved as the team learns.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

Score More Sales

OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193