Your Sales Management Guru

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Put a Little Personality into Selling

Your Sales Management Guru

The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. Knowing the four basic personality styles in the model can help you communicate and build a relationship with your prospects, increase your sales volume and improve your velocity. 1.

Do You Know Your A, B, C’s?

Your Sales Management Guru

This exercise can be valuable for many reasons that impact sales, marketing and operations.  15% of clients= make up 65% of sales=A. 20% of clients= make up 20% of sales=B. 65% of clients= make up 15% of sales=C. Secondly, the %’s may not be precise but what you are looking for is where to draw the lines where you can see a separation;  once you have these lines drawn we recommend you schedule a meeting with  the sales team and management team to discuss what you have found.  Sales Management Systems Do You Know Your A, B, C’s? How many employees?

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Managing A Sales Manager

Your Sales Management Guru

Managing a Sales Manager  . As a result of our one of my readers sending me an email comment regarding his personal situation,  I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com.   . Sales Management Reporting  . Sales Management Discussion Topics:      Sales Metrics Completed? 

The death of the salesperson

Your Sales Management Guru

When I read the article I had so many emotions; as a salesperson for many years, a sales leader for 15 years and a sales management consultant for the past 14 years, this article went right to the point that many of us write about, speak about and attempt to impact the organizations we consult with on a daily basis. Just yesterday I was in NYC, I walked into an AT&T store to purchase a carrying case for my new iPhone, still the same solid attitude, same sales process and training and follow through-they walked me to the door! They even responded to my emails.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Use web analytics to examine which channels. Content. going.

CRM: 15 Years Later, now a friend

Your Sales Management Guru

As a Sales Leadership consultant, I think the article below hit on many valid points; the Cloud and CRM usability are key elements in the acceptance of CRM, as is the price/cost issue, especially for the SMB market. These few issues are the direct result of sales leadership and are training and management functions. The mistake I see in many CRM systems and vendors are they focus on the salesperson, not on the needs of the sales manager or organization. Sales leadership requires a more forward looking approach to build predictable revenue. My comments are first.

How Big Data and Marketing Analytics Help Sales

Crimson Marketing

Sales teams used to be key sources of information for buyers, but access to an extraordinary variety and volume of information means buyers are much less reliant on salespeople than ever before. To succeed your sales teams need to know what your buyers are hearing and saying— and then tailor your sales interactions to match. Marketing analytics is the answer.

4 Ideas to Ensure Success With Sales Analytics

It's All About Revenue

by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance software company. Additionally, having a focused set of KPI goals for a sales team is just as important as having the right data. Third, make sure you can get to the “why” in your analytics.

Infographic: 4 Marketing Analytics That Matter For Driving Revenue

Crimson Marketing

To change that perception, marketers need to start talking about how their marketing objectives impact the whole sales process and drive revenue. Here are four marketing analytics for demonstrating marketing’s ability to drive revenue. Balance : How many prospects are in each stage of the sales funnel? So how do you do it? Image: Courtesy of Localytics .

Google Analytics- Calculated Metrics for Lead Generation Websites

NuSpark

Google recently released a new update to Google Analytics, featuring a new Calculated Metrics feature. Calculated Metrics are user-defined metrics that are computed from existing metrics available on Google Analytics, and allow more customized and relevant analyses than ever before.  I love the new feature and allows so much more reporting opportunity. Marketing Strategy Analytics

The Only Analytics That Matter Are Your Own

ANNUITAS

it is inevitable that my email inbox explodes with emails urging me to download the latest guides on marketing know-how and friendly token-filled messages from sales reps simply “checking in”. While good tips passed on from one marketer to the next may provide great insights, it doesn’t supersede the reality of your own business, which can only be discovered with accurate analytics.

Study: How Much of Your Content Marketing Is Effective?

include time, money, and analytics. can open access to the necessary analytic tools and resources, and the right analytics help content marketers devote their time. for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. content. 10.5% 9.1%

A Structured Approach to Demand Generation Analytics

ANNUITAS

One analytics vendor after another is selling you on their ability to analyze and make sense of “any” data. Demand And most marketing and sales data is just that — garbage. So what is the key to better demand generation analytics? Successful demand generation analytics must bridge the two. Blog alignment Analytics big data Demand GenerationGarbage in; garbage out.

Marketing Analytics: 3 steps to help Sales and Marketing improve productivity

B2B Lead Generation Blog

Tweet According to MarketingSherpa’s just-released 2013 Analytics Benchmark Report , only 37% of respondents said they routinely used analytics for their marketing planning. Help her sales team identify the hottest prospects faster in the company’s database. Which ones were accepted by Sales. They make it simple for Sales to participate in the process.

10 case studies show how web analytics prove ROI

Biznology

Web Analytics is the measurement, collection, analysis, and reporting of internet data for the purposes of understanding consumer behavior, improving user experience and optimizing web usage. This might sound intimidating to some, but the reason why companies do web analytics is simple: to find insights that help make better business decisions. Who does it well? Like this post?

Sales Analytics: The Path to Better, Faster Forecasting

CMO Essentials

A new Aberdeen report  shows how sales analytics create more accurate and actionable sales forecasts. The bane of many sales professionals’ routine is often the dreaded sales forecast. What do these successful sales leaders know, that the rest of us should be considering? Figure I: Current Performance Metrics: Sales Analytics Drive Added Business Value.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

approval workflows, email automation, analytics. percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. for more sophisticated engagement analytics like. marketers think about analytics in relation to ROI.

The Big Missing Piece of Sales Analytics

Brainshark

Because sales analytics has a black hole You’ve read the statistics around reps not hitting their quotas. You’ve also likely seen firsthand the inefficiencies in determining the tactics that produce wins. Why the high degree of difficulty and failure?

A 101 in Marketing Analytics

It's All About Revenue

by Anna Glushkovsky | Tweet this Do you shy away from analytics? You are not alone, even the best data driven organizations have marketing employees who are great at event planning, writing creative campaigns and website design but when it comes to analytical data they rely on the analytical team to provide them with the answers. But numbers don’t have to be afraid of numbers.

Analytics That Matter

ANNUITAS

I must say that we as marketers have improved over the past several years in the analytics arena. There are web analytics, predictive analytics, business analytics, business intelligence (BI) tools….just Number of days it takes to move prospects from initial engagement to a sales opportunity. Value of all current sales opportunities. just to name a few.

Data Analytics Is Critical For Success

Kaon

With emerging technologies, the need for data analytics is critical, which helps organizations uncover consumer patterns, trends, unforeseen correlations and other valuable consumer insight. Business analytics that ensures the algorithms are actually delivering the value and meeting the business objectives that were originally outlined.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. sales departments.

Marketing Analytics – Measuring What Matters in B2B

Great B2B Marketing

One of the things that drives me batty is when otherwise smart B2B marketers focus relentlessly on marketing analytics that measure things that are not important, while neglecting the big picture – a classic example of missing the forest for the trees.  A recent blog post titled The Thorny Question of Marketing Attribution: Does it Apply to B2B illustrates this perfectly.  The author, Ruth Stevens, talked about the difficulty of linking B2B sales with specific marketing touch points. The prioritization of marketing metrics should always be based on your sales model.

Digital Display Advertising in the Data Analytics Age (with Jennifer Davis, VP Marketing and Product Strategy at Planar Systems)

Crimson Marketing

The practice of using data analytics in go to market strategy, already par for the course online and in mobile, is finding its way into channel marketing and real world engagement. Tracking data, identifying buyers and following leads throughout the entire sales cycle has become a conventional practice, even in areas like digital display signage.

How to Use Google Analytics to Create More Effective Content

Marketing Action

What do you think of when you think of Google Analytics? But Analytics also holds a treasure trove of data and insights into how you can create better content. There are a dozen ways to slice and dice the data in your Google Analytics account to come up with killer content ideas. Everything I’ll cover here is for Analytics newbies. Analytics will ask you to try again.

ABM Analytics: What Should You Focus On?

bizible

When it comes to measurement and analytics, if marketers continue to use the same metrics and goals that they used for demand generation, organizations will not see the success that they expect. ABM Analytics: Indicators vs. Goals. I’ll be pretty straightforward with this: revenue should be the primary goal for all marketing. That is the goal. Are people reacting positively?

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. sales departments.

Mick Hollison, InsideSales.com CMO: How To Accelerate Sales Using Marketing Analytics [Podcast]

Crimson Marketing

This is the basic philosophy of sales acceleration platform InsideSales.com in a world where the marketing and sales ends of the customer acquisition funnel are looking more and more alike. Mick Hollison, CMO at InsideSales.com, shows how data science—especially marketing analytics—enables sales and marketing teams to unlock the high level performance potential they need to win.

Introducing Document Analytics

Contently

That’s why this week we’re excited to announce the official launch of  Document Analytics. With version control, you’ll be able to make sure your sales team and customers access only the most on-brand and up-to-date content, easily updating assets across campaigns as changes are made—all while using the same URL. How it works is simple.

Predictive Analytics: Should Automated Content Selection Work by Segment or Individual?

Customer Experience Matrix

At an operational level, the individual-level systems use automated analytics to rank all possible content choices for each individual using that individual’s data. Segment-based systems either use rules to select content for each segment or use automated analytics to rank content choices for the segment as a whole. So I thought it worth some discussion.

Stacey Epstein, Banjo CMO: Keeping it Real with Big Data and Data Analytics

Crimson Marketing

Data Analytics. Demand data: Stacey defines “geofencing,” and gives another commercial example of target marketing combined with real time events and location, using the scenario of a high school basketball game as it affects retail sales of pizza and sweatshirts. The post Stacey Epstein, Banjo CMO: Keeping it Real with Big Data and Data Analytics appeared first on. Big Data.

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Embrace new technology: tools like predictive analytics and "marketing stacks" hold great promise but need to be better utilized. sales departments.

What’s the Big Deal About Predictive Analytics? A Conversation with Brian Kardon

The Point

He previously held top marketing roles at Eloqua, Forrester Research, and Reed Business Information before taking the reins as CMO at Lattice Engines , a pioneer in predictive applications for marketing and sales. Even Salesforce announced their own Analytics cloud. Exploring big data with analytics is within the reach of more organizations than ever before.

Three Actionable Insights from Google Analytics

Sazbean

Analytics are amazing tools that allow you to gather valuable insights about nearly every aspect of your business’s website. What’s even more amazing is that Google offers web analytics for free. While there are other analytics services—some that even offer more data—there might not be a better bang for your buck than Google. Analytics Marketing

18 (of the) Best Web Analytics Guides of 2011

Webbiquity

When it comes to questions like which web metrics are most important, how to scrutinize Google Analytics reports for actionable data, how to create custom reports or evaluate social media ROI, and how to improve SEO, reduce bounce rates or measure YouTube success, these 18 articles and posts on using web analytics to improve marketing performance offer invaluable assistance.

57 Basic Marketing Analytics Terms Everyone Should Know

Hubspot

Never mind when you start using several different analytics platforms, you''ll find different terms for the same metric. So, we decided to put together a handy glossary of the most common marketing analytics terms you''ll find in your analytics software. All people using your Google Analytics account can review annotations at any time. Analytics Daily Weekly

2 Key Tips To Help Rethink Your Marketing Analytics

It's All About Revenue

by Contributor Friendly | Tweet this Editor’s Note: Today’s post comes courtesy of Dave Liloia , Director Sales Operations and Marketing Automation at Vertafore. Dave is sales and marketing geek who believes that any problem can be solved by asking the right questions first. Analytics could reshape your sales funnel. Marketing Measurement

The 4 As of Sales Enablement Content Success

It's All About Revenue

by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Brendan Cournoyer , Content Marketing Manager, at Brainshark , a leading sales enablement platform provider. Sales enablement is certainly a hot topic right now for B2B organizations. It seems everyone is looking for new ways to increase sales productivity and effectiveness. The question is: How?

The Data-Driven Sales Team: Why Social Selling Works

grow - Practical Marketing Solutions

once had a sales person in Europe challenge me about the use of data and technology in sales: “My customer wants to see me EYE TO EYE,” he exclaimed. Why is data relevant in a relationship business like sales? His main points included: Data Mean Sales. Sales Needs to Adjust to Compete. There is no question that data-driven social selling can drive sales.

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16 Remarkable Web Analytics Guides, Tips and Techniques

Webbiquity

There’s no question that web analytics are vital, but even Shakespeare acknowledged that one can have too much of a good thing.  In an environment where nearly everything that happens online can be measured, the challenge for marketers isn’t gaining the ability to measure even more factors, but rather the clarity to focus on measuring what matters.

Social Media Metrics & Analytics; Measuring Success

NuSpark

Remember gang, it’s still called “new media” meaning that how to utilize these platforms to generate leads and sales is still being evolved. . While these social media engagement metrics are being tracked, you of course need to measure social media traffic to your website or blog via Google Analytics or a similar platform.  Does top management and sales have buy-in?  .

How to Obtain Positive Marketing ROI with Revenue Analytics

bizible

Revenue analytics is the process of discovering where your revenue came from. It’s a granular analysis that tells you which marketing and sales channels, campaigns, and efforts are impacting the bottom line at your organization. B2B sales cycles are long and revenue analytics track touchpoints through the entire funnel, from first anonymous visit to closed deal.

Skyword Analytics Plus Google Analytics Make Us Better Storytellers

Content Standard

They ensure that people flow in, stories flow out, and containers of data are never misplaced. I’ve learned how to create and access Google Analytics (GA) views to help advance our content strategy at Skyword, and the result is as personally fulfilling as it is professionally valuable. What Skyword’s New Google Analytics Integration Means for Your Content Strategy.