Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. It''s the fourth quarter and if you''re like most salespeople, you''re examining your pipeline trying to determine which opportunities have a chance of closing this quarter; what needs to be done and when in order for them to close; and, which ones will have to be carried over into 2015.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Pointclear

SEPTEMBER 29, 2015

This is the question I posed: 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 100

Account Based Marketing Lead Generation Account Government 100

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. The #1 reason sales teams find their job so daunting is they believe circumventing the gatekeeper is the answer to their lead generation woes. In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

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. Sangram Vajre, Terminus : Think of ABM as revenue generating—NOT lead generating.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Lead Rank 100

No More Cold Calling

MARCH 14, 2019

When I published “ The Glass Ceiling Hasn’t Shattered Just Yet ” in February 2015, the post sparked more than 80 comments. That prompted me to write “ Men with Daughters Get It ” in honor of International Women’s Day 2015. Many said the same bias exists for immigrants, even those who are extremely qualified and speak English fluently.

Cold Calling 322

Cold Calling Hiring Decision Maker Sales Qualified Lead 322

Pointclear

OCTOBER 16, 2014

I just finished the survey questions for CSO Insights'' 2015 Sales Performance Optimization Study. Now I know that PointClear will be counted as one among the many thousands of companies contributing to overall sales knowledge trends for 2015. Easy—and interesting. This new paper will be delivered in January, and I know.

Survey 235

Survey PointClear Lead Generation Study 235

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: 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 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Pointclear

JANUARY 27, 2015

Lead Generation Sales & Marketing Management' From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Excuses from both employees and managers can fill a book, and most are bogus.

Sales Qualified Lead 100

Sales Qualified Lead Marketing Lead Generation CRM 100

Sales and Marketing Management

DECEMBER 14, 2015

Issue Date: 2015-12-14. Teaser: Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships. Technology may be able to assist with lead generation, but it can’t replace human interaction or build relationships.

Lead Generation 120

Lead Generation Buyer Leads Marketing Qualified Lead 120

No More Cold Calling

DECEMBER 28, 2018

For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester. When Forrester conducted the same research two years later, in 2017 , they predicted that “upskilled inside sales will play an even greater role in all phases of SMB and enterprise sales than initially predicted in 2015.”.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

No More Cold Calling

MARCH 30, 2023

Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. A lot has changed since 2015, but we still have miles to go. To the husbands, fathers, brothers, sons, and mentors who celebrate women year-round. They want their daughters (and sisters and nieces and wives) to thrive.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Data from Forrester Research shows how rapidly marketing metrics are changing.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Cience

OCTOBER 5, 2020

CIENCE Technologies offers human-driven and machine-powered B2B lead generation services and solutions. We see our commitment to our clients, to sales specialization, to our employees, and to scalable growth both recognized and confirmed by over 1,000 clients we’ve now served since 2015.

Company 105

Company Lead Rank Top of Funnel Lead Generation 105

criteria for success

DECEMBER 14, 2022

Take some time to analyze your business networking in 2015, and use that information to develop a plan for 2016. What new types of lead sources will you develop? I hope these networking tips are helpful as you close out 2015 and look ahead to the coming year! Which relationships will you deepen? What events will you attend?

Networking 98

Networking Referrals How To Meeting 98

No More Cold Calling

OCTOBER 30, 2016

Year after year, “the inability to generate qualified leads” tops CSO Insights’ list of B2B sales challenges. In 2015, 43.6 The lead generation problem is chronic and increasing. 5 Questions to Guarantee Qualified Lead Generation. Read “ 5 Questions to Guarantee Qualified Lead Generation.”).

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Tony Hughes

OCTOBER 16, 2018

2015 will see the dawn of the rise of "LinkedIn Centers" to steadily replace traditional B2B marketing activities for demand generation and phone based telemarketing for lead generation (in-house or outsourced). 2015 could be the year for a quantum shift in strategy, execution and results in your world.

Social Selling 83

Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Pointclear

AUGUST 11, 2015

In this case I make an argument that without following the money, Marketing acts with good intention, but can’t prove that its actions have measureable results for every dollar spent on lead generation. If Marketing wants to measure lead generation programs, it starts with: Isolating lead generation into campaigns.

ROI 100

ROI Social Media GoldMine Lead Generation 100

LeadBoxer

MARCH 28, 2021

When assessing who to target in your lead generation efforts, it’s important to find the right demographic best suited for your offerings. We learned in 2015 that Millennials are now considered the largest generation in the workforce, passing Boomers. It’s best to be patient and focus on a lead-nurturing approach.

Strategy 98

Strategy Customer Demographics Analysis 98

DiscoverOrg Sales

NOVEMBER 17, 2016

Check out the results of the 2015 B2B Lead Generation Trends Report, which was produced by Holger Schulze’s B2B Technology Marketing Community on LinkedIn. What are the top areas of focus within the industry? Long story short, we want to understand the pain points companies are trying to solve, and how they are solving them.

Scale 120

Scale B2B Trends Lead Rank 120

HeavyHitter Sales

JANUARY 18, 2014

Field Sales Revenue Trends Trends for 2013 and 2015 projected annual revenue attributed to field sales as opposed to inside sales varied by industry. For example, twenty-eight percent of software companies will derive more than ninety-percent of their revenues from field sales in 2013 and this number is expected to decrease to zero in 2015.

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Pointclear

AUGUST 18, 2015

When they start falling short on conversions or missing revenue, they simply treat the symptoms of a misaligned or broken lead-to-revenue process—more leads, more sales people, more technology. Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. Increased spending on lead generation.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Hubspot Sales

MARCH 20, 2018

Over the last three years, the number of sales technologies has grown from 300 in 2015 to 715 in 2017. While freemium might not be the right strategy for every software business, 2015 saw approximately 22% of businesses adopting a freemium model. These are services like lead generation (e.g.,

Lead Rank 86

Lead Rank Trends Lead Scoring Outsourcing Services 86

Sales Training Connection

MARCH 13, 2015

©2015 Sales Momentum, LLC. Technorati Tags: business development , developing new business , lead generation. Sales Strategy business development developing new business lead generation' If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection.

Lead Generation 50

Lead Generation Lead Rank Lead Scoring Ideal Customer Profile 50

DiscoverOrg Sales

MAY 18, 2016

The Theory: A robust client pain profile, combined with one or more trigger events, may lead to an increase in close rates, and higher retention rates, than an incomplete discovery and generic or rushed demo.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. Event Lead Generation. 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

Your Sales Management Guru

SEPTEMBER 6, 2016

In 2015 Acumen performed a survey at every conference we spoke at asking each member of the audience to define the top 5 challenges they face in sales- filling the pipeline/prospecting were consistency listed #1 or #2! His blog has been rated in the sales blogs in the world! Ken has written 5 books, his latest book is: SLAMMED!

Prospecting 40

Prospecting Face-to-face Lead Rank Lead Scoring 40

Pointclear

MAY 19, 2015

And there is still time in 2015 to get them right if you inspect your processes and find that these critical keys are missing: Shared (between marketing and sales) definition of a lead. Here are a few things in sales and marketing that are not dead.

Top of Funnel 100

Top of Funnel Cost per Lead Cold Calling Marketing 100

No More Cold Calling

JUNE 29, 2023

Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator It’s interesting how you meet people, and when you sell by referral, you meet a lot of interesting people. Read “ Maximizing Referrals: Strategies for Turning Your Network Into a Powerful Revenue Generator.” They correlate activity with results.

Referrals 177

Referrals Channels Cold Calling Scale 177

Corporate Visions

NOVEMBER 7, 2019

In 2015, an average of 5.4 Starting with the marketing executive, you identify their key performance indicators, such as: Increasing lead generation volume Expanding marketing-sourced contributions to pipeline Improving quality and conversion of leads to close business Ensuring ROI of marketing investments. Here’s why.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Your Sales Management Guru

JULY 6, 2016

Marketing; did your messaging and campaigns generate the expected results? Were the leads generated moved into the pipeline and can you measure where they came from? Did those leads close and do you know the best lead source? Are the salespeople using CRM effectively?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

JUNE 6, 2016

Each of the 20 categories provides thought provoking ideas along with a re-examination of what you are currently doing to drive lead generation. Taking this micro-view vs mass marketing can lead to amazing cost/actual high level lead generation results. Stu has even experienced 100% response rates.

Meeting 40

Meeting Lead Rank Lead Scoring Social Media 40

SBI

OCTOBER 22, 2014

I’ll separate the Snickers from the Candy Corn, or in this case, the really yummy tools that will energize your 2015 Marketing Journey! Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. Learn more here.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

LeadBoxer

OCTOBER 3, 2019

The same is true of B2B leads and target accounts. Forrester claims that 68% of B2B buyers research by themselves , a significant increase from 53% in 2015. Even before signing up for a free trial of the software that might solve their problem, your lead is probably researching their pain point and weighing multiple options.

Intent Data 45

Intent Data Intent Ideal Customer Profile Data 45

Troops

AUGUST 7, 2018

Once those opps are created, the BDR often have little or no control over whether the lead turns into a paying customer. For those reasons, BDR reps are compensated on quality lead generation, not whether the AE closes the sale. An AE, by contrast, has a compensation plan that’s more heavily weighted toward deals closed.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

Showpad

SEPTEMBER 28, 2017

Merely focussing on brand awareness, lead generation, and marketing campaigns doesn’t meet your customer’s expectations anymore. Leading agencies are rapidly adapting to this revolution and are starting to look beyond campaign creation and lead generation. ” – Hubspot, 2015.

Top of Funnel 40

Top of Funnel Ideal Customer Profile Sales Enablement B2B 40

Hubspot Sales

APRIL 8, 2020

You will need to generate 10 to 20 sales opportunities a day to keep each inside salesperson busy. Therefore, Lead generation hires follow inside salespeople. Editor's note: This post was originally published in May 8, 2015 and has been updated for comprehensiveness. Field Sales.

Inside Sales 111

Inside Sales Hiring Scale Face-to-face 111

MarketJoy

JULY 10, 2018

By moving the leads effectively through the sales pipeline, SDRs are more towards lead generation, appointment setting and focus on prospecting. This way, they specifically help with lead qualification process and let the account executives focus on closing the deals. Get a Free Quote. contact-form-7].

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45