The Real Reason for Failed Mission Statements

Increase Sales

A vision statement of “be the best” is so broad that most firms will have people running in different directions. Responses will be vague and again wide ranging. ” The responses will be far more succinct and direct because people know what needs to be done as well as the time frame to get it done. Yesterday I heard another sales and marketing expert misspeak about mission statements.

Why Engagement Will Not Generate Leads (and what to do about it)


The ugly truth is, for many of us, engaging customers creates profitless prosperity—impressive marketing statistics that don’t ultimately, directly help generate leads and sales. Instead, we should be exploiting direct response marketing tactics. Direct marketers are decidedly less sexy.constantly searching for the next idea that increases response. in terms of direct response marketing when engaging with social media and content marketing.

Social Selling Suicide!

The Pipeline

Had he placed a call after my direct response, he could have scored? By Tibor Shanto. I know you may think I have the title wrong, but I mean it, it seems social selling is dying and just stinking out the neighborhood.

Good Reads for B2B Marketing - More CMO/CIO Alliance


Among seven myths that undermine b2b marketing success, Glass also suggests too much emphasis on last-click attribution, ignoring the power of display ads together with direct response, and more concern about getting in front of the right company instead of the right people.

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The Shape of Exceptional Customer Service

Carew International

Throughout the service engagement process, it is important that customer service representatives keep the interaction conversational and utilize response checks to clarify the customer’s position and ensure the customer remains engaged and favorable to any proposed solution.

The First Rule of Sales

Increase Sales

My sense is if we asked this question to new or experienced sales people including small business owners, there would be a plethora of responses. Today I received the direct message “the first rule of sales is don’t discuss politics in an open forum.”

How to Melt Those Freeze Moments in Sales

Increase Sales

A simple “ I don’t know, but I will find out and get back to you in 24 hours” is the melting response. Then you can ask “How would you like that response, a telephone call or an email?”. Sales Coaching Tip: Your response should be results focused not industry or role focus. #3

Your Customer Has Changed. Have You? 6 Questions You Must Answer.

The Sales Hunter

Do your customers bring you questions in direct response to what they might have seen on the internet? What parts of your sales process are you still using that your customer couldn’t care less about? Below are 6 questions you must ask yourself about your selling process: 1.

My Biggest Sales Mistake

No More Cold Calling

Over a two-year period, he referred dozens of his colleagues and was directly responsible for a huge number of advertising sales. Marketing guru Graham McGregor shares his biggest sales blunder—not staying in touch with his referral network.

A Great Objection Technique

Smart Calling

” I weighed in with how I’m not a fan of ”objection books” or ”objection rebuttals,” since a direct response is not addressing the reason they said what they did; it is replying to the symptom of a problem that we don’t know yet.

Buy My Crap – Please!

The Pipeline

They figure the only other people calling on and selling to the buyer are them and their direct competitors, but it is important to remember that buyers get calls from a range of product peddlers. By Tibor Shanto – .

Time to Kick Your Social Marketing into High Gear Part 3

Increase Sales

2014 – LinkedIn Pulse publishing platform has been directly responsible for my earning more clients than any other social marketing effort. In business results matter. Social marketing is no different.

Why Cost per Lead is a Bad Way to Measure Your Return on Lead Generation Efforts


Some trends in the industry: Marketing’s mission includes direct responsibility for a higher portion of revenue. Shifting to Outcome-based Accountability and Revenue Metrics.

5 Highly Effective Ways to Respond to Pricing Questions

Hubspot Sales

There are five potential responses. Second, you could give a clever response such as, “At this point, we should be able to work something out for under one million dollars,” or “Would you ask your new doctor to give you a price quote on surgery before the initial exam begins?”.

Sales Leadership Friday

The Sales Hunter

For CEOs and other senior level people who are not directly responsible for sales but interact with them, you’ll find this weekly blog post essential reading to help you better understand the challenges of sales. Welcome to Sales Leadership Friday!

Your Unfair Business Advantage

No More Cold Calling

Fred Catona, the pioneer of direct response radio, shares the exact formula he used to take one client from a standing start to more than a billion dollars in sales in less than 18 months. 32 top sales and marketing experts from five countries share their top tips.

How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

Deadlines and DRIs (Directly Responsible Individuals). What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy.

Please Just Answer the Question To Build Trust and Increase Sales

Increase Sales

Yet, with time being so limited for many small business owners and independent sales professionals, it is imperative to answer direct questions and not ignore these questions if you truly wish to increase sales and not create a “scream” within your prospect or intended potential customer.

Who’s Responsible For Sales Enablement?

Partners in Excellence

Some thoughts: Perhaps the most critical person responsible for for maximizing the performance of sales people is the front line sales manager. It’s these people who are directly responsible for maximizing the performance of each person on the team. Long time readers might accuse me of asking a trick question.

Getting Things Done Though Our People

Partners in Excellence

We no longer have the direct responsibility for finding customers/opportunities. We no longer have the responsibility for developing and executing winning sales strategies. Those are their responsibility.

The 5 Top Media for Cold Prospecting


According to the Direct Marketing Association’s Power of Direct Marketing study, B-to-B marketers spent $14 billion in 2011 on telephone marketing for lead generation in the U.S. That compares to $7 billion spent on direct mail and $4.5

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Sales vs. Business Development: What's the Difference? [FAQ]

Hubspot Sales

This means that SDRs do not carry quotas -- although they are responsible for bringing in enough qualified leads that generate a certain amount of business, they are not directly responsible for closing deals. Sales and business development.

How to Make Social Sell: From Thought Leader to Thought Provoker


It's a chance to create response. Engagement must invite customers' questions and respond to it in a deliberate way, as part of a social media-driven direct response marketing plan. Jeff Molander is a professional speaker, author of Off the Hook Marketing: How to Make Social Media Sell for You and adjunct faculty at Loyola University Business School. He blogs at and can be reached at

Please Stop the Ongoing Insanity in Bank Sales Training

Increase Sales

My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

The Top 4 Strategies for Building an SDR Team

Hubspot Sales

But early on in younger sales teams, most of the reps take on all the responsibilities in the sales process -- from prospecting to closing. The challenge with SDRs is that they’re not directly responsible for closing deals, so you can’t solely incentivize them on deals closed.

We Drink Our Own Champagne: Cheers to Happy Selling!


He has had a successful career in new emerging markets, groundbreaking technology, online lead generation and direct response advertising campaigns across multiple verticals. I have been in technology sales for more than 16 years—six of which have been at Velocify.

The Missing Link In Sales Performance

Partners in Excellence

But if they are the people responsible for maximizing the performance of each person on their team, what are we doing to help them do that? If we want to drive sales performance, we need to focus on the people responsible for the performance of sales people-their managers.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

Also, besides the marketing funnel, the buyer journey also comprises a: Sales funnel which is responsible for lead nurturing and closing deals. Post-sales funnel — responsible for educating buyers while tracking customer satisfaction.

The Trend That is Changing Sales - Harvard Business Review

HeavyHitter Sales

Many sales organizations are transitioning from a field sales model to an inside sales model, where the inside salespeople work independently from the field and are directly responsible for closing business.

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How Nutshell’s support engineer rotation keeps us focused on customers, not code


And similarly, since no one was directly responsible for fixing these problems, engineers would feel guilty just letting them sit there, and we weren’t giving the Support team the resources they deserved. Related: How We Reduced Our Chat Response Time From Two Hours to Two Minutes.

How Nutshell’s support engineer rotation keeps us focused on customers, not code


And similarly, since no one was directly responsible for fixing these problems, engineers would feel guilty just letting them sit there, and we weren’t giving the Support team the resources they deserved. Related: How We Reduced Our Chat Response Time From Two Hours to Two Minutes.

PODCAST 26: The IPO Process From a Former Big Company and Startup to an IPO

Sales Hacker

Andrea Gellert : Right, I’m responsible for about 130 people, a majority of the team is inside sales, followed by a marketing team, and then a business partnerships team.

How Nutshell’s support engineer rotation keeps us focused on customers, not code


And similarly, since no one was directly responsible for fixing these problems, engineers would feel guilty just letting them sit there, and we weren’t giving the Support team the resources they deserved. Furthermore, since there wasn’t anyone responsible for managing the queue, we’d treat every customer problem equally, which is never a good thing to do. Related: How We Reduced Our Chat Response Time From Two Hours to Two Minutes.

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)


Their observations on trends include the following: Marketing’s mission includes direct responsibility for a higher portion of revenue.

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

I focus and maintain the absolute responsibility of meeting critical deadlines, whether controlling the State Budget or implementing and being directly responsible for the complete overhaul of the Illinois State Education System through a futuristic digital transition I am fully prepared to whole-heartedly embody the role of a driven, successful, trainable, and results-oriented Sales Representative.

MiFID II: What It Means For Your Business And How To Be Compliant


Markets in Financial Instruments Direction II, or MiFID II, is an expansive set of regulations governing EU investment firms that goes into effect on 3 January 2018. To this end, the directive is almost guaranteed to challenge the majority of a firm’s operations.

Guest Article: Agile Field Sales Teams are the New Winners

Jonathan Farrington

Emerging tools that require little or no IT resources to implement and run, enable sales management to examine, assess and adapt their tactics in direct response to what they see going on in the field.

PODCAST 10: Using Data to Align Marketing, Sales, and Customer Success

Sales Hacker

Prior to joining Sailthru, Cassie was a long-time direct marketer who built a strong personal brand around data-driven marketing. We went in the direction of “Chief Commercial Officer” because we thought “CRO” had a bit more of a sales tone. Operate predictably and responsibly.

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An Open Letter to Social Sellers Everywhere

Tony Hughes

Social selling is limiting and should be used responsibly as a compliment or a supplement, never a crutch. Think of Twitter as the spokes, the amplification that used to be encapsulated as Direct Response Marketing or e-mail blasts.

Lack of ROI Measures Threatens Marketing Budgets

The ROI Guy

Despite widespread recognition that the click-through does not measure the full effect of an online ad—even ones placed with direct response objectives—and calls for better branding metrics, many marketers still rely on the easy-to-track click as their top performance metric." According to an article by eMarketer, “Is the Click Still King?”, marketers are still having a hard time connecting their investments to tangible bottom-line impact.

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