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  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JANUARY 3, 2012
    [Sales] Your 2012 Sales Plan
      Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan.  I have included below the various “categories” you should consider in building a plan. Sales Goals. Sales Strategy.
  • TONY ZAMBITO  |  THURSDAY, MAY 12, 2011
    [Sales] Reinvent B2B Sales With Buyer Personas
    Without question, while B2B Marketing is focused on developing its new prominence in the early stages of the buying cycle via content strategy and content marketing, B2B Sales is caught flat-footed on how to adapt to changing buyer behaviors.    Buyer Persona Development can be a process and means for B2B Sales to reinvent itself. 
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 10, 2013
    [Sales] How Marketing Teams Can Support Their Sales Reps’ Good Habits [Infographic]
    But let’s take a moment to honor the sales rep: The deal closer; the revenue generator — without whom we wouldn’t have customers to serve and enable. One of the many hats marketers should be wearing is the enabler to the sales rep. Brainshark broke the habits of a sales rep down in its 2013 State of the Sales Rep report.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 21, 2013
    [Sales] Sales Leadership: Bringing a Sharp Focus to Your Sales Meetings
    Sales Leadership:  Bringing a Sharp Focus to Your. Sales Meetings. Second , you then ask each salesperson to forecast each account and dollar value on all sales opportunities greater than 75% probability of closure. Write each entry underneath your sales goal. For example $250,000. The 50% list becomes your “upside” list.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, OCTOBER 9, 2015
    [Sales] Is Marketing the new Sales?
    You probably all heard this in one way or the other: in our digital era, buyers are 2/3 through the decision process before they engage with the first sales person. Looks like there’s an elephant in the room: now dominating the funnel, is marketing the new sales (system)? We believe the answer is all about orchestration.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 14, 2016
    [Sales] Sales Management: What is your goal–today?
    Sales Management: What is your goal—today?  . Sales leadership is a constant focus on many various facets of business-it’s one of the reasons sales management is a one of the most difficult jobs in any business.  It is because of these numerous aspects that many sales managers get distracted or lose focus. How about you?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [Sales] 8 Ways to Increase Sales
    How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Prospecting Sales 2.0 Listening is key. It works!
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, MARCH 3, 2013
    [Sales] Sales Management: Understanding “Setting the Hook”
    Sales Mgmt:  Understanding “ Setting the Hook”. One of the main jobs of sales management is to help their salespeople see where they are in the sales opportunity. Exceeding monthly sales objectives are the goals of the sales organization, especially the sales manager. Are they early? What to do?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 27, 2012
    [Sales] Sales Management & The Impact of Social Media
    Sales Management and the Impact of Social Media. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link]. What changes do you believe will occur with more “business social media” solutions?   The world continues to change, are you?  Is your sales process? Ken Thoreson.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Sales] The top 10 tricks for sales lead generation
    Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. And your sales counterparts will thank you for that!
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, AUGUST 21, 2014
    [Sales] 5 Ways to Boost Inside Sales Training Reinforcement
    With the release of AG Salesworks’ new guide The Inside Sales Manager’s Guide to Sales Team Training featuring Josiane Feigon of TeleSmart, AG has learned that training is not just about the event. For more advice, please download The Inside Sales Manager’s Guide to Sales Team Training. Training has to be fluid.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 15, 2013
    [Sales] How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company
    Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. However, only 10% of its channel partners have a need for a sales-incentive program in any given year. Developing a free 60-page e-book, SalesContestology.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 5, 2014
    [Sales] Inside Sales & the Mobile Workforce: Tips for Managing Telecommuters
    AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. When you take a look at some of the statistics available, it seems like a no-brainer and a win-win situation to implement a telecommuting program for your sales organization. For Workers.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [Sales] Sales and Marketing: The technology behind CRM
    However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. Marketing, Sales (and IT) alignment.
  • YOUR SALES MANAGEMENT GURU  |  THURSDAY, AUGUST 18, 2016
    [Sales] 3 Magic Questions a Sales Manager Must Know
    Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Why now?
  • THE POINT  |  TUESDAY, JUNE 18, 2013
    [Sales] Content Selling: How Sales Can Better Leverage Marketing Content
    Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. B2B Marketing Sales 2.0 Secondly: measurement.
  • DISCOVERORG  |  FRIDAY, SEPTEMBER 2, 2016
    [Sales] Selling to Sales – Like Cooking for Chefs
    For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Crazy right?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, NOVEMBER 12, 2014
    [Sales] Raise Prices for B2B Sales Without Losing Your Regular Customers
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Colleen Francis, After three years of selling products and services at the same prices, your company decides a change is in order. Pricing surprises are never a good thing in sales! Sales Process B2B Inside Sales Client Management B2B Sales Success
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 29, 2014
    [Sales] 3 Ways Sales and Marketing Can Align Towards Sales Enablement
    Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”. In our guide, we define sales enablement succinctly.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, DECEMBER 3, 2012
    [Sales] Sales Leadership: 2013 Sales Theme
    Sales Leadership:  2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Ken’s latest book is: “Leading High Performance Sales Teams”.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 9, 2015
    [Sales] Efficient Effectiveness: Sales Leadership
    Sales Management Thought Leadership:  efficient effectiveness. What does this have to do with sales management?  As a manager you must be prepared-at all times for almost any event.  If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 2, 2014
    [Sales] 5 Sales Prospecting Strategies for Overcoming Call Reluctance
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. What I’m talking about is sales call reluctance. It doesn’t come from the prospects; it comes from the sales reps themselves. Many inside sales reps are bogged down and can become overwhelmed by their sales calls.
  • SALESFUSION  |  WEDNESDAY, DECEMBER 10, 2014
    [Sales] Why Sales Development Representatives should live in sales
    The post Why Sales Development Representatives should live in sales appeared first on Salesfusion. Sales Blog
  • VIEWPOINT  |  TUESDAY, SEPTEMBER 16, 2014
    [Sales] Building an Inside Sales Lab: 10 Essential Tips for Success
    Why build an Inside Sales Lab in your own office? Testing is an excellent way to grow sales. Take it from today’s guest blogger, inside sales expert Jeffrey Feuer of The InsideSalesLab. Inside Sales He’s got some tips you’ll want to know about.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 25, 2016
    [Sales] 3 Good Questions to Align Strategy, B2B Marketing, and Sales
    Have you intentionally linked your sales, b2b marketing, and strategy? . thought Frank had a practical approach to aligning sales and marketing. So, I reached out to him and interviewed him about what he’s learned through his research for his most recent book Aligning Strategy and Sales (Harvard Business Review Press).
  • VIEWPOINT  |  TUESDAY, JULY 15, 2014
    [Sales] 5 Keys to Becoming a Sales First Company
    We don’t want to become a sales first company, we are a customer first company. Being a customer first company is absolutely the right goal; however, in order to truly be a customer first company, you must initially become a sales first company. Sales Process Sales & Marketing Management
  • ANNUITAS  |  TUESDAY, JUNE 3, 2014
    [Sales] Trying to Align with Sales? Marketing, You Are the Problem
    One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment.  Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing? 
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, OCTOBER 6, 2014
    [Sales] The Big List of Inside Sales Messaging Statistics
    Sales managers, how often are you evaluating your inside sales team’s messaging techniques? Just the other day, I sat down with our sales team for a role play. You see, most sales and marketing professionals just don’t have time. “No, I don’t want to tell you the challenges in my environment and what my company does.
  • GREAT B2B MARKETING  |  WEDNESDAY, NOVEMBER 29, 0002
    [Sales] Top 6 Ways that Marketing Supports B2B Sales and Revenue
    Since the early days of B2B marketing and sales, marketing VPs have been asking that puzzling but oh-so-important question: “What […]. The post Top 6 Ways that Marketing Supports B2B Sales and Revenue appeared first on Great B2B Marketing. B2B Sales Revenue Sales and Marketing
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, SEPTEMBER 11, 2014
    [Sales] 3 Tips for Nurturing Prospects in Inside Sales
    Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. In inside sales, potential customers can also be nurtured. Some Leads Aren’t Sales-Ready. Some inside sales reps may pass leads that aren''t ready for the next sales step.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Sales] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Most leads aren’t sales-ready: Whether you’re sending out campaigns or fielding inbound calls, as little as 15 percent of your leads are going to be both qualified and sales-ready. for you. You simply execute.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JULY 20, 2011
    [Sales] Gamification of the Sales Process
    In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. A few definitions of gamification: A game is structured play, usually for fun. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. Game On for B2B Sales.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JUNE 18, 2014
    [Sales] Timeliness Matters: 3 Ways to Stay Ahead in Sales
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. Simply put, whether prospecting a lead from an inbound program or from your website, sales needs to be proactive and follow up in a timely manner. One hour. Ensure Tight Alignment with Marketing.
  • ANNUITAS  |  TUESDAY, NOVEMBER 10, 2015
    [Sales] 3 Steps to Improve Marketing and Sales Alignment
    Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. MQL, SAL, SQL, OMY (OK, I made that last one up) are just some of the acronyms you may be using in conversations with sales. Poor application of what determines a sales-ready lead.
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Sales] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Quality  sales leads matter. If you wish to do  sales lead generation online , contact the  B2B lead generation experts at Find New Customers. Jeff Ogden.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, DECEMBER 29, 2015
    [Sales] Kickoff 2016 With These Motivational Sales Quotes
    Sales sales quotes sales tips Motivational Quotes Sales Motivation sales tricks motivational sales quotes sales inspiration sales kickoff sales 2016 sales quotationsIt’s always easy to motivate yourself on January 1st.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, JANUARY 9, 2014
    [Sales] Inside Sales Reps: First Impressions are the Most Important
    In sales, it is crucial to not only sell but to leave a good first impression, sale or no sale. I''ve had interactions with sales professionals ranging from ignoring their insistent calls when I''ve already told them I''m not interested, to becoming best friends with someone who prospected me over six years ago. Really.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, JUNE 16, 2013
    [Sales] July Sales Training Tip: YouTube.com
    Your July Sales Training Tip: YouTube.com. Normally at this time of the year, I am reminding my clients that it’s time to begin building their 3 rd Quarter sales training plans.  Those of you that are regular readers know that Acumen Sales Mangers plan their entire quarter sales training plans at the beginning of each quarter.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. Industrial Lead Generation BANT Industrial Marketing leads for industrial salesThis is only a content summary.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 22, 2015
    [Sales] B2B Sales and Marketing Trends for 2016
    At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Look For The 3 C's When Hiring Inside Sales Reps
    Over the 10 years I''ve spent interviewing inside sales candidates, I''ve caught myself looking for the obvious traits we seek in people hoping to explore sales for the first time. Over a decade, I''ve learned that getting to the bottom of these questions is absolutely essential for inside sales candidates. Are they articulate?
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 7, 2013
    [Sales] Industrial Content Marketing for Accelerating Sales Pipelines
    However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts.
  • FEARLESS COMPETITOR  |  THURSDAY, JUNE 9, 2011
    [Sales] Sales without Marketing is a huge blunder
    Lead Generation Companies | The importance of Sales WITH Marketing. Hiring sales without strong marketing is a massive mistake. Most of what was once Sales, now lives in Marketing. Companies who invest in sales but fail to invest in marketing are bound to struggle. Look at this image which illustrates a sales cycle.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MARCH 11, 2016
    [Sales] Industrial Content Marketing’s Role in Sales
    Here’s a reality check—only […] The post Industrial Content Marketing’s Role in Sales by Achinta Mitra appeared first on Industrial Marketing Today. You’ve probably read all the buzz surrounding industrial content marketing. You are in good company if you are already doing it. This is only a content summary.
  • B2B MARKETING INSIDER  |  WEDNESDAY, JULY 1, 2015
    [Sales] 30 LinkedIn Sales Triggers
    Many sales meetings are full of fish tales about the one that got away. There are customers willing to engage, or bite on an intelligent insight, but many sales professionals do not understand the social sellings signals. Do you know an under-performing sales person who misunderstands what those ‘nibbles’ look like?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 30, 2014
    [Sales] Supercharge Your Sales and Marketing Vocabulary
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. You should never allow price to be a valid objection to any sales development call. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. not you.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Sales] Can You Really Use Marketing to Shrink the B2B Sales Cycle?
    It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 1, 2013
    [Sales] Sales Mgmt: Mowing Your Lawn
    Sales Management and Mowing Your Lawn. The same view of your sales team should also be considered, evaluate your team, determine who needs to be “groomed” or “cut” and what treatments must you begin to accelerate your growth during the second quarter. Resources : Top Sales World web site and magazine for April! What didn’t work?
  • CAPTORA  |  MONDAY, NOVEMBER 9, 2015
    [Sales] Why Marketing—Not Sales—Is the Best Sales Forecasting Engine
    With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. The nature of demand generation means marketing has an impact higher up the funnel than sales.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 20, 2014
    [Sales] Don’t Let Negative Past Sales Experiences Ruin New Opportunities
    There’s an old adage in sales about sales encounters. It goes something like this: You should always go into a sales situation prepared for a no but hoping for a yes. Though it’s hard to stay optimistic when objections crop up, bringing baggage from one sales call to another will not help you close. We’ve all done it.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JANUARY 19, 2015
    [Sales] The B2B Sales Development Rep's Guide to Data Management
    One way to improve in the New Year is to start at the foundation, and for many of us B2B sales development reps, that means cleaning up the database. After all, quality data is the key to success in inside sales. Happy sales prospecting! CRM Sales Tools Data Management List Development Create a process and stick with it.
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 17, 2013
    [Sales] 5 Ways to Be a Better Inside Sales Rep
    Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. When I was an inside sales rep, I was always concerned about who I thought was performing better than I was. Your sales career is similar. The best inside sales reps do this, and you should, too.
  • VIDYARD  |  TUESDAY, DECEMBER 6, 2016
    [Sales] 3 Sales Emails Proven to Boost Reply Rates by 8x
    If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly. Blog Inside Sales Sales Leadership
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 7, 2014
    [Sales] 4 Ways Inside Sales Reps Are Like Hunger Games Tributes
    Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. I’ve seen inside sales described using many analogies. Both inside sales reps and Hunger Games tributes possess drive. The same concept applies for inside sales reps.
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 10, 2016
    [Sales] 10 Tips to Align Your Sales and Marketing Teams
    Sales and marketing alignment is key to driving success regardless of your industry. The marketing team is expected to generate as many leads as possible, while the sales team is under pressure to turn […]. The post 10 Tips to Align Your Sales and Marketing Teams appeared first on Marketing Insider Group. Sales Alignment
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 4, 2012
    [Sales] Sales Leadership: Salesperson Business Plans
    Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal income goals. link].
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, OCTOBER 21, 2014
    [Sales] Is There a Perfect Personality Trait for Inside Sales Reps?
    Last week I spoke of a few traits I look for when hiring inside sales reps looking to join the AG ranks. Some reps might show all the outward signs that they’re a sales natural, but when the stage is theirs and they need to rise to the occasion, they fall flat. Does Your Sales and Marketing Management Contribute to the Company?
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Marketing Should Approach Sales Reps
    by Michael Martin | Tweet this Sales enablement is one of the most important aspects of many marketers’ jobs. But, all too often, the way marketers approach sales reps is lacking in strategy and preparation. Marketing continues to feel frustrated and the sales team unimpressed. Sales reps come in all sizes and shapes.
  • INFLUITIVE B2B  |  THURSDAY, AUGUST 25, 2016
    [Sales] Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages
    In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, OCTOBER 15, 2015
    [Sales] The dangerous confusion of sales and content marketing
    Pink went on to talk about how sales used to be in the days prior to the Internet by giving the example of the used car salesperson. Pink argues that salespeople need to become “servant sellers,” providing helpful information, answering questions, and generally providing a good experience— before any sale is made. Don’t believe me?
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] #ProspectingChat: Aligning Content and Sales with Brian Hansford
    Over at AG Saleswork''s Twitter account , we''ll be discussing how to align sales and content marketing, with strategies for encouraging your reps to share content and strategies for creating content that will actually further the sale. Topic: Aligning Content and Sales. Sales Enablement Sales Strategy Content Marketing
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, APRIL 16, 2013
    [Sales] Sales Mgmt: Achieving Balance: Fear vs Respect
    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 15, 2016
    [Sales] Crisp Sales and Marketing Execution – A Key to B2B Success
    Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for […]. Marketing Strategy Sales and Marketing Marketing Execution
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Sales] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here’s what the study authors had to say: THINGS TO THINK ABOUT: Creating Opportunity Smart organizations realize that the job of a Sales Rep is not to just “follow up on leads,” but rather to “create opportunity.”. It’s no fun being a B2B salesperson today. It gets worse.
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch,  ITSMA) This is a logical extension from a belief that sales people must think more like marketers.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JUNE 24, 2012
    [Sales] Lead Generation: How 64% of marketers starve Sales of opportunity
    Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales. Tweet Let’s say you’re dining out, and you order chicken pad thai.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 21, 2013
    [Sales] 4 Steps to Shorten Your Sales Cycle
    Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. 27% claimed they had insufficient knowledge of prospects already in their sales funnel, and 26% indicated they lost efficiency when they recreated proposals or contracts. Takaway point.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 22, 2014
    [Sales] 4 Big Questions to Ask When Outsourcing Inside Sales Teleprospecting
    The decision to outsource part of your sales team - whether you''re revamping an insourced team or whether you don''t have on insourced team - can be a very tough one to make. Many generalists only see a 20-30% conversion rate to next steps in the sales process. Interested in reading more about outsourcing inside sales functions?
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 6, 2016
    [Sales] Are You Practicing Sales Enablement or Sales Disablement?
    Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
     Sales Leadership: The Impact of a Creating a Sales Process  . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process.  Let me know your thoughts on creating a sales process.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 12, 2014
    [Sales] 7 Steps to Ensure Sales Forecast Accuracy
    Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Many sales organizations often struggle with how to predict which sales will close. Their sales forecasts are weak, or non-existent, and that fact affects their bottom line. Know your sales cycle length.
  • VIEWPOINT  |  WEDNESDAY, DECEMBER 17, 2014
    [Sales] Stunning Study Reveals How to Increase Sales by 29-49%
    Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.” Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [Sales] The Best Sales Prospecting Qualification Questions to Ask
    When it comes to your sales scripts, you may be scratching your head, wondering what questions you should be asking potential customers on the first call. So here’s what I suggest for an exercise as you think about what sales prospecting qualification questions you want to ask. Will I scare prospects away asking too much too fast?
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] What the growth of inside sales means to B2B marketers
    The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking.  On reflection, I suppose I shouldn’t have been surprised, since phone-based selling is so much more efficient than hitting the road to make face-to-face sales calls. Community. 
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JULY 16, 2014
    [Sales] 4 Steps to Content Curation for Inside Sales Reps
    Sales Prospecting Perspectives is pleased to bring you a guest post from Dave Howe , Principal at Sales for Life. This is essentially what separates us from the rest of the sales community. In addition to being a Principal at Sales for Life , Dave is also an Advisory Board Member for Special Olympics Toronto
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, SEPTEMBER 11, 2013
    [Sales] How Sales Leaders Model the Right Behaviors
    Sales Prospecting Perspectives is pleased to bring you a guest post from Craig Wortmann , CEO and Founder of Sales Engine , a company that helps firms build and tune their sales engine(s). The best sales leaders I’ve ever worked for had three traits in common that made them powerful leaders. But that’s just the “what.”
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, OCTOBER 22, 2014
    [Sales] 5 Voicemail Tips Every Sales Development Rep Should Be Using
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Greg Klingshirn , Content Marketing Manager at SalesLoft. Cold calls are the bread and butter of successful sales development reps. His goal is to plan and create content to make sales professional’s jobs more productive and enjoyable. Be Intriguing.
  • BUYER INSIGHTS  |  FRIDAY, MARCH 28, 2014
    [Sales] How Healthy Is Your Sales Organization?
    Sales managers often think about the effectiveness of the sales team, sales strategy or sales process.  However, there is one vital ingredient of sales success that is generally overlooked.  That is the health of the sales organization.
  • VIEWPOINT  |  THURSDAY, AUGUST 14, 2014
    [Sales] Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
    But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 22, 2014
    [Sales] Time Management Tips for Cold Calling Inside Sales Reps
    know when I wasn’t in “the flow,” I typically would find any excuse not to make a call, but any good inside sales rep understands that, as much as we try to put cold calling off for later, it''s always going to be a requirement of the job. Most of the outside sales reps I''ve supported in the past never really had a call plan.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. I have yet to come across a manufacturer, a distributor or an engineering firm that didn’t ask for more leads.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 17, 2015
    [Sales] Ignite Your Sales Team: Sales Management on Fire!
    Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. Expect the Best!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, MARCH 3, 2014
    [Sales] Being a Millennial in Inside Sales
    For instance, as a 24-year-old woman, I need to be aware of my surroundings working in a male-dominated industry: sales. I’m going to say a word. And immediately you are going to form an assumption, positive or negative, about this word. You can’t help it, because that’s how we react as humans. The word is: Millennial. It’s in our nature.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 13, 2014
    [Sales] How Marketing Can Collaborate with Sales to Create Engaging Content
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Sharmin Kent , Marketing Content Specialist at TinderBox. An organization''s marketing team is usually responsible for creating sales content, and communication and collaboration between the two departments can be rare. Let sales take the lead.
  • BIZNOLOGY  |  MONDAY, AUGUST 31, 2015
    [Sales] A sales pitch isn’t a relationship
    It’s still all about the sale. The process starts with putting away the sales pitch. There was no presentation, no sales pitch, and during more than 20 calls, we built a relationship of trust and mutual respect. The post A sales pitch isn’t a relationship appeared first on Biznology. Time Machine.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, APRIL 15, 2014
    [Sales] How to Increase Employee Retention in Inside Sales
    Employee retention seemed to be a taboo subject at my old sales jobs. If sales managers didn’t speak about it, the problem would simply not be a problem. While I have my own thoughts as to why we''ve managed to retain our inside sales reps, I was curious to hear my team''s thoughts as well. No one should be OK with that.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, JULY 1, 2014
    [Sales] Are You Too Accommodating As An Inside Sales Manager?
    So recently, I''ve made a specific effort to balance both my assertiveness and my accommodation as an inside sales manager. This was an excellent resource for me as an inside sales manager. I was able to narrow down my leadership efforts. Since then, I''ve really made a point to consider alternatives to proactively manage conflict.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 28, 2014
    [Sales] How Inside Sales Reps Can Manage Stress When Teleprospecting
    The day in the life of an inside sales rep is very active. Optimism is a key quality of a successful inside sales rep. As inside sales reps, we’re faced with stressful situations every day. It’s understandable that a representative would be put under a lot of stress. Look at the small picture. Make a list. Create a schedule.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 5, 2014
    [Sales] Sales & Marketing Alignment: 3 Ways to Close the Gap
    For sales and marketing teams, reaching across the aisle can be a foreign concept. But the prevailing opinion is firmly entrenched: Sales and marketing just don’t get along. Sales and marketing alignment is completely possible. Although it often feels like it, the sales and marketing divide isn’t actually that wide.
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 3, 2014
    [Sales] My 2015 Sales & Marketing Predictions
    I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders. Corporate Marketing Marketing Technology
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, DECEMBER 5, 2013
    [Sales] The Impact of Technology on the Evolution of Sales
    A few weeks ago I was putting together an email campaign to send out as a follow up to my client’s sales initiative, but I was having some difficulty setting up an integration tool on my computer. Within 5 minutes he had shown me how to set up everything perfectly!
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, JUNE 2, 2014
    [Sales] How Empowerment Can Rejuvenate Your Inside Sales Organization
    The age-old question that every sales manager asks themselves is, “How can I better motivate my reps?” We often talk about rewarding our reps with things like money, extra PTO, company outings, and culture to keep them engaged. Inside Sales Managers: Empower Your Employees and Simplify Your Day. How do you empower your team?
  • FEARLESS COMPETITOR  |  TUESDAY, JULY 2, 2013
    [Sales] How Sales Should Deal with Receptionists – the NIZ area
    As the host of Marketing Made Simple TV and one of Openview Labs Top 25 Inflencers in Sales last year, I’m sent many free business books by authors looking to appear on my show. This book addresses a very important area in sales that is rarely covered – how to engage top executives on the phone and set appointments.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 26, 2013
    [Sales] Building a Sales Pipeline
    Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
  • GREAT B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Sales] The Marketing and Sales Gap of Disappointment
    Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset. Source: The End of Solution Sales, Harvard Business Review – HBR blog).
  • FEARLESS COMPETITOR  |  TUESDAY, APRIL 19, 2011
    [Sales] My review of Rainmaking Conversations – the great new sales book by John Doerr and Mike Schultz
    In my years of sales, I’ve been through every kind of sales training known – Sandler, Solution Selling, Customer-Centric Selling, Target Account Selling – you name it, I’ve done it. How could a subject as well-documented as sales be given a fresh perspective? Let me tell you. The authors succeeded. classic in the making. link].
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, APRIL 21, 2014
    [Sales] 5 Starting Tips for New Inside Sales Reps
    Jumping into a new lead generation or inside sales career can be intimidating, but everyone has to start somewhere. really enjoy working with AG’s new hires, and I’ve come up with the following pieces of advice to help new inside sales reps start off on the right foot. Rome wasn’t built in a day, and neither are good inside sales reps.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, FEBRUARY 17, 2015
    [Sales] 10 simple tweaks to generate more sales through blogs
    We’re not supposed to expect sales though blogs, right? In fact, your blogging space is a very important sales opportunity because if people are finding you through search, these are high-potential leads. I am NOT saying to be “sales-y” in the content of your blog. Well, sometimes it’s OK to sell.
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