Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

Understanding the Sales Force

NOVEMBER 10, 2014

Our new White Paper, The Modern Science Behind Sales Force Excellence is available today - Download it. One of the stand-out findings that jumps off the pages of our new White Paper is about sales training. Most of the companies in the study reported that they offered sales training to their sales force.

Study 242

Study Report Sales Operations Follow-up 242

Sales 2.0

SEPTEMBER 24, 2014

Each provider of data has a different “breadth of data” (which companies and industries they have records for) and a different “depth of data” (what kind of information they have on each company and contact). She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper.

InsideView 322

InsideView Prospecting Hoovers Territories 322

Sales 2.0

AUGUST 22, 2022

When a buyer fills in their contact information to get our white paper etc., This is because companies can be tracked by their IP address, so even if no form is filled in, you can still know that account XYZ visited your website etc. Common sense, but of course poorly executed by many (many) companies.

Cold Calling 195

Cold Calling Lead Rank Intent Data Marketing Qualified Lead 195

Understanding the Sales Force

NOVEMBER 12, 2014

That article was perhaps the most important article I have written in all of 2014 and it introduced my latest White Paper - The Modern Science of Sales Force Excellence. This White Paper has ground-breaking insights and has already been nominated for Top eBook of 2014 !

Forecasting 244

Forecasting eBook Pipeline Sales Cycle 244

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

The ROI Guy

AUGUST 12, 2015

This means that a typical company is wasting $1 out of every $7 spent on marketing each year. Unfortunately, the majority of this content spend is currently wasted. SiriusDecisions reports that 55% of current content spending is squandered.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Understanding the Sales Force

FEBRUARY 24, 2014

I''ll be publishing the results of this study in an upcoming White Paper. (c) Would you be nice enough to take 5 minutes and complete the questionnaire for me? I would really appreciate it. c) Copyright 2013 Dave Kurlan'

Company 199

Company Webinar Metrics Compensation Study 199

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Understanding the Sales Force

DECEMBER 12, 2013

So many studies are conducted - but only on large companies. So many findings are published - but they don''t apply to your company. You can request a free download of the first 3 papers if you don''t already have them. My next White Paper will discuss the make-up and function of the ideal sales force.

Study 206

Study Outside Sales Inside Sales Video 206

Sales and Marketing Management

NOVEMBER 28, 2017

The first step in landing a new customer is opening the door for interaction between your company and theirs. If you’re in land-and-expand mode – you have a Fortune 500 account and want to gain business with new divisions – share a case study about what you’ve helped other areas of the company to accomplish. How to Open Doors.

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Partners in Excellence

MARCH 27, 2024

We also discussed the changing expectations his company had in the relationship with this customer. Afterword: For a white paper on conducting collaborative conversations, just email me. Without a doubt it was likely to be a very difficult conversation. Combative conversations are no win discussions.

Conversion 98

Conversion Call-back Positioning Meeting 98

The ROI Guy

SEPTEMBER 13, 2011

The Interactive White Paper is usually gated with a registration requirement, usually requiring the registration prior to report download. Typically a “freemium” approach is used, where the program interacts with the user to collect few data points are collected from the user, whereby couple of key results are communicated.

Report 40

Report Data Industry Examples 40

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. So the company begins defining requirements for new CRM software, and two months later selects a vendor. billion estimate.

Analysis 130

Analysis CRM Remedy SalesForce 130

Jonathan Farrington

OCTOBER 27, 2020

I am currently writing a new white paper, which will address what I believe will be the critical sales challenges facing every organization in 2021 and beyond. I anticipate that […].

Company 55

Company Sales Trends 55

Understanding the Sales Force

FEBRUARY 26, 2014

Companies are focusing more on integrity and values, and that''s from both sides of the door. There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. Please read it before proceeding. Trust is becoming more important than ever.

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

criteria for success

SEPTEMBER 16, 2022

Typically, a company will establish a set of criteria based on an ideal client profile. Depending on your product or service, your ideal company profile might include its annual revenue, location, and industry. In other words, it enables the salesperson to remain focused on the best possible prospecting practices.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Almost any kind of company will benefit from a robust CRM, particularly because it can provide a foundation for other sales enablement tools.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Understanding the Sales Force

DECEMBER 12, 2013

So many studies are conducted - but only on large companies. So many findings are published - but they don''t apply to your company. You can request a free download of the first 3 papers if you don''t already have them. My next White Paper will discuss the makeup and function of the ideal sales force.

Study 149

Study Outside Sales Inside Sales Video 149

No More Cold Calling

NOVEMBER 7, 2013

Check out what he has to say (and be sure to download his company’s white paper for a guide to strategic coaching best practices): “Great sales coaching creates great sales results. In LSA Global’s recent Best Practices White Paper , we outline these two mistakes and provide solutions to your sales coaching challenges.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

Partners in Excellence

MAY 25, 2022

It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. What in my response to that white paper indicates that I have an interest in their products? My interest is, clearly, about the research.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

Understanding the Sales Force

JANUARY 26, 2012

The research has been completed, a white paper has been penned, and I have a sneak preview for you below after which you can download the entire white paper if you want to dig in to the findings and determine whether they affect your business. Read the White Paper to learn what they sell. For your industry?

Hiring 194

Hiring Insurance Insurance Survey 194

Sales and Marketing Management

JUNE 25, 2018

Send out enabling YouTube videos, white papers, blogs and tidbits. If you are not wildly passionate about your product and service and the company culture you're a part of, quit now. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Get out of the office, never eat alone.

B2B 319

B2B Banking Conference Decision Maker 319

Janek Performance Group

MAY 2, 2023

According to McKinsey’s 2021 Mind the [skills] gap , 87 percent of companies have or will have a skills gap. For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. An important aspect is content creation, including white papers, case studies, blogs, demo decks, and product/pricing sheets.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Pointclear

MAY 11, 2017

I asked my contact how he thought a company could provide the same level of service for half the cost. The company will be three months or more behind by the time they figure out their mistake – and the year will be lost. He said, eventually, that they had to pay their people less. It should not have ended up this way.

Lead Generation 140

Lead Generation Sales Qualified Lead Cost per Lead Leads 140

Pointclear

JULY 16, 2013

According to recent research, B2B companies are using multiple lead generation tactics including, email marketing, search engine optimization, teleprospecting, inbound marketing, direct mail and trade shows. Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Zoominfo

FEBRUARY 18, 2021

This is as true of people as it is of a company. In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Propel them further down the sales funnel with white papers and webinars. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

MTD Sales Training

AUGUST 10, 2018

Google yourself and your company now. Put your name and your company in a search engine. A person you’ve never heard of, from a company that you’ve never dealt with? Your company will have technical experts who will help you design the right material with the right detail. First, to be found. Read on when you’ve done it.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Partners in Excellence

SEPTEMBER 18, 2023

I won’t go deeply into the development of the Competency Model, I’ve written some white papers and provided samples, in the past. I always challenge executives that are recruiting new people, “How do you know the person you are talking to is the very best fit for the company and what how you expect them to perform?”

Ideal Customer Profile 98

Ideal Customer Profile Selling Skills Demographics Industry 98

Pointclear

MARCH 19, 2018

Using digital analytics data, companies can optimize the customer experience on their websites, mobile sites, and mobile apps, and also their marketing ROI , content offerings, and overall business performance.”. AT Internet also has a wide range of white papers to guide and teach the uninitiated. About the Author.

Analytics 164

Analytics Marketing Top of Funnel Sales Qualified Lead 164

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Almost any kind of company will benefit from a robust CRM, particularly because it can provide a foundation for other sales enablement tools.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

The ROI Guy

MAY 22, 2018

Another one-sized fits all white paper in a sea of look-alike white papers. The traditional white paper is dead. When was the last time a traditional, passive white paper did all that? It’s no wonder why your marketing campaigns aren't getting noticed, and are falling flat.

Lead Rank 49

Lead Rank Lead Scoring Leads Marketing Qualified Lead 49

SocialSellinator

OCTOBER 18, 2022

Inbound marketing, important part of digital marketing , focuses on attracting customers to your company or product through various online channels, such as search engines, social media, and blogs. Before attracting customers, and focussing on content marketing , to your company or product, you must first identify your target audience.

Tools 121

Tools Buyer Persona Social Media Lead Nurturing 121

Anne Miller

JANUARY 6, 2021

Ebooks/white papers. Whether you have a solo practice, work for a large company, or are just starting out, you will undoubtedly find good ideas among this treasure trove to help build your business in 2021. Your time will be well-spent checking these out… TOP Sales World Picks. The categories include. Sales Books.

Resources 71

Resources eBook Webinar Metrics Video 71

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

Allego

MARCH 28, 2023

Companies primarily use DSRs as external channels to support buyer and seller engagements. Great options include customer stories, testimonial videos or PDFs, white papers, analyst reports, eBooks, and product-specific solution briefs and brochures. However, teams other than sales can use them across the customer life cycle.

eBook 62

eBook Video Buyer Education 62

Zoominfo

OCTOBER 18, 2022

Demand creation Includes webinars, white papers, and product trials 3. Because your needs will change as your company grows. This, combined with the conventional wisdom about inbound demand-generation pioneered by the likes of HubSpot as long ago as 2009, perpetuates ideas that no longer align with how companies do business.

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130