Fill the Funnel

FEBRUARY 9, 2012

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. The most effective way for you as an individual sales person to get on the radar for your prospects is via your LinkedIn Profile. Summary: tell your prospects why you are so valuable to them in paragraph form.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Sign up for the Tour to learn how your peers are promoting themselves and driving sales this year and next. Your prospects are doing the same. Let’s assume you have a meeting with a big prospect.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

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. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Demand Generation Targets 120

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

SBI

OCTOBER 27, 2019

Think how effective it would be if salespeople could mix and match content for prospects without changing the originals. Resources All Blog Article Case Studies ebooks & Guides Funding & Acquisitions Guide Industry News Interview Video Video Reviews Webinars. Sales Enablement. Field Sales. Sales Enablement.

Video 59

Video Cost Per Thousand Case Study Collateral 59

Zendesk Sell

NOVEMBER 27, 2017

Field sales teams, picture this: no more plotting out your route before leaving the office. Take your prospect outside, point your tablet or phone at their home or business and show them what it would look like with solar panels, along with a breakdown of monthly cost savings. Would you use AR as a field sales rep?

Oracle 74

Oracle Field Sales Retail Google 74

CloserIQ

SEPTEMBER 25, 2019

“Prospecting is difficult, and cold calling objections are even harder to handle. But don’t forget that the reason for your call is to help a prospect do their job better and improve results for their company or themselves.” “No sales process is perfect. . You are catching someone “cold”.

Hiring 49

Hiring Cold Calling Field Sales Objections 49

SBI Growth

DECEMBER 6, 2012

This is the actual tool SBI’s blog teams use as a template. Do my prospects find me online every time they search for a solution to their problems? Would your field sales teams be more or less effective with awesome content support? You can access an excellent blog on this topic by my peer Tony Zambito here.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

Pointclear

MARCH 22, 2018

That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer. See this blog for a build vs. buy analysis that takes that argument off the table.). Sales Performance International.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

SBI Growth

APRIL 22, 2013

Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Grade Your Sales Qualified Leads.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Smooth Sale

NOVEMBER 30, 2018

Attract the Right Job or Clientele: Note: Linda Broenniman and Dan Frumkin, Founders of RadiateBuzz.com , provide today’s Blog Story, about sharing knowledge and wisdom throughout your organization. . . It is the quality of each engagement that governs the outcome of the sales effort.

Outsourcing Services 60

Outsourcing Services Engineering Field Sales Enterprise 60

SBI

OCTOBER 9, 2013

Let’s take a look at two specific scenarios, complex sales environments and field sales. In complex sales environments a deeper understanding of prospects—at all stages of the sales process—is mandatory. Prospects expect salespeople to do their homework and be relevant when they call.

Sales Tools 139

Sales Tools Tools InsideView Field Sales 139

Pointclear

JANUARY 15, 2013

What is called “Inside Sales”, “Sales Support”, “Telesales” and dozens of other names is growing 15x faster than field sales—in fact, my colleague, Jonathan Farrington, published a blog stating that within three years 80 – 90% of all B2B transactions will be done online—most with some form of sales support but not field sales.

Lead Generation 200

Lead Generation Sales Qualified Lead Lead Rank Marketing Qualified Lead 200

InsightSquared

NOVEMBER 5, 2018

You have a very green sales development team. Your field sales team is not very busy. In all these cases, it may very well be appropriate that you set up more, but less qualified, meetings for your field sales team. Your field sales team is busy and doesn’t have enough time to focus on the real/best opportunities.

Lead Rank 94

Lead Rank Marketing Qualified Lead Revenue Comparison 94

SBI Growth

APRIL 22, 2013

Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. There are two steps to evaluate why the field ignores/rejects marketing leads. Grade Your Sales Qualified Leads.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

Pointclear

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Pointclear

MARCH 31, 2011

Sales Speaks: Perceptions & Ponderings on Marketing Leads from The Bridge Group and Vorsight is based on survey responses from 1,150 sales representatives asked to share their perceptions on lead accuracy, lead scoring, pipeline, and sales and marketing SLAs.

Marketing Qualified Lead 172

Marketing Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 172

Hubspot Sales

SEPTEMBER 17, 2019

Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. How to Approach Field Sales Meetings. End on time.

Meeting 90

Meeting Face-to-face Sales Meeting Conference 90

Selling Essentials RapidLearning Center

JUNE 14, 2019

Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Many distributors have a field sales culture in markets where inside sales models may make more sense. Field Sales vs. Inside Sales. Only 1 percent are entirely inside sales.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Braveheart Sales

FEBRUARY 20, 2020

This article is written with field sales teams in mind. However, if you run an inside sales team exclusively, don’t despair, you may still find a nugget or two of helpful information as well. This will help stop your salespeople from wasting time on fruitless proposal generating and spend more time with the right prospects.

Revenue 52

Revenue Hiring PointClear Inside Sales 52

Showpad

MARCH 19, 2020

Managers can evaluate these recordings to provide feedback to reps while colleagues see how they stack up against their peers and learn how their company’s top performers pitch sales presentations. Pursuing Digital Insights. The post 4 Ways Companies Are Shifting Their Selling Strategies in the Wake of COVID-19 appeared first on Showpad.

Company 71

Company Strategy Face-to-face SalesForce 71

SBI

DECEMBER 9, 2019

Video sales apps, sales onboarding, buyer engagement, e-signature solutions, deal management, white-space analysis, reference management and more. The guide is organized by the challenge areas sales organizations may want to address: Closing Deals. Enabling Sales. Engaging Leads & Prospects. Blog Article.

SAP 65

SAP Webinar Metrics Software Software 65

Pointclear

AUGUST 30, 2012

My guest today is Craig Rosenberg, Vice President, Sales and Marketing and Co-Founder at Focus. He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. Then we get to sell them.

Software 187

Software Software B2B Top of Funnel 187

SendBuzz

APRIL 25, 2023

Both sales strategies share the same goal of generating revenue, but their approaches are distinct. To simplify the decision-making process, we’ll explain the difference between B2B inside sales and outside sales in this blog. So, read on to discover which sales strategy is the most suitable for your company’s growth.

Outside Sales 52

Outside Sales Inside Sales B2B Face-to-face 52

Janek Performance Group

JUNE 24, 2022

If you are in sales and you have been in front of your biggest prospect and started sweating, getting clammy hands, or a racing heart, you felt the pressure. If you wing every sale when the pressure is on, you won’t have the muscle memory to help you. Because you are reading this blog you obviously are investing your time.

Sports 62

Sports Hiring Coaching Quota 62

Apptivo

AUGUST 31, 2023

Best practices for implementing an effective mobile CRM system The following are some practices for implementing an effective mobile CRM: Mobile App Accessibility Enabling a mobile app version of CRM software allows users to access critical customer information, communication records, and sales prospects directly from their smartphones or tablets.

CRM 52

CRM Customer Top of Funnel Analytics 52

InsightSquared

NOVEMBER 5, 2018

You have a very green sales development team. Your field sales team is not very busy. In all these cases, it may very well be appropriate that you set up more, but less qualified, meetings for your field sales team. Your field sales team is busy and doesn’t have enough time to focus on the real/best opportunities.

Lead Rank 59

Lead Rank Marketing Qualified Lead Revenue Comparison 59

Miller Heiman Group

JULY 11, 2019

Today, the buying process allows sellers to engage with buyers at multiple touchpoints—on websites, through email, phone—and through multiple contacts, whether through inside sales, field sales, channel partners or service representatives. Make Sure Every Sales Call Delivers Value for You—and Your Customers and Prospects.

Customer 55

Customer Face-to-face Top of Funnel Channels 55

SBI

MAY 6, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. If you’re in sales, do yourself the favor. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Don’t put it off.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SalesLoft

APRIL 8, 2016

Director of Sales Development at Birst and author of Economical Growth: 10x w/ Enterprise Account-Based Sales Development Chris Pham is joining us on the Salesloft blog as part one of a five part series on trends in sales development. In 2015, MuleSoft made the jump – the company booked over $100M of revenue.

PeopleSoft 52

PeopleSoft Siebel Hiring Lead Rank 52

SBI

MAY 6, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. If you’re in sales, do yourself the favor. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Don’t put it off.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Power Prospecting. Sales & Marketing Content. Sales Enablement. If you’re in sales, do yourself the favor. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog. Performance and Compensation. Pipeline Management & Deal Flow. Quoting & Pricing. Value Selling & ROI.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Pointclear

FEBRUARY 23, 2018

Just try to pass them on to your field sales team and you’ll see. Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Quality conversations and personal engagement with prospects. They won’t get followed up.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Cincom Smart Selling

JANUARY 11, 2018

CPQ Perspectives is a series of blogs designed to look at Configure Price Quote systems through the eyes of those who encounter them. Coupling this with rapid-shipping or drop-shipping capabilities from the manufacturer threatens the whole relevance of the distributor within the context of serving prospects and customers.

Distribution 48

Distribution Collateral Customer Service Banking 48

LeadFuze

NOVEMBER 30, 2021

Every successful coach will tell you that games are won during practice, not just on the field. Sales talent enablement is also a hot topic in many workplace environments, and there seem to be many inclusion initiatives to help diversify the job market. They need to be aware of what a typical sales cycle is like.

Sales Talent 52

Sales Talent Hiring Lead Rank Sales Enablement 52

Cincom Smart Selling

JULY 14, 2016

It was one of our field sales reps. Rather than dialing up a sales rep, customers and prospects visit the vendor sales portal for additional information about products. Channel Visibility Reduces Last Minute RFP Requests appeared first on Cincom Blog. It was precisely 4:48 p.m. The trout are no longer safe.

Channels 69

Channels Proposal Collateral Licensing 69

Cincom Smart Selling

FEBRUARY 16, 2018

The individual hiring decisions and talent appraisals for sales-position candidates are being made at the local level by local managers. CPQ is the sales manager’s tool of choice to enable a selling process that increases revenue by increasing the velocity of the buying transaction and facilitating multichannel sales.

Hiring 48

Hiring Margin Proposal Penetration 48

SBI Growth

SEPTEMBER 13, 2013

This blog post consists of four 60-90 second videos to evaluate your effectiveness. Common Mistake #1 - Premature Acceleration of Leads to Sales. Are sales reps complaining about the quality of their leads? However most campaign inquires are early stage awareness prospects. Undeveloped leads go right to sales reps.

Lead Rank 288

Lead Rank Lead Generation Lead Scoring Video 288