Constructing Insight

Partners in Excellence

Marketing people are busy building messaging programs around our Insights. Sales is impatient for marketing to deliver their polished presentations, then they rehearse diligently to create commercial teaching. We don’t deliver Insight, we Construct Insight.

Construct Your Own Action Plan to Increase Sales Part 1 of 4 Parts

Increase Sales

Before constructing an action plan to increase sales, consider the sage words of President Eisenhower: “Plans are worthless; planning is everything.” ” Your sales success is just as much about planning (thinking) as doing. Market place.

How to Construct the Perfect Case Study for B2B Sales

Outbound Works

Maybe that’s why they’re among the most sought-after sales collateral types. Account-Based Sales / MarketingCase studies are among the most effective VBRs (viable business reasons) out there.

Construct Your Own Sales Goal Plan Sheet Part 1 of 4 Parts

Increase Sales

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process.

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

No matter the department, every single person in your company should understand sales because, at the end of the day, it’s everyone’s job to sell the brand. Marketing and customer support are specific departments that benefit the most from understanding the sales process. Unfortunately, sales, marketing, and support are not always aligned in their goals. Call it “ sales rep for a day.”. What kind of image is being projected by sales?

Collaboration for Mid-Market Sales Growth

Score More Sales

Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. It is critical to get products to market in a timely manner – which currently means sooner than ever before launched. How can this impact sales?

Smart Marketers Acting Stupidly

Partners in Excellence

Before I go any further, I know there are some detractors out there who will claim, “Smart Marketers,” is an oxymoron–something like military intelligence or sales professional (I tossed that in out of a sense of fair play.). Smart marketing is smart targeting.

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Jonathan Farrington's Blog ? How To Construct and Implement a.

Jonathan Farrington

How To Construct and Implement a Successful Business Development Strategy. Whilst I very much hope that the super-efficient amongst you had your strategy for 2012 signed off long ago, it may just be that some of you are still in “construction mode” so this will help….

Marketing Goes Way Beyond Paid Advertising

Increase Sales

Back in the Mad Men days, marketing was just paid advertising. Now you must craft a marketing plan that attracts attention in an entirely different way. The challenge is so many small businesses engage in marketing without having a written strategic plan in place.

Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises.

Most Market Share Battles Are Lost, Not Won

Pointclear

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. They have a great product for the industrial marketplace (construction, mining, etc.). The founders are not “sales” people but “product” people.

The Straight-Forward Guide to Target Markets

Hubspot Sales

Every sales team and entrepreneur need to know their customer. But how do you find a target market and what exactly is it anyway? What Is a Target Market? A target market is a group of customers for which your products and services are aimed. Target Market Examples.

A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Sales and Marketing Management

Assessing an idea while looking at how it could manifest itself in market enables those involved, client-side and agency-side, to better determine where and how to invest time and money. Show or illustrate what you’re talking about and you’ll get a much more constructive response.

Gartner Sales & Marketing Conference Recap

LeveragePoint

Last week I attended Gartner’s Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of these functions. If they don’t work, bring in the sales engineers!

Why Cost Efficient May Not Be Cost Effective Marketing

Increase Sales

To accomplish this homestretch run requires getting the word out through cost effective marketing. ” What this individual was hoping is that I would bite on this marketing message because of this phrase “very cost efficient advertising.”

A Beginner's Guide to Running a Comparative Market Analysis

Hubspot Sales

A home’s current worth can be difficult to pinpoint, and the best and most common way to find out how much a home is actually worth is by running a comparative market analysis. A Comparative Market Analysis (CMA) is an in-depth report on a home’s current value.

Build Trust Not Fear With Your Marketing Messages

Increase Sales

This appears to be a common marketing strategy for some retail businesses including car dealerships. An effective (think good) marketing message can increase the want or desire to pull the trigger on that buying decision. What such marketing messages do deliver is distrust.

Another One – Email Marketing Message – Bites the Dust

Increase Sales

Every day my inbox is crowded with poorly constructed email marketing messages with everyone looking to sell me something. These folks are still engaged in product based or sales based marketing instead of education based marketing. Here is the email marketing message I received with my initial gut reaction in red. I am a sole proprietorship; I have no sales managers.). Marketing is about attracting positive attention and building a relationship.

The Handshake That Can Rock the World: Sales and Marketing Unite

Sales and Marketing Management

The tug of war between sales and marketing is real, and it cripples productivity. At the same time, marketing and sales are ultimately after the same thing, and each side often looks to the other to help meet mutual objectives: business growth and ROI, to name a couple. So ask yourself, as sales and marketing pros, can we put our individual, temporary needs aside to see the bigger picture and end the rift? Author: Anna Fisher There’s no going around it.

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Account Based Marketing for Lead Development Quality, Not Quantity

Sales and Marketing Management

Author: Senraj Soundar, ConnectLeader Founder and CEO ABM – account based marketing – is the most-talked-about strategy right now in the B2B world. According to Forbes: 80% of marketers measuring ROI say that ABM outperforms other marketing investments. 84% of marketers said that ABM had significant benefits to retaining and expanding existing client relationships. This is why marketers want to find new ways to locate a greater number of high-quality leads.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. To “ooch” is to construct small experiments to test one’s hypothesis.

[Day 1] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

This week I’ll be “reporting” live from Gartner’s Sales & Marketing Conference in Las Vegas! 22% is spent meeting with an internal buying group (they’re 49% of the way through, and still haven’t spoken with sales). Product Marketing Sales

[Day 2] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

” and “How do we construct a Buyer Enablement ecosystem? Brent Adamson states, “If we only had one battle to fight it wouldn’t be in sales, marketing, nor marketing and sales alignment. So how do we construct a Buyer Enablement ecosystem? We have to use tools that address the various aspects of supplier intent, and streamline them between marketing and sales. Product Marketing Sales buyer enablement

7 Steps to Developing an ‘A’ Player Profile

Sales Benchmark Index

Developing an ‘A’ player profile is a direct result of aligning your talent strategy with your corporate, product, marketing and sales strategies. Simply put, you cannot construct an ‘A’ player profile without strategic alignment. Article Sales Strategy

Why the Future of Sales and Marketing Success Hinges on Innovation

Showpad

The world of sales and marketing technology is an exciting space to be in. The market has grown rapidly and over the past seven years we’ve helped our customers realize incredible benefits from aligning their sales and marketing efforts.

How to harness intelligence and insight to remain relevant in an oversaturated market

Artesian Solutions

How to harness intelligence and insight to stay relevant in an oversaturated market. When a market is oversaturated all too often customers come to regard service providers as “all the same”, this obviously presents a significant challenge.

Get Some More Sales INDIA now!

Bernadette McClelland

Get Some More Sales INDIA now! Together with my promoter, Tanuja Vashisthi, founder of BRICCKS, we successfully launched Sales Mastery India to a little under 200 B2B sales leaders and sales people, on October 17-19th and are already gearing up for Sales Mastery India, 2013.

Small Minds Inhibit The Influence and Power of Social Media Marketing

Increase Sales

Here in Northwest Indiana, there are now two local social media marketing campaigns. Marketing is all about attracting attention. Sure those local small businesses directly associated with any marketing effort receive the biggest attention or have the largest river, but with social media that attention is diverted into a plethora of different streams (think tributaries) that touch many otherwise untouched, unnoticed small businesses.

The “Keystone” of B2B Corporations isn’t CRM or Marketing Automation

Pointclear

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The question which begs to be answered is, “What is the Keystone in the sales and marketing process?”

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How “Sales-speak” Limits Us

Partners in Excellence

Sales is no different, we have our own vocabulary, terms like prospecting, qualifying, objection handling, pipeline, funnel, discovery, closing, quota. While these languages, tools, techniques, make it very effective and efficient for people in the profession, for example financial types, to communicate with each other and to get work done, there’s a problem with sales people using our “sales speak.” ” Unless we just sell to other sales people.

Marketing Blog Marketing Automation | Lead Generation | Email.

Salesfusion

Email Marketing. Drip Marketing. Nurture Marketing. Social Marketing. Marketing Heroes. You are here: Home Marketing Blog. Marketing Blog. Email Marketing. Learn Marketing Automation. Marketing Blog. Nurture Marketing.

Why Are You In Sales? – Sales eXchange 200

The Pipeline

Two things happened this past week or 10 days that led to this week’s Sales eXchange being a bit different than the usual, and isn’t that what we always strive to be in sales. But in the end no one said they wanted to go into sales, not one.

An Action Plan for Sales Improvement, Where Do You Start?

Increase Sales

So where does one start an action plan for sales improvement? Maybe, look to the marketing action plan as to how many sales leads are being generated by inbound and outbound marketing actions? Write down the WAY SMART goals ?

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Tenured B2B Marketing CMO''s look forward to the mid-year QBR like one desires a root canal.

Another Monday Morning and Your Sales Game Plan Is?

Increase Sales

Mondays come and go along with all the sales opportunities they hold. When you have a sales sale game plan, there is a far greater likelihood of capitalizing on those sales opportunities. Possibly, you may wish to consider having a checklist as you begin your sales week. Review and update your sales goals – 1 minute. Review and update your marketing goals – 1 minute. This checklist can work with your sales game plan.

33 Sales Tip & Techniques

MTD Sales Training

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. If you get a sale, learn what went right so you can repeat it and improve it. If you lose a sale, learn what you can do differently, so you can improve it. This means identifying when they might be in the market to be approached, rather than hitting the leads only when you get them. MTD Sales Training.

Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. What is Sales Performance Improvement? Sales Performance Improvement. More Qualified Sales Leads.

Are You Using A Microphone for Mankind?

Smooth Sale

I began working as a construction worker. Sales Tips per Your Microphone for Mankind. Today’s blog is provided to help you achieve The Smooth Sale! Book Packages Available ~ email: elinor@smoothsale.net . HubSpot Sales “ Sell More and Work Less!”

My Clients Want to Work with Me Not the Queen’s We

Increase Sales

Funny when starting out my executive coaching and corporate training practice, I received marketing advice about using the Queen’s We because it made my sole proprietorship to appear bigger than a woman or one man show.

How Sales Can Turn The Tables On The Competition

Pipeliner

Construct their strategic game plan and the priorities that you see them pursuing. What sales tactics do they use? Stay alert for any market conversations affecting their brand. Look for comments on sales. Does it expose sales weaknesses, pricing problems or product reliability issues? Put together a small team of sales and marketing people to act like your competitor — include service people on the team as well.