Looking to enhance sales lead performance? Put process before technology.

ViewPoint

So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. Finally figure out how you can deliver the marketing-nurtured opportunities that sales will follow up on and close. We had a conversation about the importance of process surrounding Market, Media, Message and Metrics.

Why Process Transformation Fails

ANNUITAS

As we walked through the Demand Process approach we needed to take, one attendee from our client made mention of past attempts to “do things differently” and the resulting failure. If true process change is going to occur in organizations, it has to be supported and driven by leadership.

Trending Sources

The Unsung Heroes of the Sales Process

LeanData

But make no mistake, Sales Operations professionals are becoming the heart and soul of the modern revenue-generation team. It isn’t very often Sales Ops gets recognized,” said Brett Rogers , the Sales Operations manager at Reflektive. “We’re

3 Ways Marketing Ops Can Improve Your Planning Process

Modern Marketing

So, what can you do to improve your marketing planning process? They live and breathe strategy, data, and process, making them the perfect steward of the marketing plan. Rather than inventing your own process or terminology, work with an external source.

What a Basic Sales Process Looks Like [Infographic]

Hubspot

This post originally appeared on HubSpot's Sales blog. To read more content like this, subscribe to Sales. Think of a defined sales process as the outline of selling. Sales managers can't glean team-wide data. Sales and Marketing Daily Syndication

Streamline The Sales Process With Digital Marketing Solutions

Reachforce

With the democratization of the Internet, businesses of all shapes and sizes have the same opportunities. This also means that every business is completing against corporate juggernauts in the Fortune 500. Businesses not operating at peak efficiency will soon find themselves going under.

Gamification of the Sales Process

Sales Intelligence View

In the world of sales, connections and engagement is key to driving pipeline growth and creating new opportunities. Gamification for Sales. Turning the sales process into a game is not a stretch of the imagination for companies. Game On for B2B Sales.

4 Ways The B2B Buying Process Has Changed in 2015

Crimson Marketing

Improving and creating effective marketing strategy means marketers need to thoroughly understand the B2B buying process and how it is evolving. The Buying Process Is Growing More Complex. The Buying Process is More Competitive. The Buying Process is More Social.

A process to connect social media, content marketing and sales

grow - Practical Marketing Solutions

How do these two trends fit together in your sales and marketing plan? Here’s a method you can use to determine where content and social media fit into your online sales strategy. Let’s start with your good ol’ sales funnel.

Four Sales and Marketing Processes that Demand Marketing Automation

Salesfusion

The post Four Sales and Marketing Processes that Demand Marketing Automation appeared first on Salesfusion. Best Practices Customer Interaction Nurture Marketing

4 Easy Tactics for Infusing AI and Predictive Analytics Into Sales Processes

Infer

Unless you were hiding under a rock this year, you probably heard a thing or two about the rise of artificial intelligence (AI) for sales. Use analytics to inform sales follow-up.

Align Industrial Websites with Sales Process

Industrial Marketing Today

If you want your industrial website to generate qualified leads and drive sales (Who doesn’t?), make sure the site is aligned with your sales process. Without this critical link, your newly redesigned industrial website may be nothing more than eye candy that does very little for your sales. They want their site visitors to call and their crack sales team will take care of everything to close the deal. Define your sales process in details.

The Trade Show Follow Up Process

Salesfusion

The post The Trade Show Follow Up Process appeared first on Salesfusion. Events Sales CRM

The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology

ANNUITAS

There is no doubt that the role of the B2B marketer has changed and this change has been led by the change in the buying process and the access to information that is at the finger tips of todays B2B buyer. Step Two: Process.

Content marketing: how process powers success

Biznology

Which brings us to the topic of process. Process – that larger plan – gives you a framework within which the preparation becomes a step toward your goal. Instead of focusing on, say, doubling sales, it’s more productive to focus on the steps that will lead you there.

Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process

Act-On

This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. Part three outlined the steps to designing a successful lead process. Now we’ll talk about the lead handoff to sales, and take a look at the reporting and feedback loops you should put into place. A standard lead handoff from marketing to sales. You can create an automated process to alert sales that they have a new qualified lead.

Stop Focusing On The Sales Process, Silly!

B2B Marketing Insider

The buyer’s journey and the selling process terms are often confused. However, the sales process focuses on how to push the customer to get them to buy from you. So, are you creating your business strategy based on the selling process or the buyer’s journey?

Aligning To Revenue: A Complete Marketing Planning Process

bizible

In this post we cover a marketing planning process to assist marketing leaders in navigating growth and align to revenue. Every Marketing Planning Process Depends On Accurate Measurement. Measurement encompasses the right technology and reporting processes.

Plan 40

Lead Generation for Industrial Companies is a Process not a Campaign

Industrial Marketing Today

Buyers are looking for information online and interacting with sales people on […] The post Lead Generation for Industrial Companies is a Process not a Campaign by Achinta Mitra appeared first on Industrial Marketing Today.

IBMer: ‘Social Selling’ Is a Sales Process in Itself

Paul Gillin

In a presentation to the SugarCRM SugarCon conference in San Francisco earlier this week, Gary Burnette, vice president of sales transformation at IBM, told how the implementation team at IBM succeeded in making social selling a coveted goal rather than another set of rules and reports. “We

The B2B Sales Role in the New Buying Process

ANNUITAS

I recently had the opportunity to attend the Sales 2.0 The conference was full of great content and information on the state and the future of B2B Sales. The B2B buyer is truly driving the buying process taking control out of the hands of sellers. the sales person).

Five Reasons Why Sales Strategy Doesn’t Work for Many Small Businesses

Webbiquity

Many small companies fail to achieve desired sales goals despite having adequate resources. Although each one of them faces unique challenges, the following are some common pitfalls that eventually lead to the failure despite a sound sales strategy. Guest post by Anthony Bergs.

Industrial Website Redesign Should Fit Your Sales Process

Industrial Marketing Today

I have had many conversations with manufacturers and industrial companies where our discussions began with the statement, “We need to redesign our industrial website.” Great news, right? Not exactly and [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.]. Industrial Websites Website Design & Development Content Marketing Industrial Marketing

How the Internet has made your B2B sales process outdated

Biznology

30 years ago, I learned how IBM qualified leads for sales. At the time, I know now, it was unusual to even have a process for such a thing, but that is how IBM worked (and still does). Whatever you do is your process. Photo credit: eric.delcroix. I’m old.

Lead Generation: Streamlining the process for quality over quantity

B2B Lead Generation Blog

Tweet For her first week on the job, Debbie Pryer, Program Manager, Siemens Healthcare, arrived ready to accept an intimidating challenge: Bring Marketing and Sales together for one common cause – generating quality leads. Challenge your process.

Don't Fix Your Marketing Process

Customer Experience Matrix

Marketers need people, processes and technology that allow them to react quickly to new opportunities. So far, his main points have been that the role of B2B marketing has expanded to cover the entire buying cycle from initial lead generation through closed deals and that new technology must be accompanied by changes in people, process and content to have an impact. HOW can marketers adjust their staffing and processes, given the practical constraints of time and budget?

Welcome to the New Sales Process: How to Let Content Do the Selling

Hubspot

"Pushy" isn’t the first word you want prospects to associate with your profession, but it’s a term that’s plagued the sales industry for years -- and for good reason. Thankfully, those days are over and consumers are taking charge of the sales process.

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

ViewPoint

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

The Importance of Processes in Effective Lead-to-Revenue

Great B2B Marketing

Component 3 in our recent eBook The Essential Guide to Building Your Lead-to-Revenue Machine is optimized marketing and sales processes. The post The Importance of Processes in Effective Lead-to-Revenue appeared first on Great B2B Marketing. Lead-to-Revenue lead-to-revenue Revenue Sales LeadsYou […].

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

Continuum and Process vs. Event, Project or Campaign Thinking

Avitage

It’s past time to shift your thinking about your approach to marketing activities as an event, project or campaign, to continuum and process thinking. One of his new objectives is […] The post Continuum and Process vs. Event, Project or Campaign Thinking appeared first on Avitage

New Report: Improve The B2B Buying Process With Social Proof Marketing

Influitive b2b

So, how can brands get in front of buyers during the research phase, and help speed up the process once they make the vendor shortlist? Social proof is a must for attracting more potential customers, edging out competitors later in the buying process, and closing deals faster.

Content marketing metrics – process metrics and outcomes metrics

Biznology

There are two kinds of metrics in content marketing: process metrics and outcomes metrics. Process Metrics. Web traffic is an example of a process metric in that it tracks how our audience is interacting with our content.

The Role of Webinars in the Sales and Marketing Process

Modern Marketing

As illustrated below, the effectiveness of webinars spans the entire sales and marketing process, from driving awareness to lead generation and nurturing to cross-selling and upselling. Move prospects and opportunities faster in the purchase process. Identify sales-ready leads.

What Is “Sales Enablement”?

Aberdeen CMO Essentials

What organization can say no to “sales enablement”? Who in the C-Suite would ever look you in the eye and say, “We don’t find sales to be all that important. Such is the beauty of the term “sales enablement.” Enabling sales is something every organization should do.

Sales 34

How Growth-Driven Design Impacts on Your Sales Process and Why You Shouldn't Ignore It

Hubspot

Before we get into how GDD impacts your sales process, we should clear the air beforehand, and this is not something that every marketing professional will let you know from the get-go…but I will because I’m still a rebel at heart. How does this impact your sales process?

Get More Value Out of Your MarTech Investments: Balancing People, Processes and Technology

Modern Marketing

Typically, most adoption and change management challenges are due to one or more of these three essential criteria being out of balance: People, Processes, and Technology. Processes. Define & Document Your Process: Marketing runs on processes.

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

ViewPoint

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. How is the “sales story” a weapon?

Sales 106

Marketing & Sales Misalignment…the Impact

ANNUITAS

It’s as as inevitable as death and taxes…marketing and sales misalignment. In fact, it’s not uncommon for marketing personnel to have never even met one of their sales representatives, much less had a conversation regarding common goals and beliefs.

Sales 73

Marketing Planning Process for Professional Services

Hinge Marketing

However, the marketing planning process that works well for consumer products, industrial goods or not-for-profits is not well suited for professional services. You need to follow a specific process — one that produces a plan custom-tailored to your needs. Before we get into that process, however, let’s clarify a few key marketing planning concepts. Marketing Planning Process Defined. Benefits of the Marketing Planning Process.