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Go home from Dreamforce 2011 with Metallica

Sales Intelligence View

The annual event by Salesforce was lit on fire when it was leaked that Metallica was going to be playing at Dreamforce. What’s a little more noise added to an event that draws a crowd of  about 20,000 people all drinking off the SaaS fire hose. The industry is exploding with sales 2.0 It was about this same time that we were working on our Dreamforce plan for the year.

Embrace Trigger Event Selling to Win More B2B Deals

B2B Conversations Now

I’ve been reading and hearing a lot recently about using sales triggers to find new customers. Until I really took the time to dig into Trigger Event Selling , I thought it was just a new sales fad that would lead to yet another sales training book. I was wrong. What is Trigger Event Selling? The best description of trigger event selling I’ve seen is from Craig Elias at Shift Selling. For example, a new merger or a change in law for a particular industry both represent events that may present you with opportunity.

Retarget Your Way to Greater Sales

Sales Intelligence View

The chance to make an online sale is not a one shot deal. service such as InsideView can help you locate the email addresses of your potential leads. Ways Retargeting Can Help Your B2B Company Increase Sales. You can set it up so that sales on your website trigger events on companies that later show them ads on other products or services your company offers.

B2B 10

Buyer centricity on a shoestring lead generation budget

Acquiring Minds

The problem with this approach is that the sales rep is calling under false pretenses - hardly a way to build a rapport with a prospect. Fact-Find Low, Call High A year ago, Paul McCord , sales trainer, consultant and author, blogged about how he prospected. Lists that track these triggers are broadly available and also with such tools such as InsideView. So what to do?

SMB 2

Demand Generation Vendors Offer Few Social Media Applications

Customer Experience Matrix

InsideView is gaining the most attention for this at the moment. It lets marketers or sales people specify companies and individuals to monitor, and then scans media including social networks (LinkedIn, Facebook), public forums (blogs, wikis, Diggs, Twitter), paid sources (D&B, Zoom, Jigsaw,) and Web pages for information about those entities. It analyzes the results to identify key events and to build consolidated profiles with its best guess at the correct current information. These can be loaded into sales and CRM systems to make them easily accessible.

Turn around a struggling business

Fearless Competitor

Here’s what we are going to do: Sit down with R&D, Marketing and Sales to re-craft our value proposition.  We need to clearly articulate the value customers get from working with us.  It’s not about us –  it’s about them. And we’re going to develop sales tools that really work — that empower our salespeople to say the right things to the right executives at the right time.  No more product oriented, feature dump “Quickies&# as used by my predecessor. (A hypothetical introduction of a new CEO in a turnaround.  Jeff).

Sales and Marketing Alignment: Thought Leadership with Jill Konrath

Modern B2B Marketing

The next interview in the B2B Marketing thought leader interview series is with Jill Konrath, Chief Sales Officer and Author of Selling to Big Companies. This interview with Jill provides great insight and best practices to improve sales and marketing alignment and shorten the sales cycle for B2B companies. How did you get into sales and marketing, and what you like most about it? started my sales career at Xerox and immediately fell in love with the profession. Sales and Marketing alignment ? Create a resource-rich sales portal. Enjoy! 1.

My thought leadership interview at Marketo

Fearless Competitor

In very early 2009, I observed what happening in the world of B2B sales and decided to get involved. . Having read Brian Carroll’s book, Lead Generation for the Complex Sale cover to cover several times, I decided I wanted to focus on this key business challenge.  I decided to pen the white paper, How to Find New Customers , which Marketo generously sponsored. Go back to developing that deep understanding of buyer personas.  If you with to read more about this, I suggest you pick up the terrific book by Ardath Albee entitled eMarketing Strategies for the Complex Sale.

My thought leadership interview at Marketo

Fearless Competitor

Jeff) In early 2009, I observed what happening in the world of B2B sales and decided to get involved. Having read Brian Carroll’s book, Lead Generation for the Complex Sale cover to cover several times, I decided I wanted to focus on this key business challenge. Go back to developing that deep understanding of buyer personas.  If you with to read more about this, I suggest you pick up the terrific book by Ardath Albee entitled eMarketing Strategies for the Complex Sale. Recently I asked Jill Konrath of Selling to Big Companies what happened. Jeff).

Top 56 B2B Marketing Posts October 2010

B2B Marketing Zone Posts

Awareness of Twitter has exploded; 87% of Americans said they were “familiar with” Twitter in a poll taken earlier this year, versus just 5% in 2008 and 26% in 2009. Every good social media plan STARTS with a solid marketing strategy but social media efforts are sub-optimized if a company is too wedded to long-term plans and can’t respond to sales opportunities happening RIGHT NOW in front of their noses. Sales 2.0 Know Your Competition-Sales Management , October 8, 2010 Strategic sales managers know they must be creative when it comes to developing a sales strategy.