Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. This is a new trend that will evolve quickly in 2015-16. In 2015 and beyond clients are expecting more from their vendor relationships.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

Pointclear

JANUARY 13, 2015

Ardath Albee’s new book Digital Relevance: Developing Market ing Content and Strategies that Drive Results was published by Palgrave Macmillan (January 6, 2015). Developing Marketing Content. Marketing Strategy Content Marketing' I will break up this review into three sections: What Buyers Want.

Strategy 100

Strategy Marketing Campaigns Inside Sales 100

HeavyHitter Sales

FEBRUARY 17, 2015

Based upon my experience, here’s my list of some of the best technologies to sell in 2015. While it includes companies that range from startups to billions in sales, all of these businesses provide fantastic technology-based solutions that dovetail to key trends taking place in the market.

Company 60

Company Government Microsoft Retail 60

Zoominfo

MARCH 6, 2017

Email marketing is one of the most effective and efficient forms of marketing. Though not commonly used in logistics, email marketing has the potential to increase engagement and brand awareness amongst shippers, and can help your organization grow. That’s just an unfortunate truth of email marketing.

Email Marketing 100

Email Marketing Webinar Metrics Marketing Strategy 100

SBI Growth

JANUARY 4, 2014

For example, planning for Sales Kickoff has to start months before it usually happens. For example, in June/July, a look back at the first half performance forces these tasks: A refresh of the year’s sales strategy. Starting a Sales and Marketing Productivity Benchmark. Finalizing the 2015 Sales Strategy.

Hiring 280

Hiring Face-to-face Energy Call-back 280

Sales and Marketing Management

JUNE 11, 2018

Author: Kostas Chiotis Guest blog posting is arguably the best method of inbound marketing that your team can employ. However, only 6 percent of marketers are using guest posting as the majority of their original content strategy. For example, consider creating an infographic to embed into your post. Expand Your Network.

Strategy 96

Strategy Marketing Real Estate Social Media 96

Alice Heiman

FEBRUARY 2, 2022

Torrance Heart is CEO of Teak and Twine , a corporate gifting company that works with sales, marketing, and HR teams to use strategic gifting to accomplish goals. Her story is a great example of what owning your role as sales leader can do for your business! 38:08] Account-based marketing. 38:08] Account-based marketing.

Account Based Marketing 88

Account Based Marketing Journal Microsoft Pivotal 88

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. This revelation caused the definition of sales enablement to change, led to a revolutionary new way of learning, and pushed the sales enablement market in a new direction. They need a comprehensive sales enablement platform.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. If a company is going to among the winners in today’s disruptive market, they will not only need a sales team that is better at doing what they are doing, but one capable of doing something different. First, focus on how customers are buying in today’s market. How well are companies meeting the challenge?

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

Pointclear

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

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. Sales dashboard examples: which type do you need to use? Sales dashboard examples: Which type do you need to use? What it means.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Janek Performance Group

OCTOBER 4, 2022

For example, if you sell marketing automation solutions, you could join a Marketing Live Event and interact with others at the event. For example, “Like this content? For example, if you follow a prominent prospect, you will be the first to be notified if you clicked the bell icon on their profile.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Increase Sales

DECEMBER 8, 2015

If the purpose of marketing is to attract attention, then the goal of marketing is…? The goal of marketing within any sales process is two fold: Make a friend. This is why so much emphasis is placed on measuring the goal of marketing. How many people took action to your marketing effort? 18 comments.

Marketing 62

Marketing Ideal Customer Profile Face-to-face LinkedIn 62

criteria for success

DECEMBER 14, 2022

Some examples might include holiday concerts, vendor events, and community events such as tree lightings or New Year’s celebrations. Network and Market Yourself Appropriately. Take some time to analyze your business networking in 2015, and use that information to develop a plan for 2016. Give Back to Your Community.

Networking 98

Networking Referrals How To Meeting 98

Marc Wayshak

JUNE 22, 2021

Pay attention to the new psychology of selling in today’s market, and you’ll become much more effective every single time you’re in front of a prospect. Take a look to learn all about the psychology of selling in today’s market: 1. What you learned in 2015 is now old-school. We need to update our approach. So there you have it.

Marketing 75

Marketing Face-to-face Up-Sell Discount 75

DiscoverOrg Sales

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. In 2015, m-commerce (that’s electronic commerce conducted over cellular devices) was growing three times faster than overall e-commerce in the U.S., By the end of 2015, mobile had impacted over $1 trillion in retail sales.

Retail 133

Retail Travel Call-back Engineering 133

Crunchbase

MARCH 3, 2020

The recruiting market is already crowded, and many AI-driven platforms are drifting into its subcategories for opportunities, including bias reduction, internal talent mobility, and even the identification and recruitment of passive candidates. The startup was founded in 2015 but recently raised $7 million in seed investment.

Outsourcing Services 113

Outsourcing Services Scale Retention Software 113

Pointclear

OCTOBER 1, 2015

There’s no doubt that Account-Based Marketing is on the up-and-up. What are sales and marketing leaders saying about it? Is ABM the Holy Grail for lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. One example I use is an app I use called Charlie. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

SBI

JULY 14, 2021

to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.

Conversion 85

Conversion Top of Funnel Lead Rank Lead Scoring 85

Pointclear

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Account-Based Marketing (ABM) is hot right now, and the responses I received were excellent.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

LeadFuze

NOVEMBER 8, 2019

This has encouraged more and more email marketers to use GIFs in their emails without worrying about the rendering issues. Here are 10 ideas that will enhance the usage of GIFs in your emails and make your marketing strategy much more powerful. Have a look at the example by GasBuddy below. Clever Branding. Illustrative GIFs.

Email Marketing 58

Email Marketing Marketing Airlines Promotion 58

Sales and Marketing Management

NOVEMBER 9, 2017

If you’re a B2B marketer like me, it’s probably as close as we’ll ever get to putting on a rock ’n’ roll tour, as we wheel our display cases into the venue and prepare to meet what we hope will be an enthusiastic crowd. (“We Celebrity appearances, for example, are a great way to drive traffic, but they’re only valuable if they’re on point.

Survey 174

Survey Pivotal Follow-up B2B 174

Sales and Marketing Management

JUNE 14, 2020

Take, for example, a prediction from Geoff Colvin, an author and longtime editor at Fortune magazine, in that publication’s January cover feature, “20 Ideas That Will Shape the 2020s.” Showing up will matter again,” stated the headline on Colvin’s essay. Working together is better. Colvin is in Kenny’s camp.

Face-to-face 194

Face-to-face Policies Call-back Journal 194

Janek Performance Group

JUNE 20, 2023

For struggling organizations, the following thought must be erased: “We are one ( new hire, new product, new marketing campaign, new customer ) away from success.” Same Culture, Same Results Professional sports teams can provide great examples. They have been consistently mediocre for decades.

Hiring 62

Hiring Lead Rank Sports Influencer 62

Increase Sales

NOVEMBER 12, 2016

What is interesting to note, the National Association of Realtors in its 2015 Danger Report stated the number one danger in residential real estate was the incompetence of real estate agents. For example, salespeople today must know about their own solutions and then how to market those solutions.

Real Estate 156

Real Estate Journal Loyalty Facebook 156

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing. Buyer insights.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Zoominfo

MARCH 2, 2022

Since 2015, ZoomInfo has made 12 acquisitions with multiple purposes in mind. Will this software improve our user experience and apply to sales, marketing, or recruiting? Schuck gave the example of Airpods and their hold on customers. For some, the goal was to purchase competitors and acquire their customer base.

How To 100

How To Software Software Scale 100

Zoominfo

OCTOBER 19, 2021

Schuck has bootstrapped a data business, built a go-to-market team, gone through an IPO, and acquired other companies. What you see in ZoomInfo today is a lot of the vision that I had for DiscoverOrg in 2015, 2016, but I never built a good enough engineering and product team to make that vision come to life,” Schuck said.

Engineering 130

Engineering Hiring Software Software 130

Partners in Excellence

DECEMBER 4, 2015

Recently, I lamented about the challenge I face with my email Inbox in Your Marketing Is Driving Me Away! I spoke of the ever increasing volume of email messages that are simply irrelevant, undifferentiated, or poorly executed. Coincidentally, I read a research report on The State Of Email Marketing 2015.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

Tenfold

JULY 18, 2017

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. What Isn’t Working?

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Sales and Marketing Management

SEPTEMBER 23, 2019

Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Hubspot Sales

DECEMBER 16, 2020

And despite their lack of grey hair and ability to say "back in my day" before starting a story about how people used to read newspapers at diners, they still have some sage wisdom to impart and meaningful lessons to teach through their examples. Sargun Kaur and Nicole Hardson-Hurley — Bryteboard. So what can you learn from Kane's story?

Scale 139

Scale Apparel Sage Remedy 139

BuzzBoard

DECEMBER 18, 2023

While this may yield immediate successes, it’s often vulnerable to the slightest breeze of market changes or evolving consumer preferences. Take mobile, social media, AR/VR for example. Not Recognizing and Responding to the Market Shifts Consumer behaviors evolve. The recent years have been tough on marketers.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Social Media Funnel 52

Anne Miller

NOVEMBER 17, 2022

For example, Volvo = Safe. Successful marketing, he claimed, depends on finding an empty position in a buyer’s mind and becoming the first to fill and then own that position. How was I going to differentiate myself among the many presentation firms then in the market, most of whom were focused on improving delivery skills.

Call-back 62

Call-back Positioning Influencer Media 62

Igniting Sales Transformation

MARCH 20, 2019

As I was putting this post together, I hopped into my time machine and zipped back to 2015 when I first attended Rainmaker and wrote about my experience that year. What I realized in reading that 2015 blog post was that the more things change, the more they actually stay the same.

Conference 101

Conference InsideView Cold Calling Scale 101