ViewPoint

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

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ViewPoint

APRIL 28, 2015

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. 3) Execution.

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Lead Scoring Lead Ranking Sales Qualified Leads Sales Leads 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Voicemails are a waste of time.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 28, 2013

Companies must take the lead and make sure their sales people are familiar with the new paradigm, says my latest guest on PowerViews, Nick Stein, senior director of marketing and communications at Salesforce.com, the enterprise cloud software heavyweight. Youth Meets Experience in Sales Force. Twitter: @stein_nick.

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MARCH 2, 2011

But incomplete without a means to capture demand and convert it to sales. Blogging, engaging, listening to customers on Facebook or Twitter. But doing these things won’t help your business generate leads and convert sales using social media. But when does "engage" connect to sales? He blogs at [link].

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Sales Management Social Media Work Management Process 120

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JANUARY 31, 2013

TeleSmart is a leader in providing inside sales coaching and consulting to Fortune 1000 companies. As publisher of TeleSmart’s “Trend Report,” Josiane has spent most of the last decade tracking the biggest challenges that sales leaders face each year. The Inside Sales Superhero to the Rescue. Survival of the Fittest Sales Reps.

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ViewPoint

JULY 9, 2013

Joining me today is Lori Richardson, Founder and CEO of Score More Sales. Lori is a thought leader on the sales growth front and works with technology brands worldwide. She has worked with known companies such as Apple, IBM, and Siemens and has become a well-known sales leader. Are You Tenacious About Sales Follow Up?

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ViewPoint

APRIL 10, 2014

If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Calling prospects within half an hour of demonstrated interest in your business is the optimum time for you to close sales. Why Cold Calling Still Works. Success Metrics. It’s all a matter of research and timing.

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JANUARY 11, 2011

Comment on The Bridge Group's ten predictions for inside sales in 2011. No longer will the Inside Sales Rep be a “jack of all trades” Roles will be clearly defined and measured based on specific desired outcomes. Data will become an integral component for predicting the likelihood of Inside Sales success.

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ViewPoint

FEBRUARY 26, 2013

The kind of trusting relationship necessary to close big-ticket IT solutions sales, the kinds that ITSMA’s members seek, require a deeper connection. They even connect on LinkedIn and follow each other’s Twitter feeds. They value consistency—one rule for all—over flexibility. That’s not the case in much of the world. How to do this?

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ViewPoint

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. The New Buyer Requires Rebalancing Marketing-to-Sales Budget Ratios.

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ViewPoint

AUGUST 14, 2013

Then go on Twitter and post a link to your review, which will likely get picked up by that book’s publishing house. Sales Managers Didn’t Want Their People on Social Media All Day. But in sales, you’re out in the cold if you don’t have a browser open to LinkedIn. Twitter: @kokasexton. Have you written a new blog post?

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ViewPoint

NOVEMBER 12, 2013

Who has control over when a sale is complete? But for a strategy to be consistently successful, a company’s sales and marketing teams need to be operating with shared goals — which is easier said than done, says my latest guest and longtime friend, Matt Heinz, president of Heinz Marketing. Aligning Sales and Marketing.

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ViewPoint

MARCH 25, 2015

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Simplified.:

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ViewPoint

MARCH 26, 2015

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. A compelling message is a sales rep’s most valuable weapon. Don’t be like every other sales call your prospect receives. Simplified.:

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ViewPoint

AUGUST 18, 2015

In today’s B2B companies, marketing and sales alignment is critical to success. Unfortunately, few B2B organizations focus on creating, implementing and executing a defined marketing and sales process. Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. Did you hit your sales goals?

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Lead Scoring Lead Ranking Top of Funnel Leads 120

ViewPoint

OCTOBER 24, 2013

Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. She spent six years in management consulting and 52 quarters in software sales. At Oracle she heads up social selling evangelism and enablement. Define Your Personal Brand.

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ViewPoint

APRIL 3, 2014

Relationships rule in sales. But while technology has forever altered our sales processes, it won’t save our sales careers. Technology provides us with many great tools, but it is the person behind the LinkedIn profile , all the fancy gadgets, and high-tech presentations who actually makes the sale. Toss the technology.

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OCTOBER 29, 2013

There’s no silver bullet in sales, he said, but one of the biggest mistakes people make is to create content — a blog, a slideshow, a video interview — and not share it wisely and effectively on social media. He admits the remark was akin to “link bait” and he hoped it would be inflammatory enough to drive traffic. Don’t Always Be On.

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ViewPoint

MARCH 27, 2014

While I did not say this during the podcast, the funniest line I have heard in 2014 was in a blog article last month: “For the past five years in a row marketers state that providing sales with high quality leads is their biggest challenge despite otherwise successful marketing efforts.”. Connect with Paul on Twitter: @pgillin.

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ViewPoint

MARCH 27, 2015

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. Twitter: @mike_weinberg. Sales Process Sales & Marketing Management'

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ViewPoint

AUGUST 20, 2015

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Step 1 – Revenue Influencer Feedback.

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ViewPoint

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. In 2014, he was named a Top Sales Influencer by Forbes and OpenView Labs, and his first book New Sales.

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ViewPoint

DECEMBER 3, 2013

which assists sales trainers in selecting the appropriate providers. Dave, a former sales rep, sales manager, VP of sales, competitive sales strategist, consultant, and sales trainer, has worked in 26 countries—with companies from the Fortune 10 to start-ups. Consolidation is Going to Continue.

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ViewPoint

JANUARY 24, 2012

Then consider the world of social media with its Twitter accounts, Facebook pages and YouTube videos. Logistics companies aren't on Twitter. Logistics companies aren't on Twitter. What is a business-to-business marketer to do with all that? Manufacturing firms don't watch YouTube! People are. But people do. And people are.

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JULY 26, 2018

While the customer did not state anything about a lack of sales before the services were implemented, he did state that sales increased 15% within six months of the installation. Of course, every program is supported during the interview with quotes from the guest and host on Twitter. Social media. Email blast. Newsletter.

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ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Christopher mentions Twitter’s recent launch of its self-serve ad platform similar to Google AdWords: marketers can go in with their credit cards and place ads. Today's PowerViews guest is Christopher Hosford.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

He is former editor-in-chief of Sales & Marketing Management magazine, and has written for Architectural Record, Inc. Chris mentions Twitter’s recent launch of its self-serve ad platform similar to Google AdWords: marketers can go in with their credit cards and place ads. Today's PowerViews guest is Christopher Hosford.

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Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 14, 2013

Michael is also the author of B2BMarketingInsider.com , where he discusses content marketing, demand generation, mobile strategy, and sales alignment to name a few. Sales is Still Important. It’s the aim of marketing to assist salespeople and the aim of sales is to enable buyers to buy.

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ViewPoint

JULY 12, 2012

Click to start video at this point — Asked about what is happening or not happening in marketing and sales that is surprising this year, Ann references research that MarketingProfs did with the Content Marketing Institute last year. Marketing and Sales Alignment: Content Development Helps Close the Gap. Stay Tuned.

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MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. Click to start video at this point — It''s important for marketing and sales to agree on the definition of a qualified lead and what criteria are met to qualify as a lead. My guest today is Tony Zambito.

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FEBRUARY 2, 2011

Follwer her on Twitter @marketingprofs. Most businesses have some kind of social presence or plan to have one: Most have attempted a blog or Facebook page, or have at least peeked at Twitter. What’s the value of social-streaming platforms like Twitter, where your content quickly vaporizes? Wiley, 2011).

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ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management. Jim is seeing a lot of companies lifting off as a result.

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ViewPoint

MARCH 6, 2014

LinkedIn was rated eighth out of 13 channels and YouTube was 10th, followed by Google+, and Twitter. Christopher is former East Coast Bureau Chief of Crain’s “BtoB” magazine, and former editor-in-chief of Nielsen’s “Sales & Marketing Management” magazine. He can be reached at chris@hosfordgroup.com.'

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ViewPoint

APRIL 30, 2013

In his experience sales and marketing typically leads the economy. Traditionally, sales and marketing budgets drop before the economic markets because the C-level executives see what''s on the horizon. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

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ViewPoint

NOVEMBER 8, 2012

I am pleased to have as my guest today Linda Richardson, the founder and chairwoman of Richardson, a global sales performance company that delivers sales process strategies, curricula and tools to help salespeople drive more positive business outcomes. The New Selling Landscape Calls for a New Sales Map.

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ViewPoint

APRIL 18, 2012

Click to start video at this point —Asked about the role social media plays for companies selling a $250K software solution compared to lower average dollar goods, Trip affirms the impact in the complex sale and also notes different dynamics. ” The State of Marketing & Sales Alignment. The Impact of Mobile.

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