The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. Some people are quick studies, but not everyone. By Tibor Shanto – tibor.shanto@sellbetter.ca. How can that be?

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Tony Hughes

NOVEMBER 4, 2018

In the last few days I have been facilitating focus groups for a research study in Australia being conducted by The Eventful Group who are running a big CRM conference in Melbourne in July 2015. So far we’ve done half-day workshops in three cities with approximately 80 people ranging from senior business leaders to IT system managers.

CRM 82

CRM Strategy Customer Epiphany 82

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. There have been several studies on today’s buyer behavior, and one stand-out commonality is that B2B buyers go online first before reaching out to a sales team (if ever they do). This share spans across a variety of channels.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SugarCRM

JANUARY 2, 2020

A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? Why is Video Taking Off in B2B Marketing? 73% of B2B organizations say that video has positively impacted marketing results ( ReelSEO ). Magazine ).

Video 24

Video B2B Marketing SugarCRM 24

The ROI Guy

NOVEMBER 16, 2016

The key, providing the content, tools and training to help your sales reps and channel partners better assess and align with needs, prove the high cost of “do nothing”, and communicate and quantify your unique and superior business value.

Closing 77

Closing ROI Survey Discount 77

Crunchbase

MARCH 1, 2023

They’re launching sales podcasts, YouTube channels and startups of their own. Angeley Mullins Chief Marketing Officer and Chief Growth Officer, Latana Brand Tracking Angeley Mullins began her sales career in the finance industry and then moved into leading commercial teams for technology companies across various international markets.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

HeavyHitter Sales

JANUARY 18, 2014

While the study results provided detailed insights about sales organization trends, it also yielded a wide range of statistics that reflect the strategies sales leaders are employing to overcome their top challenges. Twenty percent of these inside sales representatives are allowed to make field sales calls when necessary.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

The ROI Guy

JANUARY 11, 2017

Based on independent research from MHI Global / CSO Insights, taking your value marketing and selling to the next level can: Reduce the number of deals ending in “No Decision” by 30% Improve win rates to 51% (a 40% improvement) Boost the number of sales reps meeting / beating quota to 69% and increasing the average annual revenue attainment to 87%.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Artesian Solutions

JULY 19, 2018

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. Are the lines between sales and marketing still blurred? Does the disconnect still exist?

Marketing 40

Marketing Retention Lead Rank Lead Scoring 40

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. Moreover, a major "sea change" has occurred in technology spending and purchase decision-making - with significant implications for your organizations sales and marketing strategy.

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Pointclear

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Below are some highlights (a couple of minutes each).

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% We think there is a more systemic issue in the predictions: a major "sea change" in technology spending and purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy. YoY decline from 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

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. I think we need to study those things that capture people’s attention, learning from them and leveraging them in our engagement strategies.

Social Media 58

Social Media Media Microsoft Sports 58

Sales Hacker

MARCH 1, 2021

This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Thankfully, with the help of marketing automation software, we can automate a lot of our work. The average human attention span is now considered to be 8 seconds, according to a study by Microsoft.

Data 121

Data Social Media Scale Follow-up 121

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. You need to factor Frugalnomics prominently into your sales and marketing strategies and investments. 2) Central IT is Irrelevant? Why Your Solutions?–

ROI 53

ROI Decision Maker Proposal Forecasting 53

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. My research and experience bears out that it can only become a core strategy once the aforementioned materials are studied and lived.

Social Selling 66

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

Partners in Excellence

JANUARY 14, 2015

I saw a fascinating graphic and post at the Marketing Technologies Site. The headline, is they have identified 1876 Marketing Technology Vendors in 43 Categories. The article suggest the spend on Marketing Technology Solutions in 2015 will exceed $22.6 How do we participate in those channels? Billion in 2018.

Marketing Qualified Lead 48

Marketing Qualified Lead Vendor Case Study Analytics 48

Partners in Excellence

DECEMBER 28, 2016

Consistent with our 2015 results ). an update from our 2015 research showing 96% of sales people brush their teeth at least once a week.). Some studies claim that top performance is a result of using social selling tools. Much of the market research is very good and can lead to great insights on performance improvement.

Journal 63

Journal Research Data Social Selling 63

SugarCRM

FEBRUARY 18, 2016

A look at what’s fueling the growth of video in B2B marketing and how you can tap into this burgeoning field. What’s the next big thing in B2B content marketing? Why is Video Taking Off in B2B Marketing? 73% of B2B organizations say that video has positively impacted marketing results ( ReelSEO ). Magazine ).

B2B 20

B2B Video Marketing Decision Maker 20

Tenfold

SEPTEMBER 19, 2017

Remember this Sales 101 basic: be where your market is. billion global population as of July 2015, more than 3 billion use the internet. It’s different from social media marketing. Marketing targets many. The study has found that almost all the surveyed companies see a long- and short- term value in social selling.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

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. While the whole world is blasting out white noise, start to leverage 'attraction' marketing and pull your dream customers to you. Flip the script.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Close.io

DECEMBER 3, 2019

The final section sums up how to sound smart, stay motivated , and concludes with a case study on smart calls. 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.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

LeadFuze

JULY 16, 2019

In short, B2B marketers can no longer ignore the importance of CX, dismissing it as a B2C marketing trend. . In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. CX Maturity of B2B Organisations. Source: Temkin Group. Source: Accenture Strategy Report. Not at all. .

Influencer 63

Influencer B2B Customer B2C 63

PandaDoc

NOVEMBER 6, 2020

As digital shoppers use their smartphones and laptops to spend their way to record levels of online sales, consumer preference for digital shopping is rapidly spilling over into the B2B market. Millennials are shifting into decision-making and leadership roles in the workplace and accounted for half of the B2B buyers in 2015.

B2B 40

B2B Scale Decision Maker Vendor 40

Your Sales Management Guru

OCTOBER 6, 2015

This also is an opportunity to build a better sales team that will increase your market share as competitors lag. The following tactical program features 11 key sales and marketing management actions that will help your sales management approach take advantage of the opportunity of a lifetime during the lifetime of this opportunity : .

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Pipeliner

APRIL 4, 2018

In its 2016 annual report , 21st Century Fox, parent company of Fox News, wrote, “The Fox News Channel, under new leadership, is stronger than ever, and is on track to have its highest rated year in its 20-year history. Companies get away with it because marketers know the power of the word revenue. It will not.”. Fat chance.

Revenue 66

Revenue Company Epiphany Advertising 66

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. CIENCE marketing managers are among that 68%. 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.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

SugarCRM

JANUARY 10, 2018

Shortly after being eliminated from America’s Got Talent, she began making music videos regularly for her Youtube channel. The lack of competition (and case studies such as Netflix), suggests telecoms will prioritize paid content, effectively closing paths like those Lindsey Stirling and Felicia Day used to circumvent institutional bias.

Film 45

Film Distribution SugarCRM Video 45

Sales Hacker

NOVEMBER 10, 2020

Maybe we had marketing. We wanted to do this for PR, kind of thinking about the marketing attribution. I know you have product market fit. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. And then 2015, we did 4.7 In 2015, we did 12 and a half, and then 25 million.

Call-back 75

Call-back Scale Compensation Ideal Customer Profile 75

Zoominfo

OCTOBER 1, 2018

We live in a fast-paced, competitive digital landscape, and marketers are under constant pressure to make an immediate impact with every piece of content they create. But when it comes to content marketing success, content marketers must prioritize long-term strategy over short-term gains. Optimize your content accordingly.

Lead Rank 200

Lead Rank Lead Scoring Webinar Metrics Scale 200

Close.io

SEPTEMBER 4, 2019

As Ezra Fishman, VP of Business Intelligence at Wistia says: When we let data drive our marketing, we all too often optimize for things that are easy to measure, not necessarily what matters most. It can also help you see when a competitor is taking a larger chunk of the market share and optimize your strategies to offset this.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

OCTOBER 7, 2021

A Vietnamese immigrant, dedicated mother, and seasoned technology executive, Hang Black has an extensive background in engineering, marketing, sales, and entrepreneurship. 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.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Hubspot Sales

JANUARY 3, 2018

One study found best-performing companies are nearly twice as likely to have sales playbooks than “laggards.”. According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Create a sales playbook. What is a sales playbook? Second, a playbook frees up time for selling.

Ideal Customer Profile 126

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 126

The ROI Guy

JULY 8, 2014

For IT solution providers who may be using these forecasts and were expecting a turnaround in 2014 spending levels, another slower than expected year has significant implications for your organizations'' sales and marketing strategy. Engage Frugal Prospects with Provocative Value-Focused Marketing 2.

Forecasting 78

Forecasting ROI Decision Maker Proposal 78