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  • IT'S ALL ABOUT REVENUE  |  FRIDAY, MARCH 16, 2012
    [Sales] 5 Fundamental Sales Lessons from March Madness History
    But it turns out there are some big lessons for sales from some of the greatest moments in March Madness history. For sales teams to win deals, they need the same confidence. Aberdeen Research’s Peter Ostrow revealed in a webinar that “Best in Class” companies deploying sales intelligence tools saw a 28.4% Confidence. Curiosity.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 6, 2011
    [Sales] Developing an Integrated Content Marketing Strategy that Works – Guest Post
    Good, but not good enough for most organizations, especially when there is a longer sales cycle. For all the talk about email being less effective,  email still works  when it’s relevant and useful, and it can be a great way of providing a “non-sales” touch to your readers and customers on a consistent basis. Joe Pulizzi. _. Online.
  • VIEWPOINT  |  TUESDAY, JUNE 24, 2014
    [Sales] Half of all sales inquiries are good. The challenge is finding which half.
    In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 21, 2015
    [Sales] 10 Things Master Salespeople Do to Sweep Away Skepticism and Close Sales
    Sales Prospecting Perspectives is pleased to bring you a guest blog from Demian Farnworth , Chief Copywriter at Copyblogger Media. To close a sale, a prospect needs to commit to buy (plus a few other steps, but that commitment is crucial). Read on for 10 essential principles to build belief, sweep aside distrust, and close sales.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 14, 2015
    [Sales] How B2B Marketing Supports Sales Enablement
    There is a lot of industry buzz around the term “sales enablement.” B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness This is terrific because the marketing department should […].
  • SALES CHALLENGER  |  MONDAY, MAY 12, 2014
    [Sales] The 2 Types of Sales Effectiveness Functions
    We recently had a member come to us hoping to better understand what the “typical” responsibilities of a sales force effectiveness function are. As you can see from the survey results, the data doesn’t point to one particular activity that is a “must do” for every sales force effectiveness function.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 25, 2014
    [Sales] 7 Benefits of a Prescriptive Sales Process
    7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. In most sales organizations, the majority of salespeople are B or C performers. This was important because the sales team was generally inexperienced.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Top 12 Ways Sales Leverages the Internet
    It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. The important task of sales research. Prospecting Sales 2.0 56% conduct webinars.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 16, 2013
    [Sales] Why Your Reps Are Spending Less Time in Front of Customers
    Sales leaders across all industries are concerned with the amount of time their reps are spending in front of customers. And it is not surprising that sales organizations today are feeling pressured to maximize customer-facing time. Some are also studying how reps use their time and identifying strategies that eliminate wasted time.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How AG's Sales Development Managers Motivate Reps in February [Part 2]
    And even though you may keep your offices heated at a level that stimulates sales productivity, the constant snowfall and bitingly cold temperatures outside can affect your sales development team’s productivity if you''re not keeping a close eye on your team. Share your own strategies to motivate your sales development team below!
  • BUZZ MARKETING FOR TECHNOLOGY  |  TUESDAY, MAY 7, 2013
    [Sales] 3 Ways Social Media can Boost Sales Success
    Facebook Lead Generation Lead Nurturing People Sales Social Business Intelligence Social Media Social Networking Strategy Thought Leadership Twitter. But a new RAIN Group report proves otherwise and shows that sales people that truly “connect” with buyers in this “always on” environment we live in to win more often.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 2, 2014
    [Sales] Why is December a Great Month for B2B Sales Prospecting?
    Historically, the typical sales rep thinks that prospecting and December do not mix. If you want to learn the best reporting metrics to use to benchmark your outbound sales team, download the new Outbound Index ™ ). No one really picks up the phone this time of year, right? Wrong. Fortunately the numbers proved that I’m not crazy.
  • 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. 
  • FEARLESS COMPETITOR  |  MONDAY, MAY 16, 2011
    [Sales] The Power of Story-telling in B2B Marketing
    He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to  lead generation companies  like  Find New Customers. Find New Customers | The Power of Great Story-Telling.
  • 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 INTELLIGENCE VIEW  |  TUESDAY, AUGUST 14, 2012
    [Sales] 6 Steps to Practice Your Social Selling Skills
    The issue with many B2B sales professionals attempting social selling is the struggle to set up a game plan that is effective and adheres to their schedule. However, social selling and utilizing trigger events is becoming increasingly crucial to sales cycles. Sales reps that rapidly responded to trigger events via social media saw: 5.7%
  • SALES INTELLIGENCE VIEW  |  TUESDAY, AUGUST 14, 2012
    [Sales] 6 Steps to Practice Your Social Selling Skills
    The issue with many B2B sales professionals attempting social selling is the struggle to set up a game plan that is effective and adheres to their schedule. However, social selling and utilizing trigger events is becoming increasingly crucial to sales cycles. Sales reps that rapidly responded to trigger events via social media saw: 5.7%
  • SALES CHALLENGER  |  THURSDAY, NOVEMBER 14, 2013
    [Sales] 10 Things to Never Say at Work
    Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management Things can get tough at work. But lots of times, people – myself included, sometimes! – get bogged down to the point of negativity and non-constructiveness. We’re “doing more with less!”. You get the idea. Can you match?”. You should!
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 8, 2011
    [Sales] What Sales REALLY Needs From Marketing
    Lead Generation Companies | What Sales Really Needs from Marketing. Strategies to Get More and Better Prospects into your Sales Pipeline. Jill Konrath is one of the top experts in B2B sales in the world today. Jill Konrath. As a result, 1/2 of salespeople did not make quota last year.
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 26, 2012
    [Sales] Do You Treat Your Sales Teams Like The Hunger Games?
    The Hunger Games in Sales. The mentality of hiring a bunch of sales people and leaving it to them to sink or swim is barbaric. There are career sales people (Tributes) that have been trained for years that you will have to go up against and to compete, you need training. Being the Tribute Winner in Sales. Sales 2.0
  • LEAD VIEWS  |  TUESDAY, JANUARY 8, 2013
    [Sales] Revenue Performance Management – What’s the Buzz About?
    B2B marketing B2B Sales Lead Generation Lead Nurturing Lead Qualification Lead Value Marketing Automation Marketing ROI Sales – Marketing Alignment Demand Generation lead qualification revenue performance management rpm sales and marketing alignment sales forecasts
  • BUYEROLOGY  |  THURSDAY, FEBRUARY 2, 2012
    [Sales] Boost Demand Generation Using Target Ready Buyer Models
    Recently, I published two articles related to 5 ways buyer behaviors are affecting B2B sales , and 5 ways they are affecting B2B marketing.  Contrary to hyped notions of sales going away to wither in the desert – lead generation and the new label of demand generation are more important today than ever. Follow @tonyzambito.
  • SALES CHALLENGER  |  WEDNESDAY, OCTOBER 30, 2013
    [Sales] Gamification: Fad or the Next Big Thing in Sales?
    We recently sat down with Rajat Paharia, author of Loyalty 3.0: 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. Paharia, at least, would argue yes.
  • FEARLESS COMPETITOR  |  THURSDAY, FEBRUARY 10, 2011
    [Sales] Find New Customers: The Lead Generation Assessment
    sales challenges sales funnel Sales-Marketing AlignmentFeeling lousy? Go to the doctor and get a checkup – for you Business feeling lousy?
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions.  It requires interacting with each other on a regular basis as though you were standing at a water cooler – even if you are not in the same office, or country for that matter. Tell us your stories!
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, JULY 24, 2013
    [Sales] The Ultimate Sales Strategy
    The Ultimate Sales Strategy. During a recent new client strategy meeting and a session where I had a chance to interview their entire sales team I came away with a break through idea regarding their sales efforts. These organizations will represent the Vanguard Group, a new level of sales organization elite.
  • 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.
  • LEAD VIEWS  |  WEDNESDAY, SEPTEMBER 5, 2012
    [Sales] Contacting Prospects: Mix it up a Bit!
    Sales people love selling stuff to other people. Inside Sales Lead Nurturing Lead Qualification Sales – Marketing Alignment Demand Generation drip marketing marketing purchase cycle Sales sales-qualified leads sqlsThey are. [[ This is a content summary only.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, DECEMBER 5, 2013
    [Sales] 5 Steps to effectively use case studies in your sales presentation
    How many times have you walked away from a sales presentation muttering “I still don’t have a clue what they do … or why I should care.”. The biggest culprit is usually a sales pitch too dense with words, graphs and images to make any sense. That’s think the case study is an under-used sales technique in many situations.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 18, 2015
    [Sales] Sales Lead Management Leads to the Most Efficient Media Buy
    Sales Leads Sales & Marketing Management Few companies get by on their good looks—although the engineering department would like to think that the pure genius and word of mouth about your product is enough to sell it. In their opinions marketing is not needed.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. But I also had in mind another system I had just seen, MDCDOT , which gives marketing automation functions to sales people. Trends are signposts of the future: they point to where we’re headed.
  • LEAD VIEWS  |  THURSDAY, NOVEMBER 15, 2012
    [Sales] Rescuing Sales Rejected Leads
    In an earlier post we discussed the importance of paying attention to warm or less-than-perfect leads that could result in sales if pursued with additional insight and diligence. B2B marketing B2B Sales CRM Lead analytics Lead Lifecycle Management b2b Demand Generation leads Marketing Automation ROI sales rejected leads srls
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 22, 2012
    [Sales] Sales Leadership: Nine Minutes on Monday
    My speaking and sales leadership consulting practice causes me to work with many  individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels.  Ken’s latest book is : Leading High Performance Sales Teams!
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 12, 2012
    [Sales] The Sales Manager that Does It All…
    The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective.  The sales manager only plans the training. Nothing can be further from the primary goal.
  • FEARLESS COMPETITOR  |  MONDAY, FEBRUARY 15, 2010
    [Sales] The right way to hire salespeople
    Just need the graphics.) I had the good fortune to interview five of top sales experts: 1. Sales knowledge sales challenges sales leadership sales leadership selecting salespeople sales process Tags: Sales 2.0 Jill Konrath of Selling to Big Companies. 2. Kendra Lee of The KLA Group. 3.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 23, 2012
    [Sales] 3 Reasons Why Sales and Marketing Don’t Agree on “Lead Generation”
    Marketing says “tomato”, and sales says, “Give me more leads.” Having served on both sides, I have a unique understanding of what goes on inside the head of a marketer and inside the head of a sales rep (*shudder!*) Sales is measured on hitting a revenue target. Metrics. And therein lies the disconnect.
  • 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 CHALLENGER  |  SUNDAY, FEBRUARY 2, 2014
    [Sales] Managing Channel Conflict: Get Reps to Play Nice
    At the start of each year, sales organizations often look to reevaluate their channel strategy to better align resources—ensuring they are not overinvesting in some customers and under-investing in others. First, what causes conflict between sales channels? CEB Sales Members, review the Indirect Channel Sales topic center.
  • SALES CHALLENGER  |  MONDAY, OCTOBER 21, 2013
    [Sales] 5 Key Questions for Sales
    We’ve just returned from the 2013 CEB Sales and Marketing Summit in Las Vegas (our annual conference of 600+ sales and marketing members), where we discussed, among other things, the next generation of commercial talent. Changing Nature of the Customer —it’s a fact: the days of the single decision-maker are over.  people.
  • SALES CHALLENGER  |  MONDAY, DECEMBER 23, 2013
    [Sales] The Challenger Sale: Mindset or Method?
    The research looks at the recent and rapid evolution of the traditional sales model and what corporate sales teams must do to win in this new environment. One recent question addressed the implementation of the Challenger sales model and asked if Challenger selling is more of a philosophy than a process or methodology.
  • SALES CHALLENGER  |  WEDNESDAY, NOVEMBER 6, 2013
    [Sales] How to Create New Organizational Habits
    Recently at the CEB Sales and Marketing Summit in Last Vegas, Charles Duhigg, author of The Power of Habit , spoke about what sales organizations can learn from the science of habit formation. In some ways, many of the goals sales leaders are working towards can be summed up to changing or developing new institutional habits.
  • SALES CHALLENGER  |  MONDAY, JULY 22, 2013
    [Sales] Is Your Sales Process Hurting or Helping Reps?
    In our last post from our series on Driving Sales Transformation , we discussed what sales organizations can do to allow reps to exercise judgment.  But, as we have previously argued , our research shows that activity-driven process adherence is standing in the way of reps adopting winning sales behaviors.
  • BUYEROLOGY  |  SUNDAY, MARCH 18, 2012
    [Sales] Your Top Priority Is Growing The SMB Revenue Base – Now What?
    This is how a VP of Sales in the software industry put it to me recently in my research: “Here is what it looks like…we are actually selling more of our product into our larger accounts than ever before….but…over Ways New Buyer Behaviors Are Impacting B2B Sales (buyerology.com). 500 listed companies across the globe.  Related articles.
  • LEAD VIEWS  |  TUESDAY, AUGUST 21, 2012
    [Sales] No Lead Left Behind
    Sales teams expect a constant flow of hot leads. When hot leads don’t convert to revenue – or don’t convert quickly enough – sales sometimes complains that marketing’s qualification process isn’t stringent enough. Sales reps don’t want to waste time and effort on what they perceive to be non-productive opportunities.
  • 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 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, AUGUST 22, 2012
    [Sales] 5 Dreamforce Sessions Sales People Must Attend and Why #DF12
    With the rise in this increasing phenomenon, sales professionals need to be ready to fully understand how it is effecting businesses. 79% of sales reps that incorporated social selling achieved their quota over the last calendar or fiscal year. Sales reps that deployed social selling saw a 16.3% Dreamforce Sales 2.0
  • SALES CHALLENGER  |  TUESDAY, JANUARY 21, 2014
    [Sales] Why Individuals No Longer Rule on Sales Teams
    Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme.
  • FEARLESS COMPETITOR  |  WEDNESDAY, MAY 18, 2011
    [Sales] What’s Your 118?
    He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. Sales knowledge sales leadership Sales Leads sales-ready leads
  • SALES CHALLENGER  |  WEDNESDAY, JUNE 27, 2012
    [Sales] 6 Coaching Pitfalls to Avoid
    Rapidly changing customer behaviors and expectations, coupled with increasing competition, is making it difficult for reps to close deals, often driving sales organizations to re-examine ways to boost sales. That’s because the progressively complex sales environment is pushing sellers to develop new skills.
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, NOVEMBER 6, 2014
    [Sales] #ProspectingChat: Inbound Prospecting with Howard Brown of RingDNA
    Just in time to get ramped up in Q4, we''re sharing our best sales best practices for prospecting inbound leads, or leads generated from marketing efforts. Inbound Sales Inbound Marketing Sales Prospecting Strategies Sales Advice Inbound Outbound Sales Inbound Leads Outbound Prospecting Who knows what that means?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JULY 16, 2013
    [Sales] 5 ways to use social media in sales even if your customer isn’t on Facebook
    When I talk to B2B sales teams, one of the biggest concerns I hear is: “but my customer isn’t on Twitter.” Here’s a simple idea to give your sales team a little edge: Unify your company and product descriptions so that every employee becomes a potential beacon for your brand. Follow all these people! Thank you.
  • 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 INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 1, 2012
    [Sales] People Insights: It’s Like Ancestry.com for B2B Sales
    Most sales people do not have the opportunity to walk into the offices of their prospects, see the awards on the wall, photos on the desk and bag of golf clubs in the corner. Without these insights, a salesperson is left to their own devices and would be left with being just another sales guy with a pitch. People buy from people.
  • 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].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 18, 2015
    [Sales] Are You the Maestro of Your Sales Team?
    Are You the Maestro of Your Sales Team? This level of trust is crucial in high performance sales teams when personality’s and tensions sometimes cause conflict. The sales leader must reinforce this whenever possible, especially during the monthly company meeting with all the employees. Need more sales management resources?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] A Dip Into Sales Data vs. Sales Intelligence
    Sales Data vs. Sales Intelligence. Sales Data may be defined as the quantifiable facts and figures about prospects, including company and contact details as well as financials, that can be pulled from a variety of editorial or user-contributed sources. Essentially, sales data is exactly how it sounds: it’s just data.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone.
  • 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 PROSPECTING PERSPECTIVES  |  TUESDAY, JANUARY 27, 2015
    [Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
    Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
  • FEARLESS COMPETITOR  |  WEDNESDAY, JUNE 30, 2010
    [Sales] The 7 Second Test for B2B Marketers
    At the Social Media Camp on Long Island last week, we got into an interesting discussion about how to get attention to drive sales leads. When I shared the “7 Second Test,&# one of the experts agreed “That’s why every comedian makes sure his first joke is his best. That’s what grabs the audience.&#.
  • 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  |  MONDAY, SEPTEMBER 24, 2012
    [Sales] Does Challenger Confuse Marketing with Sales?
    Some of the sharper criticism we’ve seen of the Challenger approach stems from observations that the guidance we offer confuses marketing with sales. The job of sales is to drive those leads through to conversion.  Without this, you run the risk of sending your sales people into customers naked!  By Matt Dixon and Nick Toman.
  • BUYEROLOGY  |  WEDNESDAY, JANUARY 25, 2012
    [Sales] How B2B Leaders Are Understanding Buyers Better With Behavioral Buyergraphics
    For decades, B2B sales and marketing has relied on business information of the likes of Hoovers , Dun & Bradstreet , and others.  Ways New Buyer Behaviors Are Impacting B2B Sales (buyerology.com). Ways New Buyer Behaviors Are Impacting B2B Sales (customerthink.com). What has been missing?  Follow @TonyZambito.
  • FEARLESS COMPETITOR  |  MONDAY, JANUARY 31, 2011
    [Sales] Find New Customers: 6 Marketing Principles from Made to Stick
    sales challenges sales funnel sales leadership Sales Leads sales-ready leads
  • FEARLESS COMPETITOR  |  SATURDAY, SEPTEMBER 17, 2011
    [Sales] How, When and Where Buyers Want Content
    The formula is simple – great content = sales leads. Not many have tried to measure the impact of stories on the sales process.&#. Savvy companies today create both to appeal to different audiences and different times in the sales cycle. B2B Lead Generation | Content Marketing Tips. Content marketing is huge today.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, DECEMBER 3, 2014
    [Sales] Marketing and Sales Alignment or Integration?
    Sales Prospecting Perspectives is pleased to bring you a guest post from David Brock , sales consultant and President at Partners in EXCELLENCE , where this post was originally published. I’m fascinated about a lot of the discussion about B2B sales and marketing alignment. Sales Enablement Sales and Marketing Alignment
  • MARKETING ACTION  |  THURSDAY, MAY 7, 2015
    [Sales] Seriously, Chill on the Cold Calling
    Sales is still the toughest game in town, to my way of thinking, but some things have gotten much, much better. Here are two of the most important tactics they employ to directly help sales: Targeted outreach. If the score advances beyond a threshold, it goes to sales, stat. We called it “dialing for dollars.” That was then.
  • SALES INTELLIGENCE VIEW  |  SUNDAY, MAY 6, 2012
    [Sales] Capitalizing on Strengths as a New Sales Manager
    As a new sales manager, your role may be to improve sales, streamline a process and/or boost employee productivity. To steer the sales process in a productive direction, you’re better off focusing on the positives. Consider establishing the following practices: Get to know all sales team members.
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 31, 2011
    [Sales] Find New Customers releases “7 Keys to Successful B2B Marketing”
    He presented “How to Create a Great Personal Brand&# at the 140 Social Media Conference on Long Island recently and will appear on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. They’re in endless meetings.
  • FEARLESS COMPETITOR  |  THURSDAY, MAY 19, 2011
    [Sales] Find New Customers releases “7 Keys to Successful B2B Marketing”
    He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | 7 Keys to B2B Marketing Success.
  • 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
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, FEBRUARY 3, 2015
    [Sales] 7 Techniques to Stay Optimistic During Your Sales Superbowl
    B2B sales development reps and managers, if you want to feel proud for your team’s accomplishments at the end of the quarter, stay optimistic and keep cold calling. Sales development reps can move along in their day like a football player moves along on the field. Sales Motivation Optimism Handling Sales Objections B2B Sales Success
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] Sales Leadership: 5 Steps to Exceed 2015 Quota
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit. Is it competitive?
  • B2B LEAD GENERATION BLOG  |  MONDAY, JUNE 17, 2013
    [Sales] Webinar: Inside Sales Virtual Summit reveals selling best practices
    Tweet A top struggle for sales professionals is optimizing selling time and driving lead generation. On Thursday, June 20, at the Inside Sales Virtual Summit, I will reveal how a billion-dollar telecommunications company addressed this situation by: Bringing science and testing to their calling process, and. Jill Konrath, SNAP Selling.
  • SALES INTELLIGENCE VIEW  |  MONDAY, JULY 9, 2012
    [Sales] 15 Powerful Social Media Questions for B2B Sales
    Our sales organization considers Company Buzz an essential part of their sales process.” They are informed about your offering – and your competitors’ – and they are starting the sales process without you. In Prospecting Sales 2.0 “In this world of crazy busy buyers, the road to relevancy is often the road to success.
  • FEARLESS COMPETITOR  |  MONDAY, DECEMBER 6, 2010
    [Sales] 4 BtoB Marketing Action Items for 2011
    And we at Find New Customers want to … Continue reading → Business relationships Buyer Personas Fearless Competitor Leadership Leadership Lessons Management best practices Marketing Sales 2.0 sales challenges Sales knowledge sales leadership Sales-Marketing AlignmentThank God. It’s about time.
  • 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.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JULY 13, 2011
    [Sales] How to Nurture Sales Leads
    From Marketo , here are the benefits of quality lead nurturing: Fewer marketing-generated leads ignored by sales (from 80% to as low as 25%). 20% more sales opportunities. As companies struggle to create quality sales opportunities for sales teams, they turn to lead generation companies like Find New Customers.
  • FEARLESS COMPETITOR  |  WEDNESDAY, AUGUST 3, 2011
    [Sales] B2B Demand Generation expert Mac McIntosh – Interviewed by Find New Customers
    Mac is also publisher of Sales Lead Report ® and B2BMarketing Technology Insights ™. We’re deeply honored to interview this expert, who was recently voted #1 of the Sales Lead. That’s a shame as research shows that only one in four sales come from leads with short-term needs. Mac McIntosh. What do you recommend?
  • SALES INTELLIGENCE VIEW  |  FRIDAY, DECEMBER 21, 2012
    [Sales] The 8 Types of Sales Reps
    In a 2010 study for the Harvard Business Review, Lynette Ryals and Iain Davies observed 800 sales professionals in live meetings. They discovered that sales reps exude one of eight personalities, and that only 3 of those personalities (accounting for 37% of the sales reps) are consistently effective. The Best. Experts. Closers.
  • FEARLESS COMPETITOR  |  SUNDAY, MARCH 24, 2013
    [Sales] Selling Power TV – Aligning Sales and Marketing featuring marketing expert Jeff Ogden
    Jeff Ogden, TV Talk Show Host of Marketing Made Simple TV addresses the typical complaints that sales leaders have with marketing such as. not enough qualified sales leads. lack of collaboration between sales and marketing. Visit the website of his sales lead generation company , Find New Customers: www.findnewcustomers.com.
  • YOUR SALES MANAGEMENT GURU  |  FRIDAY, AUGUST 3, 2012
    [Sales] The End of Solution Sales
    The End of Solution Sales. The Role of Sales Leadership & Management. As a salesperson and sales manager for many years I clearly understand the concepts and logic behind a solution sale. Are you including new sales processes/tactics that can make your organization stand out during the sales cycle?
  • FEARLESS COMPETITOR  |  TUESDAY, MAY 24, 2011
    [Sales] Find New Customers releases “7 Keys to B2B Marketing Success”
    He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. As companies struggle to create quality sales opportunities, they turn to lead generation companies like Find New Customers. B2B Lead Generation | 7 Keys to B2B Marketing Success.
  • 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
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 14, 2012
    [Sales] Why is Sales Intelligence Becoming So Critical for Professional Experience?
    There is little to no doubt that as sales intelligence continues to emerge in the industry, it will become a crucial component in your job resume. As companies continue to sense the empowerment sales intelligence brings to their sales teams, experience with such platforms are beginning to become a standard for incoming sales professionals.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MARCH 28, 2012
    [Sales] 7 Ways Sales Intelligence Gives You Super Powers
    Tom Meriam is the VP of Sales at Spear Marketing Group, a B2B Marketing Agency , and writer for his personal website: ROI Marketing Insights. Tom has spent over the last 15 years in the sales and executive levels. Now, before you start exposing your sales team to gamma rays and radioactive spiders, there’s another solution. 
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 14, 2015
    [Sales] #ProspectingChat: Perfecting Response Rates with Donato Diorio
    We''ll share creative sales prospecting techniques, ways to make the "follow-up" more effective, some bad habits and good habits to follow, and more. Q3: Let’s talk about “the follow-up” in sales voicemails and emails. Q6: Can you give an example of the worst sales voicemail you ever received? Date: Wednesday, January 14, 2014.
  • B2B LEAD GENERATION BLOG  |  FRIDAY, JANUARY 27, 2012
    [Sales] The Lament of the Inside Sales Team: Data, Data Everywhere, but Who’s Ready to Buy?
    Nearly every company I talk to does some kind of lead scoring, but rarely do those lead scores align with their database in a way that allows their sales teams to determine – at a glance – which prospects are the right fit at the right time. Their organization’s firmographic details – such as revenue, marketing budget, sales cycle and size.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 8, 2014
    [Sales] InsideView Names Top Sales & Marketing Influencers of 2014
    Dreamforce Marketing Sales 2.0 Sales Strategy Social Media for Sales Social Media Tips Social Selling B2B influencers B2B lists influencer lists Influencers marketing influencers sales influencers top 25 top lists top marketers top sales Today we’re proud to announce our third annual In […].
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 14, 2013
    [Sales] Lead Generation: Who knows the customer better – Marketing or Sales?
    The only presentation that ever seemed to rattle her nerves – and just ever so slightly – was the annual presentation to Sales leaders, justifying her upcoming budget (and, perhaps, existence). “We talk to the customer every day…”. Let me first say, I am a huge proponent of Sales-Marketing alignment. Well, all except one.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] 4 Ideas to Ensure Success With Sales Analytics
    by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance software company. Additionally, having a focused set of KPI goals for a sales team is just as important as having the right data. Second, provide data access to everyone.
  • ANNUITAS  |  TUESDAY, SEPTEMBER 2, 2014
    [Sales] The Myth About Sales Pipeline
    Most sales managers or Sales VPs will tell you that in order to meet their quota, they must have a pipeline of X.  Whether it is a three X, five X or seven X pipeline, these sales people have a formula that they follow that knows what they need to get them to their stated goal.  However, what if this approach was wrong? 
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 3, 2013
    [Sales] Sales On-Boarding Programs
    Sales On-Boarding:  New Hire Success or Failure. Normally each new hire must listen to the president sell the company, listen to other salespeople sell the company, make a few “ride along” sales calls, practice selling the company to  other salespeople before having to make a formal presentation during the third week to the president.
  • SALES INTELLIGENCE VIEW  |  MONDAY, DECEMBER 12, 2011
    [Sales] Sales Intelligence at the Speed of Light
    The best way to increase sales effectiveness is to speed up the research process and then get regular updates on your prospects and the companies they work for. Sales intelligence can give you a fresh group of prospects based on sales trigger events in the industry specifically in your territory. Top sales tips to follow.
  • FEARLESS COMPETITOR  |  TUESDAY, MARCH 15, 2011
    [Sales] How to Deal with Key Content Marketing Challenges
    Find New Customers helps companies like yours (with 150 to 5,000 employees and complex products) implement  lead generation programs to improve the way you find and  acquire high quality  sales leads using best practices in  online lead generation. Quality sales leads matter. Hope you enjoy it. contact-form].
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s  25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
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