• CONTENTLY  |  TUESDAY, NOVEMBER 15, 2016
    [Cold Calling, CRM] How to Fix a Broken Lead-Nurturing Strategy
    In a must-read piece from Velocity Partners , Doug Kessler said we shouldn’t even call it “nurturing,” since that’s not what we’re doing: “For the rest, you may call what you’re doing ‘nurturing’ but it’s really just blabbing, spamming, small-talking and, at best, influencer-stroking.”
  • BIZIBLE  |  WEDNESDAY, OCTOBER 12, 2016
    [Cold Calling, CRM] How To Create A Revenue Generating B2B Marketing Strategy
    By far the most important part of B2B marketing and sales, winning over the influencers at target companies is the lynchpin to successful marketing. On the other end there is outbound which is list buying and cold calling and direct mailers. How will your marketing team help sales get in front of decision makers?
  • LATTICE  |  WEDNESDAY, SEPTEMBER 21, 2016
    [Cold Calling, CRM] Making the Case for Predictive Marketing and Sales
    Let’s break down some different use cases where predictive marketing and sales can help companies improve the efficiency of their revenue funnel: Too many leads: The issue of having an overwhelming number of leads in your demand waterfall is a top issue for fast-growing organizations with a freemium business model.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [Cold Calling, CRM] Top 5 Marketing Must-Haves for Asset Managers and More
    Author: Joe Paone One of the first interviews I had in college was with a local money manager who was looking for a new recruit to make calls and drive business. and his reply was something to the effect of “You start by calling your friends and family.” The job profile was similar: make calls and drive business. Sound familiar? You’re
  • PUREB2B  |  SUNDAY, SEPTEMBER 11, 2016
    [Cold Calling, CRM] 30 Terms Every Sales and Marketing Professional Should Know
    Here are some of the terms every sales and marketing professional needs to know: A/B Testing. These are the four steps involved in the so-called purchase funnel. Refers to the various stages in the sales funnel. Cold Calling. An activity whereby a sales representative offers more than just one product or service.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [Cold Calling, CRM] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Belly landed its initial customers with outside sales and “feet on the street.” By 2014, Belly had gained a significant market presence, and shifted from a dominant outside sales team to a dominant inside sales team. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, AUGUST 4, 2016
    [Cold Calling, CRM] 16 Proven Ways to Get Better Opportunities Now (Part 2)
    Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing.
  • SALES ENGINE  |  FRIDAY, JULY 29, 2016
    [Cold Calling, CRM] If Your Leads Stink, Time to Update Your Buyer Personas
    You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If you still have your head in the sand about this, it’s time to face reality.) Hire more sales people? Who are they?
  • IKO-SYSTEMS  |  TUESDAY, JUNE 21, 2016
    [Cold Calling, CRM] Why Automated Email Engagement Should Be Part Of Your Sales Team
    Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. These platforms regulate, schedule, and deliver targeted email scenarios to prospects based upon criteria determined by sales reps. On average, sales reps spend 22% of their time selling.
  • IKO-SYSTEMS  |  TUESDAY, JUNE 21, 2016
    [Cold Calling, CRM] Why Automated Email Engagement Should Be Part Of Your Sales Team
    Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. These platforms regulate, schedule, and deliver targeted email scenarios to prospects based upon criteria determined by sales reps. On average, sales reps spend 22% of their time selling.
  • LEANDATA  |  WEDNESDAY, JUNE 8, 2016
    [Cold Calling, CRM] Walking in The Shoes of Sales
    Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. That’s especially the case when you’re in sale operations, Singh believes. Footprints. “It just gives you a lot of empathy,” said Singh, the inside sales and operations manager at real-time memory database company MemSQL.
  • FATHOM  |  TUESDAY, JUNE 7, 2016
    [Cold Calling, CRM] Let’s Make a Deal: Social Selling Technology
    What do you get when you mix social media, content marketing, and sales? Social selling, the latest trend in savvy sales techniques. hodgepodge of marketing philosophies, sales techniques, and technology supported relationships, social selling is a concept that is growing in popularity, as can be seen in the Google Trends graph below.
  • ACT-ON  |  WEDNESDAY, MAY 25, 2016
    [Cold Calling, CRM] 5 Ways to Help Inside Account Executives Build Their Own Pipeline
    In order to capitalize on this skillset, many companies separate prospecting from closing , allowing their sales teams to divide and conquer by focusing on what they do best. The prospecting group is often calledsales development reps” (SDRs), and the closers are usually “account executives” or “sales reps.”
  • SALES ENGINE  |  THURSDAY, MAY 19, 2016
    [Cold Calling, CRM] B2B Content Marketing Strategy Should Focus on Developing Lead Intelligence
    In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. How can sales use lead intelligence used to get in front of prospects?
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Cold Calling, CRM] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines. How is overall call quality?
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Cold Calling, CRM] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines. How is overall call quality?
  • HG DATA  |  WEDNESDAY, MAY 4, 2016
    [Cold Calling, CRM] Summer, Funnels & Bluebirds
    No, I’m not talking about a pipeline for moving buckets of beer down my gullet. I’m referring to the perfect pipeline for sales. And sure as there are UCSB students passed out on the beaches of Santa Barbara right now, I’m about to shatter your perception of the sales funnel. The Sales Funnel You Thought You Had.
  • IKO-SYSTEMS  |  MONDAY, APRIL 25, 2016
    [Cold Calling, CRM] The Unseen Problem with Inbound Leads and How to Fix It
    What most sales teams will come to realize sooner or later is that, when trying to meet monthly or quarterly sales goals, inbound simply won’t be enough. Adding outbound lead generation tactics can be a good way to create a steady sales pipeline. In total, 59% of companies report longer sales cycles. Takeaway.
  • CLOUD POTENTIAL  |  WEDNESDAY, APRIL 20, 2016
    [Cold Calling, CRM] Building a marketing team to fuel triple-digit annual growth
    Aligning sales and marketing. We all know about the classic battle between sales and marketing. The sales team respects us more, because we’re waking the walk, and seeing how difficult it is to make those calls. It helped sales think like marketers and helped to bridge the divide. It is always eye-opening.
  • SALESPREDICT  |  MONDAY, MARCH 28, 2016
    [Cold Calling, CRM] The Three Pillars of Predictive Marketing
    By extracting information from your internal sales data, combining it with external third-party data and signals from the web, and applying predictive analytics and machine learning, you can identify patterns, gain valuable insights, and predict future outcomes and trends with extreme accuracy. Predictive marketing is all about data.
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 16, 2016
    [Cold Calling, CRM] Are You Part of the Predictive Lead Gen Generation?
    Exclusive Bonus Content: Download Here our 5 very Effective Email Templates for Cold Sales Emails. What if: cold calling no longer existed?  . These antique forms of cold calling have come and gone.  So why are we still relegated to cold email outreach online? Your Sales Team. Making a Change.
  • HUBSPOT  |  WEDNESDAY, MARCH 2, 2016
    [Cold Calling, CRM] 12 Critical Building Blocks to a Successful Digital Marketing Campaign
    Work with your sales team, senior marketing members and anyone else with experience working with your industry’s customers (customer service reps, store managers, etc.) to build out a detailed profile around their background, job roles, goals and challenges so that you can better create content that will connect with them. What tone do take?
  • ACT-ON  |  MONDAY, FEBRUARY 29, 2016
    [Cold Calling, CRM] How Smart People Do Social Selling
    It’s not a magic bullet (don’t nix cold calling yet), but social selling does work. According to research from the Aberdeen Group: 6% of the salespeople using social selling as part of their sales process outperformed their sales peers. Despite the good results, many sales people are still holding back. Skype call.
  • ONALYTICA B2B  |  WEDNESDAY, FEBRUARY 24, 2016
    [Cold Calling, CRM] Social Selling 2016: Top 100 Influencers and Brands
    Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. Sales forces are slow in their reaction to this change and still live in an analogue world.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 24, 2016
    [Cold Calling, CRM] How the CEO Can Enhance Sales, Marketing, and the Executive Branch
    Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales?
  • BIZIBLE  |  THURSDAY, FEBRUARY 4, 2016
    [Cold Calling, CRM] 9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution
    But pop over to the next department and see what the sales team thinks of B2B marketing attribution. How does attribution change how the sales team sells? What does “marketing and sales alignment” look like from the sales team’s point of view? And we’ll let the sales team tell their own story. No more guessing!”.
  • SALESPREDICT  |  THURSDAY, FEBRUARY 4, 2016
    [Cold Calling, CRM] How to Use Predictive Lead Scoring
    If Google can guess what you’re about to search for—based on what you, and others have searched for previously—why shouldn’t your CRM and marketing automation system tell you which leads and accounts to prioritize, based on whom you’ve successfully sold to before? Align Sales and Marketing, a.k.a. Prioritize Your Lead Follow-Up.
  • WINDMILL NETWORKING  |  THURSDAY, JANUARY 7, 2016
    [Cold Calling, CRM] If Cold Calling is Dead, It’s Because There’s Little Need for It
    We used to make cold calls because we had to. Of course, there was also something called the phone book and, when somebody called in, it paid to count the number of alphabetical listings before yours […]. Social SalesAuthor information. Craig Jamieson. Craig M. Craig Jamieson.
  • SALES ENGINE  |  TUESDAY, JANUARY 5, 2016
    [Cold Calling, CRM] If Your Leads Stink, Time to Update Your Buyer Personas
    You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If you still have your head in the sand about this, it’s time to face reality.) Hire more sales people? Who are they?
  • SYNECORE  |  THURSDAY, DECEMBER 10, 2015
    [Cold Calling, CRM] Why Your Company Should Hire an Inbound Marketing Agency
    In the past, this yearly process consisted of weighing the merits of various outbound marketing initiatives, which usually included some combination of trade shows, direct mail campaigns, internal cold calling, and outsourced telemarketing efforts, often coupled with a steady dose of print, radio, and television advertising.
  • SYNECORE  |  WEDNESDAY, AUGUST 19, 2015
    [Cold Calling, CRM] Why Your Sales Team Needs to Embrace an Inbound Marketing Strategy
    In my previous sales roles, I was told many times that in order to be successful, I shouldn’t be afraid to reach out to people. I was to go out and find prospective leads. Outreach was key and I should call as many people as I can every day. Am I being productive by calling hundreds of cold leads in an attempt to gain interest?
  • CRIMSON MARKETING  |  THURSDAY, JULY 9, 2015
    [Cold Calling, CRM] Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game
    We often call that intuition, instinct, or “gut feel,” and it holds a mystical place in the minds of marketers. Childs explains how much this changed marketing: “We need to do a lot of the educating that used to be done by our direct sales force. Paychex needed to see the context around that phone call. percent.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 10, 2015
    [Cold Calling, CRM] Drop the “Social” Prefix Already…It’s Just “Selling”
    But is this really the only thing sales teams should be focused on? Let’s explore… As a sales rep, I have to admit that Twitter rubbed me the wrong way once it started to go mainstream circa 2009. Selling was done mostly by phone, and email, funny enough, was used to set up phone calls! Sales b2b Consumer
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 9, 2015
    [Cold Calling, CRM] Dear Sales, Marketing Automation Is for You, Too!
    Author: Sesame Mish With a name like “ marketing automation ”, it’s not surprising that sales teams are confused about this type of platform. As a member of the sales team, you’ve probably asked your marketing team, “Hey, what’s in it for me?” Sales, Marketing Automation, and the Road to More Leads. These are powerful stats!
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 21, 2015
    [Cold Calling, CRM] 33 Inspiring B2B digital marketing case studies
    Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. In this post, we wil feature case studies in the areas of content marketing, social media marketingm social CRM, social selling, LinkedIn marketing, and webinars. million. million.
  • MARKETING ACTION  |  THURSDAY, MAY 7, 2015
    [Cold Calling, CRM] Seriously, Chill on the Cold Calling
    A long time ago, in a world that’s now far, far away, I sold newspaper advertising for a living. I did a lot of cold calling. I’d hop in my car, drive to a retailer I’d scouted, walk in the door with my briefcase stuffed with media kits and sample papers, and hope somebody there would talk to me. We called it “dialing for dollars.”
  • MARKETING ACTION  |  WEDNESDAY, APRIL 22, 2015
    [Cold Calling, CRM] Inbound Marketing Basics: How to Attract More Customers
    Outbound marketing, on the other hand, refers to marketing that’s pushed out to people, like radio and television ads, cold calling, email blasts, print ads, and so on. So it’s all about getting found first, and then converting that attention into sales later on. How do you measure inbound marketing’s impact on actual sales?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 13, 2015
    [Cold Calling, CRM] 4 Measures to Find Out if Your Prospecting is Effective
    KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Need more sales management resources? Is it high?
  • MARKETING ACTION  |  TUESDAY, MARCH 10, 2015
    [Cold Calling, CRM] Keeping Customers Loyal: Marketing’s Role in Retention and Expansion
    And that makes sense, because generating new leads is often their primary goal, and many marketers are measured by their success in creating sales-qualified leads. But what happens to those leads after sales takes over? Objectives translate to strategic effort, which in turn leads to more repeat sales for your company.
  • MARKETING ACTION  |  TUESDAY, MARCH 3, 2015
    [Cold Calling, CRM] Don’t Let Prospects Get Lost: Create a Customer Journey Map
    What calls to action are most effective? This can be either the conversion of a lead to an opportunity, or an opportunity to a sale. Here are the questions to ask at this stage: How many Sales Qualified Leads are generated? Stations Along the Way. Let’s take a look at the metrics that matter during each phase of the lifecycle.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 18, 2014
    [Cold Calling, CRM] Global Software Provider Mikogo Uses Marketing Automation to Drive Results
    Rapid growth, lots of leads, and a busy sales team. It’s a business model with a short sales cycle, and their typical sale closes in just 19 days. Like a lot of successful companies, Mikogo grew very quickly, and the sales and marketing infrastructure hadn’t caught up. Sounds great, doesn’t it?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 17, 2014
    [Cold Calling, CRM] 5 Steps to Successfully Build Your Company's Sales Development Efforts
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? When they receive marketing leads, how quickly do they call?
  • HUBSPOT  |  THURSDAY, DECEMBER 11, 2014
    [Cold Calling, CRM] Marketing Strategies That Rock the SaaS World
    David Skok calls this deficit the “ cash flow gap.”. In the case of Salesforce, they made it much easier to manage Sales by inventing the first cloud-based CRM. If you burn through your seed capital with lots of expensive ads and hire a bunch of sales reps to make cold calls, you will find it hard to survive for long.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [Cold Calling, CRM] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
    Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. Cold Calling.
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [Cold Calling, CRM] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    Marketing automation provides a variety of benefits to sales teams. It can shorten the sales cycle, uncover new upsell and cross-sell opportunities, and maximize the lifetime value of every customer. What’s more, it gives the sales team visibility into key interactions with customers and prospects.  Sales
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 2, 2014
    [Cold Calling, CRM] #ProspectingChat: Sales Messaging with John Golden of PipelinerCRM
    Over at AG Saleswork''s Twitter account , we''ll be sharing inside sales messaging do''s and don''ts for your team. Q2: Give us an example of a good subject line for inside sales. Q5: What are some strong words to use in a call-to-action, be it an email, voicemail or social message? To prepare, here are today’s questions.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [Cold Calling, CRM] Should Salespeople Prospect Anymore?
    Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system.
  • LEANDATA  |  THURSDAY, AUGUST 21, 2014
    [Cold Calling, CRM] Three Ways Inside Sales Teams Inadvertently Sabotage Sales
    As recently posted on SellingPower: Three Ways Inside Sales Teams Inadvertently Sabotage Sales. For many business-to-business (B2B) companies, inside sales reps (ISRs) and sales development reps (SDRs) are the first point of contact for inbound and outbound leads. Account-Based Sales & Marketing Uncategorized
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [Cold Calling, CRM] How to Create a World-Class B2B Call Center
    As soon as she received them, she passed them over to the sales manager to distribute among the sales force, expecting to receive praise and thanks for her outstanding efforts. Eventually, she stormed into the sales manager’s office and asked, “What’s going on? Aren’t the sales people happy with the leads? Hire Right.
  • MARKETING ACTION  |  FRIDAY, APRIL 25, 2014
    [Cold Calling, CRM] 3 Best Practices for Creating a Lead-Scoring Matrix
    They’re funny-looking acronyms that are fun to say and music to the ears of sales and marketing teams who focus on moving leads through the funnel – top, middle, bottom – and clinching the sale. The resulting score is used to determine which leads [sales and marketing teams] will engage, in order of priority.”. Enter the matrix.
  • VIEWPOINT  |  THURSDAY, APRIL 10, 2014
    [Cold Calling, CRM] Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
    If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Cold Call Timing.
  • MARKETING ACTION  |  FRIDAY, MARCH 28, 2014
    [Cold Calling, CRM] 3 Ways to Keep Departing Sales Reps from Stealing Your Clients
    This can result in a sales slump that varies depending on how many clients the sales rep takes with them and how large those accounts were. Marketing retains the leads until they are ready for sales, reducing (if not outright eliminating) cold calls, and sending the salesperson information about warm leads only. 
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 25, 2014
    [Cold Calling, CRM] 3 Strategies You Need for Social Selling: The Non-Creepy Solution to Your Tedious Investigative Past
    If you spend your time stalking instead of talking, you’re behind the times (and you’re probably falling behind on your sales quotas too). In fact, if you’ve decided to move away from cold calling and toward the trend of social selling, single-source customer research will leave you high and dry. Nearly
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, FEBRUARY 20, 2014
    [Cold Calling, CRM] Inside Sales Reps: Are You Sick? Stay Home!
    It’s the middle of the shortest month of the year, and between calls I hear the familiar orchestra of different off-putting sounds from other cubes: wheezing, coughing, sniffling, sneezing, and zombie-like groans of inside sales reps plagued with cold and flu symptoms. Problem solved.” Wrong.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, FEBRUARY 14, 2014
    [Cold Calling, CRM] Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2014
    Happy Valentine''s Day, Sales Prospecting Perspectives readers! On Valentine''s Day, some people may feel down if they don''t have a Valentine, just like in inside sales when people can feel slighted if they don''t have a prospect. Is it OK to cold call prospects on their mobile phone ? The Bridge Group Inc.
  • THE FORWARD OBSERVER  |  MONDAY, FEBRUARY 10, 2014
    [Cold Calling, CRM] 5 Of The Fastest Ways To Improve Your B2B Marketing
    Fading fast are the days of powerful, interruptive, outbound marketing tactics like advertising, cold calling and direct mail. But don ’t toss the lead to sales just yet – most people who become a lead on your site are looking to buy, but not right now. Don''t be. Focus on these 5 areas and you''ll be a winner in no time.
  • HUBSPOT  |  THURSDAY, FEBRUARY 6, 2014
    [Cold Calling, CRM] 8 Reasons You Gotta Stop Buying Email Lists (Listen Up, Scott Brown)
    When you''re faced with aggressive sales targets and dwindling lead generation performance, purchasing an email contact list can seem like a tempting quick fix to gain new contacts and disseminate your message. What''s worse than an unsolicited cold call that interrupts your day? Shady, right? Unfortunately, this rarely occurs.
  • HUBSPOT  |  THURSDAY, FEBRUARY 6, 2014
    [Cold Calling, CRM] Why Do Enterprises Struggle to Adopt Inbound?
    While this shift in behavior has been a huge boost for small businesses looking to get in on market share, the result for larger businesses is a bit more ominous: They can no longer rely on the strength of their brand and the depth of their pockets alone to close a sale. Inbound marketing works best when you have alignment with sales and IT.
  • WEBBIQUITY  |  TUESDAY, JANUARY 14, 2014
    [Cold Calling, CRM] 29 (of the) Best Twitter Guides, Tips and Infographics of 2013
    Carolyn Hughes suggests five ways to generate B2B sales leads on Twitter, including sharing content to drive website traffic and using Twitter to create “warm” leads: “Your new business development manager could sit down and plow through a lot of cold calls with relevant businesses but this is really a shot in the dark.
  • SALES INTELLIGENCE VIEW  |  MONDAY, DECEMBER 16, 2013
    [Cold Calling, CRM] Ask the Author Series: Featuring Gary Walker, Author of The CustomerCentric Selling® Field Guide to Prospecting and Business Development (Part 1 of 2)
    Describing the Sales Person as the ultimate sales technology, Joanne makes a strong call to just pick up the phone and have real interactions with our customers, current and potential. When you ask salespeople and their management about ‘prospecting’ they immediately begin talking about cold calling.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, NOVEMBER 29, 2013
    [Cold Calling, CRM] Sales Prospecting Perspectives Weekly Recap - Week of November 29, 2013
    Happy Friday, Sales Prospecting Perspectives subscribers! Today is Black Friday, but in between your online shopping for deals, you might want to check out some of our favorite sales and marketing articles this week! Be wary of these mistakes so you don''t have to return to trolling the job boards for potential sales candidates!
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 28, 2013
    [Cold Calling, CRM] 10 Top Things Our Inside Sales Reps Are Thankful For
    Happy Thanksgiving Sales Prospecting Perspectives readers! We thought it would be fitting to highlight what inside sales reps here are thankful for: 1. Sales tools like Inside View and SalesLoft. Helping the “cold call” be not so cold. Leaving a successful voicemail and receiving a call back.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 18, 2013
    [Cold Calling, CRM] Is Cold Calling Really Just a Numbers Game?
    The other day someone said to me, “When it comes to cold calling, it’s really just a numbers game. The comment took me by surprise and I thought to myself, "Wow, do people really think that’s all there is to cold calling? In order to be successful in cold calling, you need to establish a call plan.
  • MARKETING ACTION  |  FRIDAY, NOVEMBER 15, 2013
    [Cold Calling, CRM] Marketing Automation: 6 Examples of Success
    Last week, UK-based digital marketing think-tank, Ec onsultancy , published a blog post of marketing automation case studies, presenting six examples that illustrate the business benefits of these technologies, and also serve as proof points for how marketing automation bridges the sales and marketing divide. Reduced time spent on cold calls.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 30, 2013
    [Cold Calling, CRM] Ask the Author Series: Featuring Joanne Black, Author of Pick Up the Damn Phone! How People, Not Technology, Seal the Deal (Part 1 of 2)
    How can you bring value to every sales interaction? The release of The Challenger Sale in 2010 put “sales” books back in the boardroom. Part 2 will reveal insights from her first book, No More Cold Calling. Your book mentions that “You are the ultimate sales technology.” Sales 2.0 No one is talking.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 21, 2013
    [Cold Calling, CRM] How to Set Up a Successful Call Strategy for Your Calling Campaign
    Our job is to find highly qualified sales leads for our customers that will lead to qualified opportunities. One of the first questions usually asked when speaking with potential or brand new customers is what we ­recommend for a call strategy for the campaign. Let’ start with the obvious.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 17, 2013
    [Cold Calling, CRM] Sales Tips For Prospecting: How To Eliminate “Cold Calling” From Your Vocabulary (Part 1 of 3)
    The problem “cold calling” is real.  It exists. In this 3 part series, I will teach you 7 sales tips for effective prospecting. By applying these tactics correctly and consistently, you can eliminate “cold calling” from your vocabulary. Leads Prospecting Sales 2.0
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 16, 2013
    [Cold Calling, CRM] Lead Statuses and the Importance of Moving Sales Prospects in CRMs
    There is more to teleprospecting and B2B cold calling than a lot of people might think. Having a majority of your contacts in “No Contact” is not a good sign, because it shows that you have not pulled in new contacts to your calling cycle. Simple Tips On Leveraging Your CRM For More Efficient Cold Calling
  • SMASHMOUTH MARKETING  |  FRIDAY, AUGUST 23, 2013
    [Cold Calling, CRM] @HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)
    Just prior to Seth Godin stepping on stage, for what was an entertaining and thought provoking keynote, HubSpot CMO, Mike Volpe , announced that " We saved the world from 2 Billion cold calls! " And they did. In the world of sales, selling doesn''t start until a conversation starts with the prospect. Know your history. Intel.
  • HUBSPOT  |  THURSDAY, AUGUST 15, 2013
    [Cold Calling, CRM] 25 Helpful Sales Blogs You Don't Want to Miss Out On
    So naturally, we''ve written about some of the best inbound marketing blogs on the internet (on our blog), but we hadn''t taken the time to find some of the best sales blogs out there. So, we scoured the internet looking for the best writers and thought leaders in sales. Who Couldn’t Use An Extra $10 Million In Sales? Dan Pink.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 5, 2013
    [Cold Calling, CRM] 3 Lessons From My First 100 Days of Marketing Automation
    This efficiency extends beyond the marketing team and the relationship between sales and marketing is also improved with the common language, agreed upon processes and clear objectives.  As a result of this alignment, the sales and marketing engine becomes exponentially more powerful. The Next 100 Days…. Marketing Automation
  • MODERN B2B MARKETING  |  MONDAY, JULY 29, 2013
    [Cold Calling, CRM] Push it Good! Tips to Move Leads Through the Funnel
    Improves sales efficiency. If you answered “cold calling” you are wrong, and sadly may also be stuck in the 1990s. If you are too sales heavy in your content, leads will put their blinders up. These campaigns are sales-y in nature so be cautious to not overuse them. Builds brand awareness and preference.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JULY 26, 2013
    [Cold Calling, CRM] Sales Prospecting Perspectives Weekly Recap – Week of July 26, 2013
    What did you do to motivate your sales team this week? Inside sales reps were distributed bingo sheets with squares such as: 30 dials before 10 a.m., 3 leads in a day, 700 activities in a week, arrive before 8:15 a.m., Be creative in how you inspire your sales team! It''s Friday, and that means it''s time for a Weekly Recap!
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JULY 25, 2013
    [Cold Calling, CRM] LinkedIn and Salesloft: Your Ultimate Tools for Sales Prospecting
    This is a sales blog, so if you are reading this, you’re most likely already a Linkedin pro. Inside sales reps use LinkedIn for everything, from verifying data, such as a prospect’s job title or current company, to searching for any personal connections with prospects. Using LinkedIn for Sales Prospecting.
  • MARKETING ACTION  |  THURSDAY, JULY 18, 2013
    [Cold Calling, CRM] Right-Sized Marketing Automation
    Marketing automation could be called the Swiss Army knife of marketing technologies. Right away, our sales staff was gaining traction and closing deals,” said Doucette. “It takes other resellers using an enterprise solution a couple of weeks to turn out what we can do in a couple of hours with Act-On.”. Case in point: Flycast Partners.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JUNE 14, 2013
    [Cold Calling, CRM] Sales Prospecting Perspectives Weekly Recap – Week of June 14, 2013
    During the first half of the week, our inside sales reps were passing leads like crazy. The first is from Lori Richardson at Score More Sales , who discusses the power of connection using three lists to grow business. In this article, Pete shares some of his beliefs about the future of sales, social media and teleprospecting.
  • VIEWPOINT  |  THURSDAY, MAY 16, 2013
    [Cold Calling, CRM] Good Reads for B2B Sales - Sales Intelligence with Google
    Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Via CRM Buyer. Via A Sales Guy
  • B2B LEAD BLOG  |  MONDAY, APRIL 15, 2013
    [Cold Calling, CRM] $3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management
    But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. asked this audience a raise your hand question: “How many of your sales people keep their client list on spreadsheets and not in the CRM?” million.
  • B2B LEAD BLOG  |  MONDAY, APRIL 15, 2013
    [Cold Calling, CRM] $3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management
    But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. asked this audience a raise your hand question: “How many of your sales people keep their client list on spreadsheets and not in the CRM?” million.
  • B2B LEAD BLOG  |  MONDAY, APRIL 15, 2013
    [Cold Calling, CRM] $3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management
    But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. asked this audience a raise your hand question: “How many of your sales people keep their client list on spreadsheets and not in the CRM?” million.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 5, 2013
    [Cold Calling, CRM] Social CRM By Numbers [INFOGRAPHIC]
    by Amanda Batista | Tweet this Social media has dramatically changed the sales cycle, but it has done so for the better. They can do this without “dealing” with a sales rep. Sales professionals are tasked with managing interactions in this environment.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 27, 2013
    [Cold Calling, CRM] The Past And Future Of sCRM In Prospecting And Selling
    Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. In particular, I think one area that is not getting enough attention is using social CRM for lead qualification. Go in with a generous spirit -- if your goal is to help people succeed, sales will follow. 3.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 15, 2013
    [Cold Calling, CRM] 8 Lead-Generation Secrets from B2B Sales Pros
    Marketing Sherpa’s 2012 B2B Marketing Benchmark Report stated that 74 percent of customer relationship managers believed lead generation was the most challenging aspect of sales. Effective sales techniques and tools have already been established. The following eight tips will teach you how to win B2B sales deals like the pros. 1.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 13, 2013
    [Cold Calling, CRM] How to Make the Most Influential Sales Call of Your Life
    There it is: the nemesis that has haunted you all your life: a CRM bulging with names and leads. You stare at the address book for hours, playing out the call in your head instead of picking up the phone and dialing those all important numbers. This is a dilemma sales people face all over the world. Yet, you hesitate.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, JANUARY 4, 2013
    [Cold Calling, CRM] 13 Tips For Increasing Sales Productivity in 2013
    Follow these 20 tips, and you’ll see your sales productivity will skyrocket. Learn a new sales approach  Instead of getting stuck on one sales technique, keep your mind open and be ready to adapt to your prospect. Give Quarterly Bonuses  If you have a sales team, talk to your boss about offering quarterly bonuses.
  • SALES INTELLIGENCE VIEW  |  SATURDAY, DECEMBER 15, 2012
    [Cold Calling, CRM] Nature or Nuture – How the Superstars Seal the Deal
    In fact, a study done by Harvard University found that 4% of sales reps make 94% of the sales in the United States. What are these reps doing that makes them able to generate this level of sales while the rest of us are picking through their scraps? They don’t filter every conversation back to a sales pitch.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 29, 2012
    [Cold Calling, CRM] Paying Our Respects to the Outbound Prospecting Techniques We’ve Lost to New Technology
    The sales industry has gone through a tough time in the wake of uncontrollable Internet growth and customer expropriation of the buying process. As loyal sales devotees, we feel the time has come for us to honor and respect the sales strategies that companies like ours have sent to the guillotine. Cold Calls.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 8, 2012
    [Cold Calling, CRM] Sales Prospecting Perspective Weekly Recap - Week of October 1, 2012
    There are tools that inside sales reps can utilize too that can increase their productivity. Create templates and it syncs with most CRM’s. Last week I wrote an article on what some of your options may be to spend that remaining marketing budget as the end of year approaches and how those campaigns will effect your sales pipeline.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 4, 2012
    [Cold Calling, CRM] Keep the trash out of your pipeline. Qualify your leads with Sales Intelligence
    Do you always know who’s on the other end of a sales call? Imagine spending your day calling and emailing Marcus J. Organizations that qualify leads purely through cold calls may catch Marcus on the line. Implementing Sales Intelligence into your sales and marketing strategy will keep trash leads like Marcus J.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 3, 2012
    [Cold Calling, CRM] 5 #Secrets to #B2BSales Success That All Top Performers Know
    Selling is more competitive than ever before so having the right information at the right time – every time – for any sales rep is the key to success. Director of Sales OnDemand at SAP, to learn about five key strategies for maximizing sales effectiveness and accelerating sales cycles in today’s socially connected world.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 25, 2012
    [Cold Calling, CRM] List Development Is A Valuable Piece To The Inside Sales Puzzle
    Calling on brand new lists is always exciting to anyone in inside sales because they bring a fresh audience to target. But, adding new lists to your database comes with much more work on the front end before the list is ready to call on. The value list development provides is crucial to the success of any sales organization.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, SEPTEMBER 18, 2012
    [Cold Calling, CRM] How Do You Know Your Solution's Target Market?
    What good is your marketing budget if all you have to show for it are a few curious attendees on a webinar that your Sales people can’t even follow up with? What I mean by that is, does the potential company need a certain ERP or CRM, or do you plug-in or add-on to a particular type of technology or product.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  FRIDAY, JULY 27, 2012
    [Cold Calling, CRM] Example of a Really Bad Cold Call Email
    Can you believe I got this from a sales training company? and it's from a big, well-known sales training firm! As you read it, imagine you're the VP of Sales for your company. My name is Jennifer with XYZ Sales Training. So many sales training firms have no idea what actually works with crazy-busy prospects.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 22, 2012
    [Cold Calling, CRM] Lead Optimization: 10 audience questions answered
    customer relationship management system (CRM), or simply an Excel spreadsheet if you can’t afford a CRM, provides a single, central location to store customer information so you can update it easily and ensure accuracy. ” How do you make a cold call that’s memorable in the first 30 seconds? Relevancy is everything.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 5, 2012
    [Cold Calling, CRM] The Surface of Sales Intelligence at Microsoft’s #WPC12
    There is a large focus this year on the social business and how CRM can leverage social intelligence. This year at WPC, InsideView will be showing how Microsoft Dynamics customers can drive sales productivity leveraging the Social CRM app for B2B sales professionals.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JUNE 20, 2012
    [Cold Calling, CRM] Old School Sales Through #SocialCrm
    Going Old School with New School Techniques Each year, the sales world seemingly is bombarded with the hot new trend, worthy or not. No matter the trend, the basics of sales can’t be dropped. Currently, the sales world is being heavily integrated into the industry of social customer relationship management, or social CRM.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JUNE 13, 2012
    [Cold Calling, CRM] Being Politely Persistent in Sales
    In sales, money is made when a salesperson goes beyond the initial cold call. In fact, about 80 percent of all sales are made after five to 12 contacts between the sales person and prospect. The sales person, when pinpointing a potential sale, must dig in. Be patient with a prospect. Be personable.
  • HUBSPOT  |  MONDAY, JUNE 11, 2012
    [Cold Calling, CRM] How to Make More Money From Existing Customers With Marketing Automation
    Many companies have a strong sales culture backed by a powerful marketing machine -- but they're letting revenue slip through their fingers because they're slacking on the services side. But what are we expected to do, call every single customer and give them some TLC? Ready? Let's make some (more) money. Alright, what do we do?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MAY 31, 2012
    [Cold Calling, CRM] Are There Too Many Cooks In Your Sales Kitchen?
    “Too many cooks in the kitchen” is a metaphor used often in sales. Just as if 6 people were trying to season the same meal, similar chaos can exist on client calls and in a marketing database. In the past, I have discussed utilizing the 30 minutes with your clients in an organized fashion when on weekly client calls.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MAY 30, 2012
    [Cold Calling, CRM] Quality Above Quantity: Giving the Cold Call the Cold Shoulder
    Maybe cold calls worked in the past. Maybe one out of every ten people you called turned into a sale. These days, however, very few people respond to cold calls- or cold emails. Run a report in your CRM. Your CRM can help you keep track of all this information. Use a warm introduction.
<< 1 2 3 4 >>