Sat.Nov 11, 2017 - Fri.Nov 17, 2017

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results

Pointclear

For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads.

Media 266
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Now Is The Time To Get Ahead Of Then

The Pipeline

By Tibor Shanto. With the end of the year in site, only six hopping Saturdays till Xmas, we sometimes face hard choices as to where to put our efforts. Put everything we have in closing and renewing what’s here and now; or ensure that I am well set for the next quarter, or year. Unfortunately, and often for all the wrong reasons, including guidance from a manager, the former wins out.

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11 Ways to Close Your Next Presentation with Impact

The Sales Heretic

In my last post, I warned against using six weak approaches to closing a presentation. Whether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper. How [.].

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Surviving Q4: 5 Things Salespeople Should Do to Make Their Number

Sales and Marketing Management

Author: Frank Visgatis A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I hope you’re enjoying it. Remember, coming off a strong year often means starting January 1 at zero with more aggressive numbers to make.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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An Executive View of Campaign Strategy & Planning

SBI Growth

Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to share his deep knowledge of campaign strategy and planning. To follow along.

Campaigns 223

More Trending

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Be Easier To Believe

The Pipeline

By Tibor Shanto. No one is saying you are lying, I know you are not, but not lying and being believable are two different things. For sellers, it is less about telling the truth, and more about believability; if the buyer doesn’t buy the information and materials to support your offering, no matter how accurate or factual, they aren’t buying. I understand the challenge for proud marketing and sales professionals, especially those who may be breaking new ground, truly innovative, and driving mea

Buyer 180
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Out of Alignment: 4 Tips to Repair an Off-Kilter Brand

Sales and Marketing Management

Author: Michael Ray Newman Small potholes may seem like insignificant road hazards. We routinely drive over them, thinking little of the momentary bump in an otherwise smooth commute. But these minor jolts can cause lasting damage to the alignment of a car over the long run. Over the course of hundreds and thousands of wheel revolutions, any slight alignment shift might evolve into an expensive repair job.

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Message to Account Based Selling Teams—Your KPIs Are Messed Up

No More Cold Calling

Are you Stephanie? “I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog. My name is Stephanie, I’m on an account based selling team, and I’m reaching out on behalf of a growing startup. This month, we’re looking to secure sponsorship placements with five prominent blogs and No More Cold Calling jumped straight to the top of our list.

Up-Sell 179
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Prospecting is About Conversations, Not Apps and Hacks

The Sales Hunter

Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […].

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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What Great Sales Managers Do Daily

MTD Sales Training

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals.

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4 Steps for Customer Experience Success

Sales and Marketing Management

Author: Irina Jakovleva Building a business cemented in the customer experience is table stakes in today’s connected economy for both B2B and B2C organizations. In fact, a recent report from Gartner found that 89 percent of marketers expect that customer experience will be their primary differentiator in 2017. If a vast majority of marketers consider CX to be their secret sauce in winning and maintaining loyal customers, they need to make sure they have the right strategies in place to align all

Customer 174
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The Best Negotiation Advice for Sales Teams

Score More Sales

In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price.

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4 Talent Management Tips- ‘A’ Players Want Leaders Not Bosses

SBI Growth

Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. In a most recent Gallup study, engaged employees produce on average 20% more higher.

Study 152
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. For most of the companies I’ve worked at, the Ideal Customer Profile (ICP) is has been anecdotal at best … meaning that if you ask sales leader who we sell to, they’ll offer a few key titles, maybe a couple of industries.

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Pipeline Management – Why Monitor If You’re Not Going To Fix It? 5 Steps to fixing instead of just monitoring.

Anthony Cole Training

My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV.

Pipeline 134
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5 Quick Secrets to Compelling Emails

Mr. Inside Sales

Want to get your emails returned? Who doesn’t…. Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. Luckily, there are 5 quick secrets to help your emails stand out and give you the best chance of getting them read and returned.

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Where Are You Getting Your New Leadership Ideas?

The Sales Hunter

Last weekend I was with 66 business people who each have their own business and are passionately focused on growing them. For more than 8 hours on Saturday, we sat in small groups in conference rooms discussing business strategies and working through challenges. At the end of the weekend, I was physically tired, but mentally […].

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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17 Habits of Active Listeners You Can Adopt Today

Connect2Sell

Active listeners have an advantage. How did the rest of us miss out? In school and in most sales training courses, we are not taught how to ask questions or how to listen. These are critical skills distinguishing a top seller from an average one. Empowered buyers are demanding to be heard and to be challenged with new ideas and to have unique value created for them by sellers.

Course 120
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Top Tips For Managing Accounts

MTD Sales Training

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best.

Account 120
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5 Less Annoying Alternatives to "Please Find Attached"

Hubspot Sales

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.

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Sales Motivation Video: Giving Your Price and the Art of Silence

The Sales Hunter

As salespeople, we have this tendency to talk sometimes when we shouldn’t. One of those times you need to practice the art of silence is after you give your price. The more disciplined you become in this, the greater your sales motivation and the less tendency you will have to discount your price. Check out […].

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How Finding the Common Revenue Thread Simplifies Executive Decision Making

SBI

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? What was our ROI on that new tech investment? What did we do this past year that was most effective at moving the needle?

Revenue 139
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Unlock the Potential of Your Marketing Team

SBI Growth

Marketing 248
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Marketing and Sales Alignment—Still Conversation Worthy in 2017

Pointclear

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good.

Scale 100
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How to Survive the Workday When You're Sick, Tired, or Just Not Feeling It

Hubspot Sales

Tired at work? Take a cold shower or splash water on your face. Skip breakfast if you're not hungry. Delay coffee until after cortisol spikes at 9:30 a.m. Tackle important tasks early. Get outside. Don't eat at your desk. Save creative tasks for the afternoon. Whenever you feel sick, tired, or demotivated enough that you just don’t want to work (but not so sick, tired, or demotivated you can justify a sick day), think of Dean Karnazes.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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How to Build an Awesome Personal Brand So Everyone Loves You

Keith Rosen

Butting heads with some annoying co-workers or clients you can’t stand working with? Stressed and frustrated because they prevent you from getting your job done rather then help? This stagnates growth, revenue and market share. Here’s how to make your job easier and be the person everyone loves working with. Marketing needs to play nicely with sales.

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“You Should Have Seen It Coming”

SBI Growth

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B2B Sales Lead Generation Pros Who Listen, Learn

Pointclear

" The most important thing in communication is hearing what isn't said" –Peter Drucker. Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. While what we do for a living is talk, a more important part of our job is to listen. Think of those annoying robo calls. During the last election, I seemed to get one an hour.