To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
It isn’t an inquiry on a product I have a quota for. “Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”.
Expert Panel’s Feedback on Our Lead to Revenue Calculator
JANUARY 27, 2017
Theoretically, 100% of that sweet spot represents customers who will have a need for your product or solution at some time. During the last week of December I asked a panel of experts for feedback on our Leads to Revenue Calculator. I was surprised at the level of detailed feedback I received.
"Marketing is too important to be left to marketers."
JULY 28, 2015
Marketing’s separation also facilitates the rise of technologically driven product and service development as opposed to customer-focused, research driven development. This saying always amuses me. Partly because it’s true, partly because it’s funny, but also because it’s often misunderstood.
Bubble in the Funnel
OCTOBER 20, 2016
The most optimistic sales cycle for the more complex products or solutions is three-to-six months. Per Healthline Media, an air embolism, also called a gas embolism, occurs when one or more air bubbles enter a vein or artery and block it.
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
And while they could have sold other products in the company, they instead started selling more and more of our division’s products. There’s a quote by Charles M. Schwab that goes like this: Three men were laying brick. The first was asked: "What are you doing?"
The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
JUNE 10, 2016
The inability of sales and marketing to collaborate and work together towards common goals can seriously hurt growth and performance: it’s been estimated that lost sales productivity and wasted marketing budget costs companies AT LEAST $1 trillion a year. ”.
4 Things a CMO Should Do to Build Their Marketing Dream Team (Part One)
FEBRUARY 8, 2016
In addition, they have to be able to teach other people how to use technology, because technology is supposed to enhance productivity and allow the CMO’s dream team to do more, not less. In a recent interview, I sat down with Matt Heinz to pick his brain.
The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)
MAY 5, 2015
And the message content can be everything from product information and case studies, to a breakfast event invitation at an upcoming trade show, to a peer-to-peer letter from someone in your company who has a similar kind of job or level as the prospect.
7 Steps to Gain the Market Share You Deserve (& Sometimes Don't!)
SEPTEMBER 9, 2014
They may create a terrific product and learn how to manufacture it efficiently, and yet they approach marketing as an afterthought.
PowerOpinions: Making Lead Scoring a Success Part 2 [Expert Advice]
JULY 9, 2015
They create a single workflow using a top of the funnel product that combines and processes their emails, calls, social touch points, and even includes accountability.
Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]
SEPTEMBER 24, 2015
Account-Based Marketing is a philosophy, not a product. As Account-Based Marketing continues to rise in popularity among B2B companies, I decided to pick the brains of fellow industry experts and get their input on the matter.
Status quo, you know, is Latin for 'the mess we're in.'
JUNE 30, 2015
The other 25% of the questions are product related. Some questions will differ by product. This title is a quote from Ronald Reagan. The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Here’s the problem.
Your Marketing Team Isn't As Good As They Think - Just Ask Sales
NOVEMBER 6, 2014
We blame the products, the salespeople, and then we blame the salespeople again. “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.
The sales rep said, “I never got a lead yet that turned into a sale.”
JULY 20, 2015
Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. We’d like leads on XXXX product.”. “We
The #1 Reason CEOs Should Care About Lead Generation
FEBRUARY 19, 2016
I often say that CEO’s don’t care about leads, they only care about revenue. Unfortunately, unless you, as the CEO of your company, start caring about leads you are going to lose revenue and miss your number.
Factoring Psychographics into the Buying Process [PowerViews LIVE Highlights]
FEBRUARY 3, 2015
He goes on to explain how this approach translates into a more productive process for both buyer and seller. On January 8, 2015, I had the privilege of hosting Paul Gillin on my PowerViews LIVE show.
Most Market Share Battles Are Lost, Not Won
JUNE 23, 2015
They have a great product for the industrial marketplace (construction, mining, etc.). The product pays for itself in three years and has a lifespan of ten- plus years. That is, if anyone knew about the product. The founders are not “sales” people but “product” people.
Three “Lies” That Plague B2B Businesses Today (Part Three of Three)
SEPTEMBER 21, 2016
Deb Calvert, People First Productivity Solutions , President. There are many reasons for this, but also just as many opportunities for these groups to finally get on the same page and operate more efficiently, productively and successfully moving forward.” The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies?
Three “Lies” That Plague B2B Businesses Today (Part Two of Three)
SEPTEMBER 13, 2016
Deb Calvert, People First Productivity Solutions , President. I think this statistic very much depends on the industry, product, and circumstance. Mike Weinberg: “As far as this bogus straw man statistic (that buyers go 57% or 67% or 80% through the process before engaging with a salesperson) being propagated by the Kool-Aid pushers trying to sell you their inbound product or social selling course, forget about it. Cold calling is dead.
Three “Lies” That Plague B2B Businesses Today (Part One of Three)
SEPTEMBER 9, 2016
Deb Calvert, People First Productivity Solutions , President. If it’s an unprepared, random call, to pitch your products to anyone who is foolish enough to pick up a phone—it’s not dead, at least based on the phone calls I get. Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies?
How to Establish a Meaningful Lead Definition
FEBRUARY 2, 2017
While most companies say they sell a solution, not a product or service, the message around what that offering is (made up of a product, price and delivery mechanism) is more likely than not described differently by every marketing and sales executive in the organization. Walk out of your office and ask the first three marketers and the first three sales executives you encounter one question: What constitutes a lead?
Changing the Sales Conversation [PowerViews LIVE Highlights]
MAY 21, 2015
Gone are the days of solving product issues. On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World.
How to Diagnose if Inbounditis is Killing Your Sales Pipeline
FEBRUARY 8, 2017
Invest the time to understand the unique needs of your prospect before you ask them to invest in your products or services. Qualified leads can be generated any number of ways: phone calls email, webinars, direct mail and even marketing automation if done well. It's not, however, the quantity of leads that counts. It’s the quality of the leads.
What Do You Sell, Who Do You Sell It To and Why Everyone Has to Have The Same Answer
MAY 13, 2016
The company had a good product—better than the competition—yet it disappeared. How to define a lead and gain agreement is the first of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.
5 Keys to Becoming a Sales First Company
JULY 15, 2014
By Chris Tratar, vice president of product marketing, SAVO. I know what you are thinking. We don’t want to become a sales first company, we are a customer first company.
5 Sales & Marketing Thought Leaders Weigh In on Inbound Marketing
APRIL 17, 2014
Leads are people who express interest in discussing your product or service. ISRs become slaves to the reactive, and if there''s a charge to break into new verticals with new products, you can''t just wait for prospects to come, you''ve got to go out and get them.".
B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #6: Nurturing Triples Marketing’s Return
DECEMBER 27, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices. Lead nurturing triples marketing's ROI, but only if done properly. I propose that nurturing is the most underutilized marketing activity at a marketer’s disposal.
PowerOpinions: Making Lead Scoring a Success Part 3 [Expert Advice]
JULY 14, 2015
This is the final installment of a three-part series in response to the following question: As we enter the second half of 2015, have companies made the adjustments necessary to utilize lead scoring or is the status quo killing results?
7 Tips to Jump Start Your Life from Todd Schnick's Live the Intrepid Life
JANUARY 22, 2015
While no one’s got life completely figured out, Todd provides tools and insight that can make it easier to cope with challenges in order to become a better, more productive individual. Todd Schnick is a stellar individual.
Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?
APRIL 10, 2014
Fridays and Mondays are the worst days to contact prospects as these are the least productive days of the work week.
How to Set Your Outsourced Lead Generation Program Up for Success (pt 2)
JUNE 2, 2015
First, we ask that at least five stakeholders from multiple departments (sales, marketing, product, executive management, etc.) We need sales, product and marketing expertise. What makes some lead generation programs fail and others flourish?
Q&A With Dave Stein and Steve Andersen
JUNE 24, 2016
Co-authored by sales luminaries Steve Andersen and Dave Stein, Beyond the Sales Process: 12 Proven Strategies for a Customer Driven-World upends traditional sales training conventions and provides a clear, logical roadmap for establishing productive long-term customer relationships and for creating real value in a business environment that has undergone unprecedented change.
4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!
MARCH 27, 2015
Mike says to use it as an opportunity to leave “value nuggets”—short, focused messages about the prospect’s needs, not your product.
How the CEO Can Enhance Sales, Marketing, and the Executive Branch
FEBRUARY 24, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.". Measure engagement and sales productivity.
4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!
MARCH 26, 2015
No one cares what you think about your company, product or service. 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. Simplified.:
4 Revenue Sources Most ROI Calculators Miss (Part 1 of 2)
MARCH 1, 2016
In the epiphany stage they want education and unique perspectives; in the awareness stage they want product information and subject matter experts (SMEs); and in the interest stage they want benchmarks and best practices.”.