The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. Part of the Customer 2.0 era is choice.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

JUNE 3, 2011

Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. But it’s good to be reminded to see things from the customer’s perspective. The customer is making judgements about us in just 3 seconds based on how our emails look, then what they say.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. See if there are common customer complaints among sector members. You may also mine themes from highly satisfied customers. In-house data.

Marketing 52

Marketing Strategy Collateral Case Study 52

The Pipeline

APRIL 1, 2011

Leave a tiny piece of your story – making sure it is about a pain/problem/issue or two that you solve for customers. Take the Long View - See it as a Campaign: Accept that it is going to take multiple messages to get a call back. So plan to make it a campaign. I like the idea of making a campaign out of it.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Pipeline

MARCH 26, 2011

From content creation, to repurposing content, to fully understanding the difference between just executing a drip campaign, to complete nurturing. Customer Care. Demand Generation. Territory Alignment. Book Notice. Book Review. Business Acumen. Buying Process. Cold calling. Communication. Communication Strategy.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

APRIL 8, 2011

This is the first step of a campaign – investment is high and the immediate returns may be low, but remember, this is an integral part in building a population of consumers who not only know about you, but absolutely love your deals. In the marketing business, our goal is profits by way of customer satisfaction. Customer Care.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

JUNE 17, 2011

I am totally aghast at companies that think that their social media campaign is going to be the answer to ALL of their sales issues. Customer Care. Demand Generation. Territory Alignment. This post has 2 comments. Adrian Miller. June 17th, 2011. Book Notice. Book Review. Business Acumen. Buying Process. Voice mail.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

The Pipeline

JULY 29, 2011

Sales and marketing lead generation tools follow this suit. It’s usually marketing’s job to create campaigns and messaging, and set social media and web strategy. For this reason, outbound reps and marketing should meet to establish vision and strategy and campaign in collaboration towards qualified leads. Customer Care.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

InsightSquared

APRIL 14, 2021

Because of this, we tend to overlook the individual value customer contracts are bringing us each year. This causes potential missed opportunities in renegotiating with customers of different value-levels. . Knowing this key sales metric offers an opportunity to assess high-value customers for up-sell and cross-sell potential.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

The Pipeline

NOVEMBER 28, 2011

They compared the battle to that of a political campaign, with platforms, the gamble, upside and risks for organizations and manufacturers take on in selecting one over the other. Customer Care. Demand Generation. Territory Alignment. Reminded me of the debate between Sales 2.0 Book Notice. Book Review. Voice mail.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Bridge Group

MARCH 9, 2018

Looking at their current customers, they divided them into a 2x2 matrix. Those in the top right quadrant were deemed AB-appropriate, while those in the top left were better suited to traditional demand generation. They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Zoominfo

MARCH 21, 2023

In a survey from LinkedIn and Forrester Consulting , 90% of sales and marketing professionals agreed their teams are misaligned across culture, strategy, process, and content — even though 90% also agree that alignment is better for the customer. Then hand it off to your sales and marketing teams to sell to and run campaigns against.

Demand Generation Targets 130

Demand Generation Targets Ideal Customer Profile Scale Lead Rank 130

Delicious Sales

MAY 2, 2012

Customer Service (995). Demand Generation (181). Customer (6670). Customer 2.0 Josiane starts her authoritative book with a discussion of Customer 2.0, Customer 2.0’s Training (4995). Prospecting (4539). Tools (2872). Sales Management (2614). Software (1035). Inside Sales (849). Channels (799).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales and Marketing Management

MAY 14, 2018

I’ve had many conversations with customers during the past few years about the capabilities that are important to them and where they’ve invested to be more effective in marketing and sales – e.g. initiatives around strategic planning, operational processes, and their use of data to make decisions. That’s a striking difference.

Ideal Customer Profile 204

Ideal Customer Profile Account Based Marketing InsideView Lead Rank 204

Zoominfo

MARCH 28, 2022

To gain their prospects’ trust, sales teams need to understand the customer and leverage all of the tools at their disposal to deliver value before their competitors. “Firmographic and demographic data are table stakes,” says Mitchell Hanson, director of demand generation at ZoomInfo. How to Connect with Prospects 1.

Ideal Customer Profile 100

Ideal Customer Profile Tools Sales Tools Prospecting 100

Sales Hacker

OCTOBER 21, 2019

Lastly, never underestimate the power of building a rapport with your prospects and customers. Senior Director, Demand Generation at Unitrends. Focus on what’s right for your customer and truly solve their problems. Chief Customer Officer at CM Group (Sailthru | Campaign Monitor | Emma | Delivra).

Hiring 90

Hiring Top of Funnel Lead Rank Call-back 90

Sales Hacker Training

NOVEMBER 21, 2022

You need to know your customers intimately. PFL provides a suite of sales and marketing solutions that help you close more deals, revitalize stalled engagements, hyper-personalize email campaigns, and deliver stunning content designed to drive conversion and loyalty. It takes a lot to succeed in sales.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52