Sales and Marketing Management

MARCH 26, 2018

High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. One opportunity we turned over to a client took 42 touchpoints across 3 months to nurture to sales-qualified status.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

The ROI Guy

MARCH 1, 2016

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. And those opportunities you thought were progressing through the waterfall / sales process to “wins”? the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Influencer 134

Influencer Twitter LinkedIn Decision Maker 134

No More Cold Calling

MARCH 24, 2016

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. The Universal Sales Challenge. Every sales leader wants to change these metrics.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

DiscoverOrg Sales

MARCH 30, 2017

Cracking a tough sales account was once like striking oil. The first good sales rep on site won exclusive mining rights. All of that changed with access to high quality sales intelligence and emphasis on Account-Based Everything (ABE). Sales reps are no longer locked out of an account by longstanding business relationships.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail?

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Company : AltiSales Noteworthy : Tito is an expert in sales development and all things sales.

How To 86

How To Decision Maker Retention Referrals 86

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. Fastest sales cycles? Build Targeted Lists for Prospecting.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Gong.io

MARCH 17, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Samantha and our sales manager sat down and dialed into the call. . It was the last day of Q1 2016, and they were going into battle on a closing call. . In fact, it’s a highly valuable skill that many women in sales have. .

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. This does not mean I’m advocating for the elimination of email as a sales communication channel. Sales is about nurturing opportunities into something more. Make it personal.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Bernadette McClelland

JANUARY 15, 2017

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Prospects and customers either answered the phone (or pager) or their PA did.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

SalesLoft

DECEMBER 14, 2015

From the first annual Rainmaker conference in Atlanta, to AA-ISP meet ups across the country, and another amazing San Fran Dreamforce week on the books — we’re already tapping our toes for the first big tech conference of 2016. Here are 13 of Jon’s key steps to dominating a tech conference in 2016: 1. Attire, gear, dress, logos.

Conference 52

Conference Decision Maker Case Study Sports 52

PandaDoc

FEBRUARY 9, 2021

A tire kicker is someone who will drag the sales cycle on. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. During your conversation, ask your prospect what their budget is for this purchase.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

DiscoverOrg Sales

MARCH 31, 2016

Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016. DiscoverOrg customers gain access to deep biographical and project related information like this on their target accounts and prospects before the competition.

Microsoft 120

Microsoft Government Health Care SAP 120

Hubspot Sales

JANUARY 12, 2018

to your prospects and/or current customers. In 2016, direct mail received a 5.3% for prospect lists. Want to book appointments with your top prospects? Hire a freelancer on Upwork or Fiver to draw cartoons or portraits of your prospects. What is direct mail? Everything old is new again. Average email ROI is $28.50

Direct Mail 140

Direct Mail Lead Rank Campaigns B2C 140

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 is the sales process?

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. We’ve already introduced you to amazing sales books. Jump to category: ? Gap Selling.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Cincom Smart Selling

APRIL 30, 2020

In too many cases, the issue is only revealed following the loss of the sale to a competitor. I recently came across a nice little 2016 article by Sarah Niedoba writing for Canadianbusiness.com about 5 deal breakers that kill your sales. Issues and Sales Behaviors that Can Result in Deal Breakers. Inadequate Discovery.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62

MarketJoy

SEPTEMBER 10, 2018

Sales is the toughest job in the world, but it can be an incredibly rewarding and lucrative job too- if you know how to do it. Unfortunately, most salespeople focus on how to sell more instead of how to become better at sales and that’s why they keep making the same mistakes again and again. You Never Ask Clarifying Questions.

Closing 71

Closing How To Cold Calling Decision Maker 71

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. She’ll want to restart the sales conversation -- so it’s a win-win. Hi [prospect].

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111

The ROI Guy

MAY 18, 2017

Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. According to analyst firm SiriusDecisions, this is where the highest performing content marketing and sales reps definitely do things differently when it comes to Value.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? During an earnings call on February 24th, 2016, Salesforce CEO Marc Benioff credited their success to their ability to target the CEO. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Cience

JULY 17, 2020

As sales processes become increasingly complicated, more companies are opting for outbound managed services. They are looking to increase the number of leads in their sales pipelines as well as improve their ROI. Sales Changed. There’s an increase of decision-makers, and it’s more complicated than ever to reach them.

Outsourcing Services 52

Outsourcing Services Outbound Lead Gen Lead Rank 52

Jeff Davis

MARCH 27, 2018

This guest post was originally published on the Linkedin Sales Blog There has been a lot of talk lately about the news that CEB released some time ago that shows us that the typical B2B buyer is already 57% through the purchase process before reaching out to sales. according to Brent Adamson, Principal Executive Advisor at CEB.

Top of Funnel 48

Top of Funnel Buyer Decision Maker Scale 48

Hubspot Sales

AUGUST 15, 2018

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. Instead of coming to the CEO as a credible sales rep, you’re now approaching them as a curious student, and you’ll likely find that they’re much more willing to engage on this level.

Decision Maker 98

Decision Maker Call-back ROI Scale 98

Cincom Smart Selling

SEPTEMBER 13, 2016

Dealstorming: The Secret Weapon that Can Solve Your Toughest Sales Challenges. Copyright: 2016 Portfolio Penguin. Dealstorming,” by Tim Sanders, offers up a timely message for organizations that sell—especially those bedeviled by volatile pipelines and disappearing prospects. At the center of this process is the sales rep.

Sales Process 81

Sales Process Top of Funnel Decision Maker Engineering 81

The ROI Guy

AUGUST 28, 2017

Executives don’t want a sales pitch, however, research indicates that is just what they are getting most of the time. According to Forrester, 80% of sales conversations are still about selling products and services, with only 20% focused on the executive buyer's challenges and initiatives.

Conversion 49

Conversion Comparison Scale Decision Maker 49

Customer Centric Selling

OCTOBER 21, 2015

Sales Tips: Bad Assumption #5 - Proposals Sell. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Of all the closing techniques I’m aware of, the least effective is issuing proposals to non-decision makers who will then distribute it to members of the buying committee.

Proposal 40

Proposal Decision Maker Distribution Buyer 40

Pipeliner

DECEMBER 31, 2017

Only a little more than half of account based sales reps made quota in 2016, according to CSO Insights. Based on what I’ve heard from sales leaders, 2017 wasn’t much better. There are many possible reasons that account based sales reps miss quota. Perhaps they: Depended on marketing to send them qualified sales leads.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

ROI4Sales

AUGUST 19, 2016

Tomorrow our boss, who is the real decision-maker, is going to be in our office. This is a great opportunity, and once you make a positive impact, the sales cycle is going to be cut short. Your sales manager is always telling you, “Sell to the C Suite.” Remember these five simple suggestions for sales success.

Prospecting 40

Prospecting Webinar Metrics Hiring Decision Maker 40

Customer Centric Selling

OCTOBER 26, 2015

Sales Tips: Bad Assumption #6 - Buyers Will Be Honest About Why You Lost. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As a sales manager I found loss reports to be virtually worthless. How does your 2016 pipeline look? It's what you know for sure that just ain't so.”

Buyer 40

Buyer Vendor Decision Maker Buying Cycle 40

PandaDoc

FEBRUARY 9, 2021

A tire kicker is someone who will drag the sales cycle on. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. During your conversation, ask your prospect what their budget is for this purchase.

Ideal Customer Profile 52

Ideal Customer Profile Intent Buyer Buyer Intent 52