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  • 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, 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 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.
  • 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
  • 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.
  • 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).
  • 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.
  • 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.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 12, 2013
    [Sales] Managing A Sales Manager
    Managing a Sales Manager  . As a result of our one of my readers sending me an email comment regarding his personal situation,  I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com.   . Sales Management Reporting  . Sales Metrics.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  WEDNESDAY, APRIL 20, 2011
    [Sales] A process to connect social media, content marketing and sales
    How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy.  Let’s start with your good ol’ sales funnel.  Now you know where the different elements can contribute to the sales process.
  • 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.
  • TONY ZAMBITO  |  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. 
  • 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.
  • AVITAGE  |  TUESDAY, JANUARY 19, 2016
    [Sales] B2B Sales Conversations — By Design
    To paraphrase David Packard, sales conversations are too important to leave to sales people. B2B sales conversations for key touch points should be designed. How have you designed the sales conversations for your key touch points? How consistent is the delivery of your messages, across your sales teams?
  • 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.
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  MONDAY, NOVEMBER 5, 2012
    [Sales] 7 Paradoxical Sales Principles
    Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success. 1. To win more sales, stop selling. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale. 2. To speed up your sales cycle, slow down. Go one step at a time.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 25, 2016
    [Sales] The Data-Driven Sales Team: Why Social Selling Works
    once had a sales person in Europe challenge me about the use of data and technology in sales: “My customer wants to see me EYE TO EYE,” he exclaimed. Why is data relevant in a relationship business like sales? His main points included: Data Mean Sales. Sales Needs to Adjust to Compete. Social Selling Works.
  • 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.
  • 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.
  • 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  |  TUESDAY, DECEMBER 16, 2014
    [Sales] 5 Reasons Not to Build Your Sales Development Team One Rep at a Time
    Sales development reps, you''ve all heard it. If your company has a sales development team, you know that one of the few things that helps these sales reps get through the day is knowing that the person sitting next to them is dealing with the same challenges. Hey, we''re in B2B sales for a reason right? 4) Peer Training.
  • 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.
  • DIGITAL B2B MARKETING  |  SUNDAY, APRIL 22, 2012
    [Sales] B2B Sales and Marketing Integration
    Danny lined up a great set of provocative questions for the group on aligning B2B sales and marketing. As always, the #B2Bchat participants shared a range of perspectives from both sales and marketing experiences. Business #B2Bchat Alignment danny hanssel Marketing SalesFollow @B2B_chat for announcements of the topic each week.
  • ACT-ON  |  THURSDAY, JUNE 9, 2016
    [Sales] 3 Tips to Shrink Your Long Enterprise Sales Cycle
    You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months. There is a direct correlation between deal size and sales cycle length.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 19, 2014
    [Sales] 4 Reasons to Switch to an Inside Sales Model
    Sales Prospecting Perspectives is pleased to bring you a guest post from Howard Brown , Founder and CEO of RingDNA. But now, more and more companies are hiring remote reps, also known as inside sales. These reps possess many of the same sales skills as field sales reps. Inside Sales Reps Can Reach More Prospects.
  • 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.
  • 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.”
  • AVITAGE  |  SATURDAY, MARCH 12, 2016
    [Sales] B2B Sales Content Strategy
    This is a sales content strategy guide for the perplexed. It is for people in marketing and sales who must collaborate to get these strategic assets right. For this article we are talking about sales content. More specifically, we’ll focus on B2B sales that are defined as complex, considered or value sales.
  • 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.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, APRIL 29, 2013
    [Sales] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs.
  • 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.
  • 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.
  • 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? 
  • 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
  • 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.
  • 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
  • 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.
  • 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
  • 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  |  THURSDAY, MAY 16, 2013
    [Sales] Sales Tips from Dwight Schrute
    NBC.com put together a collection of Dwight’s top sales tips, which are, like Dwight, insane. I’ve selected a few of my favorites to tone down and translate into language the everyday sales rep could grasp. Pre-Sale. Not only did we make the sale, but there is now far less goat feces in our wheat.”. Get focused.”.
  • FEARLESS COMPETITOR  |  TUESDAY, AUGUST 2, 2011
    [Sales] What Sales Really Needs from Marketing
    B2B Demand Generation | What Sales Really Needs. Sales is generating over 1/2 of their own leads, as per the 2011 Lead Management Optimization study by CSO Insights. Sales is poorly equipped to deal with this reality. What does Sales really need to be effective? Why does sales need help from marketing? Sales tools.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary.
  • 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!
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, OCTOBER 31, 2012
    [Sales] 7 Ways Your Sales and Marketing Can Align
    When sales and marketing are on the same page, performance is better.  88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Sales will say they need better leads. How to do it? Ride Together. Plan Together.
  • 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
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 14, 2015
    [Sales] Prospecting: Fill your sales pipelines now!
    The Telephone Is the Most Powerful Sales Prospecting Tool. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! The phone is your most powerful sales tool. By Jeb Blount, author of Fanatical Prospecting. Books
  • 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.
  • 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.
  • 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. 
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Sales] When Sales “Intelligence” is Actually Sales Interruption
    Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. In other words, they harm sales productivity. Marketing Automation Sales
  • 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
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Sales] E-commerce: An Important Channel for Industrial Sales
    I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Annual Sales: $1.5+ billion with no outside sales force. MRO distributor W.W. igus® Inc.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Sales & Marketing Have Moved In Together [Infographic]
    Are your sales and marketing relationships on a path toward power. Historically, the inability to track marketing efforts and correlated results has been a major factor in misaligned sales and marketing departments. Back then, as little as 10 years ago, marketing arranged the blind dates for sales, the cousin. Marketing Sales 2.0
  • 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?
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] Sabotaging Industrial Marketing Hurts Sales
    Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. This is only a content summary.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 18, 2014
    [Sales] Sales Mgmt: don’t over complicate it….
    Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. When I said: you don’t show this to them during the sales process do you?
  • 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 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  |  TUESDAY, MAY 10, 2016
    [Sales] 7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Sales measures itself on revenue generated (and sometimes margin). Document the cost per lead — and the cost per sales accepted lead, -sales qualified lead, -closed deal.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 14, 2013
    [Sales] Sales Management: Taking Smart Risks
    Sales  Management: Taking Smart Risks. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. His latest book is “Recruiting High Performance Sales Teams”.      Ken@AcumenMgmt.com    www.AcumenManagement.com. How Sharp Leaders WIN When Stakes are High.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 19, 2016
    [Sales] How Manufacturing Content Marketing Sets the Table for Sales
    They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. I recently received two emails from two different manufacturers. This is only a content summary.
  • 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 INTELLIGENCE VIEW  |  MONDAY, JANUARY 23, 2012
    [Sales] 25 Motivational Sales Quotes
    gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” Blogroll Sales Data Social Selling B2B b2b sales motivational quotes Sales Sales 2.0
  • 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.
  • DISCOVERORG  |  FRIDAY, JULY 15, 2016
    [Sales] The Human Element of Sales and Marketing
    This could teach us a lot about a human approach to sales and marketing. While most marketers and sales professionals may not think of themselves as change agents, they would be mistaken.  In fact, when we ask someone to invest in our product, we are asking them to embrace and champion change within their organization.
  • MARKETING ACTION  |  THURSDAY, MARCH 7, 2013
    [Sales] Unpack Your Sales Funnel
    Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive  tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Sales is hard. There’s a lot of pressure on sales people to make their numbers.
  • 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, FEBRUARY 10, 2015
    [Sales] 3 Soft Selling Skills I See In My Best Sales Development Reps
    I was having an interesting discussion with my Director of Marketing the other day about her perspective on hard vs. soft sales skills. From what she has seen working with experienced sales guys and gals over the years is that they rely far too much on their hard skills to get them by. Sales Prospecting B2B Sales Success
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 30, 2014
    [Sales] What Are You Doing to Prevent No-Shows for January B2B Sales Calls?
    Here are a few things that have worked here at AG Salesworks to minimize the likelihood that prospects will attempt to reschedule or cancel those important 2015 B2B sales calls: 1) Send a 24-hour reminder email. think we all can get in the bad habit of thinking that our sales calls are at the top of our prospects'' minds first quarter.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, AUGUST 20, 2014
    [Sales] B2B Sales Prospecting: Remember to Finish Listening!
    AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. There’s a lot of truth to that idea, and never more so than when a buyer raises objections during the sales process. The Sales Dance: Four Steps to a Better Presentation Stephen R. Covey.
  • CMO ESSENTIALS  |  THURSDAY, DECEMBER 11, 2014
    [Sales] 21+ B2B Marketing & Sales Pros Empowered by Emotion
    As this is the time when marketers often make predictions for the coming year, I think it’s a safe bet to say that in 2015 and beyond, emotion, empathy, and building meaningful connections will be significant competitive advantages for B2B marketing and sales professionals. Why 21+ though? You can follow Jill on Twitter via: @Jill_Rowley.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Industrial Marketing Can’t Succeed Without Sales
    I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs This is only a content summary.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 7, 2014
    [Sales] Creativity for Sales Leaders
    Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. For first time sales managers is now available: [link]. Another example is J.R.R.
  • 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!
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”.
  • BIZNOLOGY  |  TUESDAY, OCTOBER 20, 2015
    [Sales] I put my Sales money where my CRM mouth is
    As all of you well know, it’s not easy doing sales, keeping customers happy, getting to know prospects and build the sort of trust required to end up doing business together, while also fulfilling contracts, being responsive to retainers, managing local and overseas teams, and also keeping up with my fair share of hourly consulting work.
  • 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).
  • 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 PROSPECTING PERSPECTIVES  |  THURSDAY, MARCH 28, 2013
    [Sales] Sales Prospecting For Minutemen
    Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. This is the equivalent of product dumping.
  • DISCOVERORG  |  MONDAY, JULY 25, 2016
    [Sales] Successful Sales Coaching Best Practices
    Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. In even the fastest growing organizations, there is always room for improvement.
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, DECEMBER 29, 2014
    [Sales] Sales Prospecting Perspectives' Top 10 Blog Posts in 2014
    Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. Happy December 31, everyone! What are yours?
  • CONVERSIONATION  |  THURSDAY, JULY 21, 2011
    [Sales] B2B: Involve Your Sales People in Social Media Marketing and CRM Now
    In many B2B companies, especially those with a longer sales cycle (or buying cycle if you will), there is at least one division where employees meet customers and prospects without sitting behind their computers and campaign or CRM dashboards all the time: sales. Good sales people have always listened: do you listen to them?
  • SALES PROSPECTING PERSPECTIVES  |  THURSDAY, OCTOBER 31, 2013
    [Sales] How Invested are Your Inside Sales Reps?
    Over the summer, the AG team created a list of 50 traits an inside sales rep should have. Number 43 was that an inside sales rep should be invested. The main traits and skills that I feel an inside sales rep should have to be invested are: Devotion, Persistence, Active Listening. If they are not interested, GREAT! Find out why.
  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Sales] Sales Lead Management Leads to a Lower Cost of Sales
    “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Follow-up is the responsibility of the sales reps and as reported in the CRM system it was only 15%. Lead Management
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
    There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers:   1) Get the person on the other end to LIKE you. Sales won’t cut it.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 10, 2011
    [Sales] 10 of the Best Sales Sites
    As a social marketing associate at InsideView , I like to spend my morning gathering the best sales content to dish out throughout the week. Part of our mission here is to give our fans and other audiences the best sales knowledge they need to get the job done. Your Sales Playbook. 3. The Sales Hunter. 5. Sales Du Jour.
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    Marketing becoming the home for content strategy and sales enablement finding its’ home in sales.  Image via Wikipedia.   What’s going on? 
  • SALES PROSPECTING PERSPECTIVES  |  TUESDAY, DECEMBER 9, 2014
    [Sales] What Kind of Sales Superhero Are You? [Quiz]
    In a world… where sales stars are born… Four have risen above the rest and become… Superheroes! Are you Inside Sales Iron Man , confident and persistent, well-armored against objections and always researching new techniques? Sales Prospecting B2B Inside Sales B2B Sales Success
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. How can we get the most sales handoffs with the least effort? Test #1.
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.”  However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. Pretty anemic! 
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 25, 2012
    [Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
    Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. The sales team had accepted none of them. Looked great on paper. Levy says.
  • DISCOVERORG  |  FRIDAY, FEBRUARY 12, 2016
    [Sales] Why Sales Is Like a Taco
    But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this. The Taco Sales Cycle. If Acme Inc.
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] Hire High Performance Sales Teams # 2
    Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ If you can find good people, they can always change the product/service. Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization.
  • 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 PROSPECTING PERSPECTIVES  |  FRIDAY, APRIL 5, 2013
    [Sales] How To Effectively Increase Your Sales Pipeline
    When I was a rookie sales guy I was not much for business plans. We specialize in identifying and delivering high value sales opportunities to technology firms. I have learned over the years that having a well thought out plan to reaching any goal makes all the difference. Building a pipeline is no different. Failure is not an option.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, MAY 23, 2014
    [Sales] How Trade Shows Can Impact Inside Sales Reps’ Sales Skills
    Sales Prospecting Perspectives is pleased to bring you a post from Evan O''Toole , a Business Development Representative and social media team member at AG Salesworks. The power of face-to-face interaction in sales should never be undermined. Inside sales reps can see firsthand who and what their potential buyers look like.
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