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5 Worst Trade Show Blunders


Once those dollars are spent though, the incremental effort of the people on the floor make or break the true effectiveness of this marketing tactic. I ran into 5 firms that flushed 100% of their investment down the tubes through the following actions by their sales reps: 1. Sales rep openly mentions, “I would quit my job and work somewhere else if I could.” Sales rep says, “the economy has hurt us so bad, we don’t have the resources to care about our customers.” ” 2. ” 3. ” 4. Filed under: strategy. strategy

Your Piece of the Pie


Without this, you will not be able to make the investments your firm needs to build process, grow your marketing system, and build out your sales force for the long-term. For anyone who reads Inc. Magazine, you were probably quite happy to see the “residential construction” market as one of the four “Fast Growth, Big Profits” categories. Filed under: strategy.

Googled: referrals weak connections


Filed under: other stuff , sales. Tags: other stuff sales Researching an article on networking for NARI Remodeler’s Journal, I was wondering: Do referrals come from weak connections? So I  Googled “referrals weak connections&# and came upon this terrific post by Peppers and Rogers Group: Harnessing the power of your weak ties. And we’ll all know one another. Hmmmm.

Googled: referrals weak connections


Filed under: other stuff , sales. Tags: other stuff sales Researching an article on networking for NARI Remodeler’s Journal, I was wondering: Do referrals come from weak connections? So I  Googled “referrals weak connections&# and came upon this terrific post by Peppers and Rogers Group: Harnessing the power of your weak ties. And we’ll all know one another. Hmmmm.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Portfolio: Before and After


And yet, this is exactly how many businesses in the industry present their work — online and in printed sales tools. Do this on your website and other sales tools. I’m a fan of WIRED. It’s about technology, mostly, but they often include features about the intersection of technology, design, entertainment, economics, business, etc. Not very. Pictures. No text.

Ten Ways to Beef Up Your Marketing (without spending more money)


Can everyone in your company (not just your sales team) communicate your value to a friend, neighbor, or prospect? 5) Update Your Sales Tools. Are your sales tools dull, dated, or incomplete? Some of the smartest, most practical things you can do to drive growth require creativity and effort — not dollars. Leaders often get caught up in day-to-day stuff. Managing people.

Track this marketing metric


At Bungalo Group, our goal is for both partners to spend 8 hours a week on marketing — not sales — marketing. There’s plenty to do – a quarterly newsletter, articles for industry publications, maintaining the blog, improving our sales tools, etc. Our presentation at the NARI MN meeting last night went pretty well. Where are you spending it? And time.

Keeping customers engaged takes communication


Posted in good idea, sales Tagged: communication, sales. Tags: good idea sales communication In a recent blog post — Take your Time — Quickly — Remodeling blogger Greg Antonioli talks about how you need to be accurate with estimates, and at the same time, you need to move quickly so buyers don’t lose interest/enthusiasm for their project.

The Doing-Not-Doing Matrix


Something is important if it has a significant impact on the top or bottom line — does it improve profitability, drive sales and repeat business, increase referrals, reduce costs? I was recently invited to a talk by Phil Styrlund about adding value to B2B relationships, sponsored by Vistage. How the Doing-Not-Doing matrix works. Going clockwise starting at the top left, brainstorm: 1.

Fool me once, shame on you; fool me twice, shame on me


Have systems in place to produce immediate data for sales, gross margins, and overhead costs. I just received an email blast with the title “Double Dip Predicted for Home Remodeling.” ” “If I could have reached through the screen and had a word or two with the publisher,  I would have been able to flush out the “real” reason why they sent this email. (to get eyeballs reading it).” ” One that can grow despite external market conditions.  It is also time to STOP doing things that got us in trouble last time around, and froze us in our tracks.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

I want to grow revenue in 2010. Should I hire a sales rep?


You have existing sales reps that sell, so why not hire an additional one to go out and beat the street for you? Have you ever interviewed a sales person who says, “I have a HUGE customer base, and I am sure I can do x amount of sales in my first year.” As owners and sales managers, we hyperventilate as we start to add the figures up, and plan for more revenue and bigger profits. In the home improvement industry, commissioned sales people are common. For maximum revenue: balance your sales and marketing portfolio. What is the True Cost of this Rep?

Nothing Left to Cut – Now what?


So if you don’t have a system in place for managing customer relationships as they move through the marketing and sales pipeline, you are losing revenue. Starving your marketing efforts now, may lead to anemic sales down the road, and leave you staring at the competition’s tail lights when the market improves. This article appeared in the NARI Minnesota Newsletter (Winter 09/10). Your pencil can’t get any sharper. You’ve done everything you can think of to minimize overhead and shrink job costs. Strategy first, then goals. Set goals. The devil is in the details.

You too could be a winner!


The 2009 NARI MN COTY binders are for sale at the NARI MN office. Any Just received an email from NARI about the COTY Awards. This little nugget from the email jumped out at me: Fact - In 2008 each category averaged 6 entrants. Though the competition is stiff, a 1 in 6 chance at winning are good odds! His response began, “Well, I noticed they won an award…&#. The Power of Corporate Awards (About.com). Any projects completed after January 1, 2007 are eligible. If you entered a project last year, and it didn’t win, you can tweak and resubmit the entry. Procrastinating?

To Manage Sales You Must Manage Sales Leads


“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. The responsibility for addressing prospects’ needs remains a major part of the sales job.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. In retrospect based upon the podcast I came away with even a stronger opinion on the topic of generating the right level of emotion-that is positive emotion into the sales team. HINT: Run an annual sales trip contest.

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Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. I’m also a perfect candidate for lead nurturing. And secondly, and more critically, these kinds of “touching base” phone calls are the worst possible use of a sales rep’s time. But no.

Industrial Content Marketing Boosts Sales for Distributors

Industrial Marketing Today

My conversations with distributors about industrial content marketing almost always start with them needing help in growing their sales. Most distributors define their problem as “lack of sales.” Content Marketing Industrial content marketing Industrial Marketing Industrial salesThat should come as no surprise. This is only a content summary.

The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up.

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Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

help sales close deals, and B2B buyers prefer to. what sales and marketing claim. when marketing sees them simply as sales support. they correlate positively with satisfaction and retention.” › References help sales accelerate deal conversion. When they visit your website or engage with sales for the first time, they. deals that sales wins or closes. enjoy?”

3 Tips to Shrink Your Long Enterprise Sales Cycle


You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months. While many of these folks give sound advice, the reality for some of us is that we simply have a long sales cycle. ” No thanks!

7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)


Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. Whether you are the CEO, or aspire to be, there’s some chance that in your opinion marketing and/or the sales organizations in your company are far from operating efficiently or effectively. Simplified. Stay tuned.

Changing Your Sales Mindset


Unfortunately, most sales professionals focus primarily on learning sales techniques. Adopting a better sales mindset might be what’s required. With the typical sales mindset, techniques might be even be experienced by prospects as gimmicks. With this sales mindset, you’re going to work every day with an inherently conflict oriented mindset.

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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? The second thing I would ask is, when was the last time you talked with your sales team? Consider having short huddles daily and weekly between the marketing and sales team members. Be honest. The say leads, what leads?

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

Sales Leadership: Why Winners Win!

Your Sales Management Guru

Sales Leadership Thoughts:  Why Winners Win! Salespeople must be trained on the emotional elements of success at the same level that they are trained in pure sales skills training. My blog on Creating Intensity is also focused on the emotional aspects of sales leadership and sales team performance. Need more sales management resources? Feel the fear-do it anyway!

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Sales Management & Discipline

Your Sales Management Guru

Sales Management and Discipline. received a call from a former client that was concerned about the status of their sales team and VP of Sales-it seems that their revenue was off more than $2M over the previous year and below their growth goal! After that conversation I next interviewed the VP of Sales.   The VP of Sales and President failed on one major tenet of sales leadership; they forgot about the need for discipline. Development of a Sales Plan for the new year with quarterly objections/goals. Need more sales management resources?

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Why Marketing—Not Sales—Is the Best Sales Forecasting Engine


With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close. The nature of demand generation means marketing has an impact higher up the funnel than sales. ToFu CAC sales forecastingThe bottom line?

The Sales Development Playbook #PeopleMatter #MustRead

Smashmouth Marketing

My opinion of Trish as a sales development expert is beyond what I could deliver in this article. Just last week I attended her launch party for her new book, The Sales Development Playbook (amazon link) and she fielded a few questions that pointed directly to the underlying theme of the book, that sales development is all about the people. sales books reviews sales managers

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

How Marketing Operations Can Align with Sales (and Why)


One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!? Empowering your sales team will dramatically increase their output and inevitably, your revenue.

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Is Marketing the new Sales?

It's All About Revenue

You probably all heard this in one way or the other: in our digital era, buyers are 2/3 through the decision process before they engage with the first sales person. Both in private and business life, Google, Amazon, blogs, social networks and mobile completely changed our buying habits - which disrupts many legacy sales and marketing mechanisms. But all that’s easy said.

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Deliver More Sales Qualified Leads Using Predictive Intelligence


One of the biggest challenges today’s B2B marketers face is generating sales qualified leads (SQLs). While marketers might not have such a hard a time generating a large volume of leads (quantity), they are having an increasingly tough time attracting leads that convert into sales opportunities and eventually into customers (quality). Why leads aren’t qualified. How does it work?

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Sales Enablement Danger


Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement. Sales enablement is a universal challenge. Is the target now a naïve Sales Enablement buyer?

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B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

Crisp Sales and Marketing Execution – A Key to B2B Success

Great B2B Marketing

Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for […]. Marketing Strategy Sales and Marketing Marketing Execution

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How Marketing Automation Changed My (Sales) Life


The post How Marketing Automation Changed My (Sales) Life appeared first on Salesfusion. Marketing Automation Sales and Marketing Sales Sales Pain Points

New Sales Competency – Use Content to Sell


Sales professionals have been slower to change their sales methods to adapt and align with new buying processes and the expectations of buyers. Those who are not actively and effectively using content to sell are missing an important opportunity to capture a selling advantage, lower selling time and costs, and accelerate successful sales outcomes. “Social selling” while new and popular, doesn’t yet represent a significant breakthrough in the way B2B sales people sell. The digital era has ushered in many behavior changes, especially for B2B buyers.

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance. This was important because the sales team was generally inexperienced.

B2B Marketing Trends for 2016

through their own research, without talking to sales—until late in the journey. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. Focus marketing and sales resources within chosen vertical. normal point of sales/marketing contact. CEO, CFO, and VP of Sales/Marketing.

"New Sales. Simplified." A Must-Read!


Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Anthony Iannarino who wrote the foreword for the book sums it up perfectly: “This isn’t an academic treatise on sales. Simplified.: Great!

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23.42 μs: 367.0 ns, 13.14 μs, 77.00 ns 231.7 ms: 206.2 μs, 2.710 ms, 228.1 ms