Cience

APRIL 2, 2020

In 2015, HubSpot published the result of their traffic research , stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. This article is an attempt to unveil the mystery behind a portion of direct and organic traffic as well as the inbound leads a company generates on a regular basis.

Outbound 85

Outbound Inbound Leads Marketing Qualified Lead 85

Cincom Smart Selling

SEPTEMBER 17, 2015

Louis Columbus does a good job of breaking down the reasons why CPQ is accelerating in popularity in this Forbes article , but here’s the gist of it: Global scalability across channels, industries, selling strategies and pricing scenarios. Delivering measurable sales effectiveness improvements. Delivering anytime, anywhere quotes.

Scale 91

Scale Engineering Call-back CRM 91

Adaptive Business Services

FEBRUARY 16, 2022

As far back as 2010 (maybe even earlier), I was writing quite a bit about how CRM was not addressing the fact that people were now connecting, conversing, and developing relationships on the new social channels. I was lamenting more than writing. Jon showed it to me and I was blown away.

CRM 77

CRM Social Media Microsoft Ideal Customer Profile 77

HeavyHitter Sales

JANUARY 18, 2014

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST. Field Sales Revenue Trends Trends for 2013 and 2015 projected annual revenue attributed to field sales as opposed to inside sales varied by industry.     Sales is both an art and a science.      '

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Nutshell

MAY 21, 2021

So you can imagine how I felt when I was unexpectedly* laid off in January 2015, just two months after my wife and I bought our first house. Ben,” he said, “you’re an experienced writer and editor, you’ve managed freelancers, you’ve managed social channels, you already have the skills for this kind of work.” Folks, I was freaked.

Marketing 62

Marketing Hiring Lead Rank Lead Scoring 62

Increase Sales

MAY 4, 2015

A relatively new research report (April 2015) between KoMarketing Associates, Buyer Zone and the Huff Industrial Marketing, revealed credibility and trust are the two most important attributes that surfaced throughout this report. Sometimes the simplest B2B marketing actions deliver the best results.

B2B 70

B2B Marketing Face-to-face Trade Show 70

Sales and Marketing Management

JANUARY 16, 2019

These factors converge to present an opportunity – and challenge – for B2B merchants: adopt an omni-channel sales approach or miss out on significant revenue. In this article, we’ll examine what a comprehensive omni-channel means, the key aspects of an omni-channel approach, and how to support implementation.

Channels 259

Channels Social Media Consumer Lead Rank 259

Hubspot Sales

APRIL 8, 2020

Let this article be a stake in the ground! They can interact with multiple people in our organization, via multiple channels. Increasingly, customers are as loyal to the channel as they are to the brand. Editor's note: This post was originally published in May 8, 2015 and has been updated for comprehensiveness.

Inside Sales 116

Inside Sales Hiring Scale Face-to-face 116

Partners in Excellence

APRIL 7, 2021

seconds in 2015 (and additional research shows it at about 8 seconds in 2020). Some is to increase the channels through which we are trying to capture attention. There are endless articles with tips on managing interruptions and improving our attention. It’s not new, but the evolution of our attention spans is alarming.

Social Media 57

Social Media Media Microsoft Sports 57

Cincom Smart Selling

AUGUST 27, 2020

Glen Llopis, a contributor to Forbes.com, offered up some great advice in his 2015 article Six Ways Effective Leaders Evaluate Business Relationships. Are you looking for a reseller or alternate distribution channel? You’ll want to read this piece, but for now, I’ll just list his six points: Do They Broaden Your Perspectives?

Government 77

Government Enterprise Enterprise Fashion 77

Customer Centric Selling

DECEMBER 1, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! Sales Tips: Want Better Results? Avoid "Commission Breath". Image credit to David Broberg from BizJournals.com. It’s that simple.

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

Crunchbase

MARCH 1, 2023

Full methodology details are available at the end of this article. They’re launching sales podcasts, YouTube channels and startups of their own. Sharma has been featured in dozens of podcasts, publications and speaking events, including the Nathan Latka podcast and the Founder Institute YouTube channel. ” 23.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Close.io

DECEMBER 3, 2019

This article covers fifteen top cold calling books, divided into four categories. The last update of the book came out in 2015, yet many of its research techniques remain relevant for finding information about your prospects on the web. Author : Jeb Blount Published : October 5, 2015. Let’s get started. Jump to category: ?

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

LeadFuze

JULY 16, 2019

An article by Mathew Sweezey published on Convince & Convert points out that 80% of B2B buyers expect the same buying experience as B2C customers, expecting companies to respond and interact with them in real time. . In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations.

Influencer 63

Influencer B2B Customer B2C 63

MarketJoy

JULY 10, 2018

According to a 2015 Bridge Group survey of 303 B2B companies, 63% of respondents reported having created a dedicated sales development team to front-end their closing reps with qualified opportunities. The Three Primary Channels That SDRs Use to Stay on Top of Their Leads Include: . Specialization is the key to score numbers in sales.

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45

Partners in Excellence

JANUARY 14, 2015

The article suggest the spend on Marketing Technology Solutions in 2015 will exceed $22.6 What are the channels our customers use to learn, listen, innovate, communicate, engage and buy? How do we participate in those channels? Billion, growing to over $32.3 Billion in 2018. ……… and I could go on.

Marketing Qualified Lead 48

Marketing Qualified Lead Vendor Case Study Analytics 48

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. I remain convinced that executives in 2015 are yearning for something more, something deeper. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Partners in Excellence

DECEMBER 4, 2015

Coincidentally, I read a research report on The State Of Email Marketing 2015. It’s probably not unreasonable to think the same “thoughtfulness” is used in every other communication/engagement channel. We read endless articles about the importance of developing personas and content specific to personas.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. For the record – Email is still significantly more effective than all social media channels combined! Original article: Email Is Still The Powerhouse!

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. For the record – Email is still significantly more effective than all social media channels combined! Original article: Email Is Still The Powerhouse!

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48

Mereo

OCTOBER 29, 2020

This article was written in collaboration with Austin Greene, Mereo’s 2020 summer intern and rising Baylor University senior majoring in Professional Selling, Entrepreneurship and International Business. The traditional business world continues to shift to a virtual environment.

Lead Rank 39

Lead Rank Revenue Opportunity B2B 39

Partners in Excellence

SEPTEMBER 24, 2015

I have to beg your indulgence on this article. It’s an article about predictive and proscriptive analytics. Part of my reason is having just returned from Dreamforce 2015, as you would guess, a lot of the sessions talked about analytics. Maybe toss in a free butterfly net as an incentive to buy the super deluxe chain saw.”

Lead Rank 48

Lead Rank Analytics Marketing Qualified Lead Insurance 48

Customer Centric Selling

OCTOBER 14, 2015

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. Sales Tips: How to Step Up Your Prospecting for 2016. No wonder salespeople hate it.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Your Sales Management Guru

OCTOBER 6, 2015

Analyze and profile the sales team and distribution channels that you need to penetrate your markets. . Your channel partner strategy should complement the efforts of your team, not cannibalize them. Quantify the results of each partner, and keep senior channel management updated. What levels of support do they require?

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Crunchbase

MAY 14, 2020

From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. Her clout is truly admirable, and her channels are filled with thought leadership content and helpful advice. Although she’s spent less than four years at SalesLoft, she has risen through the ranks at an impressive pace. Megan Bowen.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Hubspot Sales

MAY 12, 2022

Social media accounts, websites, digital portfolios, blog articles, and the various ways you communicate all contribute to your unique identity and image. When you know what sets you apart, you'll be able to create posts and articles that share your point of view and build your personal brand. Unaware of your personal brand?

Ideal Customer Profile 135

Ideal Customer Profile LinkedIn Hiring Hubspot 135

Zoominfo

OCTOBER 1, 2018

Examples include FAQs, how-to guides, and list-style articles. Learn more here: How to Optimize a YouTube Channel for SEO Success. New trends and best practices emerge and quickly replace others. But, some content formats are inherently evergreen—meaning they maintain their value for a long period of time.

Lead Rank 200

Lead Rank Lead Scoring Webinar Metrics Scale 200

Sales Hacker

JANUARY 23, 2018

I got it for $600 and wrote the first few articles along with the recap posts from the previous conference. 2015: The Sales Stack Conference. In 2015 we ramped up. And in the Fall of 2015, we ran our first 1000 person Sales Stack conference. In March of 2014, I started the SalesHacker.com blog. It was a huge risk.

Conference 92

Conference Webinar Metrics Hiring Vendor 92

Sales Hacker

DECEMBER 19, 2018

First came Mobilegeddon in 2015, heralding the end of (desktop) days. Adequate, relevant and limited to what is necessary in relation to the purposes for which they are processed. ” ~GDPR, Chapter 2, Article 5. Mention any attempt to contact them via other channels. Are you familiar with it? Are you adhering to it? Image Source.

Prospecting 82

Prospecting Social Media Policies Vendor 82

Partners in Excellence

DECEMBER 31, 2017

As I started thinking about this topic for 2018, I looked at this article. I reply with the same responses I sent in 2015, 2014, 2013… , reminding the writer that my responses haven’t changed. Foreword: Yes, you read the title right. I originally wrote this on December 30, 2016. I never published it.

Face-to-face 48

Face-to-face Account Based Marketing ACT Lead Rank 48

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. Conduct a multi-channel outreach campaign prior to the event, offering to meet (e.g. Tip : We usually use email and telephone.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Tony Hughes

FEBRUARY 20, 2018

Launch your own LinkedIn group and host it curating it with great articles and posting provocative questions. Publish wild articles in LinkedIn Publisher and push yourself to reach the 1,700 word (7 minute read mark). Actually read the articles. Follow all the thought leaders on a Channel, link in with them on LI and Twitter.

LinkedIn 66

LinkedIn Ideal Customer Profile Twitter Hiring 66

Lessonly

JULY 8, 2020

Gender Parity at Lessonly 2015-Present. We’ve got a Slack channel called #ladyllamas for all of the women who work here that’s 88 people (and counting) strong, and I reached out to see if anyone had any thoughts to share about our company crossing this major milestone. Take that 2020! . Today, we’re at 51%. And I’m not alone in that.

Groups 47

Groups Exercises Call-back Intent 47

Sales Hacker

OCTOBER 7, 2021

Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel. Jennifer is a thought-leader and expert in growing sales, inside sales, renewals, channel sales, sales operations and marketing organizations. Melissa Murillo.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Close.io

SEPTEMBER 4, 2019

The average profit margin visualizes the average profit made across all products, services, bundles, and sales channels to highlight your most profitable efforts. In simple terms, this is a snap judgment we make as to whether something—a dashboard design, website, blog article, whatever—will be easy or hard to use. Product gaps.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

MARCH 1, 2021

This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Share a recent article they’ve written with their Twitter followers. Consider these email usage statistics : There are four billion people using email today. This is more than the 3.8 billion people using social media.

Data 121

Data Social Media Scale Follow-up 121

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Build out a YouTube channel of customer testimonials. Be stringent about pushing articles and spam to the promotions tab.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63