Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! Fortunately, you don’t need to be an art major to create a good deck if you follow these simple best practices. Photo courtesy of Sam Churchill.

Maximizer 61

Maximizer Follow-up Sales Course 61

Understanding the Sales Force

JUNE 20, 2023

I couldn’t hear the noisy motor – at all – and with my music was blasting I worked for such a long period of time that I at up an entire 10-foot spool of trimmer line, and drained 4 batteries. Yesterday, I put them in my ears, turned on the weed-eater and voila.

Motivation 156

Motivation Pipeline Hiring How To 156

SalesLoft

SEPTEMBER 27, 2016

Between the tips from both the seasoned travel vets and newly nomadic, find out how you can make the most out of your Dreamforce 2016 tickets this year: Make Yourself Visible to Your Prospects. Then, sit up front at the session, shake their hand before it begins, and make sure to participate if you can. Kyle Porter.

Travel 52

Travel Conference Guarantee Follow-up 52

Partners in Excellence

MARCH 19, 2016

First, thanks to everyone who took the time to provide feedback and ideas on some of the things I covered in last week’s Bits And Pieces ( March 12, 2016 ). It’s rock solid stuff, be sure to pick it up, I’ll be talking more about it soon. Improv Wisdom, Don’t Prepare, Just Show Up , Patricia Ryan Madson.

Ideal Customer Profile 48

Ideal Customer Profile Webinar Metrics Inside Sales Hotels 48

Partners in Excellence

APRIL 1, 2016

Just a few things to focus on this week: Charity:Water: For those of you who have followed me for some time, you know one of my pet causes is Water–that is providing clean palatable water to everyone in the world. We ended up raising $9,535! Wrap-Up: I started Bits And Pieces several weeks ago. Thanks and keep it up.

Campaigns 48

Campaigns Groups Conference Call-back 48

DiscoverOrg Sales

JANUARY 1, 2018

What pain points keep CMOs up at night? In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. When we look at the trends year over year, we get a good indication of where organizations may add new spend in the following year. Customer experience solutions.

Trends 184

Trends Advertising Advertising Survey 184

Zoominfo

OCTOBER 13, 2020

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. We then grouped this data by company size to understand how much of an impact social media following has, depending on business size. At a high-level, our research shows a strong correlation between social following and revenue.

Social Media 162

Social Media Media Revenue Scale 162

Increase Sales

JANUARY 2, 2016

This is the fourth direct mail marketing postcard I have received from this particular Realtor without any sales follow-up. We are not desperate, but you don’t know that because you have never made a sales follow-up phone call or face to face visit. Follow her on Twitter or check out her profile on LinkedIn.

Real Estate 70

Real Estate Direct Mail Marketing Decision Maker 70

Sales and Marketing Management

JULY 24, 2020

A recipient interested in your company’s mission will be more likely to refer your rep to the right colleague and more likely to give details on how to follow up. Reward your reps with purpose-driven opportunities, like one of the following: . An engaging gift will make your sales reps’ job easier, too.

Incentives 227

Incentives Incentive Motivation Demographics 227

Zoominfo

OCTOBER 13, 2020

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. We then grouped this data by company size to understand how much of an impact social media following has, depending on business size. At a high-level, our research shows a strong correlation between social following and revenue.

Social Media 130

Social Media Media Revenue Scale 130

Sales and Marketing Management

JUNE 8, 2020

A recipient interested in your company’s mission will be more likely to refer your rep to the right colleague and more likely to give details on how to follow up. Reward your reps with purpose-driven opportunities, like one of the following: . An engaging gift will make your sales reps’ job easier, too.

Incentives 227

Incentives Incentive Motivation Demographics 227

Zoominfo

AUGUST 31, 2020

So what components make up this effort? Notably, the pandemic has shown that companies who’ve managed to grow almost cult-like followings are more adaptable to change and more prepared to tailor offerings when the market shifts around them. Offer expansion. Company transformation. Offer Expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Anne Miller

SEPTEMBER 23, 2020

Interesting, known for the clarity and strength of her written opinions and dissents, when asked in a 2016 interview , which teachers inspired her, she named Vladimir Nabokov at Cornell, who “…changed the way I read and the way I write. How you follow up. Details & sign-up at [link]. What you do. Who you are.

Proposal 108

Proposal Webinar Metrics Follow-up Buyer 108

Sales and Marketing Management

MAY 3, 2016

Issue Date: 2016-05-01. With his new book, “Smarter Faster Better: The Secrets of Being Productive in Life and Business,” Pulitzer Prize-winning New York Times business writer Charles Duhigg has followed up his bestseller on habits with a close look at the choices the most productive among us make that the rest of us don’t.

Follow-up 120

Follow-up Closing 120

Sales and Marketing Management

MARCH 1, 2016

Issue Date: 2016-03-02. Indecision only serves to clog your pipeline and steal your time as you continually follow up in an attempt to close a deal that is never going to close. Author: Sharon Gillenwater. Teaser: A “no” from a customer at least has finality, and you can move on to other great prospects. read more

Follow-up 120

Follow-up Pipeline Closing Prospecting 120

No More Cold Calling

JULY 13, 2017

In our 2016 Sales Enablement Optimization Study, we found that a formal or even dynamic coaching process helped more salespeople to achieve their quota (by 10%), and win rates for forecast deals could be improved even more, by 28%. Weekly metrics for each account based sales rep roll up into monthly and quarterly metrics.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Steven Rosen

JANUARY 6, 2016

Do you want to be successful in 2016? This is when you commit someone else that you will follow through on your plan and set up regular meetings to discuss the progress you are making towards achieving your goals. Download my 2016 Goal Planning Guide , it will take you through the “ 5 Step Process to Achieving Success”.

How To 120

How To Study Coaching Follow-up 120

Zoominfo

DECEMBER 11, 2020

To guide you through the recruitment data ZoomInfo has collected, check out the following questions that job seekers can contemplate as they ponder a new position or career change. Additionally, diversity-themed executive roles have been on the rise in companies since at least 2000, but made a noticeable jump in 2016, ZoomInfo data shows.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Steven Rosen

JANUARY 6, 2016

Do you want to be successful in 2016? This is when you commit someone else that you will follow through on your plan and set up regular meetings to discuss the progress you are making towards achieving your goals. Download my 2016 Goal Planning Guide , it will take you through the “ 5 Step Process to Achieving Success”.

How To 120

How To Study Coaching Follow-up 120

Zoominfo

JUNE 27, 2018

Typically brands work with influencers who have a large, dedicated following, particularly on social media. In 2016, influencer marketing surpassed print marketing ( source ). 48% of marketers plan to ramp up their budget for influencer marketing campaigns ( source ). 5 Must-Follow B2B Marketing Influencers. 32% of U.S.

Influencer 202

Influencer Marketing Social Media Scale 202

Crunchbase

FEBRUARY 25, 2021

Following the classic Monthly Rundown style , this edition highlights Black-founded and co-founded companies with new funding from the last month. And, if you’re a founder looking to get discovered, make sure your company is registered in Crunchbase , and your Diversity Spotlight tags are up to date. HQ: Atlanta, Georgia.

Company 95

Company Automotive Sales Qualified Lead Software 95

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% Making sales process and methodology easy to understand and follow. Make the process easy to understand and follow. in 2015), but only 5.2%

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

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. I’ve been polling sales audiences for years about their top challenges, and the gatekeeper always comes up. In 2016, it was 53.3 in my Referral I.Q. percent answered no.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

JULY 1, 2019

In that article, we state the following, “A critical step toward a more inclusive work environment and equal rights for LGBTQ+ employees is simple— and it comes in the form of representation. In fact, of all advertisements run globally in 2016, only 47 of those advertisements featured lesbian, gay, or transgender people.

Advertising 188

Advertising Advertising Survey Scale 188

SBI Growth

DECEMBER 25, 2013

Digital marketing investment will exceed 50% of total program budget by 2016. The core fabric of marketing execution will be ripped up and rewoven by data and marketing technology.". Follow @SearchMaster. Follow @MakingTheNumber. It''s not a matter of doing the same things better. Author: John Koehler.

B2B 325

B2B Enterprise Enterprise Analytics 325

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. But where does that come from? Morgan J Ingram. Image Source: LinkedIn. Cynthia Barnes. Image Source: LinkedIn.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

Zoominfo

OCTOBER 2, 2019

IBM IBM has been a champion of our top ten list, appearing in 2016, 2018, and now 2019 at number one. AT&T AT&T, short for American Telephone and Telegraph Company, makes our list for the second year in a row, climbing up from number seven. For reference, we have included the top ten lists from 2016-2018 below.

Company 100

Company Ideal Customer Profile Lead Rank Lead Scoring 100

Close

OCTOBER 31, 2016

Hustling is about showing up, following up, and possibly messing up until you hear "yes". But success isn't just about hearing yes—it's also about learning to say "no". Learning to say that one word is the difference between hyperfocused and successful startups vs distracted and failing startups.

Follow-up 52

Follow-up Sales 52

Allego

FEBRUARY 3, 2022

That may sound basic, but often companies do not follow fundamental sales and marketing practices. When you have everything accessible in one system, you reduce clutter and paperwork, speed up communication, and improve buyer satisfaction. 3 Strategies to Accelerate Revenue Growth. Transforming Sales and Marketing.

Revenue 116

Revenue Ideal Customer Profile Strategy Buyer Persona 116

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. The opportunity in Awareness and Consideration is to shape their thinking, so when they get to Decision mode, you have all but locked things up. That would free up funds to bid on more projects; to buy new equipment, you name it.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

DiscoverOrg Sales

JUNE 14, 2017

I was coming up on my 17th or 18th month at DiscoverOrg, and I was being overlooked. At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. I already chose the harder path, and I know I’m capable of following it!”. And it showed. “I

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Increase Sales

OCTOBER 5, 2016

Smaller firms especially those with under 50 employees lack the exposure to many of these up and coming ways to increase sales. I published this article on Friday, September 30, 2016. A quick glance of the first 12 people who shared this article revealed amplification of over 10 fold to my current Twitter followers of 11,663.

Strategy 152

Strategy B2C Twitter LinkedIn 152

Selling Essentials RapidLearning Center

NOVEMBER 29, 2022

Enrollment in nonverbal communication training shot up by 268%, Udemy said. It’s just harder to pick up on critical non-verbal cues we need to communicate effectively when we’re not together. This post is based in part on the following research article: Hess, U. 2016) Nonverbal Communication. Why is this?

Training 52

Training Face-to-face Report Course 52

Sales and Marketing Management

APRIL 13, 2017

In fact, 2016 data from CEB shows that the average buying group has increased from 5.4 It works through the following strategies: Storytelling – Peers telling their stories, business outcomes and customer experience, create quality content that beats ‘arm race’ content. You can follow Ian on Twitter @Salesbyian.

Top of Funnel 189

Top of Funnel B2B Strategy Referrals 189

Pointclear

JUNE 9, 2017

While the size of the deal described above is not typical, the “don’t give up too soon” success stories that lead to deals on the high side of the sales spectrum are. I talked to a senior exec recently who said he was amazed at the number of sales calls he receives that are never followed up. One billion dollars.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

Zoominfo

AUGUST 31, 2020

So what components make up this effort? Notably, the pandemic has shown that companies who’ve managed to grow almost cult-like followings are more adaptable to change and more prepared to tailor offerings when the market shifts around them. Offer expansion. Company transformation. TentCraft’s core customers stopped buying.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Hubspot Sales

OCTOBER 17, 2018

The first-mover advantage describes companies that are first to market, which gives them a competitive advantage over other companies, resources, or technologies that follow. The first soda syrups started showing up around 1881. Pepsi went bankrupt twice and rebranded in the 1950s to keep up with their rival. million riders.

Loyalty 102

Loyalty Inbound Skype Consumer 102