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.
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.
B2B LEAD GENERATION BLOG | SUNDAY, JANUARY 15, 2012
[Sales] OpenView Names Top 25 Sales Influencers for 2012
OpenView Labs named its top 25 sales influencers for 2012, and I am among them. Learn more about them here: Top 25 Sales Influencers for 2012. Current Affairs Inside Sales Leadership Sales Thought LeadershipTweet I received some news today that leaves me both humbled and honored.
DIGITAL BODY LANGUAGE | TUESDAY, OCTOBER 19, 2010
[Sales] Sales Handoff and the Net Quality Score
One of the most controversial and challenging areas of any revenue engine is the hand-off process from marketing to sales. The nurturing and discovery of qualified leads, while vitally important, is of limited value unless the hand-off to sales is efficient and optimized. What Happens After the Handoff?
FUNNEL FOCUS | WEDNESDAY, FEBRUARY 22, 2012
[Sales] 3 Steps to Aligning Marketing and Sales
and social media to streamline their purchasing processes, the line between marketing and sales as it relates to prospect interaction becomes blurred. While challenging, it is possible to get marketing and sales on the same page. Below I have outlined three steps that can move your organization towards marketing and sales alignment.
BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, SEPTEMBER 12, 2012
[Sales] Inside Sales Is The New Outside Sales
'For years after the industrial revolution businesses employed droves of Outside Sales people who were focused on getting those face-to-face meetings, which in contrast to modern Inside Sales practices is a vastly wasteful exercise. The reality today is that the majority of sales are actually done remotely, and the numbers are growing.
BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, SEPTEMBER 12, 2012
[Sales] Inside Sales Is The New Outside Sales
For years after the industrial revolution businesses employed droves of Outside Sales people who were focused on getting those face-to-face meetings, which in contrast to modern Inside Sales practices is a vastly wasteful exercise. The reality today is that the majority of sales are actually done remotely, and the numbers are growing.
LEAD VIEWS | WEDNESDAY, JULY 18, 2012
[Sales] Accountability for Sales Qualified Leads
Skepticism from the sales organization about marketing’s ability to generate sales qualified leads (SQLs) probably dates back to the Bronze Age. Alignment between sales and marketing means, among other things, that there is joint accountability for the end-to-end sales process (i.e., the entire sales funnel).
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? .
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 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, 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.
HUBSPOT | SUNDAY, MARCH 16, 2014
[Sales] Marketer Hits the Sales Floor, VP of Sales Runs Social Media & More in HubSpot Content This Week
'At HubSpot, we spend a lot of time and energy focusing on sales and marketing alignment. Sales relies on Marketing to deliver high quality leads and Marketing expects Sales to follow up with and capitalize on the leads that they give them. This week in HubSpot content, a lot of emphasis was placed on sales.
SALES PROSPECTING PERSPECTIVES | MONDAY, DECEMBER 15, 2014
[Sales] How to Motivate Your Sales Development Team through December Holidays
December is also a deceptively great month for sales prospecting as outlined in an earlier blog from Craig Ferrara. What December brings to the operations team is an opportunity to come up with some creative ways to manage our sales development team. Below are a few sales motivation tips for your teams in the month of December.
SALES CHALLENGER | MONDAY, DECEMBER 23, 2013
[Sales] 10 Trends Every Sales Exec Must Know For 2014
It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on where we believe the world of sales is headed. Trend #1: A Dismantling of the Sales Machine. The irony here is that the most successful sales organizations are creating a sales climate that is the exact opposite.
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 [.].
VIEWPOINT | WEDNESDAY, OCTOBER 1, 2014
[Sales] 5 Ways to Get More at Dreamforce -by Craig Elias
If so, make sure you look for my colleague Craig Elias —who has a lot of information to share about sales leads. B2B Sales Sales Leads 'The fabled Dreamforce conference with all its innovation, big-name speakers, and craziness is just days away. Are you going to be there?
FOLLOW THE LEAD | FRIDAY, SEPTEMBER 17, 2010
[Sales] Mapping out the b-to-b sales territory
When it comes to managing the sales territory, some b-to-b organizations are better than others, said Lee Salz, president of Sales Architects. Tags: Sales & Marketing Lee Salz Sales Architects Territory management Then there [.].
HUBSPOT | THURSDAY, SEPTEMBER 12, 2013
[Sales] How to Deliver the Perfect Sales Demo
'I’ve listened in on a lot of sales demos. It started as a simple sales research project -- what conversation paths were our prospects taking? How could we optimize those paths, and from a marketing perspective, close the loop to deliver more qualified prospects to our sales team? More educated prospects, shorter sales cycle.
SALES PROSPECTING PERSPECTIVES | TUESDAY, JANUARY 27, 2015
[Sales] The 2 Not-So-Obvious Traits of Successful B2B Sales Development Reps
Out of curiosity, I asked a friend who works at the gym what the sales numbers look like this time of year since the fees are so low. While new sales are obviously very important for them focus on, she said that their corporate offices spend much of their time focused on what their "active membership" looks like. Only 8%!
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
B2B MARKETING INSIDER | TUESDAY, MARCH 20, 2012
[Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people? Joint planning.
SALES CHALLENGER | TUESDAY, AUGUST 16, 2011
[Sales] What Golf Can Teach You About Sales Metrics
Let’s face it—it’s hard to get sales metrics right. Not only is it important to measure the right metrics so that you have an accurate picture of how your sales force is performing, but you also need to get your sales people to care enough about metrics to use them. From the Road Sales Metrics
SALES CHALLENGER | TUESDAY, JANUARY 15, 2013
[Sales] 5 Ways to Avoid a Price-Driven Sale
This offers a new opportunity to engage customers; however, many sales organizations fail to capitalize on it. Learn more on how the best companies engage customers earlier in the sales cycle. Landmine #4: Your sales organization isn’t set up to support meaningful execution of your sales strategy.
YOUR SALES MANAGEMENT GURU | MONDAY, DECEMBER 29, 2014
[Sales] The One Must Do Action Step to Ensure a Great 2015
This will help the salesperson plan a strategic sales roadmap as to how their products/services can potentially be used to assist the client in achieving their goals. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. Sales Motivation Sales Training
MARKETING ACTION | MONDAY, FEBRUARY 3, 2014
[Sales] An Act-On Conversation: Anneke Seley and Shawn Naggiar Talk Inside Sales
'Editor’s note: Anneke Seley is the CEO and founder of Reality Works Group, and co-author of the book “Sales 2.0 Improve Business Results Using Innovative Sales Practices and Technology.” She is also the founder of OracleDirect, Oracle’s global inside sales organization, now a multi-billion dollar, world-wide operation.
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.
SALES CHALLENGER | TUESDAY, NOVEMBER 27, 2012
[Sales] 10 Trends Every Sales Exec Must Know For 2013
It’s a unique occasion when we get to step back from the day-to-day of supporting our members’ decisions and reflect on where we believe the world of sales is headed. This is the entire premise behind our original research on Insight Selling™ leading us to the Challenger sales profile. Sales culture gets an overhaul.
FOLLOW THE LEAD | THURSDAY, SEPTEMBER 9, 2010
[Sales] Sales-leader jobs: 7 must-ask interview questions
While most sales reps are reluctant to change jobs in such a sluggish economy others might see the current [.]. Tags: Sales & Marketing Business Expert Webinars Lee Salz Sales Architects Top 100 Sales Leader Interview Questions
YOUR SALES MANAGEMENT GURU | MONDAY, OCTOBER 1, 2012
[Sales] Sales Management: Preparing for 2013
We discussed a variety of topics, but specifically on the topic of what was marketing’s contribution/responsibility to growing the sales funnel vs what is expected from the sales team. 3. Still others believed sales must prospect and any leads from marketing were simply “gifts”. . Preparing for 2013. Panel Discussion.
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.
YOUR SALES MANAGEMENT GURU | TUESDAY, JUNE 1, 2010
[Sales] Sales and Social Media-3 Keys
Three Key Social Media Tactics for Sales. Social media may have even more value in sales than in marketing, as marketers still generally deal with prospects in groups, while sales professionals deal with them as individuals—which is where the social media rubber really hits the road. Use LinkedIn. Check out your primary contact.
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.
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.
MODERN B2B MARKETING | SUNDAY, MAY 1, 2011
[Sales] 5 Strategies that Fuel the Sales and Marketing Machine
It was the beginning of the year, a Marketo event to celebrate 2010′s sales success. When we sat down for the dinner and the more formal part of the evening, our SVP of Sales, Bill Binch, got up to say a few words. don’t work in sales. Both the sales and marketing teams are truly crushing it.
FOLLOW THE LEAD | FRIDAY, DECEMBER 3, 2010
[Sales] Business to business sales trends for 2011
As b2b sales reps budget for 2011, sales expert and author Steve Martin discussed Big Picture items in store for next year and their sales implications: Consolidation on steroids: Martin points to a slew of major deals this year – SAP’s purchase of Sybase for $5.8 billion and Intel buying McAfee for nearly $8 billion [.].
ACQUIRING MINDS | THURSDAY, OCTOBER 21, 2010
[Sales] The Sales Lead & the Language Police
Do we need language police in our world of B2B sales & marketing? Perhaps this is an early example of mis-aligment between sales and marketing. Whatever the case, we continue to face basic issues in B2B sales and marketing. The agreement between sales and marketing acts as the catalyst for sales effort.
SALES CHALLENGER | TUESDAY, JUNE 17, 2014
[Sales] The Reason for Increased Sales Cycle Lengths
Over the past 8 months, the CEB Sales Leadership Council has been researching the answers to the most pressing challenge faced by sales organizations today: influencing the purchasing decisions of the increasing number of diverse stakeholders involved in B2B sales deliberations today. Want to learn what CEB Sales learned?
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
FOLLOW THE LEAD | MONDAY, JULY 12, 2010
[Sales] BuyersZone taps ‘20 Great Sales Blogs’
BuyerZone ‘s About Leads Sales Blog recently announced its list of “20 Great Sales Blogs,” and we’re honored that Follow the Lead made the cut. We placed second on the list, between Steve Martin’s Heavy Hitter Sales Blog and Dave Kurlan on Understanding the Sales Force, (both of which are on our featured blogs).
YOUR SALES MANAGEMENT GURU | MONDAY, MAY 14, 2012
[Sales] Are You Facing Sales Fatigue?
Are You Facing Sales Fatigue? The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress. It begins with a focus on communication and a series of actions to build belief within your sales team. Sales Action Plans.
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.
ANNUITAS | TUESDAY, JULY 15, 2014
[Sales] Marketing & Sales Misalignment…the Impact
'It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs. First, start with a conversation between marketing and sales.
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.
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.
SALES CHALLENGER | THURSDAY, OCTOBER 3, 2013
[Sales] Top 10 Most Cringe-Inducing Sales Rep Phrases
And it got me thinking…if there are common cringe-inducing phrases uttered at dinner tables all over the world, then there surely are common cringe-inducing phrases uttered during sales calls. Blog CEB Sales Blog Sales & Service Sales and Marketing Sales Force Management You’ll have the potatoes?”
SALES PROSPECTING PERSPECTIVES | MONDAY, JANUARY 12, 2015
[Sales] How to Effectively Work From Home as a B2B Inside Sales Manager
hope these tips will help you to set up a home environment conducive to working as a B2B inside sales manager! As an inside sales manager with an open-door policy, there can be days when it seems like people are constantly stopping in to ask questions, sometimes taking you away from time-consuming administrative tasks. 'Happy New Year!
ANYTHING GOES MARKETING | TUESDAY, MARCH 24, 2009
[Sales] Sharing Space: Marketing and Sales
Take 30 seconds and really think about the message this is conveying: Here are some items to consider: The only parking spaces reserved were for outside sales and customers There were enough parking spaces available for everyone (reserved spaces were not essential) What do other employees (including inside sales) think when they see this?
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
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.
DIGITAL BODY LANGUAGE | TUESDAY, AUGUST 10, 2010
[Sales] The Sales Team as a Content Testing Crucible
It's been a while since we've talked much about the topic of sales enablement , so I wanted to loop back to some interesting peripheral points. This usage pattern is very powerful, in that it allows the sales team to use their intuition, insights, and judgments in deciding what content to provide to what buyer at what moment in time.
B2B LEAD BLOG | WEDNESDAY, MAY 8, 2013
[Sales] Funnelnomics: Four Steps to Accelerating Your Marketing and Sales Funnel – Step 2: Filling Your Funnel with Qualified Buyers
It provides a framework for integrating your marketing lead generation programs with sales execution processes to drive growth and profitability. Be sure to read Step 1: Mapping Your Marketing and Sales Funnel. At the most basic level, delivering qualified buyers to Sales is dependent upon starting with clean records—ie.
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”.
THE POINT | FRIDAY, JANUARY 9, 2015
[Sales] Steal This Technique for Your Next Sales Email
was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency. B2B Marketing Cold Calling Copywriting Creative Demand Generation E-mail email marketing inside sales lead generation Offer Strategy Sales 2.0
YOUR SALES MANAGEMENT GURU | MONDAY, MARCH 19, 2012
[Sales] Sales Leadership and Management in a Recovering Economy
Sales Leadership and Management in a Recovering Economy. In today’s economic times, the companies most likely to thrive are those that invest time in scrutinizing their strategic sales-management plans. Actual sales activity compared to a defined set of standards. Rev salesperson profitability to sales volume.
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?
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?
SALES INTELLIGENCE VIEW | MONDAY, SEPTEMBER 26, 2011
[Sales] 25 Influential Leaders In Sales
Part of our job here at InsideView is to receive the most relevant and up-to-date knowledge about sales. Because we love to know the in’s and the out’s of the sales industry. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of sales.
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. ” .
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.
BUYEROLOGY | MONDAY, APRIL 16, 2012
[Sales] Are Your Marketing and Sales Systems Broken?
For many in marketing and sales, the march continues towards the attempt to develop tactical plans that will connect them to buyers. Whether they relate to demand generation, content marketing, sales enablement, and more, efforts are being made to make adaptations to changing buying behaviors. By systems, I do not refer to technology.
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
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.
YOUR SALES MANAGEMENT GURU | MONDAY, APRIL 2, 2012
[Sales] Sales Leadership: Gaining Insight & Accountability
Sales Leadership: Gaining Insight and Accountability. Most sales leaders have a lot of confidence-which is good, but many have never experienced what many CEO’s have, that is an insights and help from other CEO’s. Sales Management Board of Advisors. How Does the Sales Management Round Table Work? Ken@AcumenMgmt.com.
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 INTELLIGENCE VIEW | THURSDAY, OCTOBER 18, 2012
[Sales] #Motivational Sales #Quotes
Especially when that quote can get you motivated for your job in B2B Sales. We have created a new social profile to serve up great motivation for sales people. Sales intelligence is important but great quotes just give sales people that extra push to go on. Sales 2.0 Everyone loves a good quote.
BUYER INSIGHTS | SATURDAY, NOVEMBER 3, 2012
[Sales] Sales Sabotage: When Politics and Internal Divisions Retard Sales
You have often heard the saying; ‘a house divided among itself will fall’ The same is true of the sales organization. However, However, in too many organizations the sales effort is retarded by petty squabbles, territorial divides and personality conflicts. Is There An Enemy Within?
MARKETING GENIUS BLOG | THURSDAY, JULY 21, 2011
[Sales] Bootstrapping Your Sales and Marketing: Part 2
Last week I gave my 5 tips for bootstrapping sales and marketing for small businesses. Regardless of the fact that you will be “pounding the pavement , you will need to keep a record of your prospective customer interactions and sales pipeline from those interactions. Small business best practices marketing sales
SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 8, 2011
[Sales] 20 Awesome Sales Posts You Should Read
Often times salespeople fall into a rhythm where sales seem to come their way with nearly every call they make or potential client that comes their way. Here are 20 posts you should read from some of the best-known experts in sales. How to Write a Sales Territory Plan – Ron Snyder; Selling Power Blog. Prospecting Sales 2.0
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?
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.
FOLLOW THE LEAD | TUESDAY, MAY 11, 2010
[Sales] Mixed bag on ability of comp plans to drive sales
The correlation between sales compensation and driving sales behavior may not be so cut and dry after all. Nearly half of sales executives (44%) said their ability to implement compensation plans to drive selling behavior needs improvement, according to CSO Insights ‘ 2010 Sales Performance Optimization study.
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.
BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, OCTOBER 3, 2012
[Sales] Sales Trends Of 2012 And Beyond
'Agile Adaptation - Sales have been a moving target in the present climate for a lot of companies and there are many contributing factors at play. De-blitzing – Whilst automation is being adopted by sales and marketing teams, too much focus has been placed on the tech. Sales in the EU5 (FR, DE, IT, ES, UK) and 11.6%
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.
FEARLESS COMPETITOR | SATURDAY, MAY 14, 2011
[Sales] 3 Ways to Ditch the “And” in “Sales and Marketing”
B2B Lead Generation | Ditch the “And in Sales and Marketing. Everyone talks about the need to get sales and marketing on the same team. Carlos Hidalgo of the Annuitas Group wrote a great article for the MarketingProfs blog on an important issue for B2B sellers – how to break down walls between sales and marketing.
IT'S ALL ABOUT REVENUE | SUNDAY, APRIL 20, 2014
[Sales] 4 Must Dos For Sales and Marketing Pros
had just finished running a sales training session for a group of major account reps, when a colleague came up to me and very quietly uttered the above quote. In fact, CEB’s research shows that 53% of the impact on the customer’s loyalty had to do with the customer’s sales experience. Who knows the customer better than YOU, Sales?
IT'S ALL ABOUT REVENUE | SUNDAY, JUNE 30, 2013
[Sales] 3 Steps To Improve Sales Forecasting
'by contributor | Tweet this Editor’s Note: Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance measure software company. If you are sales leader and you are giving a forecast to your CFO for that is off by 50%, that’s a big problem. Establish data goals.
BUSINESS GROWTH DEVELOPMENT | WEDNESDAY, OCTOBER 3, 2012
[Sales] Sales Trends Of 2012 And Beyond
Agile Adaptation - Sales has been a moving target in the present climate for a lot of companies as their are many contributing factors at play. De-blitzing – Whilst automation is being adopted by sales and marketing teams, too much focus has been placed on the tech. Key Strategies for Technical Sales. Salesand 5.1%
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.
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.
YOUR SALES MANAGEMENT GURU | TUESDAY, JANUARY 7, 2014
[Sales] Sales Planning for 2014
'Sales Planning: Sales Leadership and Sales Execution. This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. The quarterly sales plan by salesperson must be much more tactical. Ken’s latest book is “Leading High Performance Sales Teams”.
LOOPFUSE | TUESDAY, JULY 26, 2011
[Sales] 3 Steps to Preparing Your Organization for Marketing Automation and How Sales Plays a Role
It may be called marketing automation, but be careful not to leave sales out of the equation, especially during the planning stage prior to implementing a marketing automation solution. Marketing Automation Sales Lead ScoringStep 1: Map the Lead [.].
FOLLOW THE LEAD | FRIDAY, NOVEMBER 12, 2010
[Sales] Assessing experienced sales reps’ worth
Tags: Sales & Marketing Babe Ruth Derek Jeter Joe DiMaggio Lou Gehrig Mickey Mantle New York Yankees
THE CRAP REPORT | FRIDAY, FEBRUARY 19, 2010
[Sales] A Sale on Every Call
liked the article a lot, and loved the comments from Sales 2.0 big dog Nigel Edelshain, inside sales expert Trish Bertuzzi, and cold calling authority Steve Richard. I watch it, and there’s something that Ben Affleck, who’s playing the sales trainer in the movie, says to his new recruits that just really moved me.
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. 225% increase in volume of prospects that convert to sales opportunities. B2B Lead Generation | Lead Nurturing. 6% points lower rate of “no decisions.
FEARLESS COMPETITOR | SUNDAY, MARCH 24, 2013
[Sales] Selling Power TV – Aligning Sales and Marketing featuring marketing expert Jeff Ogden
Jeff Ogden, TV Talk Show Host of Marketing Made Simple TV addresses the typical complaints that sales leaders have with marketing such as. not enough qualified sales leads. lack of collaboration between sales and marketing. Visit the website of his sales lead generation company , Find New Customers: www.findnewcustomers.com.
YOUR SALES MANAGEMENT GURU | 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.
FEARLESS COMPETITOR | TUESDAY, FEBRUARY 22, 2011
[Sales] Forrester Confirms Continuing B2B Sales and Marketing Alignment Gap
But the fact is: Very few sales and marketing team get along well. Forrester’s latest research “ B2B Sales and Marketing Alignment Starts with the Customer ” confirms the dysfunctional and damaging gap that still exists between sales and marketing in the vast majority of B2B organisations. Everyone talks about it. Bob Apollo.
SALES INTELLIGENCE VIEW | THURSDAY, SEPTEMBER 29, 2011
[Sales] A Dip Into Sales Data vs. Sales Intelligence
Sales Data vs. Sales Intelligence. Sales Data may be defined as the quantifiable facts and figures about prospects, including company and contact details as well as financials, that can be pulled from a variety of editorial or user-contributed sources. Essentially, sales data is exactly how it sounds: it’s just data.
SALES INTELLIGENCE VIEW | 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. The Sales Hunter. Sales Loudmouth.
FOLLOW THE LEAD | MONDAY, NOVEMBER 1, 2010
[Sales] Election cycles mimic sales cycles
Tags: Sales & Marketing GOP House of Representatives President Obama Senate Singapore Tea Party
SALES CHALLENGER | WEDNESDAY, OCTOBER 30, 2013
[Sales] Gamification: Fad or the Next Big Thing in Sales?
How to Revolutionize Customer and Employee Engagement with Big Data and Gamification , to learn about how sales organizations are using gamification to motivate sales performance and modify seller behaviors among other things. CEB Sales Members—learn from your peers on how to leverage gamification in sales force training.
YOUR SALES MANAGEMENT GURU | MONDAY, FEBRUARY 20, 2012
[Sales] You Don’t Just Hire a Sales Team: you build it
You Don’t Just Hire a Sales Team–You Build It. Developing a great sales organization involves more than just bringing the right people on board. This is an excerpt from my latest book: Your Sales Management Guru’s Guide to: “Leading High Performance Sales Teams” ) . Create a sales-oriented culture.
BUYER INSIGHTS | SUNDAY, NOVEMBER 11, 2012
[Sales] When Sales Managers Become Micro-Managers
Contrary to what you would expect the measure of greatness of a sales manager, is not the extent to which the organization is dependent on him, or her. Rather the greatness of a sales manager is reflected in the degree to which the sales organization runs smoothly regardless of the manager’s direct involvement.
FEARLESS COMPETITOR | 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.
GREAT B2B MARKETING | THURSDAY, JANUARY 15, 2015
[Sales] Lower the Cost and Boost the Productivity of B2B Sales
'Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person. Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. The average tenure of a sales manager is 19 months. Lack of training.
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!