• HINGE MARKETING  |  MONDAY, JUNE 5, 2017
    [Cold Calling, CRM] Marketing Planning Process for Professional Services
    When focusing on repositioning your firm in the marketplace, often called rebranding you will most likely need to emphasize both the strategic and tactical elements to increase the visibility of your new brand. When we assist clients with the planning process, we often combine several types of research into a comprehensive package we call brand research that can be applied throughout the planning process. These are called your differentiators, and they must pass three tests.
  • LEAD LIAISON  |  TUESDAY, MAY 23, 2017
    [Cold Calling, CRM] 3 Sales Tools I Wish I Had When I Was in B2B Sales
    Ladies and gentlemen, account executives, and sales reps everywhere, I salute you. I have tried my hand in business to business sales and could just never get a rhythm down. I’d knock on doors, get cards (or speak to someone if God was smiling on me that day), log them in the CRM, and then call or email back every few days. Things that might have made my short sales career much longer, and much more profitable. .
  • ACT-ON  |  THURSDAY, MAY 18, 2017
    [Cold Calling, CRM] The Modern Marketer’s New Executive Dashboard with Matt Heinz
    Matt is president and founder of Heinz Marketing, B2B marketing and sales acceleration firm. Matt is often recognized as among the Top 50 Most Influential People in Sales Lead Management and among the Top 50 Sales & Marketing Influencers. And now to do that, well, talk about sales and marketing working together, now we’ve got a much bigger dance. We need sales and marketing, but we also need customer service, product marketing, and product development.
  • VIDYARD  |  TUESDAY, MAY 16, 2017
    [Cold Calling, CRM] Chalk Talks: Personalizing Video for Your Sales Outreach
    In a world where your prospects are being bombarded by emails, cold calls, and social outreach, personalization and engagement are the new currencies. And smart salespeople know that video isn’t just engaging – it’s also one of the easiest ways you can add personalization to your sales cadence. I’m a Sales Development Manager here at Vidyard! There are two types of videos you can use in your sales cadence. Blog Field Sales Sales Sales Leadership
  • ACT-ON  |  WEDNESDAY, APRIL 5, 2017
    [Cold Calling, CRM] Sales and Marketing: Tearing Down the Silos
    Sales is sales and marketing is marketing, and never the twain shall meet …. The view of sales and marketing as two separate, competing camps with two separate sets of interests is all too common in businesses and organizations. Today the lines between sales and marketing teams have become blurred. Marketing teams are often tasked with converting new leads from social media interactions, emails, and website visits into customers – traditionally a sales role.
  • TERMINUS  |  THURSDAY, MARCH 9, 2017
    [Cold Calling, CRM] One Year as a Terminus SDR
    I just hit my first anniversary at Terminus and wanted to share what I learned in my one year as a sales development representative (SDR), plus how these lessons helped me get promoted to SDR manager. The next day, I cold called Tonni Bennett to win an opportunity to interview with their team. I had a great final interview and I was offered a full-time position as a sales development representative (SDR). I didn’t even know what a CRM was.
  • VIDYARD  |  WEDNESDAY, MARCH 1, 2017
    [Cold Calling, CRM] Leveraging Video to Get More Sales Meetings [Podcast]
    The more we talk to sales people, the more we realize that cold calling just isn’t cutting it anymore. That’s why we’ve been implementing a video-first approach to sales here at Vidyard; video is engaging and helps cut through inbox clutter. After we started using video in our sales process, Scott Ingram, host of the Sales Success Stories Podcast took notice. What are your favorite sales tools? How would you describe your sales style?
  • LISTENLOOP  |  THURSDAY, FEBRUARY 2, 2017
    [Cold Calling, CRM] Account-based Everything, Measuring ROI, and the Future of ABM
    You’ll note that Account-Based Everything is not a new idea but it’s a trending practice that marketing and sales organizations are using, and it’s spreading like a wildfire. You need to work with sales to realize the value of your account-based efforts, and that’s why we call it “account-based everything “ There are really five or six key steps that successful account-based marketing and account-based sales development organizations have adopted.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [Cold Calling, CRM] Tools and Tips for Outbound Sales Prospecting
    In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. We’re tasked with uncovering quality opportunities for our sales team and are 100% focused on outbound prospecting into these accounts. Each day, the sales development team will focus their outbound efforts on targeting and profiling new accounts. Sales b2b
  • ACT-ON  |  THURSDAY, JANUARY 19, 2017
    [Cold Calling, CRM] Your Role on the Customer Journey
    By knowing what customers may do – and guiding them to the place you want them to ultimately be – you could directly affect your sales and company outcome. “It You can correlate these milestones to the different stages of the sales funnel: For example, the first milestone may be your cold call a customer or meeting them at a tradeshow. The next is when you hand them a business card and hope they call. Set up a follow-up call for a product demo.
  • LEAD LIAISON  |  THURSDAY, JANUARY 5, 2017
    [Cold Calling, CRM] Breaking the Lead Gen Stereotypes
    Did you know that the success rate of getting an initial appointment through cold calling is about 1-3%? Whereas, when the same call is made through a referral, the success rate shoots up to 40%. [1]. Luck plays a role in business success, but you can’t leave the health of your sales pipeline to chance. Evernote, a leading CRM platform with over 100 million users, acquired 13 million users through partner referrals.
  • MODERN MARKETING  |  THURSDAY, JANUARY 5, 2017
    [Cold Calling, CRM] Lead Scoring Setup is Not a Set-It and Forget-It Activity
    Hopefully this was all determined in conjunction with sales, so they agree with the definition of an MQL. If you don’t have sales buy-in of your definitions, this is a good time to get it. Time to Review Your Results You need to work backwards from closed sales and determine how your marketing attributes actually aligned with those prospects who became customers. This could be through cold calling, or other sales-driven initiatives.
  • CONTENTLY  |  TUESDAY, NOVEMBER 15, 2016
    [Cold Calling, CRM] How to Fix a Broken Lead-Nurturing Strategy
    In a must-read piece from Velocity Partners , Doug Kessler said we shouldn’t even call it “nurturing,” since that’s not what we’re doing: “For the rest, you may call what you’re doing ‘nurturing’ but it’s really just blabbing, spamming, small-talking and, at best, influencer-stroking.” When you’re a content marketer who writes about content marketing, you start to see marketing analogies everywhere.
  • BIZIBLE  |  WEDNESDAY, OCTOBER 12, 2016
    [Cold Calling, CRM] How To Create A Revenue Generating B2B Marketing Strategy
    By far the most important part of B2B marketing and sales, winning over the influencers at target companies is the lynchpin to successful marketing. On the other end there is outbound which is list buying and cold calling and direct mailers. Consider what additional details the researcher is looking for after reading a review about your product and then wanting more information from your website before engaging with sales. Strategy.
  • LATTICE  |  WEDNESDAY, SEPTEMBER 21, 2016
    [Cold Calling, CRM] Making the Case for Predictive Marketing and Sales
    Let’s break down some different use cases where predictive marketing and sales can help companies improve the efficiency of their revenue funnel: Too many leads: The issue of having an overwhelming number of leads in your demand waterfall is a top issue for fast-growing organizations with a freemium business model. This also enables sales to prioritize their leads based on the predictive score and attributes of a lead or account.
  • MODERN B2B MARKETING  |  FRIDAY, SEPTEMBER 16, 2016
    [Cold Calling, CRM] Top 5 Marketing Must-Haves for Asset Managers and More
    Author: Joe Paone One of the first interviews I had in college was with a local money manager who was looking for a new recruit to make calls and drive business. and his reply was something to the effect of “You start by calling your friends and family.” The job profile was similar: make calls and drive business. They had a database of around one million retail investors to call on and my job was to qualify them and get them interested.
  • PUREB2B  |  SUNDAY, SEPTEMBER 11, 2016
    [Cold Calling, CRM] 30 Terms Every Sales and Marketing Professional Should Know
    Here are some of the terms every sales and marketing professional needs to know: A/B Testing. These are the four steps involved in the so-called purchase funnel. Refers to the various stages in the sales funnel. Sometimes called “the buying process,” this refers to the stages a potential customer goes through—from learning to purchasing or rejecting. Cold Calling. An activity whereby a sales representative offers more than just one product or service.
  • INFER  |  TUESDAY, AUGUST 30, 2016
    [Cold Calling, CRM] How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization
    Belly landed its initial customers with outside sales and “feet on the street.” By 2014, Belly had gained a significant market presence, and shifted from a dominant outside sales team to a dominant inside sales team. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition. However, the shift to inside sales required that we retool our marketing and sales systems to optimize the sales process.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, AUGUST 4, 2016
    [Cold Calling, CRM] 16 Proven Ways to Get Better Opportunities Now (Part 2)
    Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Most case studies and whitepapers have a sales edge to them. Read more on stop cold calling and start do lead nurturing.
  • SALES ENGINE  |  FRIDAY, JULY 29, 2016
    [Cold Calling, CRM] If Your Leads Stink, Time to Update Your Buyer Personas
    You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. If it were, then we could buy a list and have our sales people cold call until they got appointments. ( Hire more sales people?
  • IKO-SYSTEMS  |  TUESDAY, JUNE 21, 2016
    [Cold Calling, CRM] Why Automated Email Engagement Should Be Part Of Your Sales Team
    Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. These platforms regulate, schedule, and deliver targeted email scenarios to prospects based upon criteria determined by sales reps. Because the Automated Email Engagement platform streamlines the lead prospecting and lead management process, sales reps have more time to sell to qualified leads with the tools they need.
  • IKO-SYSTEMS  |  TUESDAY, JUNE 21, 2016
    [Cold Calling, CRM] Why Automated Email Engagement Should Be Part Of Your Sales Team
    Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. These platforms regulate, schedule, and deliver targeted email scenarios to prospects based upon criteria determined by sales reps. Because the Automated Email Engagement platform streamlines the lead prospecting and lead management process, sales reps have more time to sell to qualified leads with the tools they need.
  • LEANDATA  |  WEDNESDAY, JUNE 8, 2016
    [Cold Calling, CRM] Walking in The Shoes of Sales
    Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. That’s especially the case when you’re in sale operations, Singh believes. In fact he said it can be a huge advantage for a sales ops practitioner to have felt first-hand that stomach-clenching, white-knuckle experience of trying to persuade people to buy a product. Sales ops has become the lynchpin to the modern sales team. The sales seat.
  • LEANDATA  |  WEDNESDAY, JUNE 8, 2016
    [Cold Calling, CRM] Walking in The Shoes of Sales
    Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. That’s especially the case when you’re in sale operations, Singh believes. In fact he said it can be a huge advantage for a sales ops practitioner to have felt first-hand that stomach-clenching, white-knuckle experience of trying to persuade people to buy a product. Sales ops has become the lynchpin to the modern sales team. The sales seat.
  • LEANDATA  |  WEDNESDAY, JUNE 8, 2016
    [Cold Calling, CRM] Walking in The Shoes of Sales
    Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. That’s especially the case when you’re in sale operations, Singh believes. In fact he said it can be a huge advantage for a sales ops practitioner to have felt first-hand that stomach-clenching, white-knuckle experience of trying to persuade people to buy a product. Sales ops has become the lynchpin to the modern sales team. The sales seat.
  • FATHOM  |  TUESDAY, JUNE 7, 2016
    [Cold Calling, CRM] Let’s Make a Deal: Social Selling Technology
    What do you get when you mix social media, content marketing, and sales? Social selling, the latest trend in savvy sales techniques. A hodgepodge of marketing philosophies, sales techniques, and technology supported relationships, social selling is a concept that is growing in popularity, as can be seen in the Google Trends graph below. Essentially, social selling is the content marketing and/or nurture marketing of the sales world. Nimble: Social CRM.
  • ACT-ON  |  WEDNESDAY, MAY 25, 2016
    [Cold Calling, CRM] 5 Ways to Help Inside Account Executives Build Their Own Pipeline
    In order to capitalize on this skillset, many companies separate prospecting from closing , allowing their sales teams to divide and conquer by focusing on what they do best. The prospecting group is often calledsales development reps” (SDRs), and the closers are usually “account executives” or “sales reps.” But sometimes your sales reps will have to prospect. Determine Your Sales Pipeline Goals. Try email first, and follow up with personal phone calls.
  • SALES ENGINE  |  THURSDAY, MAY 19, 2016
    [Cold Calling, CRM] B2B Content Marketing Strategy Should Focus on Developing Lead Intelligence
    In the context of digital marketing and demand generation, lead intelligence is the sales rep’s ability to predict high probability pain points that a prospect may have before trying to establish contact so that they may have a more fruitful consultative conversation. This is a primary role for content marketing programs in the B2B space, especially when an outside sales force is being deployed to sell a complex product or service. Sales Enablement
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Cold Calling, CRM] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines.
  • IKO-SYSTEMS  |  THURSDAY, MAY 19, 2016
    [Cold Calling, CRM] Lead Generation Tweaks for Building a Better Sales Pipeline
    Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. We’ll look at examples of how inbound and outbound can be used with data sets to compound sales pipelines.
  • HG DATA  |  WEDNESDAY, MAY 4, 2016
    [Cold Calling, CRM] Summer, Funnels & Bluebirds
    I’m referring to the perfect pipeline for sales. And sure as there are UCSB students passed out on the beaches of Santa Barbara right now, I’m about to shatter your perception of the sales funnel. The Sales Funnel You Thought You Had. You know that sales funnel you’ve been cultivating in your CRM system? Responding to sales funnel leads is reactive selling. By the time bluebirds call, they’ve educated themselves about you and your product/service.
  • IKO-SYSTEMS  |  MONDAY, APRIL 25, 2016
    [Cold Calling, CRM] The Unseen Problem with Inbound Leads and How to Fix It
    What most sales teams will come to realize sooner or later is that, when trying to meet monthly or quarterly sales goals, inbound simply won’t be enough. Adding outbound lead generation tactics can be a good way to create a steady sales pipeline. But the question you really need to ask is, just how long does it take for these leads to convert into a sale? You’ll need many touch points before striking up an outbound conversation and making a sale.
  • IKO-SYSTEMS  |  WEDNESDAY, MARCH 16, 2016
    [Cold Calling, CRM] Are You Part of the Predictive Lead Gen Generation?
    Exclusive Bonus Content: Download Here our 5 very Effective Email Templates for Cold Sales Emails. What if: cold calling no longer existed? . These antique forms of cold calling have come and gone. So why are we still relegated to cold email outreach online? Cold sales emails have stood as the standard for our relatively new, digital age. Blogs, online forums, and social networks contribute to the cold sales email processes.
  • HUBSPOT  |  WEDNESDAY, MARCH 2, 2016
    [Cold Calling, CRM] 12 Critical Building Blocks to a Successful Digital Marketing Campaign
    Work with your sales team, senior marketing members and anyone else with experience working with your industry’s customers (customer service reps, store managers, etc.) Reach out to prospects that your sales team recently lost (if possible). This will help you build out a better understanding of major objections your sales team faces. Do your forms ask questions that your sales team needs to know in order to qualify leads when they first fill out a form?
  • ACT-ON  |  MONDAY, FEBRUARY 29, 2016
    [Cold Calling, CRM] How Smart People Do Social Selling
    It’s not a magic bullet (don’t nix cold calling yet), but social selling does work. According to research from the Aberdeen Group: 6% of the salespeople using social selling as part of their sales process outperformed their sales peers. Despite the good results, many sales people are still holding back. They’re also alarming because most buyers will be well along in their buying process by the time they actually talk to a sales team member. Skype call.
  • ONALYTICA B2B  |  WEDNESDAY, FEBRUARY 24, 2016
    [Cold Calling, CRM] Social Selling 2016: Top 100 Influencers and Brands
    Social selling is the process of developing relationships as part of the sales process, this mostly takes place on social networks such as LinkedIn, Twitter and Facebook but can also take place offline at networking events and conferences. According to research from Social Centered Selling and A Sales Guy Consulting, 72.6% Sales forces are slow in their reaction to this change and still live in an analogue world. The Sales Foundry. Sales for Life. Sales Hacker.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 24, 2016
    [Cold Calling, CRM] How the CEO Can Enhance Sales, Marketing, and the Executive Branch
    Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Are outbound and cold calling really dead? Is sales development about hiring some young hungry kids to bang on the phones?
  • BIZIBLE  |  THURSDAY, FEBRUARY 4, 2016
    [Cold Calling, CRM] 9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution
    But pop over to the next department and see what the sales team thinks of B2B marketing attribution. How does attribution change how the sales team sells? What does “marketing and sales alignment” look like from the sales team’s point of view? I would posit this is one of the biggest kept secrets in the B2B marketing space today -- B2B sales teams are some of marketing attribution’s biggest fans. And we’ll let the sales team tell their own story.
  • SALES ENGINE  |  TUESDAY, JANUARY 5, 2016
    [Cold Calling, CRM] If Your Leads Stink, Time to Update Your Buyer Personas
    You’ve seen the Internet decimate industries such as record labels, newspapers, and cable TV—and in case you haven’t noticed, it’s crushing the B2B sales rep’s ability to get in front of qualified prospects. (If Sales reps need leads, and it’s marketing’s job to get at least some of them—a majority would be nice. If it were, then we could buy a list and have our sales people cold call until they got appointments. ( Hire more sales people?
  • CRIMSON MARKETING  |  THURSDAY, JULY 9, 2015
    [Cold Calling, CRM] Marketing’s Battle: How Big Data and Marketing Technology Helps Win The Game
    We often call that intuition, instinct, or “gut feel,” and it holds a mystical place in the minds of marketers. Childs explains how much this changed marketing: “We need to do a lot of the educating that used to be done by our direct sales force. Paychex needed to see the context around that phone call. Another challenge was conversion latency – lag time between clicking on an ad, responding to a call to action, and actually buying.
  • MODERN B2B MARKETING  |  WEDNESDAY, JUNE 10, 2015
    [Cold Calling, CRM] Drop the “Social” Prefix Already…It’s Just “Selling”
    But is this really the only thing sales teams should be focused on? Let’s explore… As a sales rep, I have to admit that Twitter rubbed me the wrong way once it started to go mainstream circa 2009. Selling was done mostly by phone, and email, funny enough, was used to set up phone calls! Back in my day (as I’m now old per Silicon Valley standards), we had to call the operator and ask “to be transferred to the person that handles X or Y”. Sales b2b Consumer
  • MODERN B2B MARKETING  |  TUESDAY, JUNE 9, 2015
    [Cold Calling, CRM] Dear Sales, Marketing Automation Is for You, Too!
    Author: Sesame Mish With a name like “ marketing automation ”, it’s not surprising that sales teams are confused about this type of platform. As a member of the sales team, you’ve probably asked your marketing team, “Hey, what’s in it for me?” Marketing automation supports the sales cycle, ensuring sales teams have access to qualified leads. Supporting sales teams is marketers’ No. Sales, Marketing Automation, and the Road to More Leads.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, MAY 21, 2015
    [Cold Calling, CRM] 33 Inspiring B2B digital marketing case studies
    Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. In this post, we wil feature case studies in the areas of content marketing, social media marketingm social CRM, social selling, LinkedIn marketing, and webinars. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch. million in sales for 2011. “In
  • MARKETING ACTION  |  THURSDAY, MAY 7, 2015
    [Cold Calling, CRM] Seriously, Chill on the Cold Calling
    I did a lot of cold calling. Ten years later I was still cold calling, but it was a different industry, and it was all on the phone. We called it “dialing for dollars.” Sales is still the toughest game in town, to my way of thinking, but some things have gotten much, much better. Here are two of the most important tactics they employ to directly help sales: Targeted outreach. If the score advances beyond a threshold, it goes to sales, stat.
  • MARKETING ACTION  |  WEDNESDAY, APRIL 22, 2015
    [Cold Calling, CRM] Inbound Marketing Basics: How to Attract More Customers
    Outbound marketing, on the other hand, refers to marketing that’s pushed out to people, like radio and television ads, cold calling, email blasts, print ads, and so on. The goal of inbound marketing is to have prospects find you when they are searching for information or a solution, and then to give them content that starts a relationship and draws them into the sales cycle. So it’s all about getting found first, and then converting that attention into sales later on.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 13, 2015
    [Cold Calling, CRM] 4 Measures to Find Out if Your Prospecting is Effective
    KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Finding prospects and nurturing them into leads is an integral part of any sales cycle. sales productivity tool to quickly identify qualified leads from among millions of potential contacts from cloud-based data providers Fliptop, Netprospex, ZoomInfo and/or Full Contact. Need more sales management resources?
  • MARKETING ACTION  |  TUESDAY, MARCH 10, 2015
    [Cold Calling, CRM] Keeping Customers Loyal: Marketing’s Role in Retention and Expansion
    And that makes sense, because generating new leads is often their primary goal, and many marketers are measured by their success in creating sales-qualified leads. But what happens to those leads after sales takes over? Objectives translate to strategic effort, which in turn leads to more repeat sales for your company. Traditionally, this networking and public-advocacy organization has relied primarily on sales to do the heavy lifting when it comes to driving new membership.
  • MARKETING ACTION  |  TUESDAY, MARCH 3, 2015
    [Cold Calling, CRM] Don’t Let Prospects Get Lost: Create a Customer Journey Map
    What calls to action are most effective? This can be either the conversion of a lead to an opportunity, or an opportunity to a sale. Here are the questions to ask at this stage: How many Sales Qualified Leads are generated? According to Ken Krogue of InsideSales, leads that come from referrals are worth 4X as much as leads from your website, and 36X as much as a lead generated from a cold call.
  • MARKETING ACTION  |  THURSDAY, DECEMBER 18, 2014
    [Cold Calling, CRM] Global Software Provider Mikogo Uses Marketing Automation to Drive Results
    Rapid growth, lots of leads, and a busy sales team. It’s a business model with a short sales cycle, and their typical sale closes in just 19 days. Like a lot of successful companies, Mikogo grew very quickly, and the sales and marketing infrastructure hadn’t caught up. With that kind of high volume, sales just wasn’t able to follow up with every single lead. Sounds great, doesn’t it?
  • HUBSPOT  |  THURSDAY, DECEMBER 11, 2014
    [Cold Calling, CRM] Marketing Strategies That Rock the SaaS World
    David Skok calls this deficit the “ cash flow gap.”. In the case of Salesforce, they made it much easier to manage Sales by inventing the first cloud-based CRM. In many cases, these brand advocates are rewarded directly with sales commissions or become resellers or channel partners, and they can build their businesses based on those relationships.
  • HUBSPOT  |  WEDNESDAY, NOVEMBER 12, 2014
    [Cold Calling, CRM] The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers
    Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. It''s pretty critical that sales and marketing teams learn how to speak each other''s language. Keep on reading to brush up on your sales knowledge. Cold Calling.
  • MARKETING ACTION  |  MONDAY, OCTOBER 13, 2014
    [Cold Calling, CRM] The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision
    Marketing automation provides a variety of benefits to sales teams. It can shorten the sales cycle, uncover new upsell and cross-sell opportunities, and maximize the lifetime value of every customer. What’s more, it gives the sales team visibility into key interactions with customers and prospects. Sales reps can see which pages on the site a prospect has visited, which documents they downloaded, and which emails they responded to – and when.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 29, 2014
    [Cold Calling, CRM] Should Salespeople Prospect Anymore?
    Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. and as the discussion of “territory development” evolved several of the salespeople simply didn’t feel it was their responsibility to prospect because of the futility of cold calling/phone calling and event marketing. What is your sales process?
  • LEANDATA  |  THURSDAY, AUGUST 21, 2014
    [Cold Calling, CRM] Three Ways Inside Sales Teams Inadvertently Sabotage Sales
    As recently posted on SellingPower: Three Ways Inside Sales Teams Inadvertently Sabotage Sales. For many business-to-business (B2B) companies, inside sales reps (ISRs) and sales development reps (SDRs) are the first point of contact for inbound and outbound leads. They allow you to build pipeline faster and more cost effectively than your field sales team can. Here are three ways an inside sales rep can accidentally sabotage your sales pipeline.
  • LEANDATA  |  THURSDAY, AUGUST 21, 2014
    [Cold Calling, CRM] Three Ways Inside Sales Teams Inadvertently Sabotage Sales
    As recently posted on SellingPower: Three Ways Inside Sales Teams Inadvertently Sabotage Sales. For many business-to-business (B2B) companies, inside sales reps (ISRs) and sales development reps (SDRs) are the first point of contact for inbound and outbound leads. They allow you to build pipeline faster and more cost effectively than your field sales team can. Here are three ways an inside sales rep can accidentally sabotage your sales pipeline.
  • MARKETING ACTION  |  FRIDAY, APRIL 25, 2014
    [Cold Calling, CRM] 3 Best Practices for Creating a Lead-Scoring Matrix
    They’re funny-looking acronyms that are fun to say and music to the ears of sales and marketing teams who focus on moving leads through the funnel – top, middle, bottom – and clinching the sale. The resulting score is used to determine which leads [sales and marketing teams] will engage, in order of priority.”. If the last paragraph didn’t convince you, perhaps this will: Leads get cold fast.
  • VIEWPOINT  |  THURSDAY, APRIL 10, 2014
    [Cold Calling, CRM] Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
    If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Your prospect’s reaction is decided in moments and you’ll likely be able to gauge by the end of the call whether the prospect is warm or cold.
  • MARKETING ACTION  |  FRIDAY, MARCH 28, 2014
    [Cold Calling, CRM] 3 Ways to Keep Departing Sales Reps from Stealing Your Clients
    This can result in a sales slump that varies depending on how many clients the sales rep takes with them and how large those accounts were. Marketing retains the leads until they are ready for sales, reducing (if not outright eliminating) cold calls, and sending the salesperson information about warm leads only. 2) Sales Team Structure. Secondly, the CRM sales support admin does most of the paperwork, but salespeople have to gather the information.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, FEBRUARY 25, 2014
    [Cold Calling, CRM] 3 Strategies You Need for Social Selling: The Non-Creepy Solution to Your Tedious Investigative Past
    If you spend your time stalking instead of talking, you’re behind the times (and you’re probably falling behind on your sales quotas too). In fact, if you’ve decided to move away from cold calling and toward the trend of social selling, single-source customer research will leave you high and dry. The point is that nostalgia is a proven sales tactic that can be adapted to various scenarios. Social Insights is integrated with Microsoft Dynamics CRM.
  • THE FORWARD OBSERVER  |  MONDAY, FEBRUARY 10, 2014
    [Cold Calling, CRM] 5 Of The Fastest Ways To Improve Your B2B Marketing
    Fading fast are the days of powerful, interruptive, outbound marketing tactics like advertising, cold calling and direct mail. But don ’t toss the lead to sales just yet – most people who become a lead on your site are looking to buy, but not right now. Marketing automation software can help B2B companies close the gap between marketing and sales by seamlessly and consistently nurturing prospects with relevant information at every stage of the sales cycle.
  • HUBSPOT  |  THURSDAY, FEBRUARY 6, 2014
    [Cold Calling, CRM] 8 Reasons You Gotta Stop Buying Email Lists (Listen Up, Scott Brown)
    When you''re faced with aggressive sales targets and dwindling lead generation performance, purchasing an email contact list can seem like a tempting quick fix to gain new contacts and disseminate your message. With that said, read these eight reasons below as to why you may want to rethink buying lists in the future -- and how growing your lists with inbound methods is the best (and safest) way to grow your lead gen and sales. 8) Lists can negatively affect your CRM.
  • HUBSPOT  |  THURSDAY, FEBRUARY 6, 2014
    [Cold Calling, CRM] Why Do Enterprises Struggle to Adopt Inbound?
    While this shift in behavior has been a huge boost for small businesses looking to get in on market share, the result for larger businesses is a bit more ominous: They can no longer rely on the strength of their brand and the depth of their pockets alone to close a sale. These companies need to engage in meaningful and relevant dialogue with their potential customers , long before they ever speak to sales. Inbound marketing works best when you have alignment with sales and IT.
  • WEBBIQUITY  |  TUESDAY, JANUARY 14, 2014
    [Cold Calling, CRM] 29 (of the) Best Twitter Guides, Tips and Infographics of 2013
    Heidi Cohen breaks down Twitter research from HubSpot’s Dan Zarrella into 16 actionable tips for getting more retweets, such as using one (but never more than three) hashtags in tweets; sharing photos (natively or with Twitpic, but not with Instagram); and using the word “please” in calls to action (but not the word “visit”). Tweet tips: Most effective calls to action on Twitter by Twitter Advertising Blog.
  • SALES INTELLIGENCE VIEW  |  MONDAY, DECEMBER 16, 2013
    [Cold Calling, CRM] Ask the Author Series: Featuring Gary Walker, Author of The CustomerCentric Selling® Field Guide to Prospecting and Business Development (Part 1 of 2)
    Describing the Sales Person as the ultimate sales technology, Joanne makes a strong call to just pick up the phone and have real interactions with our customers, current and potential. Gary is the co-founder and EVP of Channel Sales and Operations for CustomerCentric Selling. It’s the work that has to be done by a salesperson to get a prospective client to first engage, before the sales process can even begin. Sales Intelligence Social CRM Social Selling
  • MARKETING ACTION  |  FRIDAY, NOVEMBER 15, 2013
    [Cold Calling, CRM] Marketing Automation: 6 Examples of Success
    Last week, UK-based digital marketing think-tank, Ec onsultancy , published a blog post of marketing automation case studies, presenting six examples that illustrate the business benefits of these technologies, and also serve as proof points for how marketing automation bridges the sales and marketing divide. The result: 25% of recipients filled out a call-back form and the campaign pulled down $30,000 in revenue. Reduced time spent on cold calls.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 30, 2013
    [Cold Calling, CRM] Ask the Author Series: Featuring Joanne Black, Author of Pick Up the Damn Phone! How People, Not Technology, Seal the Deal (Part 1 of 2)
    How can you bring value to every sales interaction? The release of The Challenger Sale in 2010 put “sales” books back in the boardroom. That’s why we’re launching a new series called “Ask the Author,” where we’ll interview top selling experts and share their advice for how salespeople can overcome the new challenges and take advantage of the new opportunities that come with Sales 2.0. Part 2 will reveal insights from her first book, No More Cold Calling.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, SEPTEMBER 17, 2013
    [Cold Calling, CRM] Sales Tips For Prospecting: How To Eliminate “Cold Calling” From Your Vocabulary (Part 1 of 3)
    The problem “cold calling” is real. In this 3 part series, I will teach you 7 sales tips for effective prospecting. By applying these tactics correctly and consistently, you can eliminate “cold calling” from your vocabulary. TIP #3 : Create Push Notifications for Sales Intelligence . By using a CRM intelligence solution such as InsideView , key insights would be automatically delivered to you via email or right within your CRM.
  • SMASHMOUTH MARKETING  |  FRIDAY, AUGUST 23, 2013
    [Cold Calling, CRM] @HubSpot Eliminates 2 Billion Cold Calls (from #Inbound13)
    Just prior to Seth Godin stepping on stage, for what was an entertaining and thought provoking keynote, HubSpot CMO, Mike Volpe , announced that " We saved the world from 2 Billion cold calls! " In the world of sales, selling doesn''t start until a conversation starts with the prospect. However, unless your inbound lead comes in the form of a calendar invite, date, time and phone number booking one of your sales reps for a appointment, there is still work to do.
  • HUBSPOT  |  THURSDAY, AUGUST 15, 2013
    [Cold Calling, CRM] 25 Helpful Sales Blogs You Don't Want to Miss Out On
    So naturally, we''ve written about some of the best inbound marketing blogs on the internet (on our blog), but we hadn''t taken the time to find some of the best sales blogs out there. So, we scoured the internet looking for the best writers and thought leaders in sales. So without further ado, and in no particular order , here''s our list of our favorite sales bloggers! Who Couldn’t Use An Extra $10 Million In Sales? Smart Calling Blog, by Art Sobczak.
  • MODERN B2B MARKETING  |  MONDAY, AUGUST 5, 2013
    [Cold Calling, CRM] 3 Lessons From My First 100 Days of Marketing Automation
    This efficiency extends beyond the marketing team and the relationship between sales and marketing is also improved with the common language, agreed upon processes and clear objectives. As a result of this alignment, the sales and marketing engine becomes exponentially more powerful. Having marketing automation technology at the heart of your marketing and sales efforts encourages a culture of measurability, excellence and focus on delivery.
  • MODERN B2B MARKETING  |  MONDAY, JULY 29, 2013
    [Cold Calling, CRM] Push it Good! Tips to Move Leads Through the Funnel
    Improves sales efficiency. If you answered “cold calling” you are wrong, and sadly may also be stuck in the 1990s. If you are too sales heavy in your content, leads will put their blinders up. These campaigns are sales-y in nature so be cautious to not overuse them. An example of what we do to target our messaging to our audience is to tag behavioral attributes in what we call “topic of interest”.
  • MARKETING ACTION  |  THURSDAY, JULY 18, 2013
    [Cold Calling, CRM] Right-Sized Marketing Automation
    Marketing automation could be called the Swiss Army knife of marketing technologies. A typical marketing automation platform includes an email marketing component; a database; automation for activities including lead scoring, lead nurturing, and reporting; campaign management tools; native connections with CRM and event management systems; inbound and social marketing features; website visitor tracking; all integrated to provide visibility, promote engagement with leads, and gauge success.
  • VIEWPOINT  |  THURSDAY, MAY 16, 2013
    [Cold Calling, CRM] Good Reads for B2B Sales - Sales Intelligence with Google
    Keeping up to date on the latest innovations and opinions in sales can be time-consuming, especially in the the digital space. Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Tap CRM to Give Your Customers a Pleasant Surprise. Christopher Bucholtz says it’s time to use the data in your CRM to help cement your relationships with your customers. Via CRM Buyer. Via A Sales Guy
  • REACHFORCE  |  MONDAY, APRIL 15, 2013
    [Cold Calling, CRM] $3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management
    But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. I asked this audience a raise your hand question: “How many of your sales people keep their client list on spreadsheets and not in the CRM?” She pointed out in her multi-billion revenue business, sales people were keeping their client lists in excel spreadsheets, and when they left the business, the list walked with them.
  • REACHFORCE  |  MONDAY, APRIL 15, 2013
    [Cold Calling, CRM] $3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management
    But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. I asked this audience a raise your hand question: “How many of your sales people keep their client list on spreadsheets and not in the CRM?” She pointed out in her multi-billion revenue business, sales people were keeping their client lists in excel spreadsheets, and when they left the business, the list walked with them.
  • REACHFORCE  |  MONDAY, APRIL 15, 2013
    [Cold Calling, CRM] $3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management
    But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. I asked this audience a raise your hand question: “How many of your sales people keep their client list on spreadsheets and not in the CRM?” She pointed out in her multi-billion revenue business, sales people were keeping their client lists in excel spreadsheets, and when they left the business, the list walked with them.
  • MODERN MARKETING  |  FRIDAY, APRIL 5, 2013
    [Cold Calling, CRM] Social CRM By Numbers [INFOGRAPHIC]
    by Amanda Batista | Tweet this Social media has dramatically changed the sales cycle, but it has done so for the better. The buzz phrase “Social CRM” shouldn’t make you hit the panic button – it should make you think more proactively about how social channels present unique opportunities to have more meaningful interactions, and close more deals. They can do this without “dealing” with a sales rep.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 15, 2013
    [Cold Calling, CRM] 8 Lead-Generation Secrets from B2B Sales Pros
    Marketing Sherpa’s 2012 B2B Marketing Benchmark Report stated that 74 percent of customer relationship managers believed lead generation was the most challenging aspect of sales. Effective sales techniques and tools have already been established. There is no reason to go out on your own and make mistakes when you can learn from the sales pros. The following eight tips will teach you how to win B2B sales deals like the pros. Cold calls are difficult.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 13, 2013
    [Cold Calling, CRM] How to Make the Most Influential Sales Call of Your Life
    There it is: the nemesis that has haunted you all your life: a CRM bulging with names and leads. You stare at the address book for hours, playing out the call in your head instead of picking up the phone and dialing those all important numbers. This is a dilemma sales people face all over the world. Sales is a tough job, especially when approaching cold leads. Rejections can be brutal and calls can often turn into confrontations.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, JANUARY 4, 2013
    [Cold Calling, CRM] 13 Tips For Increasing Sales Productivity in 2013
    Follow these 20 tips, and you’ll see your sales productivity will skyrocket. Learn a new sales approach Instead of getting stuck on one sales technique, keep your mind open and be ready to adapt to your prospect. Going into the sale with an open mind enables you to quickly adjust your sales technique to deal with different types of prospects. Sales reps that always overanalyzes their mistakes spend more time fretting over lost deals than winning new ones.
  • SALES INTELLIGENCE VIEW  |  SATURDAY, DECEMBER 15, 2012
    [Cold Calling, CRM] Nature or Nuture – How the Superstars Seal the Deal
    In fact, a study done by Harvard University found that 4% of sales reps make 94% of the sales in the United States. What are these reps doing that makes them able to generate this level of sales while the rest of us are picking through their scraps? Their pre-call research includes using a CRM to nurture prospects that aren’t ready to buy yet. They don’t filter every conversation back to a sales pitch.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 29, 2012
    [Cold Calling, CRM] Paying Our Respects to the Outbound Prospecting Techniques We’ve Lost to New Technology
    The sales industry has gone through a tough time in the wake of uncontrollable Internet growth and customer expropriation of the buying process. As loyal sales devotees, we feel the time has come for us to honor and respect the sales strategies that companies like ours have sent to the guillotine. Cold Calls. Cold calls are the archetypal outbound approach. Reps throw out the dogged dedication of the cold call in favor of a targeted approach.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 4, 2012
    [Cold Calling, CRM] Keep the trash out of your pipeline. Qualify your leads with Sales Intelligence
    Do you always know who’s on the other end of a sales call? Imagine spending your day calling and emailing Marcus J. Organizations that qualify leads purely through cold calls may catch Marcus on the line. Implementing Sales Intelligence into your sales and marketing strategy will keep trash leads like Marcus J. Sales Intelligence moves beyond basic company and contact data. Executives ignore 92% of the sales calls and emails they get.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 3, 2012
    [Cold Calling, CRM] 5 #Secrets to #B2BSales Success That All Top Performers Know
    Selling is more competitive than ever before so having the right information at the right time – every time – for any sales rep is the key to success. Director of Sales OnDemand at SAP, to learn about five key strategies for maximizing sales effectiveness and accelerating sales cycles in today’s socially connected world. This discussion covers some of the most pressing and trending topics of a sales organization.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JULY 22, 2012
    [Cold Calling, CRM] Lead Optimization: 10 audience questions answered
    A customer relationship management system (CRM), or simply an Excel spreadsheet if you can’t afford a CRM, provides a single, central location to store customer information so you can update it easily and ensure accuracy. Learn how one billion-dollar company went about this process: “ How Content Strategy is Transforming an Entire Marketing and Sales Organization.” ” How do you make a cold call that’s memorable in the first 30 seconds?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JULY 5, 2012
    [Cold Calling, CRM] The Surface of Sales Intelligence at Microsoft’s #WPC12
    There is a large focus this year on the social business and how CRM can leverage social intelligence. This year at WPC, InsideView will be showing how Microsoft Dynamics customers can drive sales productivity leveraging the Social CRM app for B2B sales professionals. The integration of InsideView with Dynamics CRM is a great step forward for both companies’ customers.” Next week starts a fun fueled week at Microsofts Digital World Partner Conference.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JUNE 20, 2012
    [Cold Calling, CRM] Old School Sales Through #SocialCrm
    Going Old School with New School Techniques Each year, the sales world seemingly is bombarded with the hot new trend, worthy or not. No matter the trend, the basics of sales can’t be dropped. The tried and true methods of sales, such as relating to the client and being politely persistent with them, will also carry through amidst the changing world of sales. The basic tools of sales must compliment social CRM.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JUNE 13, 2012
    [Cold Calling, CRM] Being Politely Persistent in Sales
    In sales, money is made when a salesperson goes beyond the initial cold call. In fact, about 80 percent of all sales are made after five to 12 contacts between the sales person and prospect. The sales person, when pinpointing a potential sale, must dig in. They have to go beyond the age-old art (or archaic practice, depending on who you ask) of the ever-waning cold call. First and foremost, a sales rep must be prepared.
  • HUBSPOT  |  MONDAY, JUNE 11, 2012
    [Cold Calling, CRM] How to Make More Money From Existing Customers With Marketing Automation
    Many companies have a strong sales culture backed by a powerful marketing machine -- but they're letting revenue slip through their fingers because they're slacking on the services side. But what are we expected to do, call every single customer and give them some TLC? Just like we don't expect you to cold call every eligible lead in your database to see if they're interested in buying your product or service, you don't have to give every single customer one-on-one attention.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, MAY 30, 2012
    [Cold Calling, CRM] Quality Above Quantity: Giving the Cold Call the Cold Shoulder
    Maybe cold calls worked in the past. Maybe one out of every ten people you called turned into a sale. These days, however, very few people respond to cold calls- or cold emails. If you approach each sale like this, the less likely you are to need cold calls because by providing value to each customer and in turn generating more business. Run a report in your CRM. Your CRM can help you keep track of all this information.
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 19, 2012
    [Cold Calling, CRM] InsideView Announces Social Intelligence Alliance with Microsoft
    InsideView Announces Social Intelligence Alliance with Microsoft and Native Integration with Microsoft Dynamics CRM. . InsideView , the only social intelligence provider to reveal the person behind the contact, today announced that they have finalized a Social Intelligence Alliance whereby Microsoft will integrate InsideView’s social selling solution into Microsoft Dynamics CRM. InsideView helps sales professionals reach the right person, with the right message, at the right time.
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 19, 2012
    [Cold Calling, CRM] InsideView Announces Social Intelligence Alliance with Microsoft
    InsideView Announces Social Intelligence Alliance with Microsoft and Native Integration with Microsoft Dynamics CRM. . InsideView , the only social intelligence provider to reveal the person behind the contact, today announced that they have finalized a Social Intelligence Alliance whereby Microsoft will integrate InsideView’s social selling solution into Microsoft Dynamics CRM. InsideView helps sales professionals reach the right person, with the right message, at the right time.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, FEBRUARY 1, 2012
    [Cold Calling, CRM] People Insights: It’s Like Ancestry.com for B2B Sales
    Most sales people do not have the opportunity to walk into the offices of their prospects, see the awards on the wall, photos on the desk and bag of golf clubs in the corner. Without these insights, a salesperson is left to their own devices and would be left with being just another sales guy with a pitch. Get beyond the contact data of someones business card and get to know your prospect as the person and not just a contact in your CRM. How can that apply to B2B sales?
  • SALES INTELLIGENCE VIEW  |  TUESDAY, JANUARY 3, 2012
    [Cold Calling, CRM] How to Get Your Prospects to Call You Back in 2012
    It’s a new year and you have new sales goals but you can’t dismiss the facts gathered from 2011. 92% of executives you try to contact will not return your phone call. If you don’t give them a compelling reason to spend the time to call you back then you get forgotten about. When calling on a prospect for the first time there are some simple steps you should take to make sure they return your call. Warm up every cold call.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, DECEMBER 30, 2011
    [Cold Calling, CRM] Top 25 Posts for 2011 on Sales Enablement and Sales Intelligence
    2011 was a big year for sales intelligence and the use of technology by sales teams to be more effective in finding new opportunities and closing more deals. This is the list of the top 25 sales intelligence posts that people read during 2011. 25 Influential Leaders In Sales. How Science is Changing Sales As We Know It. Why Cold Calling is the Bottom of the Barrel. Gamification of the Sales Process. Creating a Sales Plan and Executing It.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, NOVEMBER 11, 2011
    [Cold Calling, CRM] Save the Date – Insider Summit 2012
    If you are a sales or marketing professional responsible for lead generation and revenue, this years Insider Summit is going to leave you with real examples and training on how to do your jobs better. InsideView is the standard in sales intelligence applications helping more than 100,000 sales professionals , and over 1,000 market-leading companies including Adobe, AIG, BMC, Cap Gemini, Experian, and SuccessFactors. 7 Ways Sale Intelligence Helps Manage Sales Operations.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 1, 2011
    [Cold Calling, CRM] How to Sell to People Not Contacts
    More than 90 percent of executives never respond to cold-call sales or unsolicited emails , while more than 80 percent do engage when referred by a connection – whether through a friend, colleague, customer or industry peer. And for a busy sales or marketing pro, this kind of insight needs to be delivered directly where they are working most – email or CRM application.”. Most good sales people know this already. A New Type of Connection.
  • HUBSPOT  |  THURSDAY, OCTOBER 27, 2011
    [Cold Calling, CRM] 101 Signs You're an Inbound Marketer
    You could have a full conversation in acronyms, including CRM, CTR, SEO, and CTA. Your funnel is so fat, you have to do lead scoring to help your sales team prioritize their time. Even your personal Facebook, Twitter, and LinkedIn accounts include calls-to-action. You tell salespeople who cold call you that they should learn about inbound marketing. Your sales team loves you. We inbound marketers need to stick together!
  • SALES INTELLIGENCE VIEW  |  TUESDAY, OCTOBER 25, 2011
    [Cold Calling, CRM] How to Sell to People Not Contacts
    Research has shown that more than 90 percent of executives never even respond to cold-call sales or unsolicited emails. InsideView People Insights uncovers and delivers such effective connections to sales professionals, empowering remarkably more intelligent sales work that drives sales productivity and revenue. Most good sales people know this already. Product Updates Sales Intelligence B2B b2b sales insideview lead generation Sales 2.0
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 20, 2011
    [Cold Calling, CRM] How to Gather Insights on the Social B2B Customer
    92% of C-level executives NEVER respond to email blasts or cold-calls. According to the 2011 Sales Performance Optimization Survey from CSO Insights , the average sales professional spends 25% of the workday researching potential prospects. Traditional methodologies of cold calling is dead , without context around your contact and having relevant information on your prospect you are not going to get their attention. Interviews Prospecting Sales 2.0
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