The Pipeline

JANUARY 22, 2019

Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. Sellers instantly file it under ‘adverse”, go into rejection mode, and looking to please their manager and Marketing Director; they start defending their company when it does not need defending.

Objections 267

Objections Prospecting SME Cold Calling 267

Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. Many claim “Half of my marketing budget is wasted, but I don’t know which half!” The risk or return ratio.

ROI 93

ROI Account Marketing Lead Rank 93

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. Assessing a sales team’s structure at the end of every quarter, for example, can help companies adjust as necessary for the following quarter.

SME 209

SME Social Selling Follow-up Territories 209

Highspot

JANUARY 7, 2020

This should be anchored in characteristics of the person or the company; it’s not about their state of mind, but rather about who they are. Include key details like industry vertical or key company initiatives. Building a play relies on three different subject matter experts (SMEs). Each SME should be one person.

SME 85

SME Strategy Licensing How To 85

Babette Ten Haken

APRIL 22, 2019

Is your company glass half full or half empty? Whether unintentional or cultural, exclusivity keeps the company glass half full. . Professional inclusion starts to fill up the company glass. If professional exclusion in the workplace is the story, then you keep company glass half full. If you hear “I told you so!”

Company 73

Company Engineering SME Ideal Customer Profile 73

The Pipeline

APRIL 6, 2021

How many times have you watched a rep vigorously negotiate with their company, rather than the buyer? While it is the company who feed and clothe the rep, many place their employer’s margins as less important. If it’s not the product, it’s marketing, no leadership, no culture; anything but the rep’s inability to get past product.

SME 299

SME Lead Rank Lead Scoring Discount 299

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

The Pipeline

FEBRUARY 19, 2019

The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”; But the reality is that most sellers and companies can sustain themselves off this Active group.

SME 225

SME Quota Groups Buyer 225

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. Tapping into the Power of Sales Enablement.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Anthony Iannarino

AUGUST 16, 2019

The world of sales and marketing has long recognized and spoken about “ value creation.” Much of what is written or spoken about value creation is about the company or product or service’s value proposition. Some have become so dependent on a SME that they don’t even want to have a discovery meeting without having one with them.

SME 95

SME Lead Rank Lead Scoring Competition 95

Babette Ten Haken

SEPTEMBER 11, 2018

Here it goes, verbatim (except for the company identity). I’m working on groundbreaking XXX technology for B2B sales and marketing. You seem like a thought leader interested in learning about ways to improve B2B sales and marketing and I’m trying to get the word out. Or lack thereof. I’m not trying to sell anything.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Sales and Marketing Management

OCTOBER 9, 2017

You know that in order for your company to be competitive, you’ve got to continually make new sales. Cred-ability – The best sellers can demonstrate how things really work, or can link customers with subject matter experts (SME). Author: Rick Wong Whether you’re the CEO or a sales representative, you’re a seller.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Salesmate

AUGUST 19, 2020

We’re excited to announce that once again, Salesmate is recognized as a market-leading sales CRM and automation platform by multiple Gartner’s top software advisory platforms – SoftwareAdvice and GetApp. Salesmate as GetApp Leaders in two categories. Salesmate has ranked on the 5th spot in 2020.

Lead Rank 98

Lead Rank Lead Scoring CRM SME 98

Anthony Cole Training

OCTOBER 13, 2014

The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. The easy way out – Take everyone’s number, increase it by the growth goal percentage of the company, and say to them, “Here is your goal for next year. The General Agent was Dave and his manager was Bob. You do the math.

Sales Management 204

Sales Management SME Incentives Incentive 204

Allego

APRIL 14, 2021

With the uncertain economy, the rise in remote teams due to the pandemic, and tightening budgets, it’s more important than ever for companies to equip their sales teams to produce at the highest level. Are marketing and sales teams on the same page? Alignment and continuous collaboration with the marketing team is also critical.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

Bernadette McClelland

NOVEMBER 26, 2014

Mark is the Chairman of Yellow Brick Road, a financial services company, founder of Wizard Home Loans that was sold to GE Money for $500million in 2004 and he was also the successful host of the Australian series of The Celebrity Apprentice. Advisor Beliefs Change Leadership Marketing Relationship awareness Influence Sales'

SME 366

SME Social Media Influencer Up-Sell 366

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

A Sales Guy

DECEMBER 15, 2016

ABM, Account Based Marketing, we’ve all heard about it. (If Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle?

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

The Pipeline

JULY 18, 2016

Consistently successful sales professionals see their role a little differently, they see themselves as a Subject Matter Expert, (SME). I was working with client in a competitive market, there were a lot of choices, vendors, product, bulk, etc. By limiting choice, he increased outcomes for both his buyers and his company.

SME 120

SME Small Business Small Business Exercises 120

Babette Ten Haken

OCTOBER 15, 2018

This connection signifies that we are doing our homework and are engaged in effective marketing. Is this company “poised to move to the next level” simply because their sales team had a few good years? However, the company has no idea why. She is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Crunchbase

MARCH 13, 2023

A huge wave of companies have cut headcount to deal with the headwinds of inflation and shrinking customer budgets. As the downturn continues, many account executives are expected to be selling more and achieving better results in order to help their companies maintain trajectory.

Territories 59

Territories Churn Face-to-face SME 59

Babette Ten Haken

JULY 8, 2019

Do you simply throw various business scenarios over the wall, at marketing and public relations professionals? Are you leaving your company’s storytelling in their capable hands, the same way you always have done? Create and leverage a storytelling culture in your company. The same way you always have done?

Ideal Customer Profile 73

Ideal Customer Profile Outsourcing Services SME Hiring 73

Babette Ten Haken

NOVEMBER 11, 2019

A mid-market client has a business backstory told as a third-party narrative. Overall, their story is a “Me” story, focused on their own company and their sexy clients as justification for new and existing clients to do business with them. Because the more entrepreneurial companies focus on what happens next in the stories they tell.

Ideal Customer Profile 77

Ideal Customer Profile SME Software Software 77

Babette Ten Haken

FEBRUARY 12, 2018

Three areas are critical to creating consistent, holistic, delivery of customer success for customer retention: Marketing and Sales Strategies. Marketing and Sales Chaos creates Confused Customers. When your marketing and sales strategies – and people – are all over the place, your customers receive mixed messages.

Customer 84

Customer Churn Retention SME 84

Highspot

DECEMBER 18, 2019

The sales kickoff, or SKO, is your go-to-market team’s annual strategy meeting. Exceed your team’s expectations, ignite inspiration, and set your company up for success by following these steps. Marketing – Events: Support event execution and employee communications. This year, get ahead of the curve. Focus on Fun.

SME 52

SME Hiring Face-to-face Follow-up 52

Bernadette McClelland

AUGUST 17, 2016

My strength as a consultant is in B2B Sales (20 years in corporate, seven years as an owner of an SME and five years as a consultant in my own practice). Companies do it, too… We are great at technology and our passion is CRM and they leave it at that. Companies could substitute passion with problems they solve).

Lead Rank 150

Lead Rank SME Conference B2B 150

LeadFuze

JULY 19, 2021

Measuring velocity gives you a benchmark you can use to track which parts of your sales and marketing process drive acceleration or put deals at a standstill. Measuring Sales Velocity Is a Fundamental Aspect in Your New Product Launch Marketing Plan. Measure What Influences Sales Velocity in Your New Product Launch Marketing Plan.

Influencer 59

Influencer Pipeline Top of Funnel Funnel 59

Zoominfo

JULY 28, 2020

Putting together a B2B marketing team kind of feels like assembling a superhero group. An essential step towards building this powerful pack is recognizing which areas in your marketing structure currently come up short. Your company’s needs are unique, so there is no one-size-fits-all approach. to marketing team structure.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

Allego

SEPTEMBER 1, 2022

Yet that’s what many sales reps do—especially those working at manufacturing and industrial companies. If you are the primary in-house content owner, responsible for leading the sales content strategy for your company, reach out to colleagues and build a team to support your content transformation process.

Collateral 62

Collateral SME System Video 62

Babette Ten Haken

JULY 10, 2019

When companies adopt a cupcake storytelling strategy, clients can dismiss the stories you tell as unimportant and insignificant: to them. Because you ignore or dismiss the importance of all of your company’s storytellers? Because you ignore or dismiss the importance of all of your company’s storytellers?

Ideal Customer Profile 59

Ideal Customer Profile Strategy SME Engineering 59

Babette Ten Haken

MARCH 21, 2019

In this “apply as necessary” scenario, your somebodies reside in cubicles, “somewhere in the company.” Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 73

Ideal Customer Profile SME Education Margin 73

SugarCRM

SEPTEMBER 5, 2022

SugarCRM has formed strategic partnerships with Triblio (a Foundry Company) and DealHub, two leading sales and marketing technology platforms. Meet other Sugar Customers and SME’s in the new Social Club ! Release Week Returns — Learn About the Q3 2022 Product Releases. It’s a Wrap!

SugarCRM 26

SugarCRM SME Webinar Metrics Groups 26

Babette Ten Haken

MARCH 21, 2018

Then again, in small and mid-market organizations, your leadership often has a literal investment in the organization’s Us versus Them business model. As a result, enlightened sales, marketing, engineering and IT professionals, like you, attempt to cobble together a cross-functional, collaborative internal network to stay competitive.

SME 65

SME Hiring Retention Ideal Customer Profile 65

Babette Ten Haken

SEPTEMBER 3, 2018

These needs change, whether or not our company measures them. Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. Today’s digitally connected, Industry 4.0

SME 55

SME Retention Ideal Customer Profile Negotiation 55

Babette Ten Haken

APRIL 29, 2019

Unfortunately, security blanket mindset keeps companies and associations, like yours, creating comfortable customer experiences. She continuously facilitated outcomes in teams comprised of both left-brain and right-brain thinkers in new product development, market research and sales. Babette gets everyone to where they need to go.

SME 62

SME Ideal Customer Profile Retention Education 62