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Seriously, Chill on the Cold Calling

Marketing Action

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.” Here are two of the most important tactics they employ to directly help sales: Targeted outreach.

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. The Cold Calling Debate. All of this is designed for a single purpose–to close the gap from “old” sales to new.

Driving Sales Productivity with Social Selling

Sales Intelligence View

After a great launch of the program at the beginning of this month with an All-Star series of webinars focused on leveraging social media for sales. We have also started building a community of sales 2.0 With an increased focus on enablement through sales intelligence, we are planning on more product enhancements and training. We are leading the conversation for sales people or why social media is important to the sales process. How you can use Sales 2.0

The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers

Hubspot

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. It''s pretty critical that sales and marketing teams learn how to speak each other''s language. Cold Calling.

BANT 48

33 Inspiring B2B digital marketing case studies

grow - Practical Marketing Solutions

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. The campaign generated over $1 million in new sales opportunities with several deals closed within the first 3 months of launch.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

How Smart People Do Social Selling

Act-On

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. Sales is a numbers game.”

Skype 95

An Email to Bob in Sales: Thanks for aligning with us in Marketing

NuSpark

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. So we’re sending you those that are closer to being sales accepted than before. It’s nice that the cold call time is much less now.

An Email to Bob in Sales: Thanks for aligning with us in Marketing

NuSpark

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. So we’re sending you those that are closer to being sales accepted than before. It’s nice that the cold call time is much less now.

Ask the Author Series: Featuring Gary Walker, Author of The CustomerCentric Selling® Field Guide to Prospecting and Business Development (Part 1 of 2)

Sales Intelligence View

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.

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)

Sales Intelligence View

How can you bring value to every sales interaction? The release of The Challenger Sale in 2010 put “sales” books back in the boardroom. Part 2 will reveal insights from her first book, No More Cold Calling. Use technology, but don’t rely on it to make a sale.

$3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management

Reachforce

” The folks in attendance were serious about their craft, and their companies had each made an investment of at minimum $30,000 per year plus staffing and training to put the powerful capabilities of marketing automation to use in the organizations.

Save the Date – Insider Summit 2012

Sales Intelligence View

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.

Three Ways Inside Sales Teams Inadvertently Sabotage Sales

LeanData

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.

Why Do Enterprises Struggle to Adopt Inbound?

Hubspot

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.

PPC 22

An Interview with Jonathan Block from SiriusDecisions

ANNUITAS

The thought was to create as many outbound programs as possible in a given time frame, gather all the hand-raisers you could, dump them into sales and repeat as much as your budget would allow. Today, the field marketing mantra has changed to one of quality, embracing the concept that better leads will be worked more reliably by sales, lead to opportunity and closed business more often, and consequently improve marketing’s measurable contribution to the business.

B2B Lead Generation Blog: Two new reports on marketing and lead generation

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book.

B2B Lead Generation Blog: Collaboration Huddles and 35 Other Ways to Improve Sales and Marketing Teamwork

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. At InTouch we call them “huddles." Where is your sales team getting stuck?

$3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management

Reachforce

” The folks in attendance were serious about their craft, and their companies had each made an investment of at minimum $30,000 per year plus staffing and training to put the powerful capabilities of marketing automation to use in the organizations. But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. No zero day closes where every deal is a cold call.

$3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management

Reachforce

” The folks in attendance were serious about their craft, and their companies had each made an investment of at minimum $30,000 per year plus staffing and training to put the powerful capabilities of marketing automation to use in the organizations. But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI. No zero day closes where every deal is a cold call.

B2B Lead Generation Blog: Lead generation for the complex sale (book update)

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. » Lead generation for the complex sale (book update) I am back!

101 Signs You're an Inbound Marketer

Hubspot

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.

FAQ 11

19 New Featured Sources on the B2B Marketing Zone

Webbiquity

B2B Voices ( Trade Youtube Twitter Leads Sales ). Follow the Lead ( Gatekeeper Cold Calling Sales Social ). CeeKue ( Promotion Word of Mouth B2C CRM Google Content Tips ). Facebook For CRM , Monday, July 19, 2010. Hate Cold Calling?

B2B Lead Generation Blog: Lead generation with Podcasts

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. is using podcasts to generate sales leads and revenue for their sales training events.

B2B Lead Generation Blog: New E-Book Offers Great Advice

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. They have consolidated the best advice from top-notch professional service sales experts.

B2B Lead Generation Blog: On giving away ideas

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. I didnt have any formal training in marketing before I got started.

Top 56 B2B Marketing Posts October 2010

B2B Marketing Zone Posts

Every good social media plan STARTS with a solid marketing strategy but social media efforts are sub-optimized if a company is too wedded to long-term plans and can’t respond to sales opportunities happening RIGHT NOW in front of their noses. Social CRM: Curb Your Enthusiasm , October 7, 2010 If you’re a marketer in a medium-to large-sized B2B company, you’re almost certainly using customer relationship management (CRM) software to track your customers and prospects. Sales 2.0

Social Selling 2016: Top 100 Influencers and Brands

Onalytica B2B

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. The Sales Foundry. Sales for Life.