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  • 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 CHALLENGER  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Choosing the Right Sales Structure
    In today’s complex world of sales where customer buying behavior is becoming increasingly sophisticated, sales leaders are being forced to transform how they approach managing their sales organizations in order to achieve desired business results. Therefore it’s no surprise that making such a decision is far from easy.
  • 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?
  • FEARLESS COMPETITOR  |  WEDNESDAY, MARCH 16, 2011
    [Sales] The Sorry State of Sales Leads Today
    points out the sorry state of sales leads today. Here’s what the study authors had to say: THINGS TO THINK ABOUT: Creating Opportunity Smart organizations realize that the job of a Sales Rep is not to just “follow up on leads,” but rather to “create opportunity.”. It’s no fun being a B2B salesperson today. It gets worse.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Sales] Lead Generation That Converts Leads into Sales Opportunities
    Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers. challenge. Create a marketing funnel .
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [Sales] Sales and Marketing: The technology behind CRM
    However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. Marketing, Sales (and IT) alignment.
  • 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.
  • DIGITAL B2B MARKETING  |  WEDNESDAY, APRIL 11, 2012
    [Sales] Looking Beyond Sales and Marketing Alignment
    In many B2B marketing organizations, marketing is expected to deliver leads and sales is expected to close. In a world of perfect sales and marketing alignment, marketing and sales have a common definition of qualified leads, the number of leads needed, when leads should be delivered and how the handoff from marketing to sales will function.
  • 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.
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, FEBRUARY 11, 2015
    [Sales] How to Change your B2B Sales Team’s Culture for the Better
    Any sales professional, whether you’re a top 20% rep or managing a group with a lot of potential, knows the either detrimental or exceptional effects your B2B sales team’s culture can have on your business’s bottom-line. Your change towards a better sales team culture and more engaged employees doesn’t have to take place all at once.
  • 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!
  • 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.
  • 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.
  • 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.
  • ANNUITAS  |  FRIDAY, MAY 15, 2015
    [Sales] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
    These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished. What the study showed was that buyers are interacting with sales reps more than 50% of the time in the earlier phases of the buying process. Educate sales on how we built our programs around personas and buying stages.
  • LEAD VIEWS  |  FRIDAY, AUGUST 31, 2012
    [Sales] Sales Forecast – Martoons
    B2B Sales business cartoons martoons Sales sales forecast sales projections[[ This is a content summary only. Visit my website for full links, other content, and more! ]].
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Sales] Why is Inside Sales So Scared of Lead Nurturing?
    Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Once initiated, the steps are as follows: 1. Marketo sends first follow-up email. 2.
  • 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.
  • 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.
  • 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.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  Improving productivity among its sales teams. Productivity per sales person. Enabling a High Performance Sales Force.
  • 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?
  • 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.
  • FEARLESS COMPETITOR  |  MONDAY, JULY 11, 2011
    [Sales] Good news/bad news in BtoB sales
    Jim’s point – Doing what we did in the past will not improve sales performance. He presented “How to Build an Awesome Personal Brand&# at the 140 Social Media Conference and appeared to discuss B2B lead generation on Sales Lead Management Radio. According to CSO Insights. the following statistics were just released.
  • 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 Top 10 Most Cringe-Inducing Rep Phrases.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 9, 2015
    [Sales] Efficient Effectiveness: Sales Leadership
    Sales Management Thought Leadership:  efficient effectiveness. What does this have to do with sales management?  As a manager you must be prepared-at all times for almost any event.  If your sales team needs sales training. To increase the sales culture of your team. To create a sales contest that drives revenue.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, 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  |  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 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.
  • 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”.
  • BIZNOLOGY  |  FRIDAY, MARCH 13, 2015
    [Sales] Data Driven Sales 2.0
    Data-Driven Sales 1.0. The introduction of CRM (for sales) and now MRM (for marketing) has brought sales people out of the “information on paper and in my head” era kicking and screaming and into the age of technology and data.  We’ve all heard far too many stories of the difficulties this transition created.  Like this post?
  • 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.
  • 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!
  • THE ROI GUY  |  FRIDAY, MAY 25, 2012
    [Sales] Sales Enablement Gets Sirius
    Some of m y favorite sessions at the event were about sales enablement – where the current practices are, and how they can be improved to drive sales productivity (efficiency and effectiveness). To make them more competitive – Executives don’t want a sales pitch. The #1 reason sales does not make quota?
  • SALES CHALLENGER  |  TUESDAY, SEPTEMBER 3, 2013
    [Sales] The Challenger Sale Vs. The Effortless Experience
    The Challenger Sale , as most readers of this blog know, is a study of sales effectiveness. Through They aren’t aggressive or obnoxious, but they are assertive and use “ constructive tension ” as a means to advance the sales conversation.  First, let’s quickly recap the two books. Put simply, yes. Well, not quite. Recall
  • SALES CHALLENGER  |  TUESDAY, DECEMBER 11, 2012
    [Sales] The Last 5 Trends Every Sales Exec Should Know for 2013
    Early sales stages get an overhaul. Keeping in line with our research underlying the importance of teaching insights to customers, the sales process must evolve. Most organizations have a sales process oriented to identification of needs and alignment of solutions to those needs. Your customer becomes your biggest competition.
  • SALES CHALLENGER  |  MONDAY, JULY 21, 2014
    [Sales] 5 Statistics Every Sales Executive Must Know
    There has been much disruption in the sales world in recent years. And, as we studied these disruptions and associated challenges, our research has thrown some pretty cool (and scary) statistics that debunk conventional wisdom and will forever change the way sales organizations operate. An average of 5.4
  • 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?
  • 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.
  • 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.
  • 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?
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  SUNDAY, APRIL 22, 2012
    [Sales] Using Klout and social scoring for sales and marketing teams
    It was illustrative that 80% of the top influencers where in no way associated with PR, sales, service, or marketing. This led to a lively discussion about further training and how some of the key ideas from Return On Influence could be incorporated into basic sales best practices. You mean they are representing our company?”
  • FEARLESS COMPETITOR  |  TUESDAY, SEPTEMBER 20, 2011
    [Sales] Why Sales needs Content Marketing and Marketing Automation
    B2B Demand Generation | The Benefit to Sales. If you’re in BtoB Sales, you may be thinking that this great content stuff and demand generation talk belongs in marketing. Now let’s talk about your world in Sales. Sales Scenario 1: Without content marketing and marketing automation. Sally sends an email.
  • 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.
  • SALES CHALLENGER  |  TUESDAY, OCTOBER 9, 2012
    [Sales] The Single Most Important Question for the Challenger Sale
    Here at CEB’s Sales Executive Council we are both excited and humbled by the global excitement for our research profiled in The Challenger Sale.  Is the Challenger approach really all that new?   In many ways, no.  It’s very likely that the best sales professionals have effectively sold this way for years.  Certainly not. 
  • 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?
  • VIEWPOINT  |  TUESDAY, OCTOBER 7, 2014
    [Sales] Becoming a Sales Freak and Changing the World
    Inside Sales I just finished reading "Think Like a Freak" by the authors of Freakonomics. Rather than talking about the chapter that is so obviously tied to selling – How to persuade people that don’t want to be persuaded – let’s talk about the connection to thinking like a freak.
  • 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  |  MONDAY, JANUARY 5, 2015
    [Sales] 5 Ways Marketing Can Help Sales Succeed
    Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , where she provides creative, practical, sales-driven integrated inbound marketing and strategic planning services to software, technology, manufacturing, professional services firms, and other industries.
  • SALES CHALLENGER  |  WEDNESDAY, MAY 9, 2012
    [Sales] Avoiding the Price-Driven Sale
    Sales Insights The Buzz Demand ShapingWe’ve all seen this situation play out: one of your average salespeople calls you with great news. “It turns out the Smith account finally called me in! They’re ready to move forward and want us to present next Wednesday!”. We all know what this is. ”  .
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 27, 2012
    [Sales] Sales Management & The Impact of Social Media
    Sales Management and the Impact of Social Media. Lauren Carlson describes the top 5 uses of Social Media in sales very clearly in her recent blog:   [link]. What changes do you believe will occur with more “business social media” solutions?   The world continues to change, are you?  Is your sales process? Ken Thoreson.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 2, 2014
    [Sales] Sales Leadership: You are the Practice Squad
    Sales Leadership: You are the Practice Squad. have often stated that I don’t see enough role playing during sales training meetings, role playing must be a cornerstone during your monthly training programs.   One of the best ways to teach:  skill building, strategy development and presentation skills is the use of a Case Study.
  • 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.
  • ANNUITAS  |  TUESDAY, JUNE 3, 2014
    [Sales] Trying to Align with Sales? Marketing, You Are the Problem
    One of the more obvious standouts in the early data is the continual struggle of marketing and sales alignment.  Time and time again when I speak with clients, prospects and other organizations at conferences I am asked the same question: how can we get sales to buy into what we are doing? 
  • SALES 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 24, 2013
    [Sales] Inspire Sales Confidence: a job for sales leadership
    Sales Leadership: Inspire Sales Confidence. During the many years of sales management and the past 14 as a consultant to hundreds of firms the hardest element I see executives and sales managers struggle with is inspiring sales confidence. What are your tips on inspiring sales confidence? 3f4qb8v9ge.
  • 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.
  • 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
  • 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.
  • FEARLESS COMPETITOR  |  FRIDAY, JULY 27, 2012
    [Sales] Review of the book Sales Growth: 5 Proven Strategies from the World’s Sales Leaders
    It’s clear that the authors interviewed some of the best sales leaders out there today. The authors write “Like gifted athletes, sales stars are regarded as naturals, with innate talents that great managers can recognize…These myths stand in the way of change and improvement in sales management.
  • 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
  • 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. 
  • 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.
  • 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.
  • 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.
  • VIEWPOINT  |  MONDAY, JULY 20, 2015
    [Sales] The sales rep said, “I never got a lead yet that turned into a sale.”
    I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. We had worth.
  • 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.)
  • FIFTH GEAR ANALYTICS  |  THURSDAY, AUGUST 26, 2010
    [Sales] Cookie Cutter B2B Sales Methodologies Don’t Work.
    No sales cycle should ever be looked at from a cookie cutter approach, but this is especially true when examining the B2B sales process.  In B2B transactions, there is no way to fully predict the decision-making hierarchy, as every organization has a different marketing or purchasing structure with unique buyer types.  Wendy Boyce.
  • B2B LEAD BLOG  |  SUNDAY, MARCH 31, 2013
    [Sales] Marketing & Sales – Rival Houses?
    And despite the major cultural and scale differences between our companies, we were both cracking up over how similarly sales and marketing get so far out of alignment when in fact, we should be so deeply joined together. Maybe this would serve as a helpful icebreaker at your next joint sales and marketing meeting. Recognize anyone?
  • BUYEROLOGY  |  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. 
  • 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.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 28, 2014
    [Sales] Obscurity: The Biggest Challenge in Sales
    Sales Prospecting Perspectives is pleased to bring you a guest post from Amar Sheth , Principal at Sales for Life. It''s not your sales pitch, your product or your service. From marketing campaigns to advertising, the goal has always been to generate enough awareness so that a sale can be made. The Sales World.
  • LOOPFUSE  |  FRIDAY, AUGUST 16, 2013
    [Sales] Sales 2.0 vs Modern Marketing
    Glider makes contract management software that streamlines the contract process, identifies bottlenecks, and brings visibility to the “last mile” of your sales funnel. Sales 2.0 This is where Sales 2.0 Historically, Marketing is more analytical and strategic and Sales is more tactical and interpersonal. tools.
  • MARKETING GENIUS BLOG  |  MONDAY, FEBRUARY 14, 2011
    [Sales] Sales AND Marketing 2.0
    One of the hardest things for us marketers to admit is that we all work in Sales. All those MBAs make us think we’re so smart that we sometimes lose sight of the simple fact that marketing is ALL about Sales.  That’s why I’m so glad to see my friends Gerhard and Larrisa Gschwandtner over at the Sales 2.0 mean for marketing? 
  • SALES CHALLENGER  |  MONDAY, AUGUST 5, 2013
    [Sales] Does Sales Need to Become More Professional?
    In our last post on hiring, I tackled the question of whether or not sales has an image problem. Our research from this year’s study on Driving Sales Transformation found that many prospective job candidates were not attracted to sales jobs. They found that 0% of surveyed students had any interest in sales careers.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JANUARY 23, 2013
    [Sales] Sales Tool Spotlight: Docusign
    In honor of our new eBook, 32 Sales Tools for 2013 , we’d like to draw some attention to our favorite sales tools. Cue the spotlight for DocuSign , the e-signatures application that completely changes the sales game for companies that require contracts and signatures to close business. That’s pretty flooring.
  • 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! 
  • SALES CHALLENGER  |  TUESDAY, APRIL 29, 2014
    [Sales] The New ABCs of Sales
    The one big insight that Dan emphasized was that “sales has changed more in the last 10 years than in the last 100.”  And why is that?  What we continue to see in the commercial marketplace is that our sales and marketing organizations HAVE to change approaches and behaviors to grow in a “seller beware” world. That gave us the power. 
  • 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.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. What types of digital content shorten the B2B sales cycle?  Company and Product Reviews. Case Studies.
  • 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.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 23, 2015
    [Sales] How to Beat Larger Competitors at B2B Marketing and Sales
    One way we have been successful in helping smaller companies overcome industry behemoths is by carefully designing and executing an end-to-end marketing and sales process that achieves a high close rate and low cost per new customer. Competitors B2B Marketing Marketing and Sales This is equally true in smaller market segments.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 6, 2013
    [Sales] When Sales Reps Attack
    Few types of people can impact a teleprospecting reps day more positively than the sales rep(s) that they support. When you are creating opportunities via Outbounding, sales is your customer. Therefore, any teleprospecting rep worth their salt cares what their assigned sales reps think about them. Those that support them.
  • 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.
  • 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.
  • 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?
  • 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.
  • 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  |  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!
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 4, 2012
    [Sales] MindMatrix Adds Sales Support to Marketing Automation
    The company’s justification for this claim is that it adds sales-marketing alignment to standard marketing automation features. Flows can be shared with sales users, with some or all features locked down to prevent unauthorized changes. This is happening to some extent, but not as quickly as I had expected. MindMatrix is one of them.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JUNE 10, 2014
    [Sales] Slammed!!! The first time sales manager
    The First Time Sales Manager. I can remember…those first 6 months as a new sales manager was a challenge! I had taken over from two previous sales managers who were now reporting to me and three other salespeople for a total of five on my team. So what can a first time sales manager to do? Sales Management
  • 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, APRIL 29, 2014
    [Sales] 3 Ways Sales and Marketing Can Align Towards Sales Enablement
    Sales enablement is a hot topic for sales and marketing agencies in 2014. DemandMetric and SAVO Group recently hosted sales enablement summits. Sirius Decisions produced a sales enablement framework and model. HubSpot is hiring “Sales Enablement Stars.”. In our guide, we define sales enablement succinctly.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.:  4 Steps on how not to get fired. 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. Hit our web site.
  • SALES CHALLENGER  |  MONDAY, SEPTEMBER 17, 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.
  • FEARLESS COMPETITOR  |  SUNDAY, FEBRUARY 24, 2013
    [Sales] Rebuilding a sales lead generation business after a crisis
    My sales lead generation firm Find New Customers was left behind. The business I had left behind, the sales lead generation company Find New Customers , was suffering from neglect. The sales pipeline was dry. The sales pipeline has filled nicely. Thank God, our sales pipeline is healthy again. Great job.
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