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DECEMBER 18, 2014

Expand market niche (70%). When it comes to innovation (one of my interests within growing companies), it was interesting to see these statistics among the participant mid-market companies: 53% use cloud computing. What are your business predictions for mid-market in 2015? Operations (87%). New products (76%). participated.

Hiring 198

Hiring Wireless Policies Travel 198

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AUGUST 26, 2014

94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. But where to start? Increase Opportunities. Expand Your Pipeline.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

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MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. JB: In their zeal to embrace content marketing, many brands are creating content that is wholly self-referential. Increase Opportunities. Expand Your Pipeline.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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NOVEMBER 28, 2014

Although I write about new trends and social platforms – and really love what I’m seeing with technology reaching mid-market and SMB companies – it’s important to realize that selling socially is not a new concept. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

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OCTOBER 24, 2014

As soon as Monday, you (yes, you and your mid-market or SMB company) can sign up for the Beta offering of IBM ® Watson™ Analytics. This cloud-based service could help your team sort through the layers of data your company has compiled from marketing, sales, HR, and elsewhere. There is a premium version for bigger capabilities.

Analytics 221

Analytics Analysis Compensation Data 221

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AUGUST 21, 2014

Many mid-sized, mid-market companies have not invested in current technology to make their website effective for those buyers on the go. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

B2B 231

B2B Google Ideal Customer Profile Compensation 231

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OCTOBER 15, 2014

A mid-sized, mid-market company has some great advantages over a giant, slow-to-change organization when it comes to shifting to a more social approach to learn about your buyers and reach those buyers. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Where are you?

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

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OCTOBER 30, 2014

So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

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MARCH 25, 2014

Just four years ago, I had a different target market and was giving workshops around the U.S. to help entrepreneurs grow sales to ultimately grow their businesses. In the latter part of 2010, I shifted working less with business owners and more toward helping mid-sized companies’ front line sales reps and their managers grow sales.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

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JULY 30, 2014

For some of us it is easy to be social in sales, for others it is an effort, and for a third group, a confusing idea. I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. Close More Deals.

How To 230

How To Ideal Customer Profile LinkedIn Twitter 230

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NOVEMBER 26, 2014

There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales. The companies I work with have massive spreadsheets that are all independent, they have CRM with little adoption, and data silos throughout their sales and marketing organizations. Mobilepaks.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

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JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. Keep it Nimble – as a mid-market company, are you getting so big that you can’t be flexible? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Increase Opportunities.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

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AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. The time is NOW to build for the future with your website.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

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APRIL 26, 2013

Give your opinion about integrating marketing automation into CRM? I encourage you to watch the recording and follow-up with some of our blogs for more CRM discussion. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Kudos to IBM for that.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

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APRIL 29, 2014

What that means is that marketing dollars are being wasted, and the big guys are missing out on opportunities literally being handed to them. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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MAY 27, 2014

I only recommend top-notch books, blogs and tools that are simple and help you win. What are your thoughts about the speed of learning in sales and marketing roles? Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Why or why not? Increase Opportunities.

Compensation 216

Compensation Positioning Pipeline Engineering 216

Vendor Neutral

JULY 30, 2021

Tom Pisello, Mediafly Tom Pisello is a thought leader and author on sales and marketing effectiveness, as well as a serial entrepreneur. He's well known from his videos, blog, and newsletter as “the ROI Guy.” Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

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NOVEMBER 20, 2013

I trust their research and know of many ways they have embraced social into their inside sales teams and into their business plan. My suggestion is to try out some very simple, low-risk ideas that can be early steps toward incorporating more social into your marketing and sales. Increase Opportunities. Close More Deals.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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JULY 17, 2013

Some of the hardest working folks in business are sales professionals. Top sellers are like elite athletes – they come in early, plan ahead, work a process, perform in clutch situations, do whatever it takes, and are well compensated for the art they bring as they apply the science of the system. Increase Opportunities.

Hiring 192

Hiring B2B Video Lead Rank 192

SBI

MAY 6, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Marketing automation. Performance and Compensation. Sales & Marketing Content.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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JULY 23, 2013

If you are a sales or marketing leader in a midmarket business, how can you program your sales professionals, customer service team, and management to evolve as business does? Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

SBI

MAY 6, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Marketing automation. Performance and Compensation. Sales & Marketing Content.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

There’s no better place to learn how you can get more leads, motivate your sales reps, get deals signed faster, hold better conversations, convert more leads into opportunities, strategize, collaborate, forecast, follow-up, engage, AND close. Marketing automation. Performance and Compensation. Sales & Marketing Content.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

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APRIL 28, 2014

What that means is that marketing dollars are being wasted, and the big guys are missing out on opportunities literally being handed to them. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Retail 123

Retail Lead Rank Lead Scoring Study 123

Green Lead's B2B

DECEMBER 8, 2010

Inbound Marketing is all the rage these days, and why shouldn't it be? Inbound Marketing's goal is to pull potential customers in by all different methods, whether it's compelling content, savvy SEO execution or community interaction via social media. It works, right? Where do you turn? Definitely worth checking out. Great stuff.

Inbound 35

Inbound Outbound Marketo Marketing 35

Nutshell

JANUARY 14, 2020

The SaaS industry has different selling techniques , key metrics , and sales process activities compared to the ones you’d encouter while selling a tangible physical product or a more traditional service like a marketing consultation package. What Is the Length of a SaaS Sales Cycle? Type of Customer.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

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APRIL 30, 2014

A startling fact, presented over and over in b2b studies shows that most sales reps do not follow up enough – despite the few we know of who seem to overcall – or follow up too many times with unqualified opportunities. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

The Spiff Blog

MARCH 16, 2023

We believe that the experiences and insights we share in this blog post will shine a light on both the struggles women in sales face but also on the strengths and achievements of women in sales. In doing so, we hope to show the next generation of women that sales is a viable career path for women.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

Delicious Sales

MAY 2, 2012

Sales (12918). Marketing (6398). Sales Management (2614). Inside Sales (849). Outside Sales (81). Blog (5972). Brian, CMO of Lattice Engines, recently presented a session on predictive analytics at the Inside Sales Virtual Summit. In 2009, there were 800,000 inside sales departments.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

LeadFuze

JANUARY 1, 2022

Who currently have job openings for marketing help. What is Sales Outsourcing? Outsourcing sales is when a business delegates parts of the sales process to outside individuals or agencies. As it turns out, there are a lot of outside services that can be contracted to do your marketing. That spend money on Adwords.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

Partners in Excellence

MARCH 25, 2014

I’ve spent a lot of time in airplanes and hotels, so I read lots of stuff–books, magazines, blogs. But does that mean sales people are becoming less important? But does that mean the need for sales people has diminished? I keep hearing common themes (and I’m guilty about contributing to many of these themes.)

Education 104

Education Hotels Margin Social Media 104

SBI

JUNE 25, 2013

Inside Sales” Brooks , and Mark Organ. Gamification is just a fancy word for marketing tactics (specifically games and contests) that get people to engage with a company or a brand in a more personal, social way. No doubt, they discovered a marketing formula that was every bit as successful as their tasty snacks were.

Hiring 122

Hiring InsideSales Incentives Incentive 122

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APRIL 23, 2013

Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. Let’s show the other departments that the sales team is more streamlined and accountable than ever. Marketing is Not Immune, Either. Who else has modernized marketing?

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

Pointclear

AUGUST 6, 2013

Over the last year, I’ve had the privilege of interviewing over 30 influential B2B sales and marketing leaders. It has been a pleasure to interview each of them and share perspectives on topics ranging from B2B lead generation and inside sales to social media trends and personal branding.

Inside Sales 176

Inside Sales SAP Trends Sales Qualified Lead 176

Markempa - Inside Sales

FEBRUARY 2, 2015

Sohail Khan is the author of Guerrilla Marketing and Joint Ventures: Million Dollar Partnering Strategies for Growing ANY Business in ANY Economy (Morgan James Publishing, Nov. 2014), a book that explains a step-by-step guide on how marketers can set up and use joint ventures to help your business grow.

Lead Rank 40

Lead Rank Networking Decision Maker Webinar Metrics 40

Markempa - Inside Sales

MAY 13, 2012

B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Start by reading this: Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop. Ask yourself : Is this the best use of a highly compensated sales professional’s time?

Lead Qualification 40

Lead Qualification Sales Qualified Lead Lead Rank Lead Scoring 40