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DECEMBER 10, 2013

Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Here is the full video of our discussions and below are some highlights.

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AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

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AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. For many, the planning for 2012 starts next month, right after Labor Day. For many, the planning for 2012 starts next month, right after Labor Day.

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APRIL 19, 2017

As a sales acceleration specialist he helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. “No No one defaults to prospecting.”. How could we fix it?

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MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

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AUGUST 16, 2012

How do I help them do that?”. 2012 Recommendations: Managing the Pipeline to Proactively Balance Results. Click to start video at this point — Dave was asked—with us already well into Q3—about recommendations to optimize 2012 results. Sometimes we tend to get on autopilot.”. Currently he is responsible for both.”.

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SEPTEMBER 27, 2012

2012 Trending: Significant Transformation for Marketing Groups. There are more frequent conversations about what marketing can do to help sales open doors and expand relationships, as well as how marketing can find, mine and nurture new opportunities. He adds that ultimately marketing’s increased role can help lower the cost of sales.

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JULY 12, 2012

2012 Challenge: How to Tell Stories, Create Compelling Content and Drive Interest. Marketing and Sales Alignment: Content Development Helps Close the Gap. ’ But I see them actually having a little bit more of a dialog going about ‘how do we actually create the kind of stuff that will help you sell?’”

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SEPTEMBER 6, 2012

2012 Surprise: Slow Adoption of Technology Like Sales Intelligence Tools. They don’t demonstrate the company’s strength and capabilities by showcasing how they’ve helped other customers or by showcasing their knowledge and expertise in small vignettes like through these different social media venues.”. They don’t capture leads.

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APRIL 17, 2012

And then Mari Anne Vanella of the Vanella Group (recently named one of the 20 Women to Watch in Sales Lead Management in 2012 by the SLMA) said, marketing teams are managed by results and it is difficult for sales to manage lead gen because: Lead generation is not a transaction. There are too many moving parts to think it can be simplified.

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MAY 10, 2012

There are a lot of strong personalities on the sales side, and, generally, I’ve seen it work best when sales is in trouble—when you’ve got a VP of sales saying, ‘Help me. So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” What can I do?

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MAY 10, 2012

There are a lot of strong personalities on the sales side, and, generally, I’ve seen it work best when sales is in trouble—when you’ve got a VP of sales saying, ‘Help me. So I think 2012 will see large movement in the direction of both mobile and the analysis of big data.” What can I do?

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

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SEPTEMBER 20, 2012

Bob's goal with CustomerThink is to help business leaders develop mutually beneficial customer relationships. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions. 2012 Trends: Interconnectedness & Reluctance to Make Aggressive Decisions.

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JUNE 8, 2012

Click to start video at this point —Asked about what companies are thinking and doing about satisfying their customers in 2012, Ginger notes the combination of the current economy and customers having social media megaphones means companies can’t hide from what customers are saying anymore. Who can help me solve it?

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OCTOBER 10, 2011

A nationally recognized thought leader and innovator in revenue generation, Qaqish has over 30 years of experience helping organizations connect marketing to revenue. Her first book, " The Rise of the Revenue Marketer ® ," will be published in 2012. Who is teaching the CMO how to sell?

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OCTOBER 11, 2012

2012 Trending: Marketing Is Ahead of Sales in Understanding Buyer 2.0. It really truly is about what are we doing to communicate with them and really help shape the conversation and get involved in the dialog from an educational standpoint—and not always be so ready to sell.”.

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MAY 3, 2012

Only these types of metrics can be successfully leveraged to plan future initiatives that can be predicted—based on a track record—to help sales sell more, sell better and sell faster. For these reasons, deeper-in-the-funnel, outcome-based numbers are required.

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AUGUST 30, 2012

2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks. He helped build Salesforce.com with an outbound marketing perspective into the mid-market. Craig specializes in lead generation, lead qualification, and B2B marketing and sales.

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SEPTEMBER 12, 2011

He is an experienced online marketing professional with a history of developing personalized, relevant, and timely communications to help businesses close more sales. This provides one place to help customers build and maintain social customer profiles. Looking forward to Dreamforce 2012! completed the performance.

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FEBRUARY 14, 2012

Matt began Heinz Marketing in 2007 to help clients focus their business on market and customer opportunities, then execute a plan to scale revenue and customer growth. Below are eight specific shortcuts to help your organization (or your clients) accelerate their path towards sales and marketing collaboration nirvana.

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APRIL 13, 2012

Click to start video at this point — Sharing survey findings that 20% of companies are planning marketing automation implementations and another 17% are planning expansions, Jeff sees marketing automation hitting a tipping point with marketing and sales in 2012.

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MAY 2, 2012

Really the essence of inbound marketing is content that attracts people who are looking for help or advice or answers. Click to start video at this point — Asked about advice to senior marketing executives for the balance of 2012, Paul is clear: “Pick your spots. So you have to have content that will satisfy those people.”

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NOVEMBER 20, 2012

Click to start video at this point — Regarding areas to focus on as we wrap up 2012 and head into 2013, Bob discusses the way tablets are exploding in the mobile arena right now. It’s being redefined minute-by-minute in many industries and companies.”. Tablets: Fundamentally Redesigning Basic Aspects of the Sales Process.

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