Sales and Marketing Management

AUGUST 21, 2020

So it’s obviously popular with consumers, but why should marketers be considering SMS programs in addition to email and mobile push? I’m sure I don’t need to convince many marketers on the importance of SMS — nearly all of us use it every day. And, while down from its peak in 2011, over 1.5 and the U.K.,

Marketing 177

Marketing Territories Consumer Channels 177

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Today we’re covering how sales teams can benefit from both sales and market intelligence along the buyer’s journey. What is Market Intelligence? What is Sales Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Repsly

JULY 31, 2018

A big part of organizing your field team is evolving your territory management strategy into the best possible rep-grouping method.

Territories 54

Territories Retail Maximizer Groups 54

Xactly

JULY 18, 2018

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory. Use Data-driven Intelligence to Map Territories. Download Guide.

Territories 45

Territories Travel Hiring Guidelines 45

Understanding the Sales Force

MARCH 13, 2024

Not only that, their responses are limited to what they have heard from controlling, territorial, price-sensitive, procedure-dedicated, power-hungry procurement people who don’t play nice with salespeople. Unfortunately, those responses never fit the new dialog we share with them.

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Sales Hacker

DECEMBER 9, 2022

Every organization needs to choose the markets and buyers they want to focus on, and concentrate their efforts on those buyers. Random account groupings (no systematic segmentation or scoring). Consider new territory rules that reflect changes in the market (and your business). Territory profiles .

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Nutshell

MARCH 5, 2024

And you may have also heard of lead nurturing, which is where you continue marketing to leads until they’re ready to buy. The simplest round robin approach is assigning each lead to a random sales rep without considering factors like industry, territory, or company type. Again, this method requires sales reps with integrity.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. 4251 Wholesale Electronic Markets & Agents & Brokers. 425110 Business to Business Electronic Markets.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Sales and Marketing Management

MARCH 25, 2019

The B2B market needs to become as customer-centric as the B2C market. The first group is more lucrative but requires time-consuming consultation. Contact with the second group, on the other hand, should be as automated as possible. Standardize and digitalize: Strategic marketing to the rescue.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Adaptive Business Services

JANUARY 17, 2024

In the past, I have owned and operated three professional networking groups as a for-profit business. I scoured my territory for potential opportunities and found several hundred. I had developed my first networking group as a side hustle. Add two more groups and simultaneously develop side hustle #2 … consulting.

Networking 71

Networking Buyer Persona Ideal Customer Profile Construction 71

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. Most vertical marketing strategies are light in nature consisting of tabs on websites, vertical-oriented stock photos and key words added to headers.

Marketing 52

Marketing Strategy Collateral Case Study 52

SBI Growth

OCTOBER 6, 2013

This also gets you access to SBI’s Annual Sales & Marketing Research. While planning and before rollout of the new plan, explain it to a pilot group of reps and SMs. Then, take a survey or do some interviews of this group to see what kinds of complaints or concerns they may have. Mix this with market trend insights.

Compensation 293

Compensation Territories Incentives Incentive 293

Sales and Marketing Management

APRIL 4, 2017

Author: Ben Cotton Sales and marketing alignment is a hot topic. Indeed, sales and marketing alignment is no longer a nice to have, optional extra or buzzword – it has a very real impact on the bottom line. At HubSpot, we coined the term “ smarketing ” to describe sales and marketing alignment. Opportunity.

Engineering 120

Engineering Marketing Qualified Lead Lead Rank Top of Funnel 120

SBI Growth

MAY 18, 2013

Here’s an example: Top Territory Todd: Todd has exceeded quota the past 5 years. Yet he has 3x the average territory potential in his patch. His boss does not want to split his territory. But place him in an equal territory and watch him flounder. Yet, Ned’s results are average for his tenure group.

Territories 303

Territories Hiring Quota Sales Leadership 303

Mereo

NOVEMBER 15, 2023

A leading global financial technology (FinTech) client recently reached out with a big request: They wanted to completely overhaul their go-to-market organizational structure, roles and relationships. There are a number of factors that should tip off sales and go-to-market leaders to rethink their organizational approach.

Lead Rank 41

Lead Rank Marketing Commission Retention 41

Sales and Marketing Management

MAY 24, 2018

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise? The main challenge when it comes to these situations?

Territories 185

Territories Margin Training Pipeline 185

Shari Levitin

MARCH 9, 2023

It’s easy to put off sending emails, cold calling and stalking new territories, but like the leopard, this is the lifeblood of your business. Identify Your Target Market. Savvy sellers know their target markets: the size, persona and type of accounts that will feed them for days and often years.

ACT 118

ACT Territories Sports Cold Calling 118

SBI Growth

DECEMBER 5, 2013

In our work, we encounter many great sales operations groups. Data Access / Availability: Does your group have access the right data to make good decisions? Sales, Finance, Marketing and Customer Service need this alignment. Don’t do a territory redesign project without knowing exactly who you’re targeting.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Yet the people who actually might be interested in buying your product or service also play a big role in your target market. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

MAY 25, 2022

We interviewed three UK-based technology companies — Red Sift, ActiveOps, and Stone Group — as they implemented high-quality BI tools and achieved results that went beyond expectations. GTM Plays Automated go-to-market plays that can rapidly scale your business. Investing in Business Intelligence The world of sales has changed.

Scale 100

Scale Intent Signal SalesForce Intent Data 100

Pointclear

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. He had 10 sales territories in his domestic North American sales force. Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. The Situation.

Forecasting 124

Forecasting Sales Forecasts Territories Sales Qualified Lead 124

Zoominfo

JANUARY 27, 2022

To get the most out of their investment, sales and marketing operations leaders should ensure that any data they collect is normalized before it’s put into action. Data normalization is the systematic process of grouping similar values into one common value, bringing greater context and accuracy to your marketing database.

Data 130

Data Segment Sales Qualified Lead Collateral 130

Sales Hacker

JANUARY 30, 2023

I’ve spent the last year working to find product-market fit for my startup, Dock. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. But finding product-market fit is harder than it sounds. But it made finding product-market fit difficult.

Ideal Customer Profile 88

Ideal Customer Profile Conversion Marketing Hiring 88

Allego

OCTOBER 18, 2022

In this episode, sales strategists Ken and Nick Valla, co-founders of The Valla Group, discuss how their firm helps B2B sellers maximize performance. Salespeople need to look at their territories, accounts, and opportunities and do some planning, leveraging data and building out strategies. – Ken Valla.

Google 93

Google Maximizer Territories Groups 93

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

The Pipeline

FEBRUARY 13, 2014

Those very same days there are business people in the same market segment who decide they can no longer make a go of it and go out of business. Every day there are new sales people stepping into new jobs, often into underperforming territories, and they not only make a go of it, but thrive. What differentiates the two?

Territories 292

Territories Follow-up Up-Sell Segment 292

Partners in Excellence

FEBRUARY 17, 2020

It introduces new product, services, perhaps goes after new markets. Those new product group or the growth initiatives will fail, the company will miss it’s strategic growth targets. Surely there were product line B possibilities in his territory, he just didn’t bother to chase them.

Revenue 94

Revenue Territories Face-to-face Quota 94

Crunchbase

OCTOBER 27, 2021

At most organizations there is significant overlap and integration between marketing and sales teams. This may leave you wondering: What is the difference between sales and marketing? . Sales and marketing teams ultimately function with one shared goal in mind: to generate conversions. What does a marketing team do?

Cost per Lead 52

Cost per Lead Sales Qualified Lead Lead Rank Marketing Qualified Lead 52

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. March 2008. February 2008. January 2008. December 2007. Gap Selling.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

Sales and Marketing Management

OCTOBER 22, 2018

This group has the potential to drive significant growth and is the key to improving nearly every aspect of sales team performance, yet it is usually overlooked – often viewed as just a supervisory layer rather than a critical driver of improved sales results. That’s a huge opportunity for organizations of all sizes. Why Frontline Management?

Sales Management 218

Sales Management Hiring Compensation Scale 218

Janek Performance Group

JANUARY 16, 2024

In some instances, salary-only sales can be positioned as a more “transparent” marketing differentiator. Even the best reps can sometimes suffer from slumps or market changes beyond their control. As a result, it should be frequently revisited as market conditions change, making it work-intensive for employers.

Compensation 118

Compensation Salary Commission Margin 118

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. Since many traditional vendors also have such poor data accuracy, there is still much to be desired.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Crunchbase

MAY 18, 2023

It sounds simple enough, but anyone in marketing, sales or even CX will tell you what a massive pain point it is, and yet your inbound sales motion is critical. Behind the scenes, it takes time for marketing to qualify and route high-value leads with sales. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Implementing the program is the key to marketing success. Avoid Ad Hoc Marketing.

Small Business 253

Small Business Small Business Pipeline Marketing 253