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Bubble in the Funnel

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The most optimistic sales cycle for the more complex products or solutions is three-to-six months. Per Healthline Media, an air embolism, also called a gas embolism­, occurs when one or more air bubbles enter a vein or artery and block it. These air bubbles can travel to your brain, heart, or lungs and cause a heart attack, stroke, or respiratory failure. Their “reward”? The result?

To Manage Sales You Must Manage Sales Leads

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It isn’t an inquiry on a product I have a quota for. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Of course it is, but only partially. They don't.". are the answer.

"Marketing is too important to be left to marketers."

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Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. Ever notice how often new products are created based on what is technically possible rather than by addressing what customers actually need or want? This saying always amuses me. One cannot exist without the other.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click

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The inability of sales and marketing to collaborate and work together towards common goals can seriously hurt growth and performance: it’s been estimated that lost sales productivity and wasted marketing budget costs companies AT LEAST $1 trillion a year. ”. 6. Many challenges facing Sales and Marketing have been around since the beginning of time. It’s not easy, but it’s absolutely doable.

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B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Are You Building a Company or Just Laying “Marketing Brick”?

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And while they could have sold other products in the company, they instead started selling more and more of our division’s products. There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?" He answered: "Laying some brick." The second man was asked: "What are you working for?" He answered: "Five dollars a day."

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Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

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Deb Calvert, People First Productivity Solutions , President. There are many reasons for this, but also just as many opportunities for these groups to finally get on the same page and operate more efficiently, productively and successfully moving forward.” The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response.

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

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Deb Calvert, People First Productivity Solutions , President. think this statistic very much depends on the industry, product, and circumstance. Mike Weinberg: “As far as this bogus straw man statistic (that buyers go 57% or 67% or 80% through the process before engaging with a salesperson) being propagated by the Kool-Aid pushers trying to sell you their inbound product or social selling course, forget about it. If you are selling a more strategic, more complex product or solution, you better get in early. Cold calling is dead. Marketing and sales are aligned.

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Three “Lies” That Plague B2B Businesses Today (Part One of Three)

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Deb Calvert, People First Productivity Solutions , President. If it’s an unprepared, random call, to pitch your products to anyone who is foolish enough to pick up a phone—it’s not dead, at least based on the phone calls I get. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their answers. Dave Brock, Partners in EXCELLENCE , President. Dave Stein, Dave Stein, Inc. link].

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

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Account-Based Marketing is a philosophy, not a product. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter. There was so much great feedback I’ve divided the responses into a five-part blog series. Click here to read Part 1. ). Well, it’s neither. It’s with demand.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

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And the message content can be everything from product information and case studies, to a breakfast event invitation at an upcoming trade show, to a peer-to-peer letter from someone in your company who has a similar kind of job or level as the prospect. This year I've been talking a lot about Nurturing. There were some terrific responses and I’ll share them over the course of two blogs.

PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]

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They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability. We recently asked top industry experts the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results? Why did we ask?

7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)

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They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought. Similar to De Tocqueville’s famous comment, “People get the government they deserve,” I think companies get the market share they deserve based on their ability to market. B2B Marketing Marketing Strategy

Status quo, you know, is Latin for 'the mess we're in.'

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The other 25% of the questions are product related. Some questions will differ by product. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem. Salespeople consistently say that they do not get enough qualified leads. The result? How to Fix It in Six Simple Steps.

B2B Marketing Trends for 2016

Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. Define your business strategy: products, prospects, distribution, sales and. develop a highly productive online lead generation system.

The #1 Reason CEOs Should Care About Lead Generation

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Boosting Your Bottom Line There are several lesser reasons why a CEO should care about lead generation , many of them connected and intertwined, but the primary goal should be to create and maintain a sustainable demand for your business’ product or solution, and be able to capitalize on that demand by closing new business. It is not just about increasing sales and profits.

The sales rep said, “I never got a lead yet that turned into a sale.”

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Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Forty salespeople were in the room; I was last on the program. How do the rest of you feel?”. We had worth.

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Your Marketing Team Isn't As Good As They Think - Just Ask Sales

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We blame the products, the salespeople, and then we blame the salespeople again. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts. But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification

Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]

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He goes on to explain how this approach translates into a more productive process for both buyer and seller. I''ll highlight some of the key points from the webinar here, but trust me, you don''t want to miss the wealth of information he has to share in the full show (below). On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.

What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer

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The company had a good product—better than the competition—yet it disappeared. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Marketing was creating opportunities for $10,000 deals while sales was only interested in those valued $1 million plus. It didn’t matter that the biggest competitor in this space had a market value of $10 billion and sold $10,000 deals. For whatever reason (was it beneath him?)

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Most Market Share Battles Are Lost, Not Won

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They have a great product for the industrial marketplace (construction, mining, etc.). The product pays for itself in three years and has a lifespan of ten- plus years. That is, if anyone knew about the product. The founders are not “sales” people but “product” people. not, “What is the most productive to do?” He is on the path to losing not winning.

Changing the Sales Conversation [PowerViews LIVE Highlights]

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Gone are the days of solving product issues. On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Buyers have changed and so must sellers. What’s a salesperson to do? They’re more risk averse and expect results. Heat Mapping.

Q&A With Dave Stein and Steve Andersen

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Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions and provides a clear, logical roadmap for establishing productive long-term customer relationships and for creating real value in a business environment that has undergone unprecedented change. A remarkable new book is changing the way that B2B sales professionals think about, approach, and serve their customers. How did the two of you decide to collaborate on this book? A. Relationships matter.

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PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]

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Our good friend— Matt Heinz , founder of Heinz Marketing—starts us off: It can be really difficult for organizations to not only measure what’s working, but to also “re-rally the team” (sales, marketing, product, or all of the above) as findings point to slight, and perhaps frequent, direction changes. Why did we ask? Because we care about quality leads. It’s what we do. Part 1. Part 2.

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5 Keys to Becoming a Sales First Company

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By Chris Tratar, vice president of product marketing, SAVO. Becoming a sales first company is all about aligning everyone in your organization to support your sales team because they are the face of your brand and the person your customers turn to first to understand how your products and services can help them solve their toughest business challenges. know what you are thinking.

5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing

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Leads are people who express interest in discussing your product or service. ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.". In fact, it makes the whole sales pipeline sick. The three major symptoms of inbounditis are: 1. But you need both!

7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life

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While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual. Todd Schnick is a stellar individual. He’s a great guy who spends a lot of time helping others (like me, for instance)—but that’s not the only reason you should read his new book. We all have shortcomings.

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What Does “Full Funnel Marketing” Really Mean?

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The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals. So how do Full Funnel Marketers measure their work?

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

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In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". Measure engagement and sales productivity. Someone once told me that CEOs don’t care about leads. They only care about revenue. It doesn’t have to be that way.

4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)

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In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”. This is Part One of a two-part blog about how organizations with a complex sales process can improve accuracy in lead/revenue projections. It doesn’t have to be that way.

How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)

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First, we ask that at least five stakeholders from multiple departments (sales, marketing, product, executive management, etc.) We need sales, product and marketing expertise. What makes some lead generation programs fail and others flourish? There are certain responsibilities specific to the client that can help make their program a success. The result? The $5 plant gets a $1 hole.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

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Fridays and Mondays are the worst days to contact prospects as these are the least productive days of the work week. In the digital age, more and more communication takes place via email and text messaging, but a person-to-person conversation is still the most engaging way to contact a prospect and convert him into a customer. Why Cold Calling Still Works. Cold Call Timing. Success Metrics.

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!

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Mike says to use it as an opportunity to leave “value nuggets”—short, focused messages about the prospect’s needs, not your product. Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!

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No one cares what you think about your company, product or service. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development. It was a stellar presentation. Part 2: Tip #2 Commit to It.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

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And when each product was found to have a typical buying time frame (start to finish—however many day or months), nurturing was tuned to the customer’s buying cycle. Enter the databasing process of recording customer preferences for product, size, cost, shape, color, application, etc. They “pitch” products and carry no trust (20% written word is trusted vs. 90% via phone).

Lead Nurturing: Triple Your Marketing Return

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In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In fact, I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal. No Response.

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Is Anyone Leading Lead Management?

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Product Management. Not to mention grandfathered account and major account assignments, inside vs. outside vs. independent reps, and lead assignments based on product and revenue, and country or state. Sales Lead Management is a complicated process. It needs a leader to pull all of the competing interests and people together to work as a team. Sales lead management is a tough subject to truly get your arms around. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company.

Lead Generation Lies That are Wreaking Havoc with Your Sales

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Remember that they''re buying a relationship as much as a product. Our products are so good we don’t need leads. Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Voicemails are a waste of time. Outbound calling is interruption marketing. Write it and they will come. Automated systems accurately score (prioritize) leads. Give up after 1 – 2 calls. More leads are better than fewer leads. form completion is a lead.

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Is Your Funnel Full of Fool's Gold?

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Sales is not as productive as they need to be to meet quota, marketing is wasting its budget generating leads that don’t get followed up, and the company as a whole is not likely to meet revenue goals. The sales reps at most B2B organizations have two choices: 1) Spend their time culling through leads that experience has shown are overwhelmingly raw, unfiltered, and unqualified. 2) Or, dismiss them outright. In this take-it-or-leave-it scenario, nobody wins. How can you most effectively fill it instead with solid gold leads that have high potential of closing?