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  • SALES CHALLENGER  |  WEDNESDAY, DECEMBER 7, 2011
    [Sales] 10 Trends Every Sales Exec Must Know For 2012
    It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on where we believe the world of sales is headed. Customers increasingly don’t need sales’ help or expertise. Leading sales organizations will find ways to shape customer demand. So what did we miss?
  • 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.
  • GREAT B2B MARKETING  |  FRIDAY, AUGUST 23, 2013
    [Sales] 10 Critical B2B Sales and Marketing Metrics – Part 2
    Sales and marketing cost as a percentage of total revenue. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Opportunity close rate: This number is calculated by dividing the total number of sales in a given time period (e.g.
  • 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! To use it effectively, Levy and her team convened with sales leaders representing teams from the Philippines to the United Kingdom. The sales team had accepted none of them.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [Sales] 8 Ways to Increase Sales
    How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Prospecting Sales 2.0 Listening is key. It works!
  • ACQUIRING MINDS  |  THURSDAY, SEPTEMBER 2, 2010
    [Sales] The Moment of Truth for Sales
    For sales, it is the sales conversation: that defining moment when a prospect is engaged, qualified and profiled through a dynamic dialog. The sales conversation is being shaped by a number of strong forces: Buyers increasingly prefer online and telephone discussions rather than face-to-face discussions. SaaS, hosted solutions).
  • VIEWPOINT  |  MONDAY, NOVEMBER 17, 2014
    [Sales] 8 Ways to Motivate Salespeople to Follow Up Inquiries
    'Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash. Cold calling?
  • 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. ”  .
  • ANNUITAS  |  MONDAY, APRIL 11, 2011
    [Sales] The B2B Sales Role in the New Buying Process
    I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales.  It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. the sales person). 
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 26, 2013
    [Sales] Building a Sales Pipeline
    'Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems Build Your Pipeline for the 4 th Quarter.
  • B2B MARKETING INSIDER  |  TUESDAY, FEBRUARY 1, 2011
    [Sales] 7 Steps To Sales And Marketing Alignment
    Ask any practitioner in B2B Marketing what their greatest challenge is and chances are they will say &# how to align sales and marketing.&# of  The Hottest B2B Marketing Insider Topics  are on sales alignment including  How To Align Marketing With Sales  and  Marketing Leads: Quality Vs. Quantity. Add the emergence of Sales 2.0
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JANUARY 27, 2012
    [Sales] 13 Questions Marketing Should Ask the Sales Reps
    by Michael Martin | Tweet this As marketers, we all want to deliver sales with the resources they need to close more deals…more often…and faster. If you’re going to develop a marketing plan that really pushes sales enablement , you need to talk the sales reps out in the field. Sales reps are results-oriented.
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, JUNE 15, 2012
    [Sales] Are You Walking a Sales Pipeline Tightrope?
    Unfortunately for some sales leaders, you might be watching several tightrope acts going on within your own organization. We are approaching the end of another quarter and it’s safe to assume many sales reps out there are navigating a narrow wire, in this case a thin B2B sales pipeline, to quota achievement. 
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. You are now in the  TOP 10% of sales/marketing people in the US. Congrats you just made the  TOP 5% of sales/marketing people in the US. Welcome to the  TOP 1% of sales people in the USA.
  • MARKETING GENIUS BLOG  |  TUESDAY, AUGUST 17, 2010
    [Sales] Getting in Step with Sales
    I was recently reviewing slides from Gartner analyst Michael Dunne’s Customer 360 Summit presentation on Mapping Sales Productivity to the Cloud Applications. What smacked me over the head was slide number #12 which detailed the mis-perceptions, missteps and reality of the sales professional. It’s a doozy: Misperceptions about Sales.
  • 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.
  • 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?
  • GREAT B2B MARKETING  |  THURSDAY, JUNE 16, 2011
    [Sales] How to Shorten the B2B Sales Cycle
    If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”? So why are B2B sales cycles getting longer? 
  • 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. here ). 
  • VIEWPOINT  |  FRIDAY, MARCH 27, 2015
    [Sales] 4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
    'Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management Let’s face it.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 8, 2012
    [Sales] Sales Management: Finish Off October, Set Up November!
    Sales Management: Finish Off October, Set Up November. During October: ·         Increase your days per week for one on one sales strategy coaching time to validate all salespeople know “where” they are in the sales cycle and have asked the proper questions.  His latest book is titled: “Leading High Performance Sales Teams”.  .
  • 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
  • LEAD411  |  THURSDAY, OCTOBER 2, 2014
    [Sales] Dreamforce Cheatsheet for Sales Pros
    Best Parties for Sales People ( Full List of Parties ) Dreamforce Welcome Reception. Follow this list I created of all the top Sales Influencers… includes @benioff , @jillkonrath , @iannarino , @sales4_startups , etc. Tweets from https://twitter.com/tomblue/lists/df-sales-influencers. Is your sales team prepared?
  • VIEWPOINT  |  TUESDAY, MAY 6, 2014
    [Sales] CRM: 20 Years Later—Still Hated
    'The main reason that the results from CRM initiatives are suboptimal in most organizations with a field sales force is that the main stakeholder, the sales rep, doesn’t get the “WIIFM” (“What’s in it for me?”). Sales Process B2B Sales ”).
  • FEARLESS COMPETITOR  |  MONDAY, MARCH 28, 2011
    [Sales] Sales and Marketing leader Jeff Ogden interviewed on INTREPID radio
    Over the past two weeks, I’ve had the pleasure to connect and work with sales and marketing leader  Jeff Ogden , and he was gracious enough to join me on Intrepid Radio. Quality  sales leads matter. If you wish to do  sales lead generation online , contact the  B2B lead generation experts at Find New Customers. Jeff Ogden.
  • SALES 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.
  • SALES CHALLENGER  |  TUESDAY, APRIL 29, 2014
    [Sales] The New ABCs of Sales
    'I recently had the opportunity to see Daniel Pink speak about his latest book, To Sell is Human , at the SAVO Sales Enablement Summit in Chicago.  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?  That gave us the power.  But then something happened. 
  • VIEWPOINT  |  THURSDAY, MAY 29, 2014
    [Sales] AGILE SELLING by Jill Konrath
    “AGILE SELLING” is not a book with a new sales methodology; it is a philosophy of living for highly skilled sales executives. Ferret out the most effective sales approaches. B2B Sales 'Jill is the author of “SNAP SELLING” and her latest novel “AGILE SELLING” is out today.
  • 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, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.:  On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. 4 Steps on how not to get fired. Hit our web site.
  • MODERN B2B MARKETING  |  WEDNESDAY, FEBRUARY 19, 2014
    [Sales] The 5 Pillars of a Successful Sales Pitch
    'Author: Ray Carroll Once you’ve built a repeatable customer acquisition process, most sales leaders will take a “10,000-foot view” of their teams – in other words, they’ll analyze what their best reps do and don’t best. Thanks to what we call “information abundance”, today’s sales teams face new challenges in selling products. Sales
  • 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.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [Sales] Sales and Marketing: The technology behind CRM
    However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. Marketing, Sales (and IT) alignment.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 17, 2014
    [Sales] Put a Little Personality into Selling
    The concept of selling based on your buyer’s personality style has been around for a while, but I’m often surprised at how many sales professionals aren’t familiar with it. During your sales process you will need to emphasize research. Sales Training 'Put a Little Personality into Selling.
  • VIEWPOINT  |  THURSDAY, MARCH 26, 2015
    [Sales] 4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
    'In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. compelling message is a sales rep’s most valuable weapon. Don’t be like every other sales call your prospect receives. Simplified.:
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, MARCH 24, 2013
    [Sales] Sales Mgmt: Training; Learn from Disney U
    Sales Leadership:  What is your training plan? As a sales manager one of your responsibilities is to develop the professionalism of your sales team.  operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Leadership Training Sales Training
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  TUESDAY, SEPTEMBER 30, 2014
    [Sales] Want a Nonstop Sales Boom?
    'If you''ve struggled with some ups and downs in your sales results, check out my recent interview with Colleen Francis. She''s the author of Nonstop Sales Boom as well as a highly respected colleague. JILL: Why did you decide to write Nonstop Sales Boom now? Sales Books Of course I''m happy for their success.
  • 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.
  • 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.
  • 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?  Only 36.4%
  • 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.
  • MARKETING ACTION  |  THURSDAY, JUNE 13, 2013
    [Sales] Catch Guy Kawasaki at the Inside Sales Virtual Summit
    'June 20 th , 8 am to 3 pm PDT, the Inside Sales Virtual Summit launches as the world’s largest online sales summit. Tracks include inside sales, marketing, social, sales, and business. Be a part of the biggest online professional sales event ever! Inside Sales Virtual Summit. Or is Sales the New Marketing?” 
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JANUARY 15, 2012
    [Sales] OpenView Names Top 25 Sales Influencers for 2012
    OpenView Labs named its top 25 sales influencers for 2012, and I am among them. Learn more about them here: Top 25 Sales Influencers for 2012. Current Affairs Inside Sales Leadership Sales Thought LeadershipTweet I received some news today that leaves me both humbled and honored.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, DECEMBER 5, 2013
    [Sales] Does Your Sales Team Know About the Hidden Sales Cycle?
    'by Sylvia Jensen | Tweet this We’ve all heard the statistic that 67% of the sales cycle is complete BEFORE the buyer ever speaks to a sales person.  In the ‘old days’ the sales person really controlled the message received by target buyers and educated them at every step of the buying journey.  from Eloqua.
  • 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. I put it in my to read file and as I fly to Hong Kong (16 hours) to lead a clients sales leadership workshop I pulled it out to read and contemplate. Is your sales training program designed to enhance the professionalism of your team?
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, FEBRUARY 27, 2012
    [Sales] Sales Management & The Impact of Social Media
    Sales Management and the Impact of Social Media. While in the process of writing a future magazine column on the future of sales and social media I interviewed three people and posed several questions in order to get their view points. Is your sales process? Leadership Management sales leadership Sales Management Systems
  • 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.
  • 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  |  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.
  • 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 CHALLENGER  |  SUNDAY, NOVEMBER 11, 2012
    [Sales] Deal Reviews Are NOT Sales Coaching
    This powerful statement about the importance of sales coaching was made by one of our members during a panel discussion at last month’s CEB Sales and Marketing Summit in Las Vegas. Many organizations pursue coaching as the key lever to impact sales force performance. Sales Insights Front-Line Sales Manager Sales Coaching
  • THE CRAP REPORT  |  THURSDAY, OCTOBER 14, 2010
    [Sales] Sales Prospecting Lessons from New Jack City
    Granted, the fashions have changed drastically, but I was able to pull out some sales prospecting lessons from it.  If your inside sales folks don’t know what they’re talking about, prospects can tell and will either hang up on them quickly or blow them off the phone with objections.  Where were you in March of 1991? .
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, NOVEMBER 10, 2013
    [Sales] How Marketing Teams Can Support Their Sales Reps’ Good Habits [Infographic]
    But let’s take a moment to honor the sales rep: The deal closer; the revenue generator — without whom we wouldn’t have customers to serve and enable. One of the many hats marketers should be wearing is the enabler to the sales rep. Brainshark broke the habits of a sales rep down in its 2013 State of the Sales Rep report.
  • MARKETING ACTION  |  MONDAY, JUNE 9, 2014
    [Sales] What Sales Should REALLY Expect From Marketing Automation
    But what can your organization realistically expect in terms of sales? How about a 2x higher bid-to-win ratio for the top 20% of your sales reps? Gleanster Research has just published a fine new report, “What Sales Should REALLY Expect From Marketing Automation.” 89% reported sales cycle time was tightened. Score leads.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, JUNE 19, 2012
    [Sales] Sales Leadership: Closing Summer Business
    Sales Leadership:  Closing Summer Business. Now in reality, working the sales process effectively, increasing the number of opportunities and creating creative sales strategies are the fundamentals for a successful summer. Increase your sales strategy.  Ken’s latest book is: “Leading High Performance Sales Teams”.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, OCTOBER 7, 2012
    [Sales] B2B Healthcare Sales: 5 steps to sell to a financially challenged industry
    Has been so completely transformed that a sales professional who was at the top of his game merely four years ago could very well be at the bottom of it today? The foundation to stop: Sales from acting as facilitators who depended on experts to relate product benefits to challenging issues. Sales B2B marketing healthcareSources.
  • B2B MARKETING INSIDER  |  THURSDAY, FEBRUARY 10, 2011
    [Sales] Sales Enablement: Focus On Customers To Lower The Cost Of Sales
    B2B Marketing teams are often asked to help drive revenue while at the same time lowering the cost of sales. support the notion of sales as the customer of marketing. But exactly how can marketing teams help manage the costs associated with sales support? For sales enablement to work, it must focus on meeting customer needs.
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Sales] The top 10 tricks for sales lead generation
    'Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. And your sales counterparts will thank you for that!
  • SALES CHALLENGER  |  TUESDAY, AUGUST 28, 2012
    [Sales] Salesforce Chatter: Bringing Social to Sales
    This is the fifth post in our series on sales organizations’ emerging use of social media as a channel for shaping demand.). The Buzz CRM Sales Technology Social MediaBy Miranda Weigler and Erin Frager. Anyone in a company that uses Salesforce is acquainted with ‘Chatter’, the social function enabled by the CRM software.
  • 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.
  • LEAD VIEWS  |  THURSDAY, JUNE 3, 2010
    [Sales] Marketing Automation 2.0 – When Sales Met Marketing!
    I recently came across IDC’s Sales Enablement presentation put together in 2009. In the presentation IDC defines Sales Enablement as – “the delivery of the right information to the right person at the right time and in the right place to assist in moving a specific sales opportunity forward.”. Most marketing automation 1.0
  • SALES 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.  It’s very likely that the best sales professionals have effectively sold this way for years.  Challenger reps are not the silver bullet to every possible sales scenario. 
  • 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.
  • SALES CHALLENGER  |  TUESDAY, AUGUST 16, 2011
    [Sales] What Golf Can Teach You About Sales Metrics
    Let’s face it—it’s hard to get sales metrics right. Not only is it important to measure the right metrics so that you have an accurate picture of how your sales force is performing, but you also need to get your sales people to care enough about metrics to use them. From the Road Sales Metrics
  • 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.  Sales Goals. 3.1.7      Sales Organization. Sales Strategy. Sales Cost Model. Still true?  .
  • SALES CHALLENGER  |  TUESDAY, JANUARY 15, 2013
    [Sales] 5 Ways to Avoid a Price-Driven Sale
    This offers a new opportunity to engage customers; however, many sales organizations fail to capitalize on it. Learn more on how the best companies engage customers earlier in the sales cycle. Landmine #4: Your sales organization isn’t set up to support meaningful execution of your sales strategy.
  • 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.
  • 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 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.
  • 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.
  • HUBSPOT  |  SATURDAY, SEPTEMBER 28, 2013
    [Sales] How to Be a Sales Coach, Not a Sales Manager
    'Almost every up-and-coming salesperson wants to grow into the job of sales manager. The job title carries a lot of weight and the position itself typically involves either running the entire sales department or a significant portion of it. The sales manager’s job is, first and foremost, as a coach. inbound sales
  • JILL KONRATH'S FRESH SALES STRATEGIES BLOG  |  THURSDAY, NOVEMBER 20, 2014
    [Sales] How to Get Your Sales Team to Consistently Overachieve
    Sales Management 'Feeling slammed? Let me guess. You’re under intense pressure to meet your monthly numbers. It’s impossible to keep up with all the reports. You’ve got an open territory, your new hire is struggling and all this new technology is overwhelming. Your customers are changing too.
  • 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?
  • 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.  The secret to a successful B2B sales organization lies largely on the toolset provided to optimize or enable the sales process. Sales Planning Tools. Jump start sales.
  • 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  |  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.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 6, 2015
    [Sales] B2B Sales and Marketing Trends for 2015
    'At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources. Combines marketing and sales reporting in a dashboard view.
  • 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. 1) Be there first. Thank you.
  • 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.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 23, 2014
    [Sales] A New Framework for Sales Enablement
    'Is “sales enablement” just another buzzword? Yes : A quick Google search returns just over a million hits, and many are insipid. (“ Is ‘sales enablement’ the new black? They asked “Is sales enablement a role (a function within a company) or a task performed by people (things people do already, like build sales presentations).
  • IT'S ALL ABOUT REVENUE  |  SUNDAY, MARCH 25, 2012
    [Sales] Can Sales Grow Your Marketing Database? [Chart]
    Sales Enablement tools  (as we like to call them at Eloqua) are an effective and convenient way to provide your Sales Team with marketing collateral that they can send to prospects. Arming your sales team with marketing collateral not only improves their efficiency – it helps you achieve your goals, too. per month!
  • 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 CHALLENGER  |  TUESDAY, MARCH 5, 2013
    [Sales] Why Solution Sales is Fading Away
    For the past twenty or so years, many companies have pursued a solution sales strategy. This article will explain why solution sales  was developed and its limitations, the reason for its demise, and finally how to thrive in the post-solution sales environment. How Solution Sales Became Our Reality. Reasons for Demise.
  • BUYER INSIGHTS  |  THURSDAY, NOVEMBER 1, 2012
    [Sales] Stress Release for Sales People
    A successful salesperson, justifying his purchase of a new carbon frame mountain bike as an investment, first made a statement of the obvious – ‘these are stressful times for anybody in sales’ and then a statement of wisdom ‘you have to have an outlet, or a strategy for dealing with that stress’ Fitness for Success [.].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, 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!
  • 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 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
  • WINDMILL NETWORKING  |  MONDAY, OCTOBER 6, 2014
    [Sales] Essential Social Sales Habits + Tools = Success
    Craig has been in B2B sales since 1977 and during that time has served in a variety of positions including; sales manager, division sales manager, national sales manager, district manager, and as a business owner. Essential Social Sales Habits + Tools = Success by Craig Jamieson - Maximize Social Business. Craig M.
  • WINDMILL NETWORKING  |  FRIDAY, NOVEMBER 7, 2014
    [Sales] Social Sales Requires Marketing Skills and … Salespeople
    Whether or not you or your company will succeed with implementing a social sales initiative, it starts at […] Author information Craig Jamieson Craig M. Craig Jamieson | Twitter | Facebook | Google+ | LinkedIn | YouTube | Social Sales Requires Marketing Skills and … Salespeople by Craig Jamieson - Maximize Social Business.
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 21, 2011
    [Sales] 10 Blog Posts About Sales Intelligence
    Sales Intelligence is often skewed in various definitions and mostly misinterpretation. However, the real crime of this story is the mere fact that many do not see the enormous benefits of acquiring a sales intelligence application for your sales team. Analytics in Action – The B2B Sales Intelligence Blog. Sales 2.0
  • HUBSPOT  |  SATURDAY, DECEMBER 27, 2014
    [Sales] Want More Sales? Try Using These 13 Influential Words
    'This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. How sales reps deliver their messages and converse with contacts can have a dramatic effect on the outcome of a conversation. Many sales experts recommend using "do" instead of "try." 1) You. 2) Value.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 27, 2012
    [Sales] Sales Leadership: Focus on Focus
    Sales Leadership:  Focus on Focus. The company has been growing, not at an aggressive pace but slowly and the sales organization was in chaos, working opportunistically on various sales deals and randomly in the marketplace. This particular client has not had a sales training program for over 5 years. www.AcumenMgmt.com.
  • B2B CONVERSATIONS NOW  |  SUNDAY, MARCH 6, 2011
    [Sales] Making the Leap to Sales Management - 10 Must Knows
    Are you a newly promoted VP of Sales? attended the American Association of Inside Sales Professionals (AA-ISP.org) Inside Sales 2011 conference in San Francisco in February. One of the most interesting breakout tracks was presented by Brett Wallace, VP of Sales for Zoominfo. Your First 90 Days in Sales Management.
  • FOLLOW THE LEAD  |  TUESDAY, DECEMBER 7, 2010
    [Sales] Key to sales and marketing alignment: Talk
    For b2b sales and marketing execs eager to break down the silos, don’t look to software to close the loop,  according to b2b sales expert Brian Carroll. In this video from MarketingSherpa’s recent 2010 B2B Summit Carroll talks about the key ingredient to aligning sales and marketing departments. Sales & Marketing
  • 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. Video. Community. 
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, SEPTEMBER 7, 2012
    [Sales] The 4 Things I Never Want to Hear on a Sales Call
    by Melissa Madian | Tweet this I’m a sales person’s worst nightmare. It’s my job to research new selling techniques, dissect sales processes, and apply the techniques so our sales team can sell more, sell better and sell faster. So I’m sharing tips on what I never want to hear on a sales call.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    m beginning to suspect the much-cited trend of marketing playing a larger role deeper into the sales funnel has reached a similar peak. If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. That''s pendulum swinging with a vengeance. Only time will tell.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, NOVEMBER 14, 2014
    [Sales] 3 Things Inside Sales Reps Can Learn from Olivia Pope of 'Scandal'
    'Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers , Business Development Representative at AG Salesworks. Here are some sales prospecting methods I''ve learned from Olivia Pope that have helped me when B2B prospecting. Sales Tools Sales Prospecting Lead Qualification B2B Inside Sales
  • 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”.
  • 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
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