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  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 1, 2013
    [Sales] Sales Mgmt: Mowing Your Lawn
    Sales Management and Mowing Your Lawn. The first quarter is over and sales leaders are capturing forecasts for the next two months and hopefully celebrating the achievement of their first quarter results. The same view of your sales team should also be considered, evaluate your team, determine who needs to be “groomed” or “cut” and what treatments must you begin to accelerate your growth during the second quarter. Resources : Top Sales World web site and magazine for April!
  • VIDYARD  |  TUESDAY, MAY 16, 2017
    [Sales] Chalk Talks: Personalizing Video for Your Sales Outreach
    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! In this Chalk Talk episode, we’ll talk about the state of prospecting today and how video – specifically, personal video – is going to enable your sales team to get into more sales conversations and ultimately build more pipeline for your organization.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, OCTOBER 7, 2013
    [Sales] Industrial Content Marketing for Accelerating Sales Pipelines
    However, most of the success is at the beginning of the sales pipeline or [.]. Content Marketing Sales Strategies champion content Industrial Marketing pipeline acceleration sales pipelines Manufacturers and industrial companies that believe in content marketing are seeing good results from their efforts. 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.].
  • CRIMSON MARKETING  |  MONDAY, NOVEMBER 3, 2014
    [Sales] My 2015 Sales & Marketing Predictions
    I recently discussed my sales and marketing predictions for 2015 with Backbone Media. The post My 2015 Sales & Marketing Predictions appeared first on. In my thought leader video, I discuss the emergence of the left-brained CMO, how marketers will get ‘indigestion’ from too much marketing technology, and that predictive analytics will be HOT in 2015. And after you watch my video, click here for more B2B marketing predictions from other industry thought leaders.
  • GREAT B2B MARKETING  |  THURSDAY, OCTOBER 6, 2016
    [Sales] Are You Practicing Sales Enablement or Sales Disablement?
    Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 4, 2012
    [Sales] Sales Leadership: Salesperson Business Plans
    Sales Leadership: Planning for the Second Half of the Year. One of the first items we needed to address was the lack of accurate monthly forecasting by the sales team and the lack of accountability of the sales leadership team. Training needs: sales, industry, product/service, operations. Personal commitment statements: to the success of the company, to the sales team and to themselves.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, APRIL 16, 2013
    [Sales] Sales Mgmt: Achieving Balance: Fear vs Respect
    Achieving the Balance Between Having Your Sales Team Respect You But Not Fear You. The topic is extremely important for all levels of sales leadership, especially in challenging situations/times. Every good sales team manager knows that a delicate balance must be maintained between having your team respect you without having them fear you. operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.
  • GREAT B2B MARKETING  |  WEDNESDAY, JUNE 24, 2015
    [Sales] Can You Really Use Marketing to Shrink the B2B Sales Cycle?
    It seems at least once a week that I talk to a B2B company about how to shrink their sales […]. The post Can You Really Use Marketing to Shrink the B2B Sales Cycle? B2B Sales Sales Cycle Sales Model B2B sales cycleappeared first on Great B2B Marketing.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 17, 2015
    [Sales] Ignite Your Sales Team: Sales Management on Fire!
    Ignite Your Sales Team: Sales Management on Fire! Everyone wants to lead a high performance sales team, but have you made the right investment to make it happen? We see many organizations struggling simply because they have not figured out the importance of investing in training their sales managers. We are excited to announce the unveiling of our new service: Ignite Your Sales Team video training programs for sales managers. Sales Leadership Training
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, MARCH 11, 2016
    [Sales] Industrial Content Marketing’s Role in Sales
    Here’s a reality check—only […] The post Industrial Content Marketing’s Role in Sales by Achinta Mitra appeared first on Industrial Marketing Today. You’ve probably read all the buzz surrounding industrial content marketing. You are in good company if you are already doing it.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JULY 7, 2014
    [Sales] Creativity for Sales Leaders
    Creativity for Sales Leaders. One of the traits sales managers must have or develop is a mind that is creative. As a salesperson, sales leader, or manager you can build a better life by adding some spark to your thinking power. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. For first time sales managers is now available: [link].
  • THE POINT  |  TUESDAY, JANUARY 14, 2014
    [Sales] More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
    In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. Studies have long shown that the speed at which leads are responded to has a direct and dramatic effect on the rate at which those leads are converted to opportunities or passed to sales.
  • YOUR SALES MANAGEMENT GURU  |  SUNDAY, SEPTEMBER 23, 2012
    [Sales] Sales Leadership: The Impact of Creating a Sales Process
    Sales Leadership: The Impact of a Creating a Sales Process . Whether your organization is using CRM or not I find that most organizations have not taken the time to define, write out and train their sales team on how to use prescriptive a sales process. 3. The Sales Manager began to fully understand not only what the steps in the sales process were, but more importantly WHY the salesperson needs to execute on them. .
  • TYPE A COMMUNICATIONS  |  TUESDAY, FEBRUARY 14, 2017
    [Sales] How Empathy Will Grow Your Sales & Marketing Pipeline
    Customer Experience Marketing Sales Carla Johnson storytelling Type A CommunicationsFebruary 14, 2017 by Brian Carroll We have more marketing channels and more content than ever before, but it’s become harder to actually connect with customers. Here’s what I mean. read more.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, FEBRUARY 25, 2016
    [Sales] The Data-Driven Sales Team: Why Social Selling Works
    I once had a sales person in Europe challenge me about the use of data and technology in sales: “My customer wants to see me EYE TO EYE,” he exclaimed. Why is data relevant in a relationship business like sales? His main points included: Data Mean Sales. Sales Needs to Adjust to Compete. The breadth and depth of devices alone will present a new level of challenges to marketers and sales teams who fall behind. His main points included: Data Mean Sales.
  • VIEWPOINT  |  THURSDAY, AUGUST 14, 2014
    [Sales] Out With the Sales Rep, In With the Sales Guide: A Review of "Duct Tape Selling"
    But as I travel around the world speaking to groups of business owners, marketers and sales professionals, the number one question I’m asked is: ‘What do we do now?’” The premise behind John’s book is that “sales people are no longer just closers. ” B2B Sales
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 26, 2013
    [Sales] Building a Sales Pipeline
    Tactical Sales 20/20 Marketing Plan. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 14 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Check out his latest book: “creating High Performance Sales Compensation Plans”. Sales Management Systems
  • VIEWPOINT  |  WEDNESDAY, DECEMBER 17, 2014
    [Sales] Stunning Study Reveals How to Increase Sales by 29-49%
    Of course, Covey’s message is a good one for all of us, but especially true for salespeople as pointed out in “The Power of Prioritization Report” i published by Velocify (A Sales Optimization Study). Sales Process Sales Leads Stephen Covey said, “The key is not to prioritize what''s on your schedule, but to schedule your priorities.”
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 6, 2015
    [Sales] Lead Generation That Converts Leads into Sales Opportunities
    Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. Marketers who really want to help Sales perform better will focus on higher-quality leads, which have better odds of converting into pipeline opportunities and customers. So, what’s the best way for B2B marketers to efficiently verify the accuracy of their lead data captured online before turning said inquiries over to the sales force?
  • MODERN MARKETING  |  THURSDAY, JANUARY 5, 2012
    [Sales] How Marketing Should Approach Sales Reps
    by Michael Martin | Tweet this Sales enablement is one of the most important aspects of many marketers’ jobs. But, all too often, the way marketers approach sales reps is lacking in strategy and preparation. Marketing continues to feel frustrated and the sales team unimpressed. For sales enablement to work, you need to approach sales reps in a focused manner. Otherwise, you’re likely to run into these common, non-productive sales gripes.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies
    This is understandable since the sales pipeline needs to be full and active at [.] The post How Unqualified Leads Bog Down Sales Pipelines for Industrial Companies by Achinta Mitra appeared first on Industrial Marketing Today. Industrial Marketing Industrial Marketing Automation Sales Strategies marketing automation Marketing Qualified Leads (MQLs) Sales Qualified Leads (SQL
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 22, 2015
    [Sales] B2B Sales and Marketing Trends for 2016
    At the end of each year, my team and I publish a report on the major B2B marketing and sales […]. The post B2B Sales and Marketing Trends for 2016 appeared first on Great B2B Marketing. Marketing Trends B2B Marketing B2B Sales
  • DISCOVERORG  |  THURSDAY, DECEMBER 15, 2016
    [Sales] Taking Aim at the Top 2017 Sales & Marketing Technology Trends
    Anyone who knows me realizes that while I am from Texas, hunting + Katie may not be the best combination (given my sheer lack of hand-eye coordination), but with 24/7 practice in the sales and marketing technology world, I’m confident that I’ve improved my aim. Here are four of the top sales and marketing technology trends that you should expect to hear about in 2017: 1. Sales and Marketing Technology Integration Will Become a Top Priority.
  • VIEWPOINT  |  TUESDAY, APRIL 7, 2015
    [Sales] Sales Lead Management Leads to a Lower Cost of Sales
    “Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. But what if I can prove,” I said, “that when sales lead management is done properly by sales and marketing it can lower the cost of sales by delivering more qualified leads with a higher closing ratio, which leads to a lower cost of sales and marketing?”. “So
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 8, 2013
    [Sales] Sales Leadership: Learning by Observing
    So what does this topic have to do with Sales Leadership? In many situations sales managers are the key coach, mentor and trainer of their sales teams, whether it’s in the field or in sales training environments. However during any sales call, the manager must be acutely aware of the 5 items listed above when observing their salesperson. Creating a Winning Sales Strategy. His latest book is titled: “ Leading High Performance Sales Teams”.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. For the sake of simplicity, I’ll refer to it as digital marketing in this post and state that content is what drives this engine for generating qualified leads and creating sales opportunities. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset.
  • YOUR SALES MANAGEMENT GURU  |  WEDNESDAY, OCTOBER 14, 2015
    [Sales] Prospecting: Fill your sales pipelines now!
    The Telephone Is the Most Powerful Sales Prospecting Tool. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. Add it to your sales library today! The myth that the phone no longer works—because people don’t answer—is disproven daily by thousands of sales teams across the country that survive and thrive on the phone. The phone is your most powerful sales tool.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 18, 2014
    [Sales] Sales Mgmt: don’t over complicate it….
    Sales Leadership: Don’t over complicate it…. While I was observing a sales meeting at a client’s site, (they were following our template/agenda for the meeting) when the president who is active in this meeting brought up a topic that took them down the rat hole. My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working.
  • B2B MARKETING INSIDER  |  TUESDAY, MARCH 20, 2012
    [Sales] Sales and Marketing Alignment: How to Sell To A Sales Person
    Sales and Marketing alignment continues to be a major issue for both sides. Marketing often seeks to drive long term while also helping sales has to hit their quarterly numbers. But marketers often struggle trying to sell their ideas to sales people. So how do you sell a marketing strategy to sales people? Sales Focus on Next Quarter. Sales have numbers that must be hit and they will hit them – with or without marketing help. Sales Alignment
  • ACT-ON  |  FRIDAY, MARCH 24, 2017
    [Sales] 7 Best Practices for Optimizing Sales Enablement
    Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters). Integrate sales enablement across the business.
  • ANNUITAS  |  TUESDAY, AUGUST 5, 2014
    [Sales] Buyers Don’t Care About Your Sales Funnel
    I read an article recently that discussed how content can “help push your prospects through the sales funnel.” However, if organizations are taking the very insular view of “pushing their buyer through the sales funnel” it would explain quite a bit about the lack of effectiveness. According to Corporate Executive Board (CEB): The average B2B buyer is 57% of the way through their purchase decision before engaging a supplier sales rep.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, NOVEMBER 22, 2011
    [Sales] Ignite More Sales with Sales Intelligence
    Any sales reps worth their salt does their homework before contacting a lead. Once a contact becomes a qualified lead or opportunity, sales needs to know who to reach and how, and what to say to get their attention. After all, according to IDC, IT buyers indicate that ~ 54% of sales reps are unprepared for their initial customer meetings. 60% of sales reps waste the equivalent of 6 selling weeks a year just trying to get customers on the phone. Prospecting Sales 2.0
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, AUGUST 12, 2013
    [Sales] Managing A Sales Manager
    Managing a Sales Manager . As a result of our one of my readers sending me an email comment regarding his personal situation, I have attached the sample of one our of a tools we have included in our “On Line Sales Manager Tool Kit ” www.AcumenManagement.com. . The format can be used for one on one meetings with the President and the Vice President of Sales or when the Sales Manager needs to present to the Board of Directors or at Management Team Meetings.
  • ANNUITAS  |  MONDAY, JUNE 1, 2015
    [Sales] Right vs. Wrong – B2B Sales People and Additional Thoughts About the SiriusDecisions B2B Buyer Research
    The B2B marketing and sales world was abuzz a few weeks ago when SiriusDecisions reported that the decline in importance of the B2B sales person, which has been reported by many, has been greatly exaggerated. Sirius went on to show additional research that shows the importance of the sales rep at all stages of the buying cycle. And with that, the B2B Twittersphere went wild and all B2B sales people breathed a huge sigh of relief.
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 15, 2016
    [Sales] Crisp Sales and Marketing Execution – A Key to B2B Success
    Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for […]. Marketing Strategy Sales and Marketing Marketing Execution
  • VIEWPOINT  |  TUESDAY, JANUARY 27, 2015
    [Sales] Time to Stop Making Sales & Marketing Excuses in 2015
    From my perspective, having interviewed hundreds of managers on SLMA Radio, and managed 20+ sales and marketing teams (interim management) through the years, it’s the excuses that drag down organizations. Lead Generation Sales & Marketing Management “If only I had a qualified lead!”. “I I get too many leads!”. “I I don’t get enough leads!”. Salespeople never close out the leads!”. “No No one likes the CRM system, so no one uses it!”.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Sales] E-commerce: An Important Channel for Industrial Sales
    I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Industrial sales are different from online consumer retailing and so the e-commerce experience has to be different too. Annual Sales: $1.5+ billion with no outside sales force. Is e-commerce a part of your industrial sales?
  • AVITAGE  |  WEDNESDAY, APRIL 26, 2017
    [Sales] The epidemic in B2B sales prospecting
    Sales pipeline quality, volume and conversion rates are both symptom and impact of this condition. This condition is especially evident in companies that are engaged in a complex or solution sale. Sometimes this is called a system or platform sale. The analyst firm SiriusDecisions calls it a “new paradigm” or “new concept” sale. I and others use “value sale” Even companies with a traditional, product selling model are not immune.
  • B2B MARKETING INSIDER  |  TUESDAY, AUGUST 16, 2011
    [Sales] When Sales and Marketing Collide – SMarketing
    One of the major problems at technology start up’s today is the lack of understanding of how much sales and marketing principles have changed. “If If I need to double revenue growth, I need to double my sales force to drive it” or “I need to generate 1,000 leads to generate one sale. Therefore 2,000 leads will generate two sales.”. Sales and marketing has changed so much it’s amazing. These are especially important for companies with a high volume sales model.).
  • B2B MARKETING INSIDER  |  THURSDAY, NOVEMBER 10, 2016
    [Sales] 10 Tips to Align Your Sales and Marketing Teams
    Sales and marketing alignment is key to driving success regardless of your industry. The marketing team is expected to generate as many leads as possible, while the sales team is under pressure to turn […]. The post 10 Tips to Align Your Sales and Marketing Teams appeared first on Marketing Insider Group. Sales AlignmentIt’s also an issue that many companies find to be a struggle. The disconnect stems from these teams’ seemingly disparate goals.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 22, 2012
    [Sales] Sales Leadership: Nine Minutes on Monday
    My speaking and sales leadership consulting practice causes me to work with many individuals that are experiencing situations of stress that include either learning to manage a sales team for the first time or their organizations are not performing at optimal levels. Too many times in the face paced world we live in, especially as sales managers, we neglect the basics of leadership and the need to build the appropriate culture that drives performance. Nine Minutes on Monday.
  • B2B LEAD GENERATION BLOG  |  MONDAY, OCTOBER 14, 2013
    [Sales] Lead Generation: Who knows the customer better – Marketing or Sales?
    The only presentation that ever seemed to rattle her nerves – and just ever so slightly – was the annual presentation to Sales leaders, justifying her upcoming budget (and, perhaps, existence). “We Let me first say, I am a huge proponent of Sales-Marketing alignment. When things are going well, Sales receives the credit for making plan, making Club, for meeting and exceeding quota. The keyword topic suggestions came from two sources: Sales-team suggestions.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, FEBRUARY 25, 2015
    [Sales] Will New Marketing Automation Tools Let Sales Climb Back Up The Funnel?
    I’m beginning to suspect the much-cited trend of marketing playing a larger role deeper into the sales funnel has reached a similar peak. If the pendulum is really swinging the other way, then sales people will be taking a more active role earlier in the buying process. But I also had in mind another system I had just seen, MDCDOT , which gives marketing automation functions to sales people. Trends are signposts of the future: they point to where we’re headed.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. 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.].
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, SEPTEMBER 22, 2014
    [Sales] Sales Leadership: 5 Steps to Exceed 2015 Quota
    Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Assuming your sales quota will go up, you will need additional salespeople on your team to achieve those higher numbers. There is a free sales compensation assessment on our website: www.AcumenManagement.com.
  • THE ROI GUY  |  THURSDAY, MARCH 14, 2013
    [Sales] Sales Enablement’s Dirty Big Secret
    Attending the Forrester Sales Enablement Forum, one research metric was presented that just blew me away. According to Forrester, the average company spends more than $135,000 in sales support costs per year for EACH salesperson. That’s $135 large a year folks on the hidden cost of sales ! This does not include sales compensation, incentive or benefits – just the incremental annual investment trying to make sales professionals more effective and efficient.
  • ACT-ON  |  FRIDAY, MARCH 4, 2016
    [Sales] How Marketing Operations Can Align with Sales (and Why)
    One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Typically, I find that marketing will implement new predictive technologies for advanced reporting and analytical strategy-making, but will fail to see that the sales team can use these technologies for greater prospect list and queue segmentation – if onboarded and trained correctly.
  • GREAT B2B MARKETING  |  THURSDAY, MAY 12, 2016
    [Sales] The Marketing and Sales Gap of Disappointment
    Marketing and SalesThe leads and customers you get this month may not come from something you did this month, but rather something […].
  • PUZZLE MARKETER  |  TUESDAY, JUNE 12, 2012
    [Sales] Pinterest Drives Ecommerce Sales [Infographic]
    According to a recent infographic and article by online store platform Shopify.com … Pinterest is now the 3rd most popular social network site in the world, and ecommerce stores can leverage its popularity to significantly increase traffic and sales. Are you using Pinterest to generate sales for your business? Online Advertising Social Media facebook linkedin online sales pinterest shopify social media twitter
  • VIEWPOINT  |  TUESDAY, JUNE 24, 2014
    [Sales] Half of all sales inquiries are good. The challenge is finding which half.
    In the distant past (30 years ago) We figured out through research that 45%f of all inquiries turn into a sale for someone. Marketing can assume that responsibility through nurturing, and increased sales are the result—not by just a few percent—but 200-300% more sales are the result of successful nurturing programs. Now, B2B Sales Sales & Marketing Management
  • VIDYARD  |  MONDAY, JANUARY 9, 2017
    [Sales] 6 Awesome Sales Call Conversation Starters
    Any B2B or SaaS company’s sales team likely battles to either get prospects to pick up, or move pipeline further—or both. The “RE: we met at X event” email subject or the cold call introduction the receiver knows is a sales call probably won’t work. What sales techniques have you tried recently that have worked for you? The post 6 Awesome Sales Call Conversation Starters appeared first on Vidyard. Blog Inside Sales
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. These steps take time, at least six months for all the moving parts to mesh together like a finely tuned engine that will drive lead generation and generate sales.
  • VIDYARD  |  TUESDAY, DECEMBER 6, 2016
    [Sales] 3 Sales Emails Proven to Boost Reply Rates by 8x
    If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly. No problem, share your screen in a sales email to capture attention and communicate more information. The post 3 Sales Emails Proven to Boost Reply Rates by 8x appeared first on Vidyard.
  • GREAT B2B MARKETING  |  TUESDAY, APRIL 14, 2015
    [Sales] How B2B Marketing Supports Sales Enablement
    There is a lot of industry buzz around the term “sales enablement.” B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness This is terrific because the marketing department should […].
  • MODERN B2B MARKETING  |  TUESDAY, JANUARY 24, 2017
    [Sales] 4 Secret Weapons for Sales Enablement
    Author: Chris Gillespie There are nearly 17 million Google search results for “ marketing and sales alignment ”–too many in my mind, given that they all sound pretty much the same. How, for example, is one supposed to “utilize effective sales collaboration and engagement techniques?” Today, I’ll share how marketers can achieve alignment by simply enabling sales to close more deals. As a sales leader of mine once said, “ When the cowbell is ringing , all sins are forgiven.”.
  • SALES INTELLIGENCE VIEW  |  MONDAY, JANUARY 23, 2012
    [Sales] 25 Motivational Sales Quotes
    I gathered 25 quotes in sales I find to be very powerful and motivating. Shoot us a tweet with your favorite sales quote! “You don’t close a sale, you open a relationship if you want to build a long-term, successful enterprise.” “Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” “On any given Monday I am one sale closer and one idea away from being a Millionaire.” sales quotes
  • SALESFUSION  |  TUESDAY, APRIL 1, 2014
    [Sales] Social Media for the Sales Department
    The post Social Media for the Sales Department appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half]. one_half_last valign="middle"]. frame style="none"] [/frame]. [/one_half_last]. one_half_last]. divider style="simple"].
  • TYPE A COMMUNICATIONS  |  TUESDAY, JULY 19, 2016
    [Sales] 5 Essential Elements to Include in Every Sales Pitch
    July 19, 2016 by Ken Sterling Effectively closing sales is the bread and butter of your business. Marketing Sales Alignment Sales Sales Enablement B2B BigSpeak Ken Sterling sales sales enablement storytelling WebbiquityHere’s how to hit a home run every time. According to researchers at. read more.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, FEBRUARY 13, 2014
    [Sales] Sales & Marketing Have Moved In Together [Infographic]
    Are your sales and marketing relationships on a path toward power. Historically, the inability to track marketing efforts and correlated results has been a major factor in misaligned sales and marketing departments. Back then, as little as 10 years ago, marketing arranged the blind dates for sales, the cousin. In the “beyond age,” marketing is accountable for revenue and sales has greater expectations regarding marketing qualified leads. Marketing Sales 2.0
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 3, 2012
    [Sales] Align Industrial Websites with Sales Process
    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.
  • ACT-ON  |  THURSDAY, JUNE 9, 2016
    [Sales] 3 Tips to Shrink Your Long Enterprise Sales Cycle
    You can’t overturn a single rock nowadays without some thought-leading salamander slithering out from under to tell you how to shorten your sales cycle and proposing magical elixirs for driving your time to close down to days as opposed to months. While many of these folks give sound advice, the reality for some of us is that we simply have a long sales cycle. There is a direct correlation between deal size and sales cycle length. Pedigree matters in enterprise sales.
  • DISCOVERORG  |  WEDNESDAY, MARCH 8, 2017
    [Sales] Why That Bargain Contact List You Bought is a Sales Dead End
    Here are just a few ways that unverified bargain contact lists can lead to sales drought rather than providing that rainmaker resource you wanted. When email deliverability is weakened , your whole sales funnel loses its impact and unverified contact lists get email campaigns off to a bad start. It’s been around the block and has been mined by other sales and marketing teams looking for leads. You can’t afford not to know in today’s competitive sales climate.
  • INDUSTRIAL MARKETING TODAY  |  SUNDAY, DECEMBER 12, 2010
    [Sales] SAL is the Glue that Binds Sales and Marketing in Lead Generation
    Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Assigning a numeric score to business sales leads based on a predefined set of rules, takes away the subjectivity out of qualitative ranking like Hot, Warm and Cold leads. Quantitative lead definitions reduce the friction between sales and marketing. SAL aligns sales and marketing.
  • B2B MARKETING INSIDER  |  THURSDAY, MARCH 31, 2011
    [Sales] Are You In The Top 1% Of Sales People?
    This is a guest post from sales professional Kenny Madden. The traditional numbers-focused sales and marketing model has fallen apart. The old school strategy of hiring more “feet on the street&# or hiring 100’s of inside sales people to cold call 100’s of times a day looking for sales growth or generating volumes of leads is proving wildly inefficient. You are now in the TOP 10% of sales/marketing people in the US. Sales Alignment
  • MODERN MARKETING  |  MONDAY, APRIL 29, 2013
    [Sales] Define and Conquer: Tips to Improve Sales and Marketing Alignment
    by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs. The following is the first of a two-part series on strategies to bridge the gap between sales and marketing. 1 – Define a Sales-Ready Lead.
  • MODERN B2B MARKETING  |  THURSDAY, OCTOBER 6, 2016
    [Sales] 5 Best Practices for Improving Sales Enablement
    Author: Jeff Day In today’s frenetic, go-go-go B2B sales environment, it can be hard to ensure that your sales team is having the right—or optimal —conversations with their prospects to deliver value and drive deals forward. The biggest blocker, unfortunately, is a seemingly easy, but in reality complex, problem to solve: equipping sales with the right content based on their unique prospects and specific selling situation. This is largely because sales simply can’t find it.
  • WEBBIQUITY  |  FRIDAY, FEBRUARY 24, 2017
    [Sales] Five Reasons Why Sales Strategy Doesn’t Work for Many Small Businesses
    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. A sound sales strategy should highlight the unique features to create a unique perception of the brand. If your sales strategy is not working, then make small changes and iterate the process until it starts delivering results.
  • TONY ZAMBITO  |  SUNDAY, MAY 8, 2011
    [Sales] Content Marketing and Sales Enablement Must Get Married
    The raging waters of the sales and marketing alignment debate continues to make its’ way through the halls of corporate America.    From a business culture perspective, we are seeing a recently introduced new domain of content marketing born out of changes in technology and buyer behaviors as well as the area of sales enablement attempting to make selling performance more efficient.  Image via Wikipedia.
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 31, 2012
    [Sales] 7 Ways Your Sales and Marketing Can Align
    When sales and marketing are on the same page, performance is better. 88% of best performing companies have aligned their sales and marketing teams. Here are some ways that leading companies are achieving sales and marketing alignment: 1. Spending some time learning about, say, the approach a sales rep has taken that hasn’t yet delivered the desired result can transform the marketing approach to individual clients to turn things around.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 7, 2010
    [Sales] 5 Sales Closing Techniques
    Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy October 7, 2010 6 Subscribe 5 Sales Closing Techniques Share With all of the discussion on marketing and sales, I thought it made sense to bring in a sales perspective and guidance to the site.
  • VIDYARD  |  WEDNESDAY, MARCH 1, 2017
    [Sales] 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?
  • GREAT B2B MARKETING  |  MONDAY, FEBRUARY 20, 2017
    [Sales] Six Ways Marketing Can Shrink the Sales Cycle
    I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle
  • VIDYARD  |  MONDAY, FEBRUARY 6, 2017
    [Sales] How Video Helps Sales and Marketing Alignment
    It wasn’t very long ago that sales and marketing had virtually nothing in common. Lead quality decreased, sales funnels broke, and bottom lines suffered. But it wasn’t a single tool that bridged the decades-old gap between sales and marketing. Rapidly changing industries and customers have forced marketing and sales tactics to adapt at a faster pace than any other point in history. The benefits are just as staggering on the sales side, as well.
  • DISCOVERORG  |  MONDAY, AUGUST 15, 2016
    [Sales] Peaches, Netflix, and Sales Intelligence – Try Before You Buy
    So what do peaches and Netflix have to do with Sales Intelligence? I have some tips for running pilots and evaluating new technology that I hope will make it much easier on those evaluating sales intelligence tools. Establish Sales Enablement/Intelligence Metrics. Before evaluating a new sales intelligence tool establish a baseline of current efforts. Before evaluating a new sales intelligence tool establish a baseline of current efforts.
  • SMASHMOUTH MARKETING  |  MONDAY, AUGUST 3, 2009
    [Sales] Sales Ready Leads: Quality vs. Quantity
    Executive Summary : Lead gen programs that manage to Quality metrics provide sales ready leads that result in an overall higher ROI. Other costs to consider are the costs to manage the vendor relationship, and the cost to the sales team for attending low quality meetings. The topic of Quality vs. Quantity in demand gen has been a constant debate.
  • ACT-ON  |  TUESDAY, MAY 9, 2017
    [Sales] How to Drive Sales Effectiveness with Automation
    A successful sales consultant recently told me a story about an organization that held a webinar that attracted 400 participants. It was an enormous success for the marketing folks, who handed all 400 leads directly to the sales department. The sales department then took the list, stashed it in a drawer, and went back to what they were doing. And, in an ideal scenario, sales and marketing would work in tandem, smoothly handing the baton off on each new highly qualified lead.
  • AVITAGE  |  TUESDAY, JANUARY 19, 2016
    [Sales] B2B Sales Conversations — By Design
    To paraphrase David Packard, sales conversations are too important to leave to sales people. B2B sales conversations for key touch points should be designed. How have you designed the sales conversations for your key touch points? How well do each of your sales people handle conversations at key touch points, or with different stakeholders? How consistent is the delivery of your messages, across your sales teams? Sales Enablement sales conversations
  • MODERN MARKETING  |  MONDAY, JANUARY 5, 2015
    [Sales] 5 Ways Marketing Can Help Sales Succeed
    Editor’s Note: Today’s post comes courtesy of Brenda Stoltz, the CEO and founder of Ariad Partners , where she provides creative, practical, sales-driven integrated inbound marketing and strategic planning services to software, technology, manufacturing, professional services firms, and other industries. There’s often a surprising amount of disconnect between Sales and Marketing teams. Sales is there to support Marketing, and vice versa.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] Hire High Performance Sales Teams # 2
    Hiring High Performance Sales Teams. Follow this formula to hire sales superstars. Second installment of a two-part article on sales recruiting). “ Selecting sales personnel is one of the biggest, if not THE biggest, challenge of any organization. Recruiting is a commitment; it should consume about a fifth of the sales leader’s time, and the process should be as well organized as the company’s sales methodology and forecasting systems.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, FEBRUARY 19, 2016
    [Sales] How Manufacturing Content Marketing Sets the Table for Sales
    They both inquired about using manufacturing content marketing to help their sales efforts. Both these companies had used telemarketing and other conventional marketing tactics with very little success in generating sales qualified leads. You may be experiencing the same or similar problems as these two manufacturers. […] The post How Manufacturing Content Marketing Sets the Table for Sales by Achinta Mitra appeared first on Industrial Marketing Today.
  • HUBSPOT  |  SATURDAY, SEPTEMBER 28, 2013
    [Sales] How to Be a Sales Coach, Not a Sales Manager
    Almost every up-and-coming salesperson wants to grow into the job of sales manager. The job title carries a lot of weight and the position itself typically involves either running the entire sales department or a significant portion of it. There is no doubt that these are all important job functions that fall under the responsibility of the sales manager. The sales manager’s job is, first and foremost, as a coach. 3 Things You Can Do to Be a Better Sales Coach.
  • VIDYARD  |  TUESDAY, JANUARY 17, 2017
    [Sales] 11 Free Sales Tools to Pump Up Your Pipeline
    That’s why the world of online sales tools has exploded in the past few years – industrious entrepreneurs are finally realizing the inherent struggles of being a salesperson, and responding with a plethora of tools designed to make your job easier. Some sales tools can cost up to $30k per year, and even more if you’re looking to use it with everyone on your team. And even if you’re part of a larger sales organization, you may not always be able to get budget to try new tools.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, AUGUST 7, 2013
    [Sales] Sabotaging Industrial Marketing Hurts Sales
    Content Marketing Measurement & Tracking Sales Strategies Analytics industrial lead generation Industrial Marketing Industrial sales What is the real purpose of industrial marketing? One can come up with a list of at least half a dozen or more excellent goals. IMO, the single most important [.]. 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.].
  • DISCOVERORG  |  TUESDAY, SEPTEMBER 20, 2016
    [Sales] Get Ready for the TilLT Sales Development Challenge
    Sales development is now the need-to-know skill set for growth and enterprise companies. In a recent interview, David Hershenson of TOPO points out “Sales development reps demonstrate higher levels of success when provided with a training program or academy that seeks to develop their skill sets and grooms them for Account Executives roles.”. How to Grow Your Sales Development Performance. Lift Conversion Rates with a Sales Development Program.
  • DISCOVERORG  |  TUESDAY, APRIL 25, 2017
    [Sales] Myth Busters: 3 Sales Intelligence Assumptions Dispelled
    Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. In the same way that “chocolate muffins” are really just cupcakes, contact lists might be “data,” but they’re not sales intelligence. Sales intelligence includes a depth of information that is both accurate and predictive. It’s sales intelligence.
  • THE ROI GUY  |  THURSDAY, JUNE 6, 2013
    [Sales] Which One: Sales Skills or Sales Tools?
    It has long been debated whether selling effectiveness can best be addressed by improving Sales Reps skills, or by providing Sales Reps with the right Sales Tools. In these arguments, the sides are highly polarized, with some pundits contending that a great Sales Rep can often sell regardless of the tools at hand, while others argue that without the right Sales Tools, it is often impossible to get the job done right.
  • TYPE A COMMUNICATIONS  |  TUESDAY, AUGUST 11, 2015
    [Sales] How to Get Sales to Use Your Marketing Content
    So why won’t the sales team use it? Marketing Marketing Sales Alignment SalesAugust 11, 2015 by Matt Sharrers Your marketing team spends time and money to produce quality content. The hard truth is often. read more.
  • GREAT B2B MARKETING  |  THURSDAY, JUNE 16, 2011
    [Sales] How to Shorten the B2B Sales Cycle
    If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle. Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it. What exactly do I mean by the term “sales cycle”? The classic definition is “the total time elapsed from the buyer’s first contact with your organization until the sale closes. Of course, the sales cycle time is expressed as an average.
  • B2B LEAD GENERATION BLOG  |  MONDAY, APRIL 15, 2013
    [Sales] How Reversing the Funnel Increased Sales by 14% for a Sales Incentive Company
    Tweet Traditional marketing practice presumes the more you invest in driving leads through the top of the sales funnel, the more revenue will come out the other side. But, when Certif-A-Gift Company, a sales incentive company, reversed this presumption, they ended up increasing sales by 14% and moving prospects through the sales cycle 23% faster. However, only 10% of its channel partners have a need for a sales-incentive program in any given year.
  • ANNUITAS  |  TUESDAY, DECEMBER 15, 2015
    [Sales] What’s Sales Enablement Got to Do with Demand Generation?
    In our mission to build demand generation that delivers real results, here are a couple to keep you up at night: B2B companies’ inability to align sales and marketing teams has cost them upwards of 10% or more of revenue per year , according to IDC. 76% of content marketers are forgetting sales enablement , according to a study by HubSpot. Confused and frustrated sales teams? Blog Demand Generation Strategy framework process sales enablement strategy
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, NOVEMBER 4, 2013
    [Sales] Industrial Marketing Can’t Succeed Without Sales
    I can assure you this is not another post about sales and marketing alignment. Content Marketing Inbound Marketing Industrial Marketing Strategies industrial lead generation Industrial Marketing Marketing Qualified Ledsa (MQLs) Sales Qualified Leads (SQLs Plenty has been written on that topic already. I am sure you’ve read many articles about [.]. This is only a content summary. Please click on the headline to read the full article.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 26, 2012
    [Sales] Sales Mgmt: 4 Steps on How to Not Get Fired!
    Sales Mgmt.: On my flight to Seattle I was pondering what this week’s blog might contain; it occurred to me that in reflecting on the past year and looking forward towards 2013 a quick summary of a few basic actions sales leadership must take to succeed would be of value. Most sales managers get fired for not hitting the desired sales goals, the issue is normally because they have a lack of salespeople selling their products/services! 4 Steps on how not to get fired.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [Sales] Sales and Marketing: The technology behind CRM
    However, the most expansive definition takes a total end-to-end look at every interaction a person has with a company from simply becoming aware of the company at the very top of the sales funnel, all the way through customer service contact after the final conversion to a closed deal. With a complex sale, many personal touch points in customer relationship management are present – such as directly answering a question posted on social media or an online forum.
  • MODERN MARKETING  |  SUNDAY, JULY 15, 2012
    [Sales] Are Sales and Marketing Chatting Enough? [CHART]
    Collaboration between Sales and Marketing has never been accomplished simply by agreeing on lead criteria and definitions. Sign Up now for Chart of the Week to get a sales and marketing performance snapshot in your inbox every week! Are Sales and Marketing Chatting Enough? Sales & Marketing Alignment b2b marketing Chatter Chatter inside Eloqua Eloqua Chatter integration marketing automation sales and marketing sales and marketing alignment
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s 25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of B2B sales. Sales 2.0
  • SALES INTELLIGENCE VIEW  |  MONDAY, AUGUST 13, 2012
    [Sales] 25 Influential Leaders in Sales – 2012 edition
    In 2011, we began InsideView’s 25 Influential Leaders in Sales. We’ve made minor tweaks to least year’s edition, however, the list remains strong with some of the most brilliant minds in sales. We have compiled a list of 25 influential leaders in sales who are some of the key distributors of rich, knowledgable content in the world of B2B sales. Sales 2.0
  • BIZNOLOGY  |  WEDNESDAY, APRIL 9, 2014
    [Sales] The top 10 tricks for sales lead generation
    Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. So how do you provide your sales team with the leads that will increase their productivity by 200% or more? Lead qualification techniques that make your sales force happy.
  • GREAT B2B MARKETING  |  TUESDAY, JANUARY 14, 2014
    [Sales] Use Digital Content to Shorten the B2B Sales Cycle
    Marketers, sales reps, and business owners are becoming aware of the many benefits of propagating fresh and relevant digital content. But perhaps the most important content marketing benefit is the impact on the sales cycle. A relevant piece of content available to the prospect at the right time in the sales cycle, can accelerate the purchase decision. What types of digital content shorten the B2B sales cycle?
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 8, 2013
    [Sales] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
    There are many important best practices in sales , but the formula for winning is simple: you earn trust. Here are the 3 pillars of trust that I challenge every AE on the Marketo sales team to live and breathe when speaking with prospective customers: 1) Get the person on the other end to LIKE you. Trust breeds loyal customers, and with the “Easy-on, Easy-off” promise of SaaS, sales organizations hit in the leadoff spot. Sales Author: Ray Carroll I love selling.
  • PUZZLE MARKETER  |  MONDAY, JUNE 10, 2013
    [Sales] Blogging Leads to Sales
    Some companies use blogs less as a sales tool and more as a personality disseminator. Getting a press release out into the media can be a much more daunting task then publishing a quick post announcing the release of a new product or the hiring of a new sales person. How does blogging increase sales? The post Blogging Leads to Sales appeared first on Puzzle Marketer. Content Marketing Lead Generation blogging lead generation sales
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