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July is Sales Leadership Month

Your Sales Management Guru

July is Sales Leadership Month. As a sales leader you must always have a vision and action plans for a rolling six months, this is why July is the perfect month for anyone that has sales management responsibility—so why not name it Sales Leadership Month !  Ok, it is not an act of government and it is only Acumen’s opinion, but let’s explore why I feel that way.

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5 Essential Elements to Include in Every Sales Pitch

Webbiquity

Effectively closing sales is the bread and butter of your business. According to researchers at the University of Florida, 20% of all salespeople make 80% of all sales (also known as the 20/80 rule or the Pareto principle ), which makes securing a spot in that top 20% crucial to running a competitive and profitable business. First and foremost, ditch the the “sales pitch.”

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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.

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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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.

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?

To Manage Sales You Must Manage Sales Leads

ViewPoint

“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.

3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Three Magic Questions a Sales Manager Must Know. One of the main roles of a Sales Manager is to help train your salespeople on how to stay on track during a sales cycle. During any sales opportunity coaching sessions consider asking these three questions with any sales opportunity: Why do anything? Sales Leadership Training Sales TrainingWhy now?

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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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.

Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages

Influitive b2b

In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of. This post was updated on August 25th, 2016.

Sales Enablement Danger

ANNUITAS

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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How Marketing Automation Changed My (Sales) Life

Salesfusion

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

Steal This Technique for Your Next Sales Email

The Point

As the saying goes, he who hesitates is lost. I 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

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Successful Sales Coaching Best Practices

DiscoverOrg

Sales is tough and ongoing sales development is a never ending process. Take it from us – our sales and sales development functions are constantly evolving as we look to accelerate our record growth rates over the past few years. Below are the interview answers provided by David Sill, an authority on B2B sales and the SVP of Customer Success at DiscoverOrg.

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.

How Marketing Operations Can Align with Sales (and Why)

Act-On

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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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

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. 1. Include New Year''s in your inside sales messaging, and make sure to follow up on those prospects who wanted to speak at the beginning of 2015. 2. As we embark on the journey of B2B sales prospecting in 2015, it is important to keep in mind that timing does matter.

3 Tips to Shrink Your Long Enterprise Sales Cycle

Act-On

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!

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.

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

Sales Context is an important part of any conversation, as it directly correlates to the potential of a sale. With 54% of sales reps not making quota this year according to SiriusDecisions, it’s imperative that you teach your team to make the most of Sales Context, the information that can influence a sale. Sales Prospecting Call Strategy B2B Sales Success

How Marketing Software Benefits Your Sales Team

Salesfusion

The post How Marketing Software Benefits Your Sales Team appeared first on Salesfusion. Lead Nurture Sales CRM Website Tracking

Sales and Marketing Automation

Salesfusion

The post Sales and Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Nurture Marketing Sales CRM

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

Here are three trends I see in the sales world, paired with predictions on where those trends will take us. B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. Sales folks can’t keep up with all of today’s promising new tools. TREND #1: Content Fatigue / Focus.

Trends 101

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.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers. It creates sales-ready leads and nurtures the leads that aren’t sales-ready.

The dangerous confusion of sales and content marketing

grow - Practical Marketing Solutions

Pink went on to talk about how sales used to be in the days prior to the Internet by giving the example of the used car salesperson. Pink argues that salespeople need to become “servant sellers,” providing helpful information, answering questions, and generally providing a good experience— before any sale is made. pieces of information prior to a sale, a little bit too close to heart. 

The Myth About Sales Pipeline

ANNUITAS

Most sales managers or Sales VPs will tell you that in order to meet their quota, they must have a pipeline of X.  Whether it is a three X, five X or seven X pipeline, these sales people have a formula that they follow that knows what they need to get them to their stated goal.  Sales management was no longer worried about a “five x multiple” (the goal they had previously). 

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5 Sales Tips My Kids Learned from Watching Shark Tank

The Point

But there’s another side of Shark Tank that I appreciate, and that is: it’s great sales training. As someone who’s attended a few sales training classes in my day, I have yelled advice at the TV a few times during the show (often along the lines of “TAKE THE DEAL FOR PETE’S SAKE”), much to my kids’ embarrassment. One is sales (revenue). inside sales Sales 2.0

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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.

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.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Assuming you have sales stages to begin with, which will your SDRs be responsible for? Do the math.

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.

TOPO Sales Summit April 7-8, Join Me

Smashmouth Marketing

I'll be attending the TOPO Sales Summit on April 7-8 in San Francisco. If you are a sales, sales development, sales operations, sales enablement, or even marketing leader, you should attend. I'll be attending the TOPO Sales Summit the first week of April and am looking forward to hearing from the sales and marketing trenches. What’s TOPO? PERIOD.

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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.

Are your marketing personas your sales market segments?

Biznology

Marketing is supposed to lead to sales, right? So why is it that we marketers sometimes throw up unnecessary impediments to selling things? I’ve talked in the past about how you better make sure that the steps in your marketing Buyer Journey matches the phases of Sales Funnel. Often, sales teams take different approaches with different market segments. Like this post?

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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5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

Yesterday, you were most likely scrambling to answer all those emails you missed over vacation, rushing to meetings about your sales pipeline, and scrambling to write down your new sales goals. However, did you ever just take a moment to stop and reflect on the year behind you, on the year ahead of you, and on your impact as a sales leader? It’s January 6. Matt Bertuzzi.

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B2B Sales Conversations — By Design

Avitage

To paraphrase David Packard, sales conversations are too important to leave to sales people. B2B sales conversations for key touch points should be designed. How have you designed the sales conversations for your key touch points? How well do each of your sales people handle conversations at key touch points, or with different stakeholders? How consistent is the delivery of your messages, across your sales teams? This sales requires educating and gaining consensus from 4 to 14 buying team members, 5.4 is a considered average.

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.