Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We’ve got to maximize our share of account. I contribute my fair share to the clutter.) We’ve got to create value in every interaction. Fear holds us back.

Top of Funnel 105

Top of Funnel Funnel Pipeline Exercises 105

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. If you’re like most people, you will have found there are hundreds or thousands of entries and within the top three is LinkedIn (but only if you have an account; if you haven’t, shame on you!).

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Women Sales Pros

JUNE 21, 2019

Strategies To Drive Sales It’s an age old problem, the friction between marketing and sales. In most organizations they are like oil and water with marketing feeling like they are doing all the heavy lifting – developing campaigns, strategies that tap new prospects and taking market awareness to a whole new level.

Marketing 114

Marketing Energy Margin Lead Rank 114

SalesLoft

OCTOBER 21, 2016

The account-based model for modern organizations continues to deliver success across the board. From the OG, Account Based Marketing, to the new front man Account Based Sales Development , the lift in annual contract values alone is proof that the targeted approach to customer acquisition is working.As The problem?

Ideal Customer Profile 52

Ideal Customer Profile Account Outbound Webinar Metrics 52

Sales Hacker

JUNE 7, 2021

Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. Market insights: Topical themes and drivers that can open conversations. Market insights and topics.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. The earlier you discover, this the better. Encourage mini advisory boards. At

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

Product Management University

OCTOBER 9, 2023

Here’s why a portfolio vision is so critical to the success of your products and how it elevates Product Management, Product Marketing, Sales and Customer Success teams to plan and execute more strategically. The supporting operational goal of your accounts receivable product could be something related to “stronger cash flow.”

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Emissary

MARCH 2, 2023

They can search and view advisors by account, creating a seller-to-advisor experience that is more personalized and proactive than ever before. These industry insiders bring recent experience at your most important accounts to their conversations with you, offering unparalleled insight and advice.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

SalesLoft

SEPTEMBER 1, 2023

With LeanData and Salesloft as this year’s co-sponsors, the conference hosts 2,500 attendees with 25+ speakers sharing their knowledge and experience across 20+ sessions and workshops. Years ago, as an Account Executive for Outreach, Rob was brought into San Francisco to attend Dreamforce.

Conference 52

Conference Hiring Networking Face-to-face 52

Partners in Excellence

MARCH 22, 2024

They even had us go through Wilson Learning Transactional Analysis workshops on communicating better with your clients. I told him I wanted to enter business and use my marketing degree. Dave would argue that IBM might have been better, but we fought head-to-head in the office products market. Where do you want to work?”

Hiring 73

Hiring Retail Engineering Call-back 73

Partners in Excellence

OCTOBER 20, 2021

Ironically, the other day I was running a “coaching” workshop with an outstanding client. As part of that workshop, we talked about our shared propensity to focus on what’s wrong. I moved my mouse to the “Trash” button and selected that. It is too easy to backslide and whine about what’s wrong.

Scale 106

Scale Social Selling Forecasting Channels 106

Adaptive Business Services

JUNE 2, 2021

An Implementation Workshop addressing the following should be performed to define how Nimble will be set up and configured for your business. Sales, Marketing, and Business Processes to be supported. Understand that the configuration defined during the Workshop is not “set in stone”. Project Goals and Objectives.

CRM 96

CRM Decision Maker Salary Commission 96

Anthony Iannarino

JANUARY 21, 2020

Elite ticket holders attend workshops delivered by Amy Franko, Kenyetta Gordon, Kendra Lee, Jeff Bajorek, Larry Levine, James Muir, Brynne Tillman, and Bernadette McClelland. Jeb Blount, Mark Hunter, Victor Antonio, will also provide workshops. I do something different each year, and I am working on this year’s workshop now.

Conference 104

Conference Outbound Lead Generation Networking 104

Sales and Marketing Management

JUNE 28, 2018

The key issue may be ease of data analysis from the company perspective, but for these customers, maintaining Health Insurance Portability and Accountability Act compliance or student-grade privacy guidelines is critical. Glenton Davis is a business strategist of the Global Partner Marketing Channel and Programs at Microsoft.

Buyer 209

Buyer Guidelines Insurance Insurance 209

Babette Ten Haken

AUGUST 23, 2018

What happens when both sides of the business table become proactively accountable for managing customer retention scorecards? Engage me to speak or conduct an interactive workshop at your next corporate or association event. As a result, customer retention matters when there is a negative customer retention scorecard. Contact me.

Retention 154

Retention Customer Revelation Loyalty 154

Partners in Excellence

JUNE 1, 2012

They were focused on identifying great improvements in my client’s go to market and sales strategies. One of the profound things about these workshops was that 70% of the participants came from non-sales or marketing functions—manufacturing, development, operations, quality, legal, human resources, and executive management.

Marketing 87

Marketing Maximizer Sales Outside Sales 87

Customer Centric Selling

FEBRUARY 13, 2013

Sales Training Article: Accountability for Sales Enablement By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII series. The other silos are involved, but don’t have such direct and measurable accountability.

Sales Enablement 63

Sales Enablement Account Training Quota 63

Sales and Marketing Management

MAY 24, 2018

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise? The main challenge when it comes to these situations?

Territories 185

Territories Margin Training Pipeline 185

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Implementing the program is the key to marketing success. Accountability And Responsibility.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Mindtickle

JULY 10, 2020

Leaders in sales enablement and marketing have a big role to play here, aligning all remote team members on messaging, sales processes and requirements. Aligning on sales processes helps identify potential gaps, which in turn can trigger the development of tools such as value-messaging workshops. Field requirements for collateral.

Collateral 71

Collateral Face-to-face Sales Enablement Objections 71

Pipeliner

FEBRUARY 23, 2024

Yet, only 54 percent say it generally feels like sales, service, and marketing don’t share information. It’s built on the understanding that every department, from product development to marketing, contributes to customer’s brand perception and engagement. Create coordinated marketing and sales campaigns.

Customer Service 59

Customer Service Customer Company Lead Rank 59

Sales Evangelist

FEBRUARY 16, 2020

Three Things Small Businesses Get Wrong When Marketing Businesses often make mistakes in their marketing campaigns and as a result, don’t maximize their exposure. Stephen enhances marketing and communications for a global software firm by coaching individuals and businesses to improve their own brand.

Small Business 52

Small Business Small Business Social Media Marketing 52

Anthony Cole Training

OCTOBER 21, 2010

Tony Cole can tailor a workshop or keynote that will help your team discover the spark of extraordinary motivation and success. Read Tonys article.recently published in Bank Insurance & Securities Marketing Magazine! accountability (1). sales accountability (10). Market Changes Allow for Sales Success!

Hiring 120

Hiring Marketing Insurance Insurance 120

Partners in Excellence

MAY 1, 2023

Sales people and managers are overwhelmed with the data around activities we are held accountable to perform. As a result, we measure all sorts of things to demonstrate our “busyness,” dials, emails, meetings, InMails, contacts, proposals, and on and on. The more activities we do, the better.

Proposal 104

Proposal Examples Conversion Account 104

Alice Heiman

AUGUST 1, 2023

A sought-after speaker, he has delivered more than 60 business-changing keynotes and workshops. A natural problem solver, Larry represents the 5th generation of his family’s business. His first book, Businesses Don’t Fail, They Commit Suicide is scheduled for release in early 2018.

Guidelines 62

Guidelines LinkedIn Enterprise Enterprise 62

Customer Centric Selling

DECEMBER 23, 2015

Sales Tips: Is Opportunity-Account Management Lifecycle a Virtuous or Vicious Circle? The gap between opportunity management and account planning is not new and it’s typically driven by several misconceptions, such as: Opportunity management is a “won and done” achievement. Account planning is just a once-a-year effort.

Opportunity 40

Opportunity Account Vendor Face-to-face 40

The Brooks Group

SEPTEMBER 18, 2018

For example, a $5,150,000 sales target broken down might look like this: $3,500,000 Existing Maintenance Accounts. 500,000 New Product or Service Sales from Existing Accounts. 300,000 New Accounts with Existing Opportunities. 250,000 Brand New Accounts from Marketing Leads. Step 5: Collaborate with Marketing.

Territories 79

Territories Conference Face-to-face Quota 79

Mereo

APRIL 28, 2022

The Forrester 2022 Global CMO Strategy Survey found that fewer than 35% of chief marketing officers are involved in corporate strategy development. Salespeople are not even using the tools marketing creates for them. How are these expressed through a shared language, events, leadership consistency and accountability? >>

Lead Rank 36

Lead Rank Lead Scoring Revenue Leads 36

The ROI Guy

AUGUST 27, 2018

If you are using Interactive Value Selling and Marketing Tools, you may be sitting on a wealth of customer intelligence that you could be leveraging. Self service Value Marketing Tools from Alinean collect data directly from each prospect and customer, including key profile data and metrics about their current challenges and opportunities.

Ideal Customer Profile 55

Ideal Customer Profile Tools Eloqua Customer 55

SalesforLife

JUNE 27, 2019

What we’ve found in talking to our customers, is that BDRs, SDRs, and account executives are increasingly creating compelling events to drive pipeline creation. Build a Total Addressable Market (TAM) for the event. When creating an event, you’ll need to consider what your TAM is, and who is the ideal customer profile.

Campaigns 95

Campaigns Ideal Customer Profile Strategy Trade Show 95

Sales Hacker

APRIL 13, 2020

The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. Just Google, “your niche + workshop + Eventbrite + big city” to get a list of workshops.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Product Management University

MAY 24, 2021

For example, consider the workflows that cross marketing, sales and finance, or customer service, shipping and billing, or IT, human resources and all departments. At the top of your game, you’re delivering solutions with industry-specific functionality that make customers more competitive in their markets.

Customer 98

Customer ROI B2C Retail 98

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And the basics of selling are….? salespeople today don’t execute on the basics. And my response was, what are the basics then? How often do we need to come up with fresh ideas.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

No More Cold Calling

AUGUST 14, 2019

My employer gave me two weeks to get my accounts in order. There are no big marketing costs. Then I asked the pivotal question: Do you have a referral system, a methodology, a programmatic, written strategy, with metrics, KPIs, skills, and accountability for results? Of course, the silver lining wasn’t immediately apparent.

Referrals 291

Referrals Cold Calling Survey Scale 291

Hubspot Sales

JANUARY 26, 2023

You can connect with millions of people globally for only a fraction of the cost of traditional marketing. Get ready to learn about healthcare, contracts, and accounting — all of which have their own departments in larger companies. You can benefit from a rapidly growing market. Marketing costs are also lower.

Social Media 94

Social Media Case Study Media Fashion 94

Mindtickle

JULY 10, 2020

Leaders in sales enablement and marketing have a big role to play here, aligning all remote team members on messaging, sales processes and requirements. Aligning on sales processes helps identify potential gaps, which in turn can trigger the development of tools such as value-messaging workshops. Field requirements for collateral.

Collateral 52

Collateral Face-to-face Sales Enablement Objections 52