Sales and Marketing Management

SEPTEMBER 6, 2019

Smart companies saw the possibilities of cyber customer service from the beginning, and jumped right on that bandwagon. Similarly, cutting-edge marketing and customer service gurus saw the advent of social media platforms as a golden opportunity to set themselves apart from the crowd. Don’t @ Me.

Social Media 184

Social Media Outsourcing Services Customer Service Media 184

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Smart Company 54

Smart Company Leads Marketing Qualified Lead Customer 54

The Pipeline

NOVEMBER 14, 2013

There are times when companies consciously use price as a temporary strategy to gain market share, or directly impact a competitor. While everyone is trying to economize, smart companies and worthy partners understand that a weakened supplier is not good for anyone in the long run.

Vendor 299

Vendor Margin Smart Company Buyer 299

Sell Integrity

NOVEMBER 23, 2020

But in a customer-centric culture, everyone thinks this way, from marketing to finance to IT to product development. They know their place in the market and are admired by employees and customers alike. This customer-needs-focused approach is often thought of in the context of the sales and service teams.

Strategy 117

Strategy Customer Loyalty Coaching 117

Crunchbase

NOVEMBER 17, 2022

In the outbound selling arena, your team will be making first contact with leads using techniques such as email marketing, social selling and cold calling. It typically consists of a broader marketing approach and prioritizes quantity over quality. However, smart companies know the value of each. What are inbound sales?

Inbound 52

Inbound Outbound Strategy Ideal Customer Profile 52

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Customer retention drives increased profitability in many ways, including: Better Conversion Rates Fewer Marketing Requirements Scope for Improvement Lower Operating Costs Increased Sales.

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

SalesLoft

FEBRUARY 13, 2017

86 percent of marketing and sales professionals stated that they have begun utilizing targeted account strategies. Marketing organizations have been seeing great success from account-based programs for years. Almost 85 percent of marketers who measure ROI describe ABM as delivering higher returns than any other marketing approach.

Account 52

Account Scale Account Based Marketing Hotels 52

Pipeliner

MAY 31, 2020

We are firmly in a CANDIDATE DRIVEN market, with DEMAND for qualified candidates far exceeding SUPPLY. There has never been a less forgiving time to have a company have a policy of trying to get a bargain in terms of employee compensation. In this blog, we will list 5 reasons why making low-ball offers is not a great idea.

Salary 80

Salary Compensation Lead Rank Lead Scoring 80

Eyeful Presentations

OCTOBER 27, 2020

The army of marketing experts working within Apple at the time? This watershed marketing slogan and associated campaign was the brainchild of an outsider – the creative agency TBWAChiatDay. So, who came up with the concept? Steve Jobs? Invaluable….

Advertising 36

Advertising Advertising Company Smart Company 36

Cincom Smart Selling

JANUARY 27, 2015

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. It also has a marketing module to help dealer offices. The front office is a business process; it’s how you market, sell and service your customers. How smart are you? Source: Smart Selling.

Scale 48

Scale Smart Company CRM Microsoft 48

Braveheart Sales

SEPTEMBER 23, 2021

We’re very unlikely to see wage deflation in the US market. Of course, smart companies play the arbitrage game: When costs are rising, pass along the price increases as quickly as you can while you try to delay accepting the cost increases from your suppliers as long as possible. Once wage inflation happens, it sticks.

Margin 40

Margin Insurance Insurance Energy 40

Zoominfo

OCTOBER 4, 2019

These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. But, in the rapidly changing sales and marketing landscape, it’s important to challenge the status quo. Enter, B2P (business-to-person) sales and marketing.

B2C 182

B2C B2B Marketing Lead Rank 182

Sales Hacker

AUGUST 28, 2018

For this specific survey we spoke to more than 300 B2B buyers, representing a cross-section of goods and services, company sizes and vertical markets. B2B buyers reported a significant need for improved engagement with seller companies. How much are companies leaving on the table when these pre-sale questions go unanswered?

Buyer 79

Buyer B2B B2C Survey 79

SBI

JUNE 10, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Second, human capital and marketing are often two of the largest expenses for any business. Brian: Marketing can be very powerful.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

The Brooks Group

APRIL 1, 2016

Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action. The trouble with this line of thinking is that what is difficult to be imagined and imitated is also difficult to implement.

Closing 63

Closing Smart Company Exercises Analysis 63

Hubspot Sales

MAY 10, 2018

If you're in a company where they won't promote you, it is probably because of you -- you are not doing something required of you that will result in a promotion. Smart companies always want to keep good people. If they aren't promoting you, then the next company won't promote you either. Why is this bad advice?

Hiring 100

Hiring Hubspot Inbound Promotion 100

Zoominfo

OCTOBER 4, 2019

These classifications provide the building blocks at a company’s inception, as they broadly define a brand’s audience and target market. But, in the rapidly changing sales and marketing landscape, it’s important to challenge the status quo. Enter, B2P (business-to-person) sales and marketing.

B2C 100

B2C B2B Marketing Lead Rank 100

Sales Hacker

NOVEMBER 21, 2019

Marketers have been much quicker to jump on the tech-adoption bandwagon. For instance, marketing language software — powered by machine learning — helped JPMorgan Chase increase headline clicks by as much as 450%. Sales and marketing have always had different ways of approaching the same problems. AI does have its limits though.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Factor 8

AUGUST 8, 2019

Also called the business development rep, lead generation, sales development rep, appointment setter, marketing development rep, entry-level selling, cold caller, data cleanser, and sadly, the empty seat. Some AE positions will generate their own leads to supplement the BDR / Marketing Leads.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

The Brooks Group

OCTOBER 18, 2010

Many organizations operate solely through marketing. Smart companies know that salespeople offer a valuable voice to questions like how to improve tactical marketing, ways to enhance customer service, and even what new products to develop. A sales effort is only one of many ways to generate revenue.

Collateral 40

Collateral Enterprise Enterprise Construction 40

Your Sales Management Guru

OCTOBER 13, 2015

In recent years, organizations have gotten better at analyzing financial statements, refining manufacturing procedures, reengineering business systems and improving marketing effectiveness. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts.

Revenue 40

Revenue Hiring System Case Study 40

Klozers

JUNE 5, 2014

The recent increase in the number of Online Reputation Management companies validates this, however smart companies have learned some simple strategies and techniques on how to deal with the Customers From Hell, and try to catch them before the problem escalates, let alone they post anything negative online.

Ideal Customer Profile 50

Ideal Customer Profile Customer Social Media CRM 50

Partners in Excellence

APRIL 13, 2018

On top of all these tools I leverage, I have a number of Google Alerts set up to keep me updated with key things happening with industries, markets, or with people I’m tracking. I just got my first “SMART Company Brief” from DecisionLink. But the issue comes up, what do I do with all of this information?

Smart Company 65

Smart Company Analysis Face-to-face Competition 65

Sales Hacker

JUNE 23, 2020

Just like marketing, when you used to say “marketing” to someone, you would picture somebody doing advertising, right? And over time, marketing and advertising kind of separated, and marketing had more seats at the revenue table. And so, basically, that is the journey that most companies have.

Customer 67

Customer Churn Lead Rank Scale 67

Hubspot Sales

DECEMBER 16, 2020

Zach Rego is the VP of Sales and Marketing at Unstack , a marketing platform software. With real estate transactions on pause, Phil and his team spent most of 2020 finding new ways to drive leads for when the real estate market began to thaw. “We Zach Rego on maintaining high morale and retention on an all-remote sales team.

Real Estate 134

Real Estate Face-to-face Forecasting Hubspot 134

Sales Hacker

JUNE 20, 2022

Leverage your marketing team , especially if they are a mature function who have close connections with the buying community. Your marketing team should have great customer and market insights through either primary research or secondary providers they pay for. The flip side is that non-sellers are not as close to the market.

Lead Rank 84

Lead Rank Lead Scoring Leads Marketing Qualified Lead 84

Pipeliner

MAY 13, 2020

From new employee management strategies to cutting-edge innovations in marketing, the year ahead is headed towards booming success for companies that align their strategies accordingly.

Hiring 98

Hiring Trends Retention Ideal Customer Profile 98

Sales Hacker

JUNE 16, 2020

And as COVID-19 came round, they were left high and dry and they went to the government, hat in hand, to borrow money. That’s what I’ve already mentioned on this podcast, and in the book I talk extensively about shifting our economy and being more creative to being distanced interactions, socially.

Government 99

Government Call-back Real Estate Face-to-face 99

Women Sales Pros

JUNE 7, 2019

We will make you an exclusive, premium or featured partner to market your own business. In a time when it is increasingly difficult to have a truly unique product and to sustain it at a truly competitive price, the greatest advantage a company can have is its people. We will finance your purchase or extend favorable credit terms.

Lead Rank 103

Lead Rank Lead Scoring Buyer Smart Company 103

Sales Training Connection

AUGUST 22, 2012

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. With a better understanding of what customers want to be, Sales can provide Marketing and Engineering ideas about future innovations.

Engineering 102

Engineering Smart Company Training Benefit 102

Mindtickle

JULY 2, 2016

Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. Tweet This: When you improve your product so it does the customer’s job better, then you gain market share. Karl Wirth , Founder & CEO at Evergage. Bill Price , Founder of Driva Solutions.

Customer 52

Customer Loyalty Microsoft Smart Company 52

Mindtickle

JULY 2, 2016

Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. Tweet This: When you improve your product so it does the customer’s job better, then you gain market share. Karl Wirth , Founder & CEO at Evergage. Bill Price , Founder of Driva Solutions.

Customer 52

Customer Loyalty Microsoft Smart Company 52

Sales Hacker

JULY 16, 2020

Smart companies, and sales professionals, are leveraging their integration ecosystems to create more sales deals and attract higher valuations. If your company isn’t leveraging partnerships to drive sales — or if you could be doing more — it’s time to act. Have a look at this network map of the e-commerce partner ecosystem.

Top of Funnel 95

Top of Funnel Pipeline Scale Funnel 95

Partners in Excellence

JULY 5, 2016

All of us, customers, sales people, marketing, customer service—everyone, daily face a number of converging forces which adversely impact our own and our organizations’ performances. Disruptive alternatives, changing the landscapes of our traditional markets and competition arise every day.

Face-to-face 50

Face-to-face Networking ACT Ideal Customer Profile 50

LeadFuze

JULY 25, 2021

Grab our checklist for your New Product Launch Marketing Plan’s Client Onboarding Process. When you provide a service, either physical (like a marketing agency) or software (like a SaaS) it can be like that. Time to Lay More Pipe (Strategically) for your New Product Launch Marketing Plan. ” — Lincoln Murphy.

Lead Rank 124

Lead Rank Lead Scoring Top of Funnel Churn 124

DiscoverOrg Sales

AUGUST 24, 2017

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. Sales and marketing departments live and die by their ability to grasp these concepts, and a company’s success hinges an identifying the target market within each audience.

B2B 186

B2B B2C Buyer Persona Social Media 186