Sales and Marketing Management

FEBRUARY 26, 2018

Read a white paper they wrote. When you mentioned your company’s expansion into emerging markets, it seems you were very successful in capturing market share in Asia-Pacific. I wonder, would you be interested in seeing some of our research and discussing how we’ve helped others maintain market share?

Sales Meeting 185

Sales Meeting Meeting Gatekeeper ROI 185

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Create a visual representation or flow chart of data from marketing to sales to operations.

CRM 235

CRM Guidelines Data Compensation 235

Sales Training Connection

SEPTEMBER 13, 2012

Recently Booz & Co published an interesting white paper about this alignment issue – The Adaptive Sales Force. For this blog let’s restrict our discussion to the performance skills of sales people and examine what the “adaptation” requirement means for sales training. Create more innovative training designs.

Training 108

Training Hiring Territories Sales 108

Sales Training Connection

SEPTEMBER 30, 2013

Some are designed to be significant revenue producers or game changers. A few are “bet the company” entries into the market. Some may blame the market, the timing or even the product itself. They are: • Understand the Market , including the forces creating the need for the new product.

Training 113

Training Competition Coaching Revenue 113

Pointclear

SEPTEMBER 28, 2018

Weekly programs published from large companies and marketing departments are better when they can use the enormous amount of content which comes from each podcast. This multi-use content is used in testimonial quotes, blogs, nurture messages, ebooks, hard cover books, guest websites, white papers or case studies.

Top of Funnel 133

Top of Funnel Funnel Case Study Social Media 133

Allego

APRIL 18, 2024

In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” Not only that, but McKinsey’s research shows that organizations that invest in AI are seeing an increase in revenue of 13-15% and a sales ROI increase of 10-20%.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

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. The idea is to deliver the right articles, white papers, case studies, videos or webinars at the right time in the buyers’ decision-making process. But that’s not the case at all. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The odds are that these investments will fall flat and not yield all the revenue growth results you expect. However, more sales reps do not mean more revenue. However, when we look at training effectiveness, the numbers are startling.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Allego

DECEMBER 22, 2020

This content falls into two types: 1) customer-facing collateral that sellers will share with buyers and 2) training assets, best practices, research, and tools that are for internal use. If you’re in sales enablement, training, product marketing, or content marketing, that’s what you do: crank out the sales content.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Train your reps to understand a lead’s challenge and offer solutions accordingly.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Sales and Marketing Management

MAY 11, 2017

Author: Sabrina Ferraioli, Co-Founder and VP of Global Sales, 3D2B Marketing and sales metrics can give you a window on the future and the insights you need to optimize sales. Number crunching is no longer reserved for the sales and marketing nerds. It is the lifeblood of the most successful sales and marketing leaders.

Inbound 176

Inbound Lead Rank Lead Scoring Sales Qualified Lead 176

Sales Training Connection

JULY 25, 2014

Several selection criteria may be considered, but one stands out as particularly important – high revenue potential. Rarely does a salesperson have an account base in which all the accounts have equal potential for revenue growth. There is no such thing as a generic winning strategy when selling in a complex market.

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

The Pipeline

FEBRUARY 15, 2012

By now everyone is aware of the increasing talk of the need for alignment between marketing and sales, with some organizations realizing that it is healthier to look at the entire Client Life Cycle as one function rather than two. Sales Training. When Sales Met Marketing. White Paper. Community Marketing Blog.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

Igniting Sales Transformation

FEBRUARY 21, 2018

In this episode, my guest is Shari Johnston, VP Marketing at Casetext and our topic is Aligning your Go To Market Strategy Around Account-Based Marketing. Account Based Marketing, Account Based Selling and Account Based Everything has been a pretty hot topic for the last two + years.

Account Based Marketing 50

Account Based Marketing Ideal Customer Profile Account Demand Generation Targets 50

Sales Training Connection

FEBRUARY 28, 2014

Others are extraordinary new products designed to be significant revenue producers, game changers or in some cases “bet the company” entries into the market. Marketing did great work in investigating target markets and testing the value messaging. management, expense reduction, and revenue generation.

Training 97

Training Engineering Revenue Up-Sell 97

Product Management University

SEPTEMBER 20, 2018

Here are three ways to get better at selling products you have and grow revenue faster. Determine the market dynamics that are most influencing those buyers and communicate how your tactical products help them meet the market-imposed strategic challenges.

Webinar Metrics 40

Webinar Metrics Buyer Influencer Revenue 40

The Pipeline

APRIL 15, 2011

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. March 2008. February 2008.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

OCTOBER 14, 2011

Our mission as salespeople is simple, drive revenue. The nearsighted perspective presents quantitative information including the number of sales opportunities, the stages they are in, and the expected revenue from each sale. Expected Income Per Sale X Probability = Total Revenue. The Pipeline Guest Post – Gary Hart.

Pipeline 198

Pipeline Lead Rank Lead Scoring Top of Funnel 198

The Digital Sales Institute

SEPTEMBER 20, 2023

Essential selling skills to master whether you are starting out on your sales career, maybe you have just completed your onboarding sales training or you are already an experienced salesperson in reaching out to customers. A lot of sales training programs fail to engage salespeople due to outdated methodologies or delivery channels.

Selling Skills 52

Selling Skills Ideal Customer Profile Negotiation Up-Sell 52

The Pipeline

AUGUST 24, 2011

A couple of weeks ago I posted the first in a series of conversations with Michael Bird, Chief Revenue Officer with NetProspex. Sales Training. When Sales Met Marketing. White Paper. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Funnel management.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008. January 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

SalesLoft

JANUARY 2, 2020

Sandler Training Blog | Top Sales World named the Sandler Blog one of the Top 50 Blogs for 2018. Growthbound Blog (DiscoverOrg) | Stay growthbound with the latest tips and tricks for sales, marketing, and recruiting. Predictable Revenue Blog | Read about the latest B2B Sales Trends on the Predictable Revenue Blog.

Lead Rank 52

Lead Rank Webinar Metrics Lead Scoring Inside Sales 52

The Pipeline

APRIL 27, 2011

Reviewing a pipeline report may not be your idea of fun, but effective sales meetings are well-planned, well-executed, and full of information highly relevant to making reps better and both extracting & sharing information that can help the entire organization accelerate sales, customer and revenue growth. Sales Training.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

AUGUST 10, 2011

Rather than taking the scripted approach, Michael Bird , Chief Revenue Officer at NetProspex , and I sat down (some distance apart, he in Boston, and I in Toronto), and had a discussion on various aspects of the subject. Sales Training. When Sales Met Marketing. White Paper. Community Marketing Blog.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

No More Cold Calling

FEBRUARY 20, 2014

CSO Insights offers four great reasons in their white paper, “ The Anatomy of a World-Class Sales Organization ”: Sales organizations that optimize their sales processes for engaging and working with clients significantly outsell their less adept competitors, achieving sales performance edges such as: . Attention Seasoned Sales Pros.

Gatekeeper 218

Gatekeeper Referrals Cold Calling Hiring 218

Pointclear

JUNE 4, 2013

Since the economic downturn we recognize that companies have cut back on training for salespeople. I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. As mentioned earlier, companies have drastically cut back on sales enablement and training. So a lot going on!

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

The ROI Guy

JANUARY 23, 2014

A Value Gap exists between B2B buyer and seller: A divide between a changed buyer, and a traditional sales and marketing approach that has not shifted from product / service pitches, to conversations about prospect challenges, and the value you can uniquely deliver. So what are you doing to Mind the Value Gap?

Lead Rank 77

Lead Rank Lead Scoring Decision Maker Proposal 77

The Pipeline

FEBRUARY 24, 2012

As in the casino, financial success is the goal, in sales it is in the form of deals or revenue rather then the jackpot at the roulette table. Sales Training. When Sales Met Marketing. White Paper. Community Marketing Blog. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

FEBRUARY 3, 2012

But instead many, not all, do different things, shifting lower revenue accounts to an inside team, which works until the inside team has too much volume and all one has done is shift the glut from one team to the other, without an improvement in coverage or revenue. Sales Training. When Sales Met Marketing. White Paper.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Salesmate

AUGUST 13, 2020

After all, you cannot just lose them after spending “dollars” in the marketing campaigns, can you? While the world is struggling with ostrich syndrome, sales leaders need to think of the strategies that will amplify their efforts and keep the revenue cycle alive; your business’s future depends on it. Using video conferencing.

Video 122

Video Campaigns Pipeline Tools 122

Mindtickle

MAY 2, 2023

These are co-owned by leaders across the executive, enablement, RevOps, sales, marketing, product marketing, and customer success orgs. A sales enablement program is a coordinated effort by an organization to provide sales representatives with the right content , training , and technology to sell more effectively.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. While the benefits of inbound marketing are critical, we are also seeing periods of low buyer engagement. Revenue won’t grow alongside those low levels of engagement.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

The Pipeline

AUGUST 26, 2011

Her company’s sales training had focused on helping customers find emerging markets, gaps in an industry’s solutions to challenges and areas where IT should be entering in order to take advantage of the latest and most sustainable trends. Is the market the customer is in ideal? Ian told us about Sandra the Super Sales Rep.

Pipeline 227

Pipeline Top of Funnel Hiring Webinar Metrics 227

The Pipeline

AUGUST 22, 2011

How much time will you save them, how much less downtime will they realize, how much increase in revenue or productivity will they see. There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. White Paper.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

Showpad

NOVEMBER 20, 2019

As such, Sales teams are having to be trained on increasingly diverse portfolio sales including value-added services. Compared to a ‘simple’ product sell, these multi-year deals provide manufacturers not only increased revenue streams but also better margins. Train Effectively. So what’s the best way to train?

How To 49

How To Scale Retention B2B 49

Sales Hacker

SEPTEMBER 24, 2022

About 96% of people who visit your website are not ready to buy — so optimizing the journey from “awareness” to “action” is key for meeting your revenue goals. Skipping this step will result in missed opportunities and revenue loss. and other traits so you can tailor your marketing messages for each customer group.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

The Pipeline

MARCH 31, 2011

Social Selling University : the industry’s first collaborative program designed to educate sales professionals on how to leverage social media technologies and methodologies to increase sales productivity and drive revenue throughout the entire sales cycle. Sales Training. When Sales Met Marketing. White Paper.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216