Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

MAY 6, 2020

“We do not want to grow too fast,” said Eric Yuan, CEO of Zoom, in a 2017 interview with Saastr. We do not aggressively pursue the new prospect.” This turn of events feels slightly ironic (and maybe even somewhat eerie) considering Yuan’s statements about the company’s commitment to sustainable growth back in 2017.

Video 100

Video Cancellation Account Based Marketing Microsoft 100

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Inside sales teams leverage technology to connect and engage with prospects. Consider that in 2017, 20% of industrial companies preferred digital interactions and purchases. What do inside sales reps do?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Adaptive Business Services

MARCH 23, 2022

With a grateful nod to Heinz Marketing , Lifehacker , Inc. Realized I didn’t want to do that forever, so I went back to school, got my MBA from the University of Minnesota Carlson School, spent 14 years in corporate marketing, 10 years with a small B2B-focused agency, then started my own consultancy in 2017.

Social Selling 101

Social Selling Social Media Twitter Networking 101

Sales Hacker

AUGUST 4, 2023

There was demand for this knowledge, as well as an inflection point in the market. The meetups led to our first-ever, 300-attendee Sales Hacker Conference in San Francisco in September of 2013. One day, I got an email from Jason Lemkin, who was a speaker at our first conference and really grokked what we were doing.

Hiring 62

Hiring Scale Conference Call-back 62

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. Set up alerts for prospect names or business names and get notified whenever they are mentioned in news on the web.

Social Media 105

Social Media Google Hiring How To 105

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Highspot

APRIL 12, 2019

It’s a whole new world for sellers and marketers. With the conference around the corner, we dove into three of today’s — and tomorrow’s — hottest topics that are impacting the modern market. Reflecting back on a successful past first requires looking forward. Human Empathy in the AI Revolution.

Trends 45

Trends Hiring Marketing Sales Enablement 45

SBI

FEBRUARY 19, 2020

Zuant Quantifies ROI for Event Marketers Worldwide; Kicks Off 2020 with Record Client Growth. Zuant’s success is based on the very real need to quantify event marketing investments. CMOs, event marketers and sales reps are spending considerable time and budget exhibiting at shows. It has become table stakes for job security.

ROI 68

ROI Industry Chemicals SAP 68

Hubspot Sales

NOVEMBER 7, 2017

As sales reps, our tendency is to flatter prospects by pointing out their accomplishments. We say things like, " I see you went to Duke ," " I understand you were at EMC ," and " I saw you were named Marketing VP of the Year! " In addition to buttering up our prospects, these statements make us feel we've done our homework.

Conference 101

Conference Call-back Social Media Sales Qualified Lead 101

SBI

FEBRUARY 27, 2018

This week I interview Ian Levine , Chief Sales and Marketing Officer of RO Innovation. Ian: Today’s B2B buyers trust the opinions and advice of their peers above that of any salesperson or marketer. A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. We call it Sales Tech Game Changers.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

Crunchbase

AUGUST 11, 2020

Despite recent data showing the brimming optimism of sales and marketing leaders, my inbox is flooded with prospecting messages that start just like this. Everyone agrees that salespeople should have empathy right now, but many think adding some vague platitudes about “difficult times” to a templated prospecting email is the answer.

Face-to-face 86

Face-to-face Lead Rank Lead Scoring Discount 86

SBI

SEPTEMBER 17, 2019

Invisible.io, a global champion in sales productivity, is announcing RevenueGrid, new Sales Acceleration platform that expands the capabilities of Sales Engagement market and maximizes return on every customer engagement. Keep every prospect engaged and seal every deal imaginable. marketing@invisible.io. MOUNTAIN VIEW, Calif.,

SAP 84

SAP Enterprise Enterprise Oracle 84

Hubspot Sales

NOVEMBER 23, 2017

I once sent a woman I sat next to at a conference in the sweltering desert heat an email with the subject line “Nice sweating next to you @ Inc. You want to demonstrate that you took time to look into your prospect before reaching out, but you definitely don’t want to overdo it. 4) Do your homework (but don’t be a creep).

Sales Process 107

Sales Process Real Estate Follow-up Insurance 107

Jeff Davis

SEPTEMBER 21, 2017

It's exciting to see more people add to the conversation of how we can better align Sales and Marketing to drive revenue - so I couldn't be happier to be involved with them. I was able to share some research that I conducted as well as a recent article published in the Harvard Business Review (HBR) titled "How Aligned is Your Organization?".

Sales Enablement 48

Sales Enablement Meeting Enterprise Enterprise 48

Pipeliner

DECEMBER 31, 2017

Based on what I’ve heard from sales leaders, 2017 wasn’t much better. Perhaps they: Depended on marketing to send them qualified sales leads. Relied on social media and email to communicate with prospects. He described his target prospect, and as luck would have it, I had the perfect referral.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

The Brooks Group

AUGUST 23, 2017

A training that allows attendees to use their current accounts will improve their buy-in, since they can see how the new skills will immediately benefit them with actual prospects and customers. Choose a Theme that Inspires. You won’t get much buy-in or enthusiasm from your sales team if your meeting is based around a cheesy theme.

Sales Meeting 61

Sales Meeting Meeting Territories Face-to-face 61

SugarCRM

OCTOBER 31, 2019

Because nearly every aspect of the product has been digitized, employees are no longer tied to their desks; especially sales, marketing, and customer support teams. in 2009 to 52.99% in 2017. During meetings, seminars, and conferences, your employees meet new prospects. That’s where Mobile CRM comes to the rescue.

CRM 34

CRM SugarCRM Data Conference 34

Showpad

APRIL 9, 2021

It’s hard to get your foot in the door on a video conference call, isn’t it? A July 2017 McKinsey survey found that 48% of respondents said they perceived lower costs as one of the top three factors that drive technology adoption across their company. At least in a literal sense. It just means that the rules of the game have changed.

Training 52

Training Hiring Lead Rank Lead Scoring 52

Green Lead's B2B

JANUARY 25, 2017

The sales and marketing industry is flooded with events, conferences, web events, you name it. These two guys know sales and marketing and I figured I’d most likely come back with something valuable. Join me at the TOPO Summit – Pier 27 San Francisco, April 12-13th, 2017. Google AdWords, marketing automation, etc.)

Account 0

Account Account Based Marketing Outbound Inbound 0

Hubspot Sales

OCTOBER 10, 2017

Like just 17% of salespeople think they're pushy -- compared to 50% of prospects. Sales Statistics [2017]. Sales prospecting stats. Do you find prospecting to be the most difficult part of your job? Devote time to prospecting each and every day. The vast majority of prospects want to read emails at 5 and 6 a.m.

Referrals 145

Referrals Hubspot Top of Funnel Sales Qualified Lead 145

Mr. Inside Sales

APRIL 9, 2018

of Sales and presents at sales conferences, delivering keynotes and break-out sessions around the world. of Sales and speaks often at sales conferences, delivering keynotes and break-out sessions around the world. The scripts and the grading techniques he taught us has made our firm much more competitive in our market.

Inside Sales 24

Inside Sales Hiring Scale Conference 24

Sales Hacker

JANUARY 23, 2018

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013.

Conference 93

Conference Webinar Metrics Hiring Vendor 93

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. It revolutionized Inside Sales by lowering costs, widening the addressable market, and introducing automated dialing to the cold-calling process.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. It revolutionized Inside Sales by lowering costs, widening the addressable market, and introducing automated dialing to the cold-calling process.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. They value the unique opportunities that conferences and trade shows provide for networking, strengthening the brand, creating awareness, and meeting potential clients in the flesh. CIENCE marketing managers are among that 68%.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Sales Hacker

DECEMBER 3, 2018

Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. . How to execute “developer marketing” and how to build a developer community. Un-Marketing to Developers [14:16].

Lead Rank 60

Lead Rank Opportunity Hiring Marketing 60

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. The evolution of Sales & Marketing into Revenue Ops & Customer Ops.

Trends 97

Trends Outsourcing Services Top of Funnel Account Based Marketing 97

Sales Hacker

FEBRUARY 19, 2019

Lauren Alt – Marketing Campaigns Manager at Outreach. Lauren is an email marketing wiz and always has a trick or two up her sleeve to share with her sales colleagues. In this webinar How To Bump Prospect Engagement By 50% , Lauren revealed some of the closely guarded trade secrets on increasing email engagement.

Webinar Metrics 12

Webinar Metrics Cold Calling Marketo Hiring 12

SalesLoft

JULY 17, 2019

Email marketing was a regular part of sales communications over the next few years, but cold calling still took the lead on favored outreach. You had to get your prospect on the line to understand what they were seeking. Email marketing took the world by storm. Sales and marketing automation was the saving grace of B2B.

Scale 65

Scale Buyer eBook Lead Rank 65

Sales Hacker

JANUARY 24, 2018

Two of which are currently sales and marketing. Creating a website might seem like a task for marketers. A blog: to create and showcase content that solves your prospect’s pains. The next step is to create how-to content that helps solve your prospect’s challenges. Why am I sharing this?

Lead Generation 86

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 86

Zoominfo

FEBRUARY 21, 2018

In-person interaction is the best way to create meaningful relationships with prospects. That’s why trade shows and industry events are so valuable to B2B marketers. of their total marketing budget to events and exhibiting ( source ). Promote your booth: First and foremost, tell your prospects where they can find you.

Trade Show 173

Trade Show ROI Marketing Promotion 173

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The CRM software market is expected to grow to a $36.5 Prior to using a CRM, they had no way of knowing who had previously reached out to prospects.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. The sales CRM software market is expected to grow to a $36.5 Enhance the performance of your sales, marketing and support teams.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Sales Hacker

NOVEMBER 3, 2017

In the past year, I’ve visualized over 100 talks in real-time at 20+ conferences and events on a range of topics. How to Prospect with John Barrows. Watch: How To Prospect Like Salesforce, Marketo, Box, and LinkedIn. The more complex the sale, the more Marketing and Sales are blending. Is your product really worth it?

Top of Funnel 89

Top of Funnel Marketo Sales Qualified Lead B2C 89

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Due to rapid changes in buyer behavior and expectations, non-personalized content is now an unacceptable marketing practice.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Hubspot Sales

FEBRUARY 26, 2018

Your prospect will definitely know what you’re talking about. Anything exciting happening in [prospect name] land?”. If you learned via their website that their company is hosting a conference, you could ask, “Are you looking forward to INBOUND 2017?”. Use this humorous one with a marketer or salesperson.

Churn 110

Churn Cancellation Face-to-face Social Media 110