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

Tenbound

APRIL 19, 2024

It is also important that the Sales/Business Development Team and Leadership value their Sales Partners for their territory knowledge, sales expertise, guidance to the SDR, and goodwill. Once the SDR has begun work in the Account Executive’s territory, regular one-on-one meetings should be on the calendar and occurring. Participation!

Territories 45

Territories Cold Calling Pipeline Webinar Metrics 45

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

Close.io

MAY 23, 2018

Here's the recording of today's webinar about how GDPR is going to affect sales teams (hint: the answer is, it's impacting sales teams in a lot of ways). Now that we've gotten that out of the way, here are the resources Chas mentioned on today's webinar: What is GDPR? Sounds a little scary right? This stuff is pretty dense, I know.

Webinar Metrics 51

Webinar Metrics Territories Resources B2B 51

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

Apptivo

FEBRUARY 20, 2023

Depending on where they are in the marketing funnel , you can then follow up with different leads or retarget them with content. Lead Capturing Email, website, social media, webinars, and paid ads are all ways to reach out to potential buyers during lead generation activities.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

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

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

DECEMBER 15, 2020

And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. B2B Tips for Sales, Marketing, Recruitment, and More. Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Xactly

AUGUST 8, 2018

In the recent 2018 mid-market sales incentive study, CFO Alliance reviewed the relationship between Sales and Finance departments—and how this partnership can positively impact a company’s revenue potential. In a recent webinar with CFO Alliance, we reviewed the findings of the study. Watch Webinar.

Incentives 55

Incentives Incentive Compensation Webinar Metrics 55

Janek Performance Group

APRIL 2, 2024

Our recent webinar Turbocharging Business Development Strategies introduced measurement at the macrolevel. In addition, the roles of marketing and sales automation should be designated and measured throughout the sales cycle. These include expenses, such as marketing, sales efforts, and overhead. This is a missed opportunity.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

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

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

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

SBI Growth

DECEMBER 5, 2013

Sales, Finance, Marketing and Customer Service need this alignment. Don’t do a territory redesign project without knowing exactly who you’re targeting. Armed with BPM’s and Personas, sales and marketing become much more effective. Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Corporate Visions

JULY 2, 2020

To move up and to the right in this model, your enablement organization must become faster, more flexible, and more responsive, equipping the field to address more acute, must-win business challenges and market opportunities. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Sales Hacker

JUNE 15, 2023

Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. Examples include email interactions, webinar attendance, or demo requests. For instance, webinar attendees can be assigned to a team specializing in post-webinar follow-ups.

Lead Rank 72

Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. A Wild West-style free-for-all where reps prospect into an addressable market wherever they’d like. A dynamic book management model actually does away with the concept of static territories entirely.

Account 77

Account Lead Rank Ideal Customer Profile Territories 77

OpenSymmetry

JULY 23, 2015

Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar. How does your organization stack up? picture that.

Webinar Metrics 40

Webinar Metrics Leads Marketing Qualified Lead Incentives 40

BuzzBoard

JANUARY 3, 2024

I have personally lost count of the number of webinars or presentations I attended that used the example of the technology adoption rate shrinking (or rather, disappearing) since the days of Netflix launch over two decades ago. A typical case would be how rapidly ChatGPT infiltrated schools!

Commence 85

Commence Data Territories Analysis 85

Allego

OCTOBER 12, 2021

What about marketing? Do you have a campaign strategy, not just running webinars? How’s your sales and marketing organization going to be designed? How do you set territories up? You’ve got to understand what revenue you’re going to get and what budget is needed to get that revenue. Do you have a brand?

Ideal Customer Profile 118

Ideal Customer Profile Webinar Metrics Google Territories 118

Understanding the Sales Force

JANUARY 27, 2014

They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. OMG weighs the various findings in its Sales Candidate Assessments to predict success in a given role, market or segment, considering competition, price points and industry challenges. Strong Desire and Commitment are must haves.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

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 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

criteria for success

AUGUST 4, 2021

You might think: if my sales team is made up of individuals based in their territories, do I really need to worry about team-building? Check out our webinar on storytelling as a vehicle for knowledge transfer , where we discuss how to improve people's abilities to share best practices on a companywide scale. Watch Now.

Scale 98

Scale Webinar Metrics Territories eBook 98

Allego

FEBRUARY 2, 2021

We had to figure out how to virtually communicate in ways that supported connection and engagement and enabled us to keep our fingers on the pulse of what is happening in the market—and with our teams. . Working in the pandemic means that virtual sales teams are balancing more than just their territories, books of business, and quotas.

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

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

Xactly

OCTOBER 18, 2018

Relative performance pay can work if the marketability of a product varies in ways salespeople can’t control. View Webinar. That means their quotas and targets should specifically take into account the potential of their territory. This was an approach taken by many after Hurricane Katrina devastated Gulf-region territories.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

SBI Growth

MARCH 3, 2013

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. Reps need to know who in their territory wants to hear about the new widget. So do careers. Demo Decks. Call to Action.

Ideal Customer Profile 306

Ideal Customer Profile Buyer Persona Segment Education 306

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

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

Alice Heiman

MARCH 18, 2020

Market Position. Specifically, you need to understand your market position, identify your ideal customer, and define the right value proposition. . Understand Your Market Position. Your market position is where your product or offering fits into the market landscape. . The market. Ideal Customer Profile .

Ideal Customer Profile 136

Ideal Customer Profile Demographics Webinar Metrics Segment 136

Xactly

JUNE 21, 2018

In part one of our webinar series, How Big Data and AI/ML Are Transforming Sales Organizations , I discussed the paradigm shift in the SPM industry and the move from basic ICM to full fledged end-to-end SPM solutions focused on sales planning, execution and optimization in effect in top sales organizations. Register for Webinar.

Data 51

Data Webinar Metrics Enterprise Enterprise 51

Corporate Visions

JULY 2, 2020

To move up and to the right in this model, your enablement organization must become faster, more flexible, and more responsive, equipping the field to address more acute, must-win business challenges and market opportunities. The Second Wave: Territory Plans. The First Wave: Learning Paths.

Sales Enablement 52

Sales Enablement Webinar Metrics Territories Top of Funnel 52

Partners in Excellence

AUGUST 19, 2019

Most every sales person I know has some sort of defined “territory.” ” It may be a few accounts, it may be a geographic region, it may be customers/prospects within a certain industry or market. What does it mean to build our reputations within our territories?

Territories 62

Territories Hiring Face-to-face Social Media 62

The Pipeline

AUGUST 10, 2011

We wanted to avoid the predictable trappings of yet another webinar, while providing our audience with relevant ideas and practices to improve their prospecting and sales. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Funnel management. Gap Selling.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

DiscoverOrg Sales

AUGUST 31, 2017

Watch now: On-demand webinar – Purposeful Voicemails. In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. Cold-call voicemail script templates.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. You often hear sales leaders articulate their long-term plans, direction of the market, and how they plan to take a leadership role in many of the developments they outline. Territory Alignment.

ACT 244

ACT Pipeline Top of Funnel Hiring 244