Four Steps to Successfully Bringing Products to Market

Sales Benchmark Index

The buzz around the water cooler is that marketing botched it from the get-go. As the marketing leader, you play a pivotal role in bringing the new offering to market. Unfortunately, most marketing leaders don’t know or under-estimate what’s involved.

How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King. We are seeing marketing budgets increasing the content development line item.

Trending Sources

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]


As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. Today, in part 2, we hear from Adam New-Waterson , Chief Marketing Officer at LeanData. Account-Based Marketing

39% of Marketers Do Not Have a Defined Content Marketing Strategy

Sales Benchmark Index

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. Q: Do you and your organization currently have a defined content marketing strategy? One of which was of an inbound marketing strategist.

Survey 111

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Content Marketing is hot for good reason.

6 steps to get sales and marketing working on the same team


Companies with dynamic, adaptable sales and marketing processes report an average 10% more of their salespeople meet their quotas compared to other companies. A loose analogy perhaps, for the age old battle that is sales versus marketing. Benefits of sales and marketing alignment. Aligning sales and marketing requires commitment from both. Alignment extracts 208% more value from marketing with 108% less friction. Who is your target market?

How Inbound Fits Into A Successful ABM Strategy

Smart Selling Tools

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon. To get there, you’ll need a smart mix of marketing and sales strategies. Aligning Sales & Marketing For ABM Success.

Why don’t sales people pivot? Lessons from tech entrepreneurs

Sales Training Connection

Pivoting and Sales Pipelines. Taking this challenge seriously was reinforced when we recently read an article about successful technology entrepreneurs and a concept called – Pivoting. So adopting a “pivoting” mentality might lead to more effective and timely pipeline management.

Why That Bargain Contact List You Bought is a Sales Dead End

DiscoverOrg Sales

Email marketing providers take the quality of your contact lists seriously. Bounce Rates – ISPs require email marketing providers to enforce certain bounce rate thresholds. It’s been around the block and has been mined by other sales and marketing teams looking for leads. Though email marketing services have slight variations on their thresholds, email lists that breach 0.1%

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. Join us as we examine 7 specific ways that this kind of intelligence impacts marketing and sales processes.

First Direct Lending Achieves Rapid Growth with Velocify


Since opening in 2014, they’ve had to be highly innovative and nimble in order to successfully differentiate themselves in such a competitive market. First Direct Lending is no stranger to the hustle of the mortgage industry.

Guaranteed Rate Rises to the Top with Velocify


We recently caught up with long-time client, Guaranteed Rate, to chat about their challenges and successes over the past decade and how Velocify has helped them rise to the top in an ever-evolving mortgage market.

Can you sustain a competitive advantage by product alone?

Sales Training Connection

In today’s markets a competitor is likely come out with a product that is just as good or better than yours, in half the time you thought it is going to take – plus make it cheaper. In most cases they are ease to spot because they are the market leaders.

Building sales management excellence: 12 questions for getting it right

Sales Training Connection

Herminia Ibaraan, an INSEAD professor, published a provocative book arguing that in today’s market if you desire to get better at management you must venture outside your comfort zone. Sales Management Excellence.

An Unexpected Trait of The Truly Successful

A Sales Guy

She was in constant execution pivot mode. Learning is what allows us to pivot. We’re ignorant of the changes, the miscalculations, the shift in the market, the poor assumptions, to our original plans. I was talking to a young entrepreneur earlier today.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

I also name-dropped a couple of my prospects competitors, thinking he might be interested to know that they were also using my product: Hey Kyle, When you accepted the position as COO for N–, you said , “I’m excited to be part of N– as we play a pivotal role in helping large companies adapt their sales and marketing organizations.” MARKETING MANAGER. In this next example, I’m targeting Megan, a marketer.

Are You Trying to Complete the ABM Marathon – Before the ABM 5k?

DiscoverOrg Sales

Many sales and marketing team today are trying to implement account-based marketing – but not at the expense of their current marketing efforts, and without hiring a new, ABM-focused team. How to start account-based marketing (ABM).

Sales middle managers – what motivates them the most?

Sales Training Connection

The importance of middle managers can be especially significant in industries and fields that value innovation, like computer games, software, consulting, biotech and marketing, according to Mollick. Sales Middle Managers.

Is Sales Management Getting in the Way of Sales Success?

Jonathan Farrington

Recently, I made the point that the role of sales management – dare I say “sales leadership” – is now pivotal in the success of every organization and yet, it is becoming clear that around 80% of managers are unqualified to fulfil the role that is being asked of them.

Business Simplification–The Number 1 Job Of Sales Enablement

Partners in Excellence

While everything we do is well intended, Sales Enablement (along with marketing and others) are at risk of loving our sales people to death! But Sales Enablement occupies a pivotal point for the organization and in driving sales productivity and effectiveness. Fear And Loathing: The Sales And Marketing Technology… Execution Lean Sales And Marketing Problem Solving Results Sales Effectiveness

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Medical sales training – something different vs. more of the same

Sales Training Connection

Clearly for the market-leaders this journey has already begun. In times of such transformational market change, a new set of winners and losers emerge among the sellers to the market. Lesson 4 – Spotlight the Pivotal Job. Medical sales training.

Salespeople – lesson from entrepreneurs – An STC Classic

Sales Training Connection

Taking this challenge seriously was reinforced in an article about successful technology entrepreneurs and a concept called – Pivoting. As the author noted: “Technology entrepreneurs of past eras took years to build a product, hire a staff and figure out whether there was a real market.”

Sales productivity – the era of the absence of change is over

Sales Training Connection

In most markets, customers are significantly changing how they do business. Focus on the pivotal job first – the front-line sales manager. It makes sense to identify and focus first on the pivotal jobs. Sales Simulations.

Just Because We Have The Ability To Do Something Doesn’t Mean It’s Best Practice

Partners in Excellence

I’ve been writing about customer experience , bad prospecting , and other bad sales and marketing practices for some time. We can dramatically reduce the costs and of our content development/delivery, marketing, demand gen, marketing programs. We can slice, dice, pivot, and do all sorts of things with data. I continue to be amazed by the ever increasing volume of bad practice—from both the naïve and from those who should know so much better.

Top Performers: Obsessive Learning And Relentless Execution

Partners in Excellence

They want to understand their business, their markets, their customers, their competition, their company strategies and performance against those strategies. So you see them reading a lot of stuff, not just books/blogs on selling, marketing, or business. They learn the power of pivoting–whether it’s a business strategy, a sales strategy, or something else. At one point, I wanted to get better at golf (it’s hard to be worse than I am).

3 pitfalls when developing an account strategy

Sales Training Connection

A good account strategy, in contrast, focuses on a few pivotal goals and then delineates the challenges, resources, and actions necessary to achieve a favorable outcome – what needs to be done and how are you going to do it. Changes driven by the global market and ?advances

Sales managers – expectations and accountability

Sales Training Connection

In today’s market the effectiveness your sales force is more than ever driven by the collective competencies of your frontline managers. Setting clear expectations is simply one of the many requirements that make frontline managers the pivotal job for achieving sales success.

Sales directors – competencies for the job hunt

Sales Training Connection

We have consistently labeled the front-line sales manager as the pivotal job for developing and sustaining a superior sales force. They had recently completed an interesting research study on the skills companies want Sales Directors to have in today’s market. Sales Directors.

Avoid Becoming an Obsolete Sales Leader

Sales Benchmark Index

Social selling, big data, mobile, contextual content marketing , personas, gamification, buyer focused selling, software, software, software. You react to the market vs. outpace it. We wanted to know what they were doing to avoid becoming obsolete in todays fast paced market.

Sales Tips: Has Senior Management Given Up on Sales?

Customer Centric Selling

What they fail to recognize is that no matter how compelling your marketing messaging may be, the best that will likely get you is a seat at the table. In fact, I see so many sales organizations that have pivoted back to leading with a demo.

How To Win On The Front Line Using Strategy, Sun Tzu and Sales Readiness

Bernadette McClelland

They too, will go to market inwardly uncertain, or quail (think chicken!),

Sales managers – are you passing the leadership development test?

Sales Training Connection

Whether you call it pivoting, leading change, or some other names, the most effective sales managers provide the leadership to adapt to change. From those in your organization like Marketing, IT, Tech Support and the sales team to the extended buyer contacts that comprise your customer base.

5 Skills Every Sales Development Rep Needs to Master in 2018

Hubspot Sales

I wanted to reach out to you because based on my research on LinkedIn, it seems like you are heading any marketing initiatives and focused on the overall growth strategy for Dunder Mifflin. You're currently using a few different tools for your marketing -- A, B, C, D, and E.

Obsessive Learning, Relentless Execution—The Yin And Yang

Partners in Excellence

They may talk about agility, pivoting, adapting, changing, coming back from failure or other descriptors of how they execute. Lean startup thinking embraces these concepts in MVP, pivots, agility, and so forth. Related Posts: Top Performers: Obsessive Learning And Relentless Execution Just Good Enough–The Minimum Viable Sales/Marketing… Your Ideas Are Worthless!

Sales strategy coaching – maximize your investment

Sales Training Connection

When your customer base goes through a dramatic change in how they buy, it is a pivotal time to take your sales coaching effort to the next level. There is no such thing as a generic winning sales strategy when selling in a complex market. Sales strategy coaching.

Team selling – lone wolfs no longer reign supreme

Sales Training Connection

Transformational Market Change. First, several markets are undergoing a transformational change where the customer is demanding the salesperson brings a broader and deeper level of knowledge to sales process. Team Selling. Team selling continues to be on the rise.

Five Keys to a Successful New Product Launch

Sales Benchmark Index

As the marketing leader, you play a pivotal role in bringing the new offering to market. From product development to field marketing, you are a lynch pin in the new release supply chain. To be successful, there are two essential questions a marketing leader must answer: How am I going to educate my customers and prospects on the new product? 8-12 months prior to launch, marketing should complete a segmentation analysis of their customer and prospect universe.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

What has changed though is what we are selling, and how we now go to market. But today, what we are really selling is change and that takes more than us just knowing our product specs, our pricing and our place in the market – the lines have blurred.

Is Your Compensation Plan Evolving with the Company?

Sales Benchmark Index

One of the core strengths of any small business is its ability to adapt and pivot with the market. Compare your sales team compensation to your competition and the market. This post is for Small Company CSOs and VPs of Sales.

Sales performance – average is over

Sales Training Connection

In markets where buyers are reinventing how they do business and the competition is keener than ever, this episodic approach to training is unlikely to carry the day – at best average will be maintained as opposed to being over. Sales performance.