SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. Then continue with a set of strategies to support those goals. It’s a solid marketing plan with an agile process approach. There are many components to a solid marketing plan. In this post we’ll focus on the B2B Demand Generation (DG) plan.

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Demand Generation Demand Generation Targets Marketing Buyer Persona 310

SBI Growth

SEPTEMBER 11, 2014

As you look back on 2014, did your marketing team accomplish their goals? Lead Generation CMO Resources CMO Marketing Strategy' This is the time of year leaders begin to plan for 2015. Did your team provide enough leads for your sales leader? As you review your performance, and contemplate next year, you have two choices.

Leads 306

Leads Marketing Qualified Lead Strategy Marketing 306

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? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Increase Opportunities. Expand Your Pipeline.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

JANUARY 3, 2014

2014 is upon us! Interviews that we have conducted with top sales reps around the world support these 5 steps to set yourself up for a strong and meaningful 2014: Target Your Time : Time is the one resource that we cannot get any more of. Re-examine your territory strategy to make yourself more efficient and more effective.

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Cancellation Face-to-face Territories Follow-up 296

The Pipeline

DECEMBER 30, 2013

And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. So in 2014 Stop. First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. Tibor Shanto.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

A Sales Guy

DECEMBER 3, 2013

For 2014, I’m predicting it will be the year of execution and strategy and most companies won’t be ready. Inherent to complex environments, there are more choices and options available to sales leaders in 2014, therefore the sales organizations that capitalize on these external and internal changes will be the winners.

Strategy 115

Strategy InsideView Hiring Social Media 115

Score More Sales

DECEMBER 23, 2013

CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Score More Sales

DECEMBER 27, 2013

I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Close More Deals.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

AUGUST 5, 2013

Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. You will be able to download the Sales Strategy & Execution Tool to help you make your number. Common Signs of Poor Sales Strategy. 5 Steps to Building an Effective Strategy.

Strategy 319

Strategy Journal Margin Construction 319

Score More Sales

OCTOBER 9, 2013

Either way, I’d like to personally invite you to an action-packed, full-of-ideas webinar we are calling Kick Butt Strategies to Close the Year Strong. Actionable strategies to close more deals by year-end. Powerful ideas to fuel the pipeline for 2014. Am I right? Register now. Increase Opportunities. Expand Your Pipeline.

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Webinar Metrics Closing Strategy Lead Rank 214

SBI Growth

OCTOBER 14, 2013

Additionally, it shows 49% of B2B Marketers do not even have a documented content strategy. The solution (even though you don’t want to face it) is developing a content marketing strategy internally. Now is the time to document and plan a content marketing strategy. The blame often falls into the “ Lack of Time ” top challenge.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

Sales and Marketing Management

JUNE 22, 2014

Issue Date: 2014-06-23. Author: George Pfeiffer. 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

Sales and Marketing Management

FEBRUARY 10, 2014

Issue Date: 2014-02-10. Author: Russ Riendeau, Ph.D. Teaser: From ice causing havoc in Atlanta to several feet of snow burying the Northeast and wind chills of -25 in the Midwest, almost every region of the country has been hit by extreme winter weather this winter.

Strategy 243

Strategy Sales 243

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? Have your business objectives changed and therefore your 2014 compensation plans may need to be altered.

Scale 80

Scale Compensation Hiring Lead Rank 80

Sales and Marketing Management

OCTOBER 9, 2014

Issue Date: 2014-10-10. Author: Paul R. Monasterio, Principal, Applied Predictive Technologies. 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. read more'

Analytics 246

Analytics B2B Strategy CRM 246

Pipeliner

AUGUST 12, 2019

Sue Barrett on 142 Days of Gratitude That Changed My Life Forever: Created in last October, the genesis of the book was started in 2014. Developing effective Sales Strategies and Go-to-market Action Plans. The post Effective Sales Strategies appeared first on SalesPOP! How to Sell In A Better Way! He is CSMO at Pipeliner CRM.

Strategy 66

Strategy Exercises Segment Retention 66

Sales and Marketing Management

JANUARY 2, 2014

Issue Date: 2014-01-03. Author: Meridith Elliott Powell. Teaser: What's the best way to get in front of top prospects? It's one of the most commonly asked questions in business development.

Strategy 264

Strategy Prospecting 264

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

SBI Growth

AUGUST 26, 2014

2014 was a big year for Sales Enablement. sales strategy Sales Operations Strategy Sales Enablement Director of Sales Enablement' The role became prominent in the sales community. Conferences were dedicated to the function. Departments and teams were created in companies across all industries.

Sales Enablement 276

Sales Enablement Conference Sales Operations Strategy 276

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. It will also provide steps to undertake for making 2014’s number. Look Up to Company Strategy. If Sales strategy does not align with Corporate strategy, the ‘number’ may not be appropriate or the Sales force may be wasting effort on the wrong activities.

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

AUGUST 5, 2014

“The average Sales Enablement budget doubled between 2012 and 2014 from $1.2M Sales Operations Strategy Sales Budget Sales Enablement Director of Sales Enablement' ” 1 Did yours?

Sales Enablement 288

Sales Enablement Sales Operations Strategy Sales 288

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. This post is for Sales Leaders to plan for success in 2014 and beyond. The Sales Leader 2014 Planner helps with the “first 4 hours”. The 2014 Plan has 3 times that are particularly busy. Finalizing the 2015 Sales Strategy. Creating the Sales Leaders 2014 Value Statement.

Hiring 280

Hiring Face-to-face Energy Call-back 280

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. Of course they could outsource it, but for many an effective strategy will be too cost prohibitive.

Cold Calling 302

Cold Calling Government Direct Mail Advertising 302

Sales and Marketing Management

AUGUST 3, 2014

Issue Date: 2014-07-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: A picture is worth 1,000 words, and studies prove that some pictures are more memorable - and more impactful - than others. read more'

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Study Strategy Marketing 331

The Sales Hunter

MARCH 8, 2014

But check out the video to see what I mean… Copyright 2014, Mark Hunter “The Sales Hunter.” A better approach is to target your speaker to your audience in a way that the speaker’s message will deeply resonate with about 70% of your audience. That sounds counter-intuitive, I know. ” Sales Motivation Blog.

Video 206

Video Conference Strategy Selling Skills 206

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Discover the best way to make your 2014 number. Become world class and make your number in 2014. This will all create more productivity in 2014. Think about it this way.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

JUNE 15, 2014

More than three-in-four companies have a 5% or higher growth goal for 2014. Sales Operations Strategy sales operations sales planning' Contrast that to the fact that 47% of CSO''s are not confident they will make their revenue goal. With real economic growth at approximately 3%, something’s got to give.

Objections 296

Objections Sales Operations B2B Revenue 296

HeavyHitter Sales

DECEMBER 20, 2013

Please click here if you would like to read the full report  about the latest sales organization strategies and key sales performance metrics. The following Infographic from Velocify was based upon my in-depth research with over one-hundred vice presidents of sales at leading high technology companies and business services providers.

Trends 143

Trends Report Research Sales 143

The Pipeline

SEPTEMBER 3, 2014

Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern. Register now and walk away with sales tips that have a material impact on your Q4 and 2014 results. Moderated by KiteDesk CEO Sean Burke, this will be a no fluff, no theory – just real, practical, candid tactics that deliver results. Social Sales.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

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

The ROI Guy

DECEMBER 13, 2013

Revenue growth is a requirement, and the primary strategy Sales Execs are executing to grow in 2014 is to add more sales reps. New research from Qvidian indicates that 2/3rds of companies surveyed expect to grow their sales teams in 2014, with most indicating headcount growth between 10-30% next year.

Revenue 70

Revenue Lead Rank Lead Scoring Survey 70

SBI Growth

JULY 19, 2013

Why Change in Your Sales Strategy is Necessary. In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Behind Your Number – You, on the other hand, have two things to think about: “How much will the number grow for 2014? Either way, your 2014 number will outpace 2013.

Guarantee 296

Guarantee Exercises Follow-up ROI 296

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 Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. 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. CMO Success in 2014. Enter 2014 with a right-hand direct report with significant experience in driving funnel contribution.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

The Sales Heretic

DECEMBER 4, 2013

As 2013 is winding down, it’s time to give serious thought to 2014. Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. Sales business strategies success' Namely, what can you do now to create more sales next year?

Segment 247

Segment Strategy Sales 247

Sales and Marketing Management

JANUARY 28, 2014

Issue Date: 2014-01-01. Teaser: In his latest book, “David and Goliath: Underdogs, Misfits, and the Art of Battling Giants,” author Malcom Gladwell argues that a reexamination of the Biblical boy-slays-giant story is the ideal metaphor for the advantages that so-called underdogs often have over larger, stronger competition.

Strategy 120

Strategy Marketing Competition 120

SBI Growth

SEPTEMBER 28, 2013

Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Leverage your network to help the organization make the number in 2014. Make the decision to be a social executive and make your number in 2014. Lack of Presence. Attracting Customers.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328