• 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.
  • 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.”. 'TOFU. Location.
  • 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. day off being sick is time taken away from vacation. 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? 8) Lists can negatively affect your CRM.
  • 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. Gary is the co-founder and EVP of Channel Sales and Operations for CustomerCentric Selling. Sales Intelligence Social CRM Social Selling
  • 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. Have a success story for us?
  • 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. 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. TIP #3 : Create Push Notifications for Sales Intelligence .
  • 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
  • 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…. will come back and let you know.
  • 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., Be creative in how you inspire your sales team! At AG, we’ve learned to perfect the best of both worlds, complementing cold calling with inbound marketing.
  • 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 has shortened the sales cycle, eliminated time wasted in cold calls, and allowed us to reach prospects while interest is high. Big results.
  • 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.
  • BLOG MY CALLS  |  THURSDAY, JUNE 6, 2013
    [Cold Calling, CRM] The 4 Most Common Arguments Between Marketing and Sales
    Sales thinks the leads they get aren''t good enough. This is the eternal sales v. Marketing and sales should agree what qualifies a lead to be sales ready. Sales won''t complain. Marketing needs to put themselves in the position of the sales team. Imagine having to cold call when there aren''t enough leads.
  • 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.
  • BLOG MY CALLS  |  FRIDAY, APRIL 12, 2013
    [Cold Calling, CRM] 6 Ways Inside Sales Reps Can Tick Off Marketers
    Nothing irritates marketers more than a sales rep constantly complaining about not having enough leads to call. Have you ever heard of cold-calling? For example, if you call a lead within 5 minutes of a form fill-out you are 1500% more likely to reach that lead than if you call that lead a week later.
  • 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.
  • 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.
  • 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.
  • FIFTH GEAR ANALYTICS  |  THURSDAY, AUGUST 9, 2012
    [Cold Calling, CRM] Lead Nurturing: Staying Front of Mind
    Lead Nurturing, next to Lead Generating and, of course, the Closed Deal, is the most important part of the sales process. The sales process used to end there. Staying front of mind with relevant information about your products or services until you close a sale is also critical for growing existing client relationships.
  • 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?
  • INBOUND SALES NETWORK  |  FRIDAY, JUNE 1, 2012
    [Cold Calling, CRM] Does Social Selling Really Work in B2B?
    ” To answer that question you need to take a hard t look at what it takes to be successful in sales in the 21 st century. 21 st century sales people need to have insight, collaboration, engagement, and agility. All of these aspects work hand in hand and play a key role in your day-to-day sales process.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 26, 2012
    [Cold Calling, CRM] How to Save Your Inside Sales Reps From A Losing Streak Part II: Diving Deeper Into Conversations
    Last week in my blog, “ How to Save your Inside Sales Reps from a Losing Streak ” I discussed the idea of bringing your inside sales reps back to basics when they experience a downturn of generating opportunities. As long as you build a report in your CRM to review quickly, it shouldn’t take long.
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 19, 2012
    [Cold Calling, CRM] InsideView Announces Social Intelligence Alliance with Microsoft
    InsideView Announces Social Intelligence Alliance with Microsoft and Native Integration with Microsoft Dynamics CRM.  . InsideView analyzes data from social media, news, and company sources and alerts sales professionals when opportunities for relevant engagement arise.  “Social CRM is changing the way our customers succeed. 
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 19, 2012
    [Cold Calling, CRM] InsideView Announces Social Intelligence Alliance with Microsoft
    InsideView Announces Social Intelligence Alliance with Microsoft and Native Integration with Microsoft Dynamics CRM.  . InsideView analyzes data from social media, news, and company sources and alerts sales professionals when opportunities for relevant engagement arise.  “Social CRM is changing the way our customers succeed. 
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 1, 2012
    [Cold Calling, CRM] People Insights: It’s Like Ancestry.com for B2B Sales
    Most sales people do not have the opportunity to walk into the offices of their prospects, see the awards on the wall, photos on the desk and bag of golf clubs in the corner. Without these insights, a salesperson is left to their own devices and would be left with being just another sales guy with a pitch. People buy from people.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 17, 2012
    [Cold Calling, CRM] Hold Yourself Accountable - Your Inside Sales Reps Are Watching!
    Over the last few years contributing to the Sales Prospecting Perspectives blog, I’ve talked about a variety of tips I’ve used to bring out the best results from my team. Most of the deals we bring in are driven through the same call process, philosophy and persistence that we sell to our clients.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, JANUARY 3, 2012
    [Cold Calling, CRM] How to Get Your Prospects to Call You Back in 2012
    It’s a new year and you have new sales goals but you can’t dismiss the facts gathered from 2011. 92% of executives you try to contact will not return your phone call. If you don’t give them a compelling reason to spend the time to call you back then you get forgotten about. Warm up every cold call.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, DECEMBER 30, 2011
    [Cold Calling, CRM] Top 25 Posts for 2011 on Sales Enablement and Sales Intelligence
    2011 was a big year for sales intelligence and the use of technology by sales teams to be more effective in finding new opportunities and closing more deals. This is the list of the top 25 sales intelligence posts that people read during 2011. 25 Influential Leaders In Sales. How Science is Changing Sales As We Know It.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, NOVEMBER 28, 2011
    [Cold Calling, CRM] Three Tips to Effectively Scrub Your Teleprospecting Lists
    I spend a lot of time writing blogs that include the idea of scrubbing lists before putting them in front of inside sales teams. The expression “scrubbing a list” is just another phrase to refer to the action of “cleansing your data” before sending it over to your inside team to call on. Exclude competitors.
  • WINDMILL NETWORKING  |  WEDNESDAY, NOVEMBER 16, 2011
    [Cold Calling, CRM] Social Media For B2B Salespeople? Really?
    In fact, since I’ve done nothing but B2B sales since 1977, I’m counting on it! The best way to start with this topic may be to review a few of those things that are most important to B2B sales professionals. Improve their closing ratios and keep their sales figures (and commissions) well above goal. B2B SalesYou can’t.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 11, 2011
    [Cold Calling, CRM] Save the Date – Insider Summit 2012
    If you are a sales or marketing professional responsible for lead generation and revenue, this years Insider Summit is going to leave you with real examples and training on how to do your jobs better. Increasing Lead Quality and Conversion by Building a Sales Intelligence Culture. Ways Sale Intelligence Helps Manage Sales Operations.
  • INBOUND SALES NETWORK  |  FRIDAY, NOVEMBER 11, 2011
    [Cold Calling, CRM] The Marketer who Cried “LEAD!”
    ” The salespeople desperate to reach quota went running to their CRM. But when they called the prospect, they found no opportunity. “Don’t cry ‘lead’”, said the sales team, “when they have no BUDGET! ”, and they went back to their desperate cold calling.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 1, 2011
    [Cold Calling, CRM] How to Sell to People Not Contacts
    More than 90 percent of executives never respond to cold-call sales or unsolicited emails , while more than 80 percent do engage when referred by a connection – whether through a friend, colleague, customer or industry peer.  Most good sales people know this already. A New Type of Connection. What are People Insights ?
  • HUBSPOT  |  THURSDAY, OCTOBER 27, 2011
    [Cold Calling, CRM] 101 Signs You're an Inbound Marketer
    You could have a full conversation in acronyms, including CRM, CTR, SEO, and CTA. Your funnel is so fat, you have to do lead scoring to help your sales team prioritize their time. Even your personal Facebook, Twitter, and LinkedIn accounts include calls-to-action. Your sales team loves you. Tweet this! ). Tweet this! ).
  • SALES INTELLIGENCE VIEW  |  TUESDAY, OCTOBER 25, 2011
    [Cold Calling, CRM] How to Sell to People Not Contacts
    Research has shown that more than 90 percent of executives never even respond to cold-call sales or unsolicited emails. InsideView People Insights uncovers and delivers such effective connections to sales professionals, empowering remarkably more intelligent sales work that drives sales productivity and revenue.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 20, 2011
    [Cold Calling, CRM] How to Gather Insights on the Social B2B Customer
    92% of C-level executives NEVER respond to email blasts or cold-calls. According to the 2011 Sales Performance Optimization Survey from CSO Insights , the average sales professional spends 25% of the workday researching potential prospects. That sales process just doesn’t scale any longer.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 18, 2011
    [Cold Calling, CRM] Without A Quality List Your Cold Calling Efforts Will Not Be Successful
    The subject of this blog should be obvious to anyone with a little experience in sales, sales operations or marketing. Having worked with the brightest minds in sales and marketing ramping up campaigns, you would assume that this would rank at the top of our list of priorities. Believe me, I get it. This never works out well.
  • VIEWPOINT  |  TUESDAY, OCTOBER 18, 2011
    [Cold Calling, CRM] “You Can’t Catch Water With A Fist”
    James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The differences between marketing and sales often escalate into complaints and whining, accusations and finger pointing. No direct sales cooperation necessary.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 13, 2011
    [Cold Calling, CRM] The Secrets of B2B Sales and Marketing
    A study by the Kenan-Flagler School of Business at the University of North Carlina fond that  92% of prospects don’t take a meeting when cold-called or emailed by a sales rep. Cold-calls are dead in the traditional sense. The secrets to successful B2B sales and marketing are simple: Right Person.
  • INBOUND SALES NETWORK  |  THURSDAY, OCTOBER 13, 2011
    [Cold Calling, CRM] How Much Should You Spend On Lead Generation?
    Say your company has the goal to do $1,000,000 in new sales during the next year. Well first you need to estimate your current closing ratio (if you have a CRM, you can simply take number of opportunities won/total number of opportunities) to calculate how much potential revenue you will need in your pipeline. Step 1: Set the Target.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, OCTOBER 4, 2011
    [Cold Calling, CRM] 15 Great Posts About Sales Enablement You May Have Missed
    Sales 2.0 Essentially, we want salespeople to incorporate sales intelligence into the new generation of sales where social selling comes into play. Unfortunately, this methodology of sales 2.0 As a result, I have had the privlidge of gathering 15 great sales 2.0 Sales 2.0: 10 fresh Ideas on Sales 2.0
  • LEAD VIEWS  |  FRIDAY, SEPTEMBER 23, 2011
    [Cold Calling, CRM] 6 reasons why your organization might need a Marketing Automation Solution
    Keeping a healthy sales pipeline is a desired objective of every organization, also the only way firms can sustain themselves in the marketplace. If you are a firm that is struggling to keep your sales funnel buzzing, a marketing automation tool can really help you. Are you losing out due to sales and marketing divide?
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Cold Calling, CRM] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. 
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Cold Calling, CRM] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. 
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 6, 2011
    [Cold Calling, CRM] Hit Your Number Faster with Sales Intelligence
    The comments from current customers and new businesses that stopped by the booth validated that cold calling is dead and without a very targeted message with relevant information from both traditional sources and social media, a sales rep’s chances of getting contact and creating new opportunities is very slim.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, AUGUST 24, 2011
    [Cold Calling, CRM] Customer Intelligence aligns with Marketing Power in Dynamics CRM
    InsideView and CoreMotives increase adoption and value for Dynamics CRM users by combining sales intelligence and web intelligence. Reaching the right person at the right time with the right message is the key to successful sales,” says Heidi Tucker, VP of Global Alliances at InsideView. About CoreMotives.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 8, 2011
    [Cold Calling, CRM] Are You Proactively Providing Lists To Your Inside Sales Team?
    am learning pretty quickly that the key to this is to be proactive about providing lists and to realize that fresh lists really have a huge impact on the mindset of inside sales reps when it comes to achieving their goals. Therefore, the number of remaining contacts for them to call is inaccurate, thus your report is too.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, AUGUST 1, 2011
    [Cold Calling, CRM] Ensuring Proper Alignment When Integrating Sales & Marketing Efforts
    When executing on marketing activities, it’s crucial to integrate these efforts with those of both your inside and outside sales teams. can guess that like me, many of you have experienced instances where sales and marketing aren’t fully aligned, and the key to fixing it is to be proactive from the start.
  • B2B LEAD BLOG   |  MONDAY, JULY 18, 2011
    [Cold Calling, CRM] BNET Interviews Brian Carroll: ‘Focus on Helping, Not Closing’
    Listen here , or review key points by following these timestamps: -21:20 How can sales people strike perfect balance between nurturing existing leads and getting more sales. Brian explains that this involves both marketing and sales; they can easily duplicate each other’s functions, which is why alignment is critical.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, JULY 15, 2011
    [Cold Calling, CRM] Sales Prospecting Perspectives Weekly Recap - Week of July 11th
    was very excited to be able to weigh in and share my experience as an inside sales rep with all of you so I hope you enjoy it. The blog I'd like to highlight for this weeks highlight is by Colleen Francis, titled Don't Lie to a Sales Prospect. Don't Give Up On Those "Old" Sales Leads! Happy Friday, everyone! End of Story.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 27, 2011
    [Cold Calling, CRM] So Many Sales Prospects to Contact and So Little Time.
    For example, if your inside sales organization follows a strict call plan methodology like ours does, the number of accounts should hover around 500 per month in order to result in a healthy amount of qualified opportunities. My blog today isn’t about the magic number of accounts one BDR should call in one month, though.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JUNE 9, 2011
    [Cold Calling, CRM] Social Selling in the Enterprise
    You may remember the post Should Sales people be Blogging where we explained how IBM is leveraging social selling. With the growing desire for Social CRM within companies, collecting social conversations for analysis was only scratching the service. When a sales team is empowered they are able to be more effective. Sales 2.0
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Cold Calling, CRM] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    You’re busy training all those sales guys and going to conferences.  I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives.  We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads.
  • NUSPARK  |  SATURDAY, MAY 28, 2011
    [Cold Calling, CRM] An Email to Bob in Sales: Thanks for aligning with us in Marketing
    You’re busy training all those sales guys and going to conferences.  I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives.  We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads.
  • LEAD VIEWS  |  WEDNESDAY, MAY 25, 2011
    [Cold Calling, CRM] Is Sales Dying? What Can ‘You’ Do About It?
    Modern Selling is the online community for B2B sales managers in the UK. They’ve been listening to the concerns of sales people for some time and one theme keeps recurring – that sales is dying. Across the world, B2B sales people are finding it harder to sell. Leads aren’t coming into their CRM as they were.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 6, 2011
    [Cold Calling, CRM] Sales Prospecting Perspectives Weekly Recap - Week of May 2nd
    During this weeks recap you will be reading some tips on how to keep your inside sales reps on track, how to leverage your CRM solution efficiently, how to make the most out of a bad sales situation and also learn the benefits of conference calls over face to face meetings. Happy Friday Everyone! Another great blog Scott!
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, MAY 3, 2011
    [Cold Calling, CRM] 3 Simple Tips On Leveraging Your CRM For More Efficient Cold Calling
    Nowadays everyone in the sales and marketing game should be aware of the variety of tools we have at our disposal that allow us to be more effective at our craft. So why is it that we tend to neglect our CRM? Over the years I’ve been amazed at the lack of importance different sales reps have placed on effective CRM usage.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, APRIL 27, 2011
    [Cold Calling, CRM] The Next Wave of Social Selling and a Free Book
    Announcing the next wave in Social Selling webinars featuring a unique Double Header with Selling to Big Companies author, Jill Konrath and Sales 2.0 Featuring: Sales 2.0 Jill and Nigel will cover topics pertinent to anyone involved in the sales cycle – from inside sales teams to directors of sales. Sales 2.0
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 19, 2011
    [Cold Calling, CRM] Sales Leads Take More Than ONE Call To Land On Forecast
    In my biased opinion, every lead we deliver to our clients meets the criteria of what every hungry sales guy/girl should be looking for. As I’ve mentioned in previous blogs, both marketing and sales historically have difficulty meeting in the middle on a definition of an actionable sales lead. From C-Level on down.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, APRIL 19, 2011
    [Cold Calling, CRM] Is Social Media the New Cold Call?
    There are many alternatives to cold calling. InsideView customers that have adopted social selling into their sales process have reported a slow but steady decrease in the number of “cold calls&# their sales team makes on a daily basis. Alternatives to Cold Calling. Prospecting Sales 2.0
  • SALES INTELLIGENCE VIEW  |  MONDAY, APRIL 18, 2011
    [Cold Calling, CRM] What’s the Difference Between “Sales 2.0? & “Social Selling”?
    The sales environment continues to evolve. Most if not all companies are familiar with the term Sales 2.0 and now we are introducing Social Selling to the vocabulary of sales leaders. Like I mentioned in the post Sales 3.0 In the case of Sales 2.0, Sales 2.0 Social Selling is the use of sales 2.0
  • MODERN B2B MARKETING  |  THURSDAY, APRIL 7, 2011
    [Cold Calling, CRM] 5 Essential Books to Understand B2B Sales 2.0
    by Katie Byrnes To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table. Sales 2.0. principles to boost sales leads and overall revenue.
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