SALES CHALLENGER | TUESDAY, OCTOBER 18, 2011
[Sales] Moneyball for Sales?
As the Council’s recent Sales Ops benchmarking findings show, organizations most strongly prefer Sales Ops recruits to have experience with data and analytics. SEC Members , be sure to check out our new interactive sales metrics benchmarking tool as well as our study on inflecting sales performance through metrics and analytics.
FIFTH GEAR ANALYTICS | WEDNESDAY, SEPTEMBER 8, 2010
[Sales] B2B Sales Enablement: Using B2B Sales Optimization Dashboards
Wikipedia defines Sales Enablement as “…the process of arming an organization’s sales force with access to the insight, experts, and information that will ultimately increase revenue.” It’s focused on enabling a sales force to excel. and external firmagraphic information (SIC Codes, sales volume, locations, etc.)
SALES CHALLENGER | MONDAY, NOVEMBER 28, 2011
[Sales] How to Be a Hall of Fame Coach Like Halas, Lombardi, Walsh and Madden
But, we still ask this same question in Sales – is a sales manager born a great coach or can a sales manager become a great coach? The good news – our research at the Sales Executive Council shows we CAN make great coaches , which means there are more than just a few “Hall of Fame” sales coaches out there.
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 INTELLIGENCE VIEW | FRIDAY, NOVEMBER 18, 2011
[Sales] How Science is Changing Sales As We Know It
Too many sales managers are trying to build their business by using methods that have been outdated for a decade. Understanding the science of sales and how sales intelligence can have an impact on decision makers is a major competitive advantage. How scientific is your sales process? Prospecting Sales 2.0
SALES CHALLENGER | TUESDAY, MAY 29, 2012
[Sales] Your Sales Process Starts Too Late
In today’s world of sales, by the time customers contact your reps, it’s a safe bet that it’s already too late for reps to have any influence over them or the outcome of the deal. The only certain thing reps have to look forward to at this point in the sale is getting hammered on price. But how? Microchip Technology, a U.S.
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. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. This is how most businesses gamify sales to date. Game On for B2B Sales. Spiffs.
MODERN B2B MARKETING | WEDNESDAY, FEBRUARY 19, 2014
[Sales] The 5 Pillars of a Successful Sales Pitch
'Author: Ray Carroll Once you’ve built a repeatable customer acquisition process, most sales leaders will take a “10,000-foot view” of their teams – in other words, they’ll analyze what their best reps do and don’t best. Thanks to what we call “information abundance”, today’s sales teams face new challenges in selling products. Sales
INDUSTRIAL MARKETING TODAY | FRIDAY, FEBRUARY 24, 2012
[Sales] Manufacturers: Don’t Start a Lead Generation Campaign Without Sales
However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Google sales and marketing disconnect and you will find thousands of articles written on this topic. Inside Sales Manager – “Lead generation is outbound telemarketing and appointment setting for my sales people.”.
IT'S ALL ABOUT REVENUE | FRIDAY, JANUARY 27, 2012
[Sales] 13 Questions Marketing Should Ask the Sales Reps
by Michael Martin | Tweet this As marketers, we all want to deliver sales with the resources they need to close more deals…more often…and faster. If you’re going to develop a marketing plan that really pushes sales enablement , you need to talk the sales reps out in the field. Sales reps are results-oriented.
WINDMILL NETWORKING | TUESDAY, MAY 8, 2012
[Sales] Social Media for B2B Sales – 11 Tips for Building Better Client Relationships!
Particularly in B2B sales, people buy first from individuals and then from their companies. Make the most of these B2B sales tips! Samson slew 10,000 Philistines with the jawbone of an ass and the same number of sales are lost each day using exactly that same weapon. B2B SalesSelling has always been about relationships.
ACQUIRING MINDS | THURSDAY, SEPTEMBER 2, 2010
[Sales] The Moment of Truth for Sales
For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. The sales conversation is being shaped by a number of strong forces: Buyers increasingly prefer online and telephone discussions rather than face-to-face discussions. SaaS, hosted solutions).
MARKETING GENIUS BLOG | THURSDAY, JULY 28, 2011
[Sales] Bootstrapping your Sales and Marketing: How to Test Your Marketing ROI
In my last two posts, I suggested strategies and tools for bootstrapping your small business sales and marketing efforts. best practices Genius.com Marketing Automation Marketing Terms sales sales and marketing alignment Small businessBut how is “effectiveness” defined? The ROI is 2.4X Pretty good! Quantity: 200. Cost: $5.
SALES INTELLIGENCE VIEW | MONDAY, OCTOBER 24, 2011
[Sales] 10 Sales Posts to Kick Off the Week
Times are tough these days with the economy and many of you may be feeling the slow, turtle-pace of sales in your business. Give these posts a look and see how you can fire up your Q4 with better sales practices. – The Sales Blog. Who is Killing Your Sales Motivation? – The Sales Hunter. Deal Stalled?
YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 19, 2012
[Sales] Sales Leadership: Closing Summer Business
Sales Leadership: Closing Summer Business. Now in reality, working the sales process effectively, increasing the number of opportunities and creating creative sales strategies are the fundamentals for a successful summer. Increase your sales strategy. Ken’s latest book is: “Leading High Performance Sales Teams”.
IT'S ALL ABOUT REVENUE | WEDNESDAY, MARCH 21, 2012
[Sales] 4 Lead Nurturing Campaigns to Run After the Sales Cycle
Here are a few different types you might find after the sales cycle has come to a conclusion. Lead Nurturing Campaigns to Run After the Sales Cycle is from Eloqua’s It’s All About Revenue, a Blog Covering Business To Business Marketing. by Dan Pecoraro | Tweet this We often talk about lead nurturing campaigns as if they are monolithic.
SALES CHALLENGER | FRIDAY, AUGUST 12, 2011
[Sales] Are Digital Sales Tools Replacing Pharma Reps?
And while most companies say they’re using digital tools only to supplement personal sales calls, layoffs in the sector suggest that the technology is potentially replacing , not just supplementing , human reps. The Buzz iPads Sales Technology Sales ToolsLet us know in the comments section below.
CHRIS KOCH | FRIDAY, SEPTEMBER 24, 2010
[Sales] Should sales enablement be owned by sales rather than marketing?
I’m wondering if it’s time to take sales enablement away from marketing. What do I mean by sales enablement? heard a great definition from my former ITSMA colleague Jeff Sands the other day: Sales enablement is helping salespeople be more credible with customers. We all know how sales enablement got started in B2B.
SALES CHALLENGER | FRIDAY, JULY 22, 2011
[Sales] Essential Reading List for Financial Services Sales Professionals
Here are a few must-reads to add to your list: Top 3 SEC Resources for FS and Banking Sales Professionals: 1. Why your peers use it: To compare the sales rep “winning” profile to traditional rep behavior types. Anatomy of a World-Class Channel Sales Organization. To maximize sales force buy-in of the comp plan.
BUYER INSIGHTS | THURSDAY, NOVEMBER 1, 2012
[Sales] Stress Release for Sales People
A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an investment, first made a statement of the obvious – ‘these are stressful times for anybody in sales’ and then a statement of wisdom ‘you have to have an outlet, or a strategy for dealing with that stress’ Fitness for Success [.].
YOUR SALES MANAGEMENT GURU | MONDAY, NOVEMBER 26, 2012
[Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
Sales Mgmt.: On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. 4 Steps on how not to get fired. Hit our web site.
FOLLOW THE LEAD | TUESDAY, DECEMBER 7, 2010
[Sales] Key to sales and marketing alignment: Talk
For b2b sales and marketing execs eager to break down the silos, don’t look to software to close the loop, according to b2b sales expert Brian Carroll. In this video from MarketingSherpa’s recent 2010 B2B Summit Carroll talks about the key ingredient to aligning sales and marketing departments. Sales & Marketing
BUYEROLOGY | WEDNESDAY, JANUARY 4, 2012
[Sales] 5 Ways New Buyer Behaviors Are Impacting B2B Sales
For many in B2B sales, from senior leaders to sales representatives, it may be a discouraging time. If you follow conventional and social media closely, the storied demise of sales has been told many times.
SALES INTELLIGENCE VIEW | MONDAY, OCTOBER 17, 2011
[Sales] The Best Sales Groups on LinkedIn
Sales professionals are able to take advantage of valuable insight about prospects and peers, in turn developing a strong network that translates into increased productivity through resources, tips, advice and much more. Sales Best Practices. Description: Have you some Sales or Marketing skills? Inside Sales Experts.
WINDMILL NETWORKING | TUESDAY, APRIL 10, 2012
[Sales] Social Media for B2B Sales – The 16 Rules of Engagement
Are you ready to become active in social media as part of your B2B sales effort? Jamieson ( 6 Posts ) This monthly Social Media for B2B Sales column is contributed by Craig M. He is the managing partner of Sales Results LLC in Boise, Idaho which owns and operates NetWorks! B2B SalesHere we go! Be real. Be yourself!
GREAT B2B MARKETING | THURSDAY, JUNE 16, 2011
[Sales] How to Shorten the B2B Sales Cycle
If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle. Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it. What exactly do I mean by the term “sales cycle”? So why are B2B sales cycles getting longer?
HUBSPOT | SATURDAY, SEPTEMBER 28, 2013
[Sales] How to Be a Sales Coach, Not a Sales Manager
'Almost every up-and-coming salesperson wants to grow into the job of sales manager. The job title carries a lot of weight and the position itself typically involves either running the entire sales department or a significant portion of it. The sales manager’s job is, first and foremost, as a coach. inbound sales
BUYER INSIGHTS | SATURDAY, NOVEMBER 3, 2012
[Sales] Sales Sabotage: When Politics and Internal Divisions Retard Sales
You have often heard the saying; ‘a house divided among itself will fall’ The same is true of the sales organization. However, However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. Is There An Enemy Within?
MODERN B2B MARKETING | FRIDAY, JANUARY 18, 2013
[Sales] The Key to Sales and Marketing Alignment: The Sales Development Rep
by Dayna Rothman To truly build a high-performance revenue engine, you need to have solid alignment between sales and marketing. One of the keys to creating this synergy is the effective use of a Sales Development Team (you may call this inside sales, lead qualification, or even business development). Sales DNA.
B2B LEAD GENERATION BLOG | SUNDAY, OCTOBER 7, 2012
[Sales] B2B Healthcare Sales: 5 steps to sell to a financially challenged industry
Has been so completely transformed that a sales professional who was at the top of his game merely four years ago could very well be at the bottom of it today? The foundation to stop: Sales from acting as facilitators who depended on experts to relate product benefits to challenging issues. Sales B2B marketing healthcareSources.
SOCIAL MEDIA B2B | TUESDAY, SEPTEMBER 21, 2010
[Sales] Converting B2B Sales Data into Social Intelligence
Given the explosive growth in business and social data, it would be natural to assume that B2B sales and marketing professionals have access to a wealth of new information to learn about and engage the savvy, social buyer we call Customer 2.0. So how is sales data different than sales intelligence? Data can also be misleading.
IT'S ALL ABOUT REVENUE | THURSDAY, DECEMBER 5, 2013
[Sales] Does Your Sales Team Know About the Hidden Sales Cycle?
'by Sylvia Jensen | Tweet this We’ve all heard the statistic that 67% of the sales cycle is complete BEFORE the buyer ever speaks to a sales person. In the ‘old days’ the sales person really controlled the message received by target buyers and educated them at every step of the buying journey. from Eloqua.
WEBBIQUITY | FRIDAY, JANUARY 15, 2010
[Sales] How Social Media Changed the Sales Cycle into the Buying Cycle
Once they developed a short list of vendors for consideration, they contacted the companies (using phones, which were connected via wires) and the companies sent them (printed) sales collateral by mail (postal, that is). Then sales people would contact the prospects and use a “consultative sales process. DBXNT74M6AKY.
SOCIAL MEDIA B2B | TUESDAY, SEPTEMBER 7, 2010
[Sales] The Changing Role of the B2B Sales Rep in Social Selling
Gone are the days of mass marketing and generic sales tactics. Similar to their demand for more personalized sales and marketing outreach, buyers expect attention from people, not companies. So what does this mean for the B2B sales profession? Umberto Milletti is the CEO and founder of InsideView , the Sales 2.0 leader.
LEAD VIEWS | THURSDAY, JULY 8, 2010
[Sales] Why ‘Sales Ready’ is Important in Lead Generation Equation
Ask Marketing folks what ’sales ready Leads’ really mean and you will find a smirk on their faces. Every marketing & sales guy has his own definition of what makes a Lead ’sales ready’ Perhaps this is the single most important factor contributing to the great sales & marketing divide.
INDUSTRIAL MARKETING TODAY | TUESDAY, OCTOBER 25, 2011
[Sales] Use Content Marketing to Manage Industrial Sales Funnels
B2B and industrial marketers are usually tasked with two main responsibilities: Fill the top of the sales funnel (ToFU) with high quality leads. Maximize the middle of the funnel (MoFU) for converting more leads into sales opportunities. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”.
SALES CHALLENGER | MONDAY, DECEMBER 23, 2013
[Sales] 10 Trends Every Sales Exec Must Know For 2014
It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on where we believe the world of sales is headed. Trend #1: A Dismantling of the Sales Machine. The irony here is that the most successful sales organizations are creating a sales climate that is the exact opposite.
SALES CHALLENGER | TUESDAY, JULY 17, 2012
[Sales] The Cost of a Failed Sales Manager? $4 Million…
A member recently shared with me that they’ve estimated the average cost of a single failed sales manager to hover around $4 million, calculating all the direct and indirect costs of lost productivity, attrition or poor team engagement and lackluster customer experience, not to mention recruitment, salary and training costs.
SMASHMOUTH MARKETING | MONDAY, AUGUST 3, 2009
[Sales] Sales Ready Leads: Quality vs. Quantity
Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. As David Greenberg, Sr. Then make some of your own inquiries.
SOCIAL MEDIA B2B | TUESDAY, OCTOBER 26, 2010
[Sales] How to Improve Your B2B Sales Workflow with Social Media
discussed how in-context access to this intelligence will significantly boost sales productivity, enabling more successful outreach and engagement with the socially-savvy Customer 2.0. Social selling technologies and methodologies allow sales reps to: Monitor what is being said about and by the customer. to catching a lead in mid air.
WINDMILL NETWORKING | TUESDAY, JUNE 12, 2012
[Sales] Social Media for B2B Sales – Establishing and Expanding Your Networks
Regardless of your choice of social networking sites to utilize for social media for B2B sales , the power of each will lie in your connections and those who are connected to your connections. By expanding our networks, we are effectively able to do the same with our sales territory. B2B SalesAre they on Twitter? Brilliant!
PUZZLE MARKETER | TUESDAY, JUNE 12, 2012
[Sales] Pinterest Drives Ecommerce Sales [Infographic]
According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business?
INDUSTRIAL MARKETING TODAY | THURSDAY, NOVEMBER 10, 2011
[Sales] Content Marketing Delivers Lead Insight to Sales
It is only at the last stage, Procurement when buyers have already prepared a shortlist of vendors do they contact a manufacturer’s sales rep. See my earlier post, “Inbound Marketing Must Set the Table for Industrial Sales.”. Sales spend less time on prospecting and chasing down elusive leads. Content marketing cannot do it all.
MODERN B2B MARKETING | TUESDAY, SEPTEMBER 13, 2011
[Sales] How B2B Sales Cycles Are Changing
by Carol Fox As Dylan wrote, “The times, they are a-changing, and B2B sales cycles are no exception. But regardless of the factors at play, it stands to reason that learning more about what’s happening to sales cycles can help sales and marketing departments figure out how to shorten them. B2B Sales b2b marketing
SALES INTELLIGENCE VIEW | MONDAY, JANUARY 9, 2012
[Sales] 15 Posts in Sales and Marketing for 2012
Sales Management Questions We Answered in 2011 – Selling Power. Sales Discussions That Need To Disappear in 2012 – Paul Castain’s Sales Playbook. Things I’m Wishing For In 2012 – Insider Sales Experts Blog. Top 7 Critical Sales Trends for 2012 – Heavy Hitter Sales Blog.
B2B CONVERSATIONS NOW | SUNDAY, MARCH 6, 2011
[Sales] Making the Leap to Sales Management - 10 Must Knows
Are you a newly promoted VP of Sales? attended the American Association of Inside Sales Professionals (AA-ISP.org) Inside Sales 2011 conference in San Francisco in February. One of the most interesting breakout tracks was presented by Brett Wallace, VP of Sales for Zoominfo. Your First 90 Days in Sales Management.
SALES INTELLIGENCE VIEW | THURSDAY, MARCH 8, 2012
[Sales] It Might Be Time for Sales Intelligence – 5 Signs That You Need It
“ Sales intelligence is the combination of not only business data, but social context, how you’re connected to a lead or prospect, valuable news insight, and real-time triggers that inform you when to take action. You are buying lists for your sales team. The age of lists and phonebooks are over for sales teams. Sales 2.0
SALES CHALLENGER | THURSDAY, OCTOBER 3, 2013
[Sales] Top 10 Most Cringe-Inducing Sales Rep Phrases
And it got me thinking…if there are common cringe-inducing phrases uttered at dinner tables all over the world, then there surely are common cringe-inducing phrases uttered during sales calls. Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management You’ll have the potatoes?”
MARKETING GENIUS BLOG | MONDAY, JULY 11, 2011
[Sales] Bootstrapping Sales and Marketing for Small Business: 5 Tips to Get Started Fast
One of the hardest questions I get all the time from friends and colleagues starting a small business is “how do I get started with my sales and marketing?” and “should I hire sales people?”. Tip #5: Use your web site to figure out your sales strategy. Usually followed by “should I use email?” Now you can start to….
YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 1, 2010
[Sales] Sales and Social Media-3 Keys
Three Key Social Media Tactics for Sales. Social media may have even more value in sales than in marketing, as marketers still generally deal with prospects in groups, while sales professionals deal with them as individuals—which is where the social media rubber really hits the road. Use LinkedIn. Check out your primary contact.
B2B LEAD GENERATION BLOG | SUNDAY, JANUARY 15, 2012
[Sales] OpenView Names Top 25 Sales Influencers for 2012
OpenView Labs named its top 25 sales influencers for 2012, and I am among them. Learn more about them here: Top 25 Sales Influencers for 2012. Current Affairs Inside Sales Leadership Sales Thought LeadershipTweet I received some news today that leaves me both humbled and honored.
DIGITAL BODY LANGUAGE | TUESDAY, OCTOBER 19, 2010
[Sales] Sales Handoff and the Net Quality Score
One of the most controversial and challenging areas of any revenue engine is the hand-off process from marketing to sales. The nurturing and discovery of qualified leads, while vitally important, is of limited value unless the hand-off to sales is efficient and optimized. What Happens After the Handoff?
YOUR SALES MANAGEMENT GURU | SUNDAY, JUNE 9, 2013
[Sales] Six Steps to Exceed Your Summer Quota
In this blog I wanted to give you some specific tactics to deploy immediately to assist you during the typical summer slow times, while I always consider that an excuse, there are proven sales leadership actions you can take now that will make a difference in your cash flow this summer. Sales Management Training Drop those lines.
FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012
[Sales] 3 Steps to Aligning Marketing and Sales
and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. While challenging, it is possible to get marketing and sales on the same page. Below I have outlined three steps that can move your organization towards marketing and sales alignment.
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.
BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, SEPTEMBER 12, 2012
[Sales] Inside Sales Is The New Outside Sales
'For years after the industrial revolution businesses employed droves of Outside Sales people who were focused on getting those face-to-face meetings, which in contrast to modern Inside Sales practices is a vastly wasteful exercise. The reality today is that the majority of sales are actually done remotely, and the numbers are growing.
YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 1, 2012
[Sales] Sales Management: Preparing for 2013
We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team. 3. Still others believed sales must prospect and any leads from marketing were simply “gifts”. . Preparing for 2013. Panel Discussion.
BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, SEPTEMBER 12, 2012
[Sales] Inside Sales Is The New Outside Sales
For years after the industrial revolution businesses employed droves of Outside Sales people who were focused on getting those face-to-face meetings, which in contrast to modern Inside Sales practices is a vastly wasteful exercise. The reality today is that the majority of sales are actually done remotely, and the numbers are growing.
THE CRAP REPORT | THURSDAY, OCTOBER 14, 2010
[Sales] Sales Prospecting Lessons from New Jack City
Granted, the fashions have changed drastically, but I was able to pull out some sales prospecting lessons from it. If your inside sales folks don’t know what they’re talking about, prospects can tell and will either hang up on them quickly or blow them off the phone with objections. Where were you in March of 1991? .
SALES INTELLIGENCE VIEW | FRIDAY, DECEMBER 30, 2011
[Sales] 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 INTELLIGENCE VIEW | WEDNESDAY, OCTOBER 12, 2011
[Sales] 8 Million Sales Triggers Delivered
Summer of Sales Intelligence: InsideView Sees Huge Gains in Customers and Major CRM Platforms, Delivers 8 Million Sales Triggers in Recent Quarter. That’s according to the latest numbers from InsideView, the leading provider of sales intelligence for the enterprise. not just sales.”
YOUR SALES MANAGEMENT GURU | MONDAY, MAY 14, 2012
[Sales] Are You Facing Sales Fatigue?
Are You Facing Sales Fatigue? The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. It begins with a focus on communication and a series of actions to build belief within your sales team. Sales Action Plans.
B2B LEAD GENERATION BLOG | MONDAY, JANUARY 7, 2013
[Sales] Sales-Marketing Alignment: How consistent messaging helped ADP engage customers at a faster pace
Tweet Brian McGuire is one of those rare marketers who started in Sales and has held leadership roles in both Sales and Marketing. It has instilled in him a passion for viewing Marketing and Sales alignment from the customer’s perspective, as well as the consistent messaging that results from this unique view.
THE POINT | MONDAY, MARCH 12, 2012
[Sales] Think Your Inside Sales Team Has it Covered? Think Again.
Here are some highlights from the original report: “The chances of reaching a new sales lead drop over 10x if you wait longer than the first hour of shown interest, and the odds of qualifying that lead decrease 6x after the first 60 minutes”. It’s a win-win for both sales AND marketing. Big mistake. What’s the solution?
HUBSPOT | MONDAY, SEPTEMBER 23, 2013
[Sales] A Busy Sales Executive's Guide to Effective Social Monitoring
'I talk to sales executives a lot via networking. think every sales executive would agree this would be extremely valuable and beneficial to their work. Here’s a little framework that I use when I think about my social media monitoring strategy as a sales executive. intermediate inbound sales Image credit: Esther Vargas.
SALES CHALLENGER | TUESDAY, NOVEMBER 27, 2012
[Sales] 10 Trends Every Sales Exec Must Know For 2013
It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on where we believe the world of sales is headed. This is the entire premise behind our original research on Insight Selling™ leading us to the Challenger sales profile. Sales culture gets an overhaul.
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 | TUESDAY, JANUARY 7, 2014
[Sales] Sales Planning for 2014
'Sales Planning: Sales Leadership and Sales Execution. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. The quarterly sales plan by salesperson must be much more tactical. Ken’s latest book is “Leading High Performance Sales Teams”.
SALES CHALLENGER | MONDAY, JULY 15, 2013
[Sales] 4 Myths About Driving Mobile Sales Enablement
'Mobile-supported activities are a new domain for most sales organizations – looking to mobile as a means to further improve sales process efficiencies and customer interactions. Indeed, our recent survey on mobile sales enablement shows that 84% of the sales force already uses mobile for various sales-related activities.
BUYER INSIGHTS | FRIDAY, MAY 3, 2013
[Sales] New Perspectives On Sales Success – Research From RAIN Group
New methodologies are challenging old methodologies with increased levels of research and innovation among sales consulting and training organizations around the world. Tips for Sellers Challenger Sales Changes in Buying Rain Group Sales Methodologies Sales Process Solution Selling
SALES CHALLENGER | TUESDAY, AUGUST 16, 2011
[Sales] What Golf Can Teach You About Sales Metrics
Let’s face it—it’s hard to get sales metrics right. Not only is it important to measure the right metrics so that you have an accurate picture of how your sales force is performing, but you also need to get your sales people to care enough about metrics to use them. From the Road Sales Metrics
SALES CHALLENGER | TUESDAY, JANUARY 15, 2013
[Sales] 5 Ways to Avoid a Price-Driven Sale
This offers a new opportunity to engage customers; however, many sales organizations fail to capitalize on it. Learn more on how the best companies engage customers earlier in the sales cycle. Landmine #4: Your sales organization isn’t set up to support meaningful execution of your sales strategy.
FOLLOW THE LEAD | FRIDAY, SEPTEMBER 17, 2010
[Sales] Mapping out the b-to-b sales territory
When it comes to managing the sales territory, some b-to-b organizations are better than others, said Lee Salz, president of Sales Architects. Tags: Sales & Marketing Lee Salz Sales Architects Territory management Then there [.].
GREAT B2B MARKETING | FRIDAY, AUGUST 23, 2013
[Sales] 10 Critical B2B Sales and Marketing Metrics – Part 2
Sales and marketing cost as a percentage of total revenue. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Opportunity close rate: This number is calculated by dividing the total number of sales in a given time period (e.g.
BUYER INSIGHTS | SUNDAY, NOVEMBER 11, 2012
[Sales] When Sales Managers Become Micro-Managers
Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement.
FEARLESS COMPETITOR | WEDNESDAY, JANUARY 11, 2012
[Sales] 60% of the Sales Cycle is Over – BEFORE a buyer talks to your Salesperson
“On average (and with little variation among industries) customers will contact a Sales rep when they independently complete about 60% of the purchasing decision process.” They reach a shocking conclusion – this is not a misalignment of sales and marketing. The world is passing you by. strong value proposition.
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.
B2B LEAD GENERATION BLOG | SUNDAY, AUGUST 5, 2012
[Sales] How IntraLinks Used Social Media to Generate Twice as Many Sales-ready Leads as Any Other Channel
Twice as many sales-ready leads as any other lead generation channel. The team identified “Social Sellers,” the IntraLinks sales specialists who would be responsible for connecting with potential customers through LinkedIn, and who would promote the company’s value proposition via their personal brands. Setting direction. Company name.
SALES INTELLIGENCE VIEW | TUESDAY, OCTOBER 4, 2011
[Sales] 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
SALES CHALLENGER | TUESDAY, MARCH 5, 2013
[Sales] Why Solution Sales is Fading Away
For the past twenty or so years, many companies have pursued a solution sales strategy. This article will explain why solution sales was developed and its limitations, the reason for its demise, and finally how to thrive in the post-solution sales environment. How Solution Sales Became Our Reality. Reasons for Demise.
MARKETING ACTION | MONDAY, FEBRUARY 3, 2014
[Sales] An Act-On Conversation: Anneke Seley and Shawn Naggiar Talk Inside Sales
'Editor’s note: Anneke Seley is the CEO and founder of Reality Works Group, and co-author of the book “Sales 2.0 Improve Business Results Using Innovative Sales Practices and Technology.” She is also the founder of OracleDirect, Oracle’s global inside sales organization, now a multi-billion dollar, world-wide operation.
LEAD VIEWS | THURSDAY, JUNE 3, 2010
[Sales] Marketing Automation 2.0 – When Sales Met Marketing!
I recently came across IDC’s Sales Enablement presentation put together in 2009. In the presentation IDC defines Sales Enablement as – “the delivery of the right information to the right person at the right time and in the right place to assist in moving a specific sales opportunity forward.”. Most marketing automation 1.0
SALES INTELLIGENCE VIEW | THURSDAY, AUGUST 11, 2011
[Sales] How to Leverage Twitter for Sales Intelligence
Leveraging social media during a sales process can make a huge impact on the deals you are working on. Using Twitter for Sales Intelligence gives sales teams some great insights to the companies and contacts you are targeting. How Can Sales People Use Twitter For Sales Intelligence and Sales Growth. Sales 2.0
MODERN B2B MARKETING | SUNDAY, MAY 1, 2011
[Sales] 5 Strategies that Fuel the Sales and Marketing Machine
It was the beginning of the year, a Marketo event to celebrate 2010′s sales success. When we sat down for the dinner and the more formal part of the evening, our SVP of Sales, Bill Binch, got up to say a few words. don’t work in sales. Both the sales and marketing teams are truly crushing it.
FOLLOW THE LEAD | THURSDAY, SEPTEMBER 9, 2010
[Sales] Sales-leader jobs: 7 must-ask interview questions
While most sales reps are reluctant to change jobs in such a sluggish economy others might see the current [.]. Tags: Sales & Marketing Business Expert Webinars Lee Salz Sales Architects Top 100 Sales Leader Interview Questions
HUBSPOT | FRIDAY, MARCH 14, 2014
[Sales] Why Sales Needs Insight Into Marketing's Email Analytics
We''ve been using this data to make good decisions, and even build nurturing campaigns for our sales reps. I don''t want this notification noise distracting our sales team.". Our sales team isn''t tech savvy enough to take advantage of sales technology.". Sales is undergoing its inbound evolution. inbound sales
YOUR SALES MANAGEMENT GURU | TUESDAY, SEPTEMBER 4, 2012
[Sales] Sales Growth: 5 Proven Strategies
Sales Growth. Five Proven Strategies from the Worlds Sales Leaders. What makes this a great read for sales leaders at ANY size organization are the real case study examples that the authors used to prove their strategies. Five Strategies for Sales Growth. Soup Up Your Sales Engine. Lead Sales Growth.
YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 19, 2012
[Sales] Sales Leadership and Management in a Recovering Economy
Sales Leadership and Management in a Recovering Economy. In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans. Actual sales activity compared to a defined set of standards. Rev salesperson profitability to sales volume.
SALES CHALLENGER | WEDNESDAY, OCTOBER 30, 2013
[Sales] Gamification: Fad or the Next Big Thing in Sales?
How to Revolutionize Customer and Employee Engagement with Big Data and Gamification , to learn about how sales organizations are using gamification to motivate sales performance and modify seller behaviors among other things. CEB Sales Members—learn from your peers on how to leverage gamification in sales force training.
B2B CONVERSATIONS NOW | FRIDAY, JANUARY 18, 2013
[Sales] B2B Selling - How to handle “I’m not ready to talk to sales yet” - Part 1
One of the toughest tasks for a sales person is engaging a prospect that is in the early stages of a new project and dismisses the need for help. Sincerely, Top Sales Guy” That’s it. Now you don’t have to buy my new book “The Golden B2B Sales Question” (grin). “Mr./Ms.
THE ROI GUY | TUESDAY, JANUARY 3, 2012
[Sales] Is there a Way to Improve Sales Tool Adoption?
I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year.
WINDMILL NETWORKING | TUESDAY, FEBRUARY 7, 2012
[Sales] Social Media for B2B Sales – What’s Your Plan?
Uncover new opportunities and convert those to sales. am trying to keep these questions sales-centric with the assumption that you are running your own campaign. Some folks I know use basic spreadsheets to track time spent, opportunities created, and sales closed as a direct result of social media activities. B2B Sales
YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 2, 2012
[Sales] Sales Leadership: Gaining Insight & Accountability
Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Sales Management Board of Advisors. How Does the Sales Management Round Table Work? Ken@AcumenMgmt.com.
SALES INTELLIGENCE VIEW | TUESDAY, SEPTEMBER 6, 2011
[Sales] 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. Data Accuracy vs Quality.
B2B LEAD GENERATION BLOG | TUESDAY, AUGUST 30, 2011
[Sales] Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Here’s how you can go about it: 1.
SALES CHALLENGER | WEDNESDAY, APRIL 11, 2012
[Sales] Social Media- The Future of Sales?
This is a claim that has sparked heated debate recently in one LinkedIn sales group. Only 47% of B2B sales utilize the tool, almost exclusively for lead generation. This is a vast space of infinite possibility for sales organizations but is largely misunderstood, untapped and unknown. “Selling is dead. Long live social media”.
B2B LEAD BLOG | WEDNESDAY, MAY 8, 2013
[Sales] Funnelnomics: Four Steps to Accelerating Your Marketing and Sales Funnel – Step 2: Filling Your Funnel with Qualified Buyers
It provides a framework for integrating your marketing lead generation programs with sales execution processes to drive growth and profitability. Be sure to read Step 1: Mapping Your Marketing and Sales Funnel. At the most basic level, delivering qualified buyers to Sales is dependent upon starting with clean records—ie.
FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
[Sales] Business to business sales trends for 2011
As b2b sales reps budget for 2011, sales expert and author Steve Martin discussed Big Picture items in store for next year and their sales implications: Consolidation on steroids: Martin points to a slew of major deals this year – SAP’s purchase of Sybase for $5.8 billion and Intel buying McAfee for nearly $8 billion [.].
ACQUIRING MINDS | THURSDAY, OCTOBER 21, 2010
[Sales] The Sales Lead & the Language Police
Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing. Whatever the case, we continue to face basic issues in B2B sales and marketing. The agreement between sales and marketing acts as the catalyst for sales effort.
YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 30, 2012
[Sales] Are you a Sales Manager or a Sales Leader?
Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter”. Take a moment and answer this question: “If you are a sales manager – or when you think about the person who manages you – which description rings accurate: Sales Manager or Sales Leader ?”. Ken Thoreson, www.AcumenManagement.com.