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  • SALES ENGINE  |  THURSDAY, MARCH 24, 2016
    [Sales] B2B Sales Cannot Live on Inbound Alone
    It certainly beats cold calling, and in an ideal world, we’d have so many inbound leads coming through our websites that we have to hire more sales people to deal with them. However, most B2B companies haven’t been able to supply enough leads through their inbound efforts to make sales quotas and hit revenue growth targets. That’s where an integrated marketing process comes into play—it takes more than inbound tactics to move a prospect all the way to a sale.
  • 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.
  • DISCOVERORG  |  FRIDAY, SEPTEMBER 2, 2016
    [Sales] Selling to Sales – Like Cooking for Chefs
    For years we’ve provided in-depth intelligence on the IT, Engineering, Marketing, and Finance departments of companies, but we wanted to talk to Sales Departments and specifically the leaders there. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Many times, although tools are designed to help the sales department, the budget for this type of software lives in marketing. Sales Tricks for Salespeople.
  • 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
  • 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
  • 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 […].
  • 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"].
  • 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.
  • 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
  • MARKETING INSIDER GROUP  |  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
  • VIDYARD  |  FRIDAY, MAY 19, 2017
    [Sales] The #1 Sales Tool I Wish I Had
    This thought struck me during a presentation by Terrance Kwok, Sales Development Manager at Vidyard, at their Fast Forward virtual conference this year (If you missed it, you can still log-in to watch the session, and you really should.) Kwok showcased the awesome simplicity with which sales reps can prospect with video. I know that because I started my career in outside sales with the privilege of face-to-face meetings. Sales videos are still new and exciting.
  • 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?
  • 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.
  • 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.
  • 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.
  • 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.
  • DISCOVERORG  |  SUNDAY, OCTOBER 23, 2016
    [Sales] Fast Track Your Sales with New Tools
    The idea of supercharging your sales is nothing new. Even if you’re the three-time Formula One World Champion Lewis Hamilton of Sales, you still need a top-performing vehicle, or in this case, a serious set of tools, to help you close. The Sales Dataset. Teams selling to Sales need this dataset to get a flying start. Sales departments are becoming technology buying centers and beginning to rival their marketing and IT counterparts.
  • 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
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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
  • 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.
  • 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.
  • 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
  • WEBBIQUITY  |  FRIDAY, MARCH 17, 2017
    [Sales] How to Create the Three Parts for Any Sales Funnel
    What is a Sales Funnel? Sales funnels are everywhere. This is the power of a sales funnel that’s ultimately designed to get sales. Sales funnels today are processes that mostly occur online, with the ultimate objective of driving sales. Sales funnel are frequently intricate, however. The good news is that once set up and tested, an effective sales funnel can last a considerable time. Guest post by Katrina Manning.
  • VIDYARD  |  THURSDAY, JANUARY 12, 2017
    [Sales] Adding Video to Your Sales Emails is No #SalesFail
    The post Adding Video to Your Sales Emails is No #SalesFail appeared first on Vidyard. Blog Field Sales Inside Sales Sales Sales LeadershipGetting attention from your prospects isn’t always easy. The average person receives a whopping 100+ emails a day, and opens less than 25 of them. Combine that with our goldfish-like attention span, and it’s a recipe for your email going unnoticed. And to make matters worse, we’re only human.
  • 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 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
  • 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
  • VIEWPOINT  |  FRIDAY, APRIL 14, 2017
    [Sales] Desperate and Fearful: Need Pipeline – Want Sales Lead Generation
    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.
  • 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.
  • ONALYTICA B2B  |  THURSDAY, APRIL 27, 2017
    [Sales] PPC V Influencer Marketing; Clicks V Sales
    Influencer marketing drives sales. It’s all about looking at the sales cycle as a psychological process; the power of influence and persuasion to get potential clients over the line. Evoking trust in a customer could potentially be the difference between a sale and a missed opportunity. While conclusions can be drawn if sales increase sufficiently post campaign, or by tracking influencers’ unique links in Google Analytics, this isn’t always as conclusive.
  • HUBSPOT  |  SATURDAY, FEBRUARY 28, 2015
    [Sales] 15 Expert Tips on Accelerating Your Sales
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. With a bit of luck, the lead flood gates open and you''re now tasked with scaling the sales process that got you this far. As one of HubSpot''s earliest employees, Roberge scaled the sales team from one employee to 450, and increased revenue by 6000%. Here are 15 tips from the book that can help sales leaders ramp revenue in a hurry.
  • SALESFUSION  |  MONDAY, MAY 19, 2014
    [Sales] The Perception of Sales and Marketing Alignment from the Executive Level
    The post The Perception of Sales and Marketing Alignment from the Executive Level appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Lead Nurture Sales CRM Techie Stuff [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"].
  • SALESFUSION  |  WEDNESDAY, MAY 7, 2014
    [Sales] In This Corner – The Sales Manager
    The post In This Corner – The Sales Manager 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"].
  • THE ROI GUY  |  TUESDAY, JULY 11, 2017
    [Sales] Forrester: The Accelerating Death of the B2B Sales Rep
    Two years ago, I was sitting amongst a shocked audience, listening to analyst Andy Hoar pronounce the “Death of the B2B Sales Rep”. I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.
  • CRIMSON MARKETING  |  TUESDAY, APRIL 21, 2015
    [Sales] How Big Data and Marketing Analytics Help Sales
    Sales teams used to be key sources of information for buyers, but access to an extraordinary variety and volume of information means buyers are much less reliant on salespeople than ever before. To succeed your sales teams need to know what your buyers are hearing and saying— and then tailor your sales interactions to match. How to use Big Data to help sales. The post How Big Data and Marketing Analytics Help Sales appeared first on.
  • 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.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 19, 2017
    [Sales] 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
  • VIEWPOINT  |  TUESDAY, MAY 10, 2016
    [Sales] 7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the first of a 9 part blog series. In his book New Sales. It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”. Sales measures itself on revenue generated (and sometimes margin).
  • 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.
  • ANNUITAS  |  THURSDAY, JANUARY 28, 2016
    [Sales] Heads Up Sales…Change Is Coming
    One of the things I hear most often as we work with clients or when I speak to marketing professionals is, “We cannot change the sales process.” The thinking behind this is that sales has an established process in place and to disrupt that process would be detrimental to the organization and its ability to make it’s number. The idea that marketing should make changes but stop at a demarcation line and let sales run per the established process is not a going to work.
  • INDUSTRIAL MARKETING TODAY  |  WEDNESDAY, JUNE 1, 2016
    [Sales] Industrial Content Marketing Boosts Sales for Distributors
    My conversations with distributors about industrial content marketing almost always start with them needing help in growing their sales. Most distributors define their problem as “lack of sales.” The solution therefore must be this new-fangled thing called […] The post Industrial Content Marketing Boosts Sales for Distributors by Achinta Mitra appeared first on Industrial Marketing Today.
  • SALES INTELLIGENCE VIEW  |  MONDAY, OCTOBER 10, 2011
    [Sales] 10 of the Best Sales Sites
    As a social marketing associate at InsideView , I like to spend my morning gathering the best sales content to dish out throughout the week. Part of our mission here is to give our fans and other audiences the best sales knowledge they need to get the job done. As a result, I have provided 10 of some of the best sales sites I read every morning when I come to work with my huge cup of coffee. Your Sales Playbook. The Sales Hunter. Sales Loudmouth. Sales 2.0
  • MARKETING INSIDER GROUP  |  THURSDAY, SEPTEMBER 1, 2011
    [Sales] The 8 Most Common Sales Mistakes
    I often talk here about the need for better alignment between marketing and sales. It is because of this that I like to reach out to some of my friends in B2B Sales AND Marketing to provide their perspective. Recently we ran a guest post from Kenny Madden on how the line between Marketing and Sales is starting to blur and we are looking at a new partnership he called “SMarketing.&#. Believe that the price is everything and use it as the only sales tool.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, DECEMBER 29, 2015
    [Sales] Kickoff 2016 With These Motivational Sales Quotes
    Sales sales quotes sales tips Motivational Quotes Sales Motivation sales tricks motivational sales quotes sales inspiration sales kickoff sales 2016 sales quotationsIt’s always easy to motivate yourself on January 1st. The dawn of the New Year brings with it the promise of a new beginning, a fresh start, a clean slate. Then January 2nd shows up and you’re first thought is, “Eh, there’s always next year.”
  • VIEWPOINT  |  MONDAY, NOVEMBER 3, 2014
    [Sales] Five Signs You're Missing Sales Opportunities
    I am excited to announce that SellingBrew just published my Playbook Diagnostic, “Five Signs You’re Missing Sales Opportunities” and has generously made it available free to readers of ViewPoint for a limited time. Lead Generation Sales Leads Available Free for a limited time!
  • VISIONEDGE  |  TUESDAY, MAY 20, 2014
    [Sales] Craft a Killer Sales Playbook
    The Sales Playbook, Defined. A sales playbook is a collection of tactics or methods that characterizes the roles and responsibilities for you (and your sales team), lays out clear objectives, identifies metrics for measurement, and provides a common framework and approach for closing sales. The playbook helps you implement a common sales methodology that leverages the processes used by high performers. Accelerate sales effectiveness and accuracy.
  • VIDYARD  |  WEDNESDAY, AUGUST 2, 2017
    [Sales] B2B Consultant Sellers are Changing Sales Forever
    And thankfully, the world of sales is changing because of that second group. Attention and engagement are the new currency of B2B sales, so smart sales people are acting more like consultants than quota-carriers, and the extra effort is paying off. Changing the Attitude and Activity of Sales. As B2B sales professionals move towards a more consultant-driven sales approach, it’s not just technique that is changing – it’s also attitude.
  • SALES INTELLIGENCE VIEW  |  MONDAY, SEPTEMBER 26, 2011
    [Sales] 25 Influential Leaders In Sales
    Part of our job here at InsideView is to receive the most relevant and up-to-date knowledge about sales. Because we love to know the in’s and the out’s of the sales industry. 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 sales. If you are in sales and have a Twitter account, there is no question you should be following all 25 of these people.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, SEPTEMBER 1, 2015
    [Sales] BANT May Not Work in Qualifying Leads for Industrial Sales
    Sales people have been using BANT (Budget, Authority, Needs, and Timing/Timeframe) criteria to qualify leads and prospects for a long time ever since IBM first coined that acronym. It made a lot of sense from salesperson’s point of view because they want to know up front if the prospect has the money or can […] The post BANT May Not Work in Qualifying Leads for Industrial Sales by Achinta Mitra appeared first on Industrial Marketing Today.
  • GREAT B2B MARKETING  |  THURSDAY, JANUARY 15, 2015
    [Sales] Lower the Cost and Boost the Productivity of B2B Sales
    Last month, David Brock, president of Partners in Excellence, published an excellent article titled A Frightening Look At the Cost Of a Sales Person. Brock recounted some statistics that should disturb senior sales executives, as well as their CEOs and CFOs. For example: The average tenure of a salesperson from the time they start a job to the time they leave is less than two years (Sales Readiness Group). The average tenure of a sales manager is 19 months.
  • ANNUITAS  |  MONDAY, APRIL 11, 2011
    [Sales] The B2B Sales Role in the New Buying Process
    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. It also allowed me the opportunity to mingle with many great B2B sales people, which is a departure from my norm of usually interacting with B2B Marketers. The phrase “buyers are turning to sales much later in the buying process” was repeated continually as a way to describe this shift of power. the sales person).
  • 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.].
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 29, 2011
    [Sales] A Dip Into Sales Data vs. Sales Intelligence
    Sales Data vs. Sales Intelligence. Sales Data may be defined as the quantifiable facts and figures about prospects, including company and contact details as well as financials, that can be pulled from a variety of editorial or user-contributed sources. Essentially, sales data is exactly how it sounds: it’s just data. This presentation dives into a number of examples of how sales intelligence can greatly impact a sales team’s revenue. Sales 2.0
  • MODERN B2B MARKETING  |  MONDAY, JUNE 15, 2015
    [Sales] [Infographic] 7 Steps for SaaS Sales Success
    Author: Ben Daters The best sales reps are the ones that clearly know the stages and complexity of their sales cycle and the dynamic elements that can be different based on the size of the opportunity. The roadmap of a successful sales cycle can be different for each sale, but a map of how your deal could come to close is extremely valuable. I challenge each salesperson to define the stages in their sales cycle and identify their strengths and weaknesses.
  • BIZNOLOGY  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] What the growth of inside sales means to B2B marketers
    The speaker claimed that inside sales has outstripped outside sales in B2B, a statistic that both surprised me and got me thinking. Turns out, the statement was based on a recent study showing that inside sales is growing 7.5%, compared to field sales at only 0.5%, and that as of 2013, 53% of the B2B sales rep population sells by phone, instead of face-to-face. Interestingly, inside sales reps appear to be more effective as well.
  • MARKETING INSIDER GROUP  |  THURSDAY, AUGUST 25, 2016
    [Sales] LinkedIn Sales Navigator Is Not Enough For Most B2B Sales & Marketing Teams
    I understand why organizations are jumping on-board with the new LinkedIn Sales Navigator. I completely agree that sales teams need to invest in LinkedIn Sales Navigator as: LinkedIn is steadily restricting functionality (that sales leaders need) from the free version. The post LinkedIn Sales Navigator Is Not Enough For Most B2B Sales & Marketing Teams appeared first on Marketing Insider Group.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 25, 2016
    [Sales] 3 Good Questions to Align Strategy, B2B Marketing, and Sales
    Have you intentionally linked your sales, b2b marketing, and strategy? . I thought Frank had a practical approach to aligning sales and marketing. So, I reached out to him and interviewed him about what he’s learned through his research for his most recent book Aligning Strategy and Sales (Harvard Business Review Press). Brian: What inspired you to write about Aligning Strategy and Sales? American companies annually spend about $900 billion every year on sales efforts.
  • VIEWPOINT  |  THURSDAY, AUGUST 29, 2013
    [Sales] Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts
    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. The Rise Of Inside Sales Is Shaking Up The Sales Pipeline. The most successful organizations are realizing the vision of sales 2.0, The role of inside sales continues to expand and rise in prominence. Via Score More Sales.
  • LEANDATA  |  MONDAY, FEBRUARY 6, 2017
    [Sales] The Unsung Heroes of the Sales Process
    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 Sales Ops is entrusted with making sure the increasingly complex sales engine is a finely tuned machine. Sales Ops creates order from chaos. They’ve become foundational for success in a sales organization.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, JUNE 24, 2012
    [Sales] Lead Generation: How 64% of marketers starve Sales of opportunity
    Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. 64% of marketers still send all leads that respond to marketing campaigns directly to Sales. And, leads that are ready to buy right now are the only kinds of leads Sales really wants – they have quotas to meet, after all. Tweet Let’s say you’re dining out, and you order chicken pad thai.
  • 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.
  • AVITAGE  |  WEDNESDAY, JUNE 11, 2014
    [Sales] For Sales Blogging and Social Selling – Think Like a Publisher
    Huffington Post, see Mike Kunkle’s excellent webinar) To fuel this content dependent activity, many are urging sales people to blog, and to become thought leaders. Lori Richardson, John Jantsch, ITSMA) This is a logical extension from a belief that sales people must think more like marketers. In my view, “think like marketers” means sales people must approach selling from a buyer perspective.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. A World Class sales organization generally is better at: Finding and winning new business. Improving productivity among its sales teams.
  • NUSPARK  |  SATURDAY, SEPTEMBER 10, 2011
    [Sales] Sales Best Practices include Marketing-Sales Alignment
    I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study. The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest. A World Class sales organization generally is better at: Finding and winning new business. Improving productivity among its sales teams.
  • MARKETING ACTION  |  THURSDAY, MARCH 7, 2013
    [Sales] Unpack Your Sales Funnel
    Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Mr. Stacy Gentile and I delivered a webinar, “ Unpacking the Sales Funnel ,” on this very topic, which I invite you to watch. Sales is hard. There’s a lot of pressure on sales people to make their numbers. Sales infrastructure.
  • SMASHMOUTH MARKETING  |  TUESDAY, SEPTEMBER 10, 2013
    [Sales] Fantasy Football Builds Stronger Inside Sales Teams
    Tips to learn from Fantasy Football when building awesome inside sales teams: Be a coach. We read Fantasy blogs; we also read B2B sales and marketing blogs. My good buddy and best man, Dave, has been commissioner of the same Fantasy Football league for over 12 years and a few years ago asked if I was interested in taking one of the empty slots. My obsessive-compulsive, statistically driven, multi-scenario-challenged gaming mind was intrigued.
  • MARKETING INSIDER GROUP  |  TUESDAY, MAY 9, 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.
  • MODERN MARKETING  |  MONDAY, SEPTEMBER 15, 2014
    [Sales] Why Content is the New Sales Call
    When Google came out with their Zero Moment of Truth reports, there was a lot of highly compelling data points that made CEOs, CMOs and sales heads have to stop and reconsider almost everything they are doing; at least as it pertains to marketing. Content Is The New Sales Call. Chances are the prospective buyers are garnering their insights somewhere, and many times those resources become the new trusted advisor, the sales person of the past and the influencer of the future.
  • VIEWPOINT  |  FRIDAY, JUNE 10, 2016
    [Sales] The Whole Truth - Why CEOs Need to Know What Makes Sales and Marketing Click
    Understanding the CEO’s role in eliminating wasted marketing spend and increasing sales results—the final of a multi-part blog series. Many challenges facing Sales and Marketing have been around since the beginning of time. The two organizations don’t understand each other, and often point fingers: Sales says marketing delivers bad leads; and marketing says sales doesn’t follow up. Experience has taught me that only 5% to 15% of inquiries are ready to speak to Sales.
  • VIEWPOINT  |  TUESDAY, MAY 16, 2017
    [Sales] Looking to enhance sales lead performance? Put process before technology.
    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. I recently talked to Jim Obermeyer on the Sales Lead Management Association (SLMA) radio show about what needs to be addresses before a technology solution is selected.
  • HIVE9  |  WEDNESDAY, FEBRUARY 1, 2017
    [Sales] Turn Marketing Analytics into Sales Enablement
    The most effective marketing organizations in 2017 (and beyond) will be those who break down any remaining barriers that prevent them from working harmoniously with sales. Marketing Analytics Hive9 sales sales enablementCollaboration is the path to better results for both teams, a bigger contribution to the company’s bottom line, and a clear justification for getting a sizeable budget renewed each year.
  • THE POINT  |  THURSDAY, SEPTEMBER 21, 2017
    [Sales] Why Lead Nurturing Success Means Not Asking for the Sale
    I was left a voicemail earlier this week by a sales rep that I talked to (briefly) about 6 months ago. As a sales professional or as a marketer, if you engage with a qualified prospect and that prospect doesn’t convert immediately to an opportunity, there’s every reason to stay in touch with that individual over time. If you set that bar too high, i.e. if the threshold is “are you ready to talk to sales?”,
  • BIZNOLOGY  |  MONDAY, AUGUST 31, 2015
    [Sales] A sales pitch isn’t a relationship
    It’s still all about the sale. The process starts with putting away the sales pitch. There was no presentation, no sales pitch, and during more than 20 calls, we built a relationship of trust and mutual respect. The post A sales pitch isn’t a relationship appeared first on Biznology. Public Relations Social Media/PR Traditional Marketing business relationship public relations sales pitchIt had been pitched as a “get acquainted” call.
  • VERTICAL RESPONSE  |  TUESDAY, JUNE 30, 2015
    [Sales] 8 Things Your Website Needs to Increase Traffic and Sales
    If you’ve been scratching your head trying to understand why your website isn’t getting much traffic , keeping visitors’ attention or converting visits to actual sales, we’ve got some tips to help solve this issue. The post 8 Things Your Website Needs to Increase Traffic and Sales appeared first on VerticalResponse Blog. Small Business Marketing increase sales increase traffic mobile responsive design sales website improvement
  • VIDYARD  |  TUESDAY, APRIL 18, 2017
    [Sales] 10 Creative Ways to Improve Prospecting and Sales Emails with Video
    Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal? Reps that use video in prospecting, relationship-building, and sales emails see 5x higher open rates and 8x higher open-to-reply rates. Account-Based Sales Approach.
  • THE POINT  |  TUESDAY, SEPTEMBER 9, 2014
    [Sales] Sorry, But “How Many Touches Does it Take to Make a Sale?” is No Longer a Valid Question
    On a recent conference call with a prospective client, the Vice President of Sales chimed in with a question: “How many touches do you think it takes before someone becomes a lead?”. In the most diplomatic tone I could muster, I responded by stating that I didn’t think there was any correct answer to his question, and moreover, the question itself assumes a sales model that is not only long extinct, but runs completely counter to today’s modern B2B buyer behavior.
  • SALESFUSION  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Sales] Why Lead Nurturing Matters in Sales
    The post Why Lead Nurturing Matters in Sales appeared first on Salesfusion. Lead Nurture
  • MARKETING ACTION  |  MONDAY, JULY 27, 2015
    [Sales] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. Without a shared definition, sales usually complains that marketing is sending them bad leads and marketing complains that sales isn’t following up on their hard-won leads. A qualified lead must be ready to speak to sales.
  • ACT-ON  |  WEDNESDAY, NOVEMBER 30, 2016
    [Sales] Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales
    This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. The “qualified lead” definition is the point at which marketing determines that a lead is ready to be handed to sales. Without a shared definition, sales usually complain marketing is sending them bad leads and marketing complains sales isn’t following up on their hard-won leads. A qualified lead must be ready to speak to sales.
  • GREAT B2B MARKETING  |  MONDAY, JUNE 19, 2017
    [Sales] Use Pull Marketing for Easier and More Productive B2B Sales
    In a recent conversation, a B2B sales rep told me something to the effect: “I hate my job because no […]. B2B Sales Pull Marketing
  • 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
  • MODERN B2B MARKETING  |  TUESDAY, FEBRUARY 7, 2017
    [Sales] 5 Myths About Sales and Marketing Alignment Debunked
    Author: Stacey Thornberry When it comes to sales and marketing, there are plenty of misconceptions due to lack of understanding and collaboration. As a field marketing professional, I have the pleasure of working with sales team members on a daily basis. To strengthen marketing and sales relationships so both teams can more effectively and efficiently work together to drive revenue, we consistently need to squash any negative myths in the universe that exist.
  • MODERN MARKETING  |  THURSDAY, SEPTEMBER 4, 2014
    [Sales] 7 Copywriting Formulas to Support Online Sales
    For sales copy to grab a reader and compel them to buy, it must first get their attention, then gain their interest, and finally appeal to their emotions, all while simultaneously offering facts and stats. Getting it right is a delicate balance, but if you can nail it and create seductive sales copy your conversions will soar. As with all sales copy, focus on the reader and what your product or service can do for them.
  • ACT-ON  |  TUESDAY, MARCH 22, 2016
    [Sales] Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle
    In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. Distinctly identifying where the lead handoff happens is the first step in creating a seamless transition between sales and marketing. Do your biggest sales happen on the East Coast? Have conversations with your sales team about what they are experiencing.
  • AKOONU  |  THURSDAY, JULY 20, 2017
    [Sales] What Path is Your Sales Team On?
    Most B2B Sales organizations concentrate on their Sales Process without mapping the process to how their buyers buy. Yet, how the Sales Process aligns—or doesn’t—to the Buyers Journey is essential to understanding the logistics, timing and needs involved in winning deals. This combined process of the Buyers Journey and Sales Process is called the Revenue Journey. Buyer's Journey B2B Sales
  • VIEWPOINT  |  MONDAY, JULY 20, 2015
    [Sales] The sales rep said, “I never got a lead yet that turned into a sale.”
    I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem. My big sale a few months ago came from a show lead.”. “I’d
  • SALES INTELLIGENCE VIEW  |  MONDAY, MARCH 26, 2012
    [Sales] Do You Treat Your Sales Teams Like The Hunger Games?
    The Hunger Games in Sales. The mentality of hiring a bunch of sales people and leaving it to them to sink or swim is barbaric. There are career sales people (Tributes) that have been trained for years that you will have to go up against and to compete, you need training. Great sales leaders understand that in order to build a winning sales team you need to invest in them and teach them everything there is to know. Being the Tribute Winner in Sales.
  • ACT-ON  |  WEDNESDAY, APRIL 5, 2017
    [Sales] 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.
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