Sales and Marketing Management

AUGUST 31, 2017

It may seem an easy enough question, but you’d be surprised by how many marketers and salespeople can’t provide a simple answer. Vision usually follows a ‘spark’, a flash of inspiration, frustration or a gleam of an opportunity. You have a vision but no one outside marketing or management knows what it is. Vision is vital.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline.

Revenue 128

Revenue Scale Collateral Harvest 128

The Pipeline

SEPTEMBER 30, 2011

The Pipeline Renbor Sales Solutions Inc.s 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. Avoid Ad Hoc Marketing. February 2008.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Vengreso

JULY 20, 2023

This can “feel” like a grueling and often frustrating process, if you don’t maintain the right sales focus and mindset. Having a sales mindset rooted in positive thinking is what ultimately drives sales people to see opportunities for selling where others may not. And, it is your actions as a sales rep (i.e.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

No More Cold Calling

MAY 3, 2018

They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. The RAIN Group Center for Sales Research studied 488 B2B buyers who represented $4.2 Explain the potential ROI of taking action on an improvement opportunity. That’s how to prospect for sales.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Zoominfo

OCTOBER 30, 2018

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. As a result, the traditional in-person sales meeting has become far less common than it once was. 3 Sales and Marketing Alignment Best Practices. Be candid and personable.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

SBI

DECEMBER 14, 2021

As a result, 90% of B2B businesses miss their forecast goals , and those that hit often miss out on significant growth opportunities — all due to incomplete visibility and insight. What happens in the sales meeting is no longer the sole indicator of deal health.

Top of Funnel 140

Top of Funnel Lead Rank Forecasting Lead Scoring 140

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? reaching out to individuals with offers and follow-ups) is different than social marketing (i.e., Social engagement. Not really. I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

SBI Growth

APRIL 20, 2013

An article written by Jenna Cheng cites the following: “Several research studies reveal the growing importance of social technologies to competitive and marketing strategy. As a result, you should include it as part of your Sales Cadence. Include it as a part of your agenda during regular sales meetings.

Social Media 316

Social Media Competition Media Eloqua 316

Gong.io

FEBRUARY 23, 2023

Virtual sales meetings and calls were 15% longer on average in 2022 when compared to 2020 , signaling that the perceived value for buyers is worth their time to make the right decision. Working fewer opportunities allows sellers to shift the focus from quantity to quality. Don’t bombard your buyers with more content.

Data 121

Data Closing Buyer Call-back 121

Zoominfo

OCTOBER 30, 2018

Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. As a result, the traditional in-person sales meeting has become far less common than it once was. Be sure to share this agenda with the prospect beforehand so know what to expect.

Face-to-face 130

Face-to-face Sales Process Skype B2B 130

Sales Management Plus -- SMP

NOVEMBER 30, 2023

If you can identify which behaviors your most successful sales reps employ and then teach those behaviors to all of your reps, you will go a long way toward creating a rising tide of improved sales strategies. Using SMP, you could create this analysis in less than five minutes before your next sales meeting.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

Highspot

DECEMBER 3, 2020

An Attraction Campaign is not a marketing campaign. It’s a sequence of customized content and messages, sent to buyers over a specific period of time, for the specific purpose of generating a meeting. Past opportunities. Trigger events provide a great opportunity for you to reach out. Members of your network.

Conversion 99

Conversion Prospecting Hiring Campaigns 99

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

SalesLoft

SEPTEMBER 12, 2022

Marketing efforts such as social media , landing pages , case studies , and webinars target an ideal customer (i.e. With enough interest, these ideal customers will enter the sales process as new leads. Email marketing is then used to nurture the leads. Sales Meeting. Closing the Deal.

Top of Funnel 52

Top of Funnel Funnel Pipeline Decision Maker 52

Pipeliner

AUGUST 18, 2020

Number of Opportunities. These closing ratios will be used to then figure out the next raw figure Lisa will need: the number of opportunities she will need in the pipeline, and their value. For simplicity’s sake, let’s say that the average opportunity is $25,000. Marketing Support. It doesn’t stop there. Number of Leads.

Sales Management 92

Sales Management Quota Pipeline Top of Funnel 92

Altify

OCTOBER 11, 2019

As a result, sales teams scramble to win new business and miss massive opportunities to upsell, cross-sell and maximize customer value. According to the CRO Benchmark study , 62% of first sales meetings don’t progress to the next meeting because the prospective customer doesn’t see value.

Revenue 40

Revenue Lead Rank Lead Scoring Study 40

Hubspot Sales

JUNE 15, 2020

When moving to virtual sales meetings, most would argue that video conferencing is the go-to. While video conferencing through platforms like Zoom are intended to make meetings feel more personal, studies show this isn’t necessarily the case. Use your marketing budget to the fullest. But is this enough?

How To 96

How To Face-to-face ROI Video 96

Crunchbase

MARCH 19, 2021

The marketing qualified lead (MQL) is useless—at least that’s what some marketers will tell you. . Somehow, MQLs became the gold standard of marketing success, but that’s not (and never was) their purpose. While MQLs are one indicator of success, it’s not the sales-ready lead that many marketers believe it to be.

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

SalesLoft

DECEMBER 1, 2021

However, MEDDIC is one sales methodology that has stood the test of time. MEDDIC helps sellers accurately gauge deal strength so they can stop wasting time chasing the wrong opportunities. Andy Whyte, the author of MEDDICC the book, experienced firsthand how this methodology improved his results as a sales rep and leader.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. The same can be said about basing your sales and marketing messages on personas. by Tim Riesterer appeared first on Corporate Visions.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Vengreso

FEBRUARY 10, 2022

When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. Most sales reps don’t maximize their social networks to get referral business and ultimately miss out on easy sales opportunities.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

When you use tools like LinkedIn Sales Navigator, you’re able to see the connections you have in common with a potential lead, so you know whom to reach out to for a referral. Most sales reps don’t maximize their social networks to get referral business and ultimately miss out on easy sales opportunities.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

LeveragePoint

OCTOBER 15, 2018

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. The study found that 27% of the overall buying journey is spent researching independently, online.

Conference 22

Conference Marketing Buyer Channels 22

Salesmate

JULY 8, 2020

You might generate these leads through activities such as email marketing, social media campaigns, PPC campaigns, in-person events, content marketing, cold outreach, or other approaches. There are some obvious levers for growth in this stage of the sales pipeline. Both marketers made their millions through email marketing.

Pipeline 126

Pipeline Top of Funnel Negotiation Proposal 126

Igniting Sales Transformation

SEPTEMBER 16, 2019

It could be a marketing interaction, and more often, that first touch starts with someone on the front lines of your sales organization. That touch could be a phone call, email, an in-person meeting at a business event or a LinkedIn connection request. But that’s not the case at all. A lot of it. The reality is that they do.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Highspot

JANUARY 14, 2024

Initially viewed as a cost-effective selling strategy primarily for lower-value accounts, virtual selling has now gained favor for a broader range of opportunities. Many customers have preferred digital channels, prompting companies to incorporate them into their sales practices.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Hubspot Sales

AUGUST 25, 2022

If you notice a pattern in why most of your sales aren’t closing, then you have an opportunity to hone in on that part of your strategy. Remember, you weren’t always in a sales slump. Leading a sales meeting? Channel your energy into those activities when you’re in the middle of a sales slump.

Cold Calling 114

Cold Calling Hiring Face-to-face Call-back 114

Women Sales Pros

AUGUST 29, 2018

We brought together a panel of buyers for a webinar called Cracking The Buyers’ Code: Having Purposeful Business Conversations where sales professionals discover what it takes to earn their business, build strategies and, ultimately, earn their respect and trust. You do this by taking a more consultative sales approach.

Conversion 93

Conversion Loyalty Webinar Metrics Buyer 93

Allego

JUNE 6, 2023

Originally an intimate gathering of Allego customers, Sales Success Summit (S3) evolved into a multi-day conference filled with motivating keynote sessions, inspiring customer showcases, innovative new product demonstrations, and fantastic peer learning and networking.

Revenue 62

Revenue Networking Distribution Scale 62

KO Advantage Group

OCTOBER 15, 2021

And in the absence of clients being able, willing, or wanting to meet in person, sales teams and their managers have had to adapt to virtual technology for sales quickly. The best part of this adaptation is that video communication makes it easier and more efficient to meet. Getting started with virtual selling.

B2C 62

B2C Video Demographics Social Selling 62

LeveragePoint

OCTOBER 9, 2018

This week I’ll be “reporting” live from Gartner’s Sales & Marketing Conference in Las Vegas! Well, B2B buyers seem to agree… In the first session of the day Scott Collins, VP of Advisory at Gartner , shared a r ecent study of 750 B2B buyers. 18% is spent researching independently, offline.

Conference 20

Conference Marketing Construction B2B 20

Jeffrey Gitomer

JUNE 2, 2011

KEY ACTION TO TAKE: Study your words and actions. Study your reputation. Dont let your next sales meeting suck! HERE’S THE CHALLENGE: Do they respect the person that wears it – or should I say the person who earns it? Do they deserve respect? Does it deserve respect? Do they want to listen to you? Raleigh, NC.

Hiring 310

Hiring Social Media Face-to-face Loyalty 310

Allego

MAY 3, 2022

The company planned to launch in October of 2020 and started building out a sales organization. and China, Pharmacosmos markets its products across the world. It keeps the company on track to meet performance goals, increases how quickly sellers can be productive, and ultimately, improves a seller’s satisfaction with their job.

Hiring 62

Hiring Video Pharmaceuticals Course 62

Sales Hacker Training

MARCH 23, 2023

On a sales call, attitude and conviction are your two superpowers. Related: 77 Motivational Sales Quotes To Inspire Your Team in 2023 4. Set goals In the book, What They Don’t Teach You at Harvard Business School, Mark McCormack tells of a study conducted between 1979 and 1989 with graduates of the MBA program at Harvard.

Closing 52

Closing Harvest Top of Funnel Relationals 52

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Setting up a new sales office can come with a number of different challenges. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Finalizing a location.

Hiring 71

Hiring Territories Scale Networking 71

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? This helps sales management to proactively manage and measure team strengths. This week I interview Duncan Lennox, CEO and Co-Founder of Qstream.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139