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  • 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"].
  • B2B MARKETING INSIDER  |  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.
  • 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"].
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MARCH 12, 2012
    [Sales] The Sales Manager that Does It All…
    The Sales Manager that Does It All. No matter what size of sales organization you manage the sales leader that assumes they are responsible for everything or solving every problem generally fails to achieve the ultimate objective. First, the sales manager must recognize that it is their job to make the salespeople independent of them, not dependent on them. The ideal sales manager shows up on time, takes a nice lunch break and leaves before his/her’s sales team.
  • 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.
  • 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.
  • 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
  • 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.
  • 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.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, APRIL 30, 2012
    [Sales] Are you a Sales Manager or a Sales Leader?
    Are You a Sales Manager or a Sales Leader? By Mark Hunter “The Sales Hunter”. Take a moment and answer this question: “If you are a sales manager – or when you think about the person who manages you – which description rings accurate: Sales Manager or Sales Leader ?”. Far too many sales managers are doing just that – managing rather than leading. Sales managers are concerned with the market they manage.
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  THURSDAY, DECEMBER 5, 2013
    [Sales] 5 Steps to effectively use case studies in your sales presentation
    How many times have you walked away from a sales presentation muttering “I still don’t have a clue what they do … or why I should care.”. The biggest culprit is usually a sales pitch too dense with words, graphs and images to make any sense. I think the case study is an under-used sales technique in many situations. The post 5 Steps to effectively use case studies in your sales presentation appeared first on Schaefer Marketing Solutions: We Help Businesses {grow}.
  • BIZIBLE  |  FRIDAY, JANUARY 8, 2016
    [Sales] 4 Sales Enablement Tactics B2B Marketers Need to Master
    Sales enablement is not a new term, but it’s often used as an umbrella for a wealth of actions related to the sales team. Although any amount of enablement is helpful, having a set process for how marketing can enable sales is where the key to success lies. Naturally, sales enablement begins with sales and marketing alignment. Enablement is not a one-way street where marketing only supports sales. Create Content Around Sales Needs.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 16, 2016
    [Sales] 7 Steps to Success for Sales Managers
    7 Steps to Success for Sales Managers. -A After being a VP of Sales, consulting on sales management for 19 years and after writing four books on sales management, Max Cates, author of 7 Steps caught my attention in the first five pages. Recently I have written a lot about the emotional aspects of sales leadership, Max starts off in the first chapter on First Step: Manage Yourself, with a heading “Self-Management Question Number One: Are you a trusted leader?
  • 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).
  • 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.
  • 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
  • DISCOVERORG  |  WEDNESDAY, JANUARY 11, 2017
    [Sales] [VIDEO] The Value of Sales Intelligence vs Data
    There are a lot of sales and marketing data providers out there. Everyone talks about their solution slightly differently – they offer contact data, verified data, sales intelligence , etc. Since data literally powers everything we as sales and marketers do, using an illustration that revolves around electricity is an easy way to explain these differences. How We Get Sales Intelligence. Empower Your Sales Team Get a Free Sample of our Data.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, DECEMBER 9, 2014
    [Sales] NON STOP SALES BOOM
    NONSTOP SALES BOOM. Time for a new book review-that must be added to your sales library! My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! As a sales management consultant for the past 16 years I have seen many business challenges and sales problems.
  • B2B MARKETING INSIDER  |  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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 14, 2013
    [Sales] Sales Management: Taking Smart Risks
    Sales Management: Taking Smart Risks. Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 15 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. His latest book is “Recruiting High Performance Sales Teams”. Ken@AcumenMgmt.com www.AcumenManagement.com.
  • DISCOVERORG  |  THURSDAY, MAY 12, 2016
    [Sales] 5 Books & Blogs That Will Make You Better at Inside Sales
    So, we recently published a blog entitled, “ What You Won’t Learn from Books About Sales ,” and now here we are sharing our favorite books and blogs that can make your better at inside sales. Yes, best performing salespeople learn from experience and develop “grit” without the help of sales books. 1) The Sales Development Playbook by Trish Bertuzzi. “As 2) The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson.
  • MODERN B2B MARKETING  |  THURSDAY, MARCH 6, 2014
    [Sales] When Sales “Intelligence” is Actually Sales Interruption
    Author: Michael Berger There are many sales intelligence tools in the marketing automation space, all touting to help sales’ productivity by providing insight into buying behavior and helping sales to identify the hottest leads. However, whether you realize it or not, some of these tools actually cause your sales team to ignore critical buying signals. In other words, they harm sales productivity. Most sales intelligence tools are simply alerting engines.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, SEPTEMBER 18, 2012
    [Sales] Sales Leadership: Finding Fresh Air
    Sales Leadership: The Need for Fresh Air. This is not an unusual practice for me as our client base can be in multiple time zones around the world; the issue was I had 2 from a sales manager from the Eastern Time Zone that had come in after 9pm. With the day to day stress levels that sales leaders face, it is critical you focus on your personal self as well as the health of your team and company. Ken’s latest book is “Leading High Performance Sales Teams”.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  FRIDAY, JUNE 22, 2012
    [Sales] Don’t Underestimate Industrial Marketing’s Contribution to Sales
    The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. However, ignoring industrial marketing’s role in creating sales opportunities is a fallacy in my opinion. Marketing keeps you in sales.”
  • 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.
  • 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.
  • 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.
  • 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.
  • 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 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.
  • 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.
  • B2B LEAD GENERATION BLOG  |  TUESDAY, SEPTEMBER 27, 2016
    [Sales] How Empathy Will Grow Your Sales and Marketing Pipeline
    In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. This fact is particularly the case for companies that have a complex sale where B2B buyers face daunting decisions that involve huge risks. Join sales people on customer visits and just listen and seek to understand customer motivations.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, MAY 18, 2015
    [Sales] Are You the Maestro of Your Sales Team?
    Are You the Maestro of Your Sales Team? Obviously I am drawing the analogy back to you as the sales leader. I see many times where the executive or sales manager are caught off guard; missed forecasts, someone leaves the team unexpectedly, marketing programs are unsuccessful or salespeople cannot accurately sell products/services or your company. We have covered many of those elements in past blog s and my monthly newsletter; Why Sales Managers Succeed!
  • VIEWPOINT  |  MONDAY, OCTOBER 10, 2016
    [Sales] What Percentage of Marketing Leads Should Be Accepted by Sales?
    The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel. B2B Marketing B2B Sales Sales Leads
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, OCTOBER 31, 2011
    [Sales] Sales Leadership: Making Monday’s Marvelous
    Sales Leadership: Making Monday’s Marvelous. In past blogs I have commented on eating pizza, Gourmet Living and many ideas that are designed to improve the operations, culture and productivity of your sales team –as well as you the sales manager. However, as a sales leader you need to be prepared before that alarm goes off on Monday. If you have a Monday morning sales meeting, be prepared.
  • 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.
  • INFLUITIVE B2B  |  THURSDAY, AUGUST 25, 2016
    [Sales] Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages
    In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business Users, Champions, Detractors, Influencers, Budget Holders, Decision Makers… Since the dawn of. The post Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages appeared first on Influitive. This post was updated on August 25th, 2016.
  • WEBBIQUITY  |  TUESDAY, OCTOBER 4, 2016
    [Sales] The Single Most Important Element for Increasing B2B Lead Gen and Sales
    A spate of articles recently have expounded on the “consumerization” of all things business: the consumerization of sales, of IT, and of business-to-business (B2B) marketing most prominently. McKinsey’s David Edelman has referred to the consumerization of B2B marketing and sales as a “massive disruption” on the horizon. This post originally appeared on MarketingProfs.
  • 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
  • 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.
  • BIZIBLE  |  FRIDAY, SEPTEMBER 9, 2016
    [Sales] Field Marketing Is Really Just Sales
    Instead, using events as a bottom-of-funnel channel will help Sales close more deals and increase the ROI of your event spend. Here’s why field marketing should really just be sales. Marketing and Sales should work together to map out the goals of the event, which prospects your company wants to target, and how to get them to meet you and discuss your product. Prior to the event, the sales team should create a target account/contact list.
  • THE POINT  |  WEDNESDAY, MARCH 29, 2017
    [Sales] 5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads
    Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets.
  • 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.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, AUGUST 25, 2015
    [Sales] Hiring High Performance Sales Teams #1 of 2
    Hiring High Performance Sales Teams Strive for high competency and high commitment (first installment of a two-part series on sales recruiting). You’ve got sales quotas, plans and deadlines. You can’t reach your sales goals without a complete staff, so when someone leaves it’s terribly tempting to hire the first person available to fill the job.Yet, a helter-skelter, frantic approach leads to hiring the wrong person. It is one thing to need sales training.
  • VIDYARD  |  WEDNESDAY, SEPTEMBER 21, 2016
    [Sales] How Top Sales Reps Leverage Video to Crush Their Monthly Numbers
    What if you could make your sales job easier by using video intelligence to help determine exactly when to follow up with a prospect and what message to deliver? All that data means you can skip unnecessary steps in your follow-up, and speed up the sales process. Sales turnaround time lets the salesperson make more quality approaches to qualified and interested prospects which helps create more sales. Blog Field Sales Sales
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 14, 2011
    [Sales] Sales Leadership: 10 Sales Kick-off Idea’s
    Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s. While working with a client last week it became obvious that we are moving into the time to prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing; their 2012 Sales Kick Off meeting. . A yearly sales kick-off meeting can be organized as an off-site/overnight 2 day program or as simply as a ¾ to a ½ day event.
  • 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.
  • B2B MARKETING INSIDER  |  THURSDAY, AUGUST 25, 2016
    [Sales] Understanding the Stages of Your Sales Funnel [Infographic]
    Think of a sales funnel as a device you can use to create customers. While it seems that many businesses find customers, a closer look will show you the process involved in generating sales. Simply put, a sales funnel conceptualizes the process of turning prospective leads into loyal customers. Paying attention to your sales funnel […]. The post Understanding the Stages of Your Sales Funnel [Infographic] appeared first on Marketing Insider Group.
  • THE EFFECTIVE MARKETER  |  TUESDAY, JUNE 26, 2012
    [Sales] How to Get Sales and Marketing on the Same Page
    Internal struggles between sales and marketing are commonplace in organizations of all sizes. Sales and marketing can make beautiful music together in the form of more leads and sales! Tensions abound when sales and marketing leadership are locked in a battle of wills. One possible fix is to create a VP of Sales and Marketing role. Some firms are sales-driven; others are marketing-driven. This is a guest post by Brad Shorr.
  • 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
  • HUBSPOT  |  WEDNESDAY, SEPTEMBER 10, 2014
    [Sales] The Elements of a Compelling Sales Story
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. In my analysis, top sales reps use stories at almost every stage of a deal -- clarifying the product, overcoming objections, answering questions. But the powerful art of sales storytelling is only mastered by a few. Also, too many sales reps use case studies as a way to puff out their chests. When to Tell a Sales Story. Inbound Sales
  • GROW - PRACTICAL MARKETING SOLUTIONS  |  TUESDAY, JUNE 12, 2012
    [Sales] Case study: IKEA launches social offer to drive sales
    I recently read about IKEA’s success with its new digital strategy—a 7% boost in sales. As this article details, IKEA first set a clear business goal: increase the ticket size (amount per transaction) of sales. By Neicole Crepeau, Contibuting {grow} Columnist. If you read my blog, you know that I promote a method of digital marketing that involves developing social offers. A social offer is a win-win proposition that you make to your audience.
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, JULY 2, 2012
    [Sales] How Manufacturers Use 3D CAD Models and 2D CAD Drawings as Sales Enablers
    Inbound marketing tactics such as SEO and other content marketing strategies do fill the top of their sales funnel. That’s why I like to call them “sales enablers.”. Overall, I think 3D CAD models and 2D drawings are extremely effective in generating more sales-ready leads for manufacturers and industrial distributors. Content Marketing Inbound Marketing Industrial Lead Generation Industrial Marketing Sales Strategies 2D CAD drawings 3D CAD models industrial lead generation
  • CRIMSON MARKETING  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] 4 Reasons Why Marketers Should Share Data with Sales
    Shouldn’t Sales and marketing share the data that helps them achieve the same business goals? . Well, let’s start by considering the end-goal in data collection and gained insights: sales. What better way to actually influence buyers and generate sales than to share the most relevant collected data with your sales reps? Supplied with relevant data on a regular basis, your sales reps can connect with today’s buyer and increase revenue.
  • VIEWPOINT  |  TUESDAY, JUNE 7, 2016
    [Sales] Does Your Sales Team Know How to Follow-Up on a Lead?
    Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Set sales straight—it’s a win win. Gain sales acceptance.
  • SALES ENGINE  |  TUESDAY, MAY 24, 2016
    [Sales] How Content Becomes a Sales Conversation
    With directives from above to grow revenue through sales, groups as varied as marketing, products, human resources, and even sales itself will rally to find ways to support the sales team. Under this enormous pressure to increase cash flow, much of these sales enablement programs have been misguided—and the result is an onslaught of uncoordinated, inconsistent content. And that’s where sales enablement in the form of lead intelligence comes in. Sales Enablemen
  • THE ROI GUY  |  THURSDAY, OCTOBER 31, 2013
    [Sales] Are your Sales and Marketing Investments Productive?
    Alinean is introducing a new Sales Productivity Calculator into our ValueStory iPad App. This new tool takes research of Forrester’s Sales Enablement expert Scott Santucci and is designed to help executives determine how worthwhile their sales and marketing investments are at driving growth. Providing a few simple top-level financial metrics is all that is required to see how productive you or your clients’ sales and marketing investments are.
  • REACHFORCE  |  MONDAY, AUGUST 17, 2015
    [Sales] Real-life Example of the Use of Big Data in Sales
    Want to know learn how top sales professionals are using data to strengthen their businesses? Mark Hunter, CEO of The Sales Hunter, helps companies (and their salespeople) close more sales without discounting prices. Marketing and Sales Alignment Marketing and Sales Funnel Big Data Marketing marketing and sales funnel
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JANUARY 23, 2012
    [Sales] A Sales Manager’s Recipe: What is Cooking in 2012
    A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. Since my keynote program had been about creating a Menu for Your Life with many metaphors around cooking I started thinking about what her sales management recipe should be, for about 30 minutes we discussed a variety of ideas. Invest in sales management training, books, DVD’s.
  • 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.
  • ACT-ON  |  TUESDAY, JUNE 7, 2016
    [Sales] How to Use Interactive Quizzes to Make Your Sales Team Smarter
    But to turn interactive content into a powerful weapon for your sales team, you need to get sales more involved. On the sales front, you know some of the basic information about the prospect, including a few demographics, from the form they submitted. Both marketing and sales, two classically different characters in the business world, are blind about the results of the same eBook – because static content can only go so far. Sales Has Great Content Ideas Too.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, JUNE 24, 2013
    [Sales] Inspire Sales Confidence: a job for sales leadership
    Sales Leadership: Inspire Sales Confidence. During the many years of sales management and the past 14 as a consultant to hundreds of firms the hardest element I see executives and sales managers struggle with is inspiring sales confidence. Obviously “A” players have the knowledge, ego and mental toughness to make sales happen, unfortunately, most organizations never have enough of these kinds of salespeople.
  • THE ROI GUY  |  WEDNESDAY, OCTOBER 15, 2014
    [Sales] Return on Sales Enablement: The Adoption Challenge
    This weeks’ Dreamforce event, with some 135,000 attendees, brought home the enormous investment organizations make in their CRM solutions and sales reps. But also begs the question – is the large investment in CRM and sales enablement delivering an adequate payback? Forrester indicates that for each typical sales rep, $130,000 is spent annually on sales enablement, training and support, trying to make each rep smarter, faster and more powerful.
  • MODERN B2B MARKETING  |  TUESDAY, MAY 24, 2016
    [Sales] 5 Ways to Boost B2B Sales Through LinkedIn Social Selling
    Author: Russell Banzon If your company is anything like some that I’ve seen around Silicon Valley, your sales reps see their quotas increase quarter after quarter. With lofty goals, every sales rep needs to utilize all the tools he has at his disposal to close the deal. When your connection, say a sales ops professional, likes another sales ops professional’s content, you’ll find yourself with another lead opportunity. Find the Right Leads with Sales Navigator.
  • VIDYARD  |  THURSDAY, MARCH 9, 2017
    [Sales] Introducing Vidyard for SalesLoft: Skyrocket Sales Team Impact with Personalized Video Emails
    Today we’re excited to announce that, in partnership with SalesLoft, the platform for modern day sales engagement, we’re launching a new integration that will help sales teams supercharge sales emails with personalized, custom videos boosting response rates by 8x! 2017 could be the hardest year for sales reps. You’ve probably felt the struggle intensify, because sales reps are selling into a stronger headwind than ever before.
  • MODERN B2B MARKETING  |  FRIDAY, MAY 13, 2016
    [Sales] The Problem With Sales Enablement (and How to Fix It)
    Author: Randy Frisch Content can help your sales team build relationships, handle objections, target key accounts, and expedite the sales cycle. So, why is it that according to the American Marketing Association, 90% of content goes unused by sales ? It’s not enough for marketers to simply create relevant content for sales enablement. If you want to encourage your sales team to put your content to work, you have to make it readily available to help them to do so.
  • B2B MARKETING INSIDER  |  WEDNESDAY, NOVEMBER 2, 2016
    [Sales] Challenger Customer Implications for B2B Sales Professionals
    Most sales executives I’ve asked about their view on CEB’s book Challenger Customer have completely missed the value for their sales program. “Oh Oh yeah, I read Challenger Sale a couple of years ago, good book.” In our view, Challenger Customer is a must read for sales leaders who are trying to execute a “value selling” […]. The post Challenger Customer Implications for B2B Sales Professionals appeared first on Marketing Insider Group.
  • PAUL GILLIN  |  FRIDAY, APRIL 27, 2012
    [Sales] IBMer: ‘Social Selling’ Is a Sales Process in Itself
    In a presentation to the SugarCRM SugarCon conference in San Francisco earlier this week, Gary Burnette, vice president of sales transformation at IBM, told how the implementation team at IBM succeeded in making social selling a coveted goal rather than another set of rules and reports. “We We didn’t think of it as social selling; we thought of it as improving sales productivity,” Burnette said of the pilot. “It Nearly 800 sales reps gave feedback at every step.
  • YOUR SALES MANAGEMENT GURU  |  TUESDAY, OCTOBER 7, 2014
    [Sales] 2015 Sales Compensation Plans
    Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Your sales management team must understand your company’s overall goals and structure compensation to align with them. In short, sales compensation should be not just a tactical focus for your organization, but a strategic one as well. What are sales goals? Sales Compensation
  • HUBSPOT  |  SATURDAY, DECEMBER 27, 2014
    [Sales] Want More Sales? Try Using These 13 Influential Words
    This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales. How sales reps deliver their messages and converse with contacts can have a dramatic effect on the outcome of a conversation. Customers don''t care about features and benefits," Colleen Francis, owner of Engage Selling Solutions, writes in her book Nonstop Sales Boom. Many sales experts recommend using "do" instead of "try." Inbound Sales Dail
  • MODERN MARKETING  |  WEDNESDAY, OCTOBER 2, 2013
    [Sales] 4 Ideas to Ensure Success With Sales Analytics
    by contributor | Tweet this Editor’s Note : Today’s post comes courtesy of Frank Donny , founder and CEO of Marseli , a marketing and sales analytics and performance software company. Additionally, having a focused set of KPI goals for a sales team is just as important as having the right data. The next step is to look for a sales analytics software application that will expose the results in a simple, efficient and affordable manner.
  • MODERN MARKETING  |  MONDAY, JULY 20, 2015
    [Sales] How to Match Great Content to Your Sales Funnel
    Unlike in B2C marketing, your future customer doesn't simply walk up to your vending machine, make a purchase, and become a closed sale. It's about driving them through to the sale by creating great content at each stage of their journey. Navigating the Sales Funnel. Lastly, the bottom of funnel is sales-driven. This is the point where sales decks, presentations, proposals, and pricing come into play. and the same holds true for the sales cycle.
  • SALES ENGINE  |  THURSDAY, NOVEMBER 12, 2015
    [Sales] Redefining sales prospecting in an era where no one wants to talk to you
    If you’ve been prospecting for sales recently, you may have noticed some differences in our culture—most importantly the fact that disruptive marketing and sales is out. The Internet is crushing a sales rep’s ability to get in front of prospects. So what is a sales rep to do? Sales Engine Media: How is prospecting different in 2015 than 10 years ago? SE: What advice do you give to sales teams on a regular basis about the proper way to go about prospecting?
  • HUBSPOT  |  TUESDAY, OCTOBER 6, 2015
    [Sales] 10 Tried-and-True Tips for Sales and Marketing Alignment
    My interest in smarketing best practices started when our Latin American sales team grew a ton in just a few weeks. Suddenly, communication between Sales and Marketing was much harder to get right. To learn what other marketers were doing to work efficiently with their sales teams, I scheduled meetings with several members of our field and channel marketing team. Turns out, each marketer I spoke with had great advice and processes to better work with Sales.
  • HUBSPOT  |  TUESDAY, JULY 2, 2013
    [Sales] How to Ease Your Sales Team Into Social Sales
    For over 20 years, I have spent most of my career largely in a world filled with sales and marketing professionals, and I am often baffled that one group will often embrace a new technique or method, while the other will completely ignore it. Although salespeople have grown comfortable with the use of LinkedIn as a sales tool (more on WHY later), they seem to avoid blogging like the plague. I’m just a sales rep,” and “Why should I?
  • B2B MARKETING INSIDER  |  MONDAY, APRIL 18, 2016
    [Sales] How To Find And Create Sales Opportunities
    One of the early questions I ask prospective B2B clients is: “When you go-to-market through your marketing and sales functions, what percent of your target prospects are find vs create opportunities?” The post How To Find And Create Sales Opportunities appeared first on Marketing Insider Group.
  • HUBSPOT  |  SUNDAY, OCTOBER 4, 2015
    [Sales] What a Basic Sales Process Looks Like [Infographic]
    This post originally appeared on HubSpot's Sales blog. To read more content like this, subscribe to Sales. Think of a defined sales process as the outline of selling. Without a concrete sales process, reps create their own strategies, which gives rise to two negative results: Depending on how the rep approaches sales, they might provide a bad experience for the buyer. Sales managers can't glean team-wide data. Sales and Marketing Daily Syndication
  • GREAT B2B MARKETING  |  TUESDAY, MAY 24, 2016
    [Sales] How CEOs Can Improve the Value of Sales and Marketing Efforts
    CEOs have likely already conferred with their leadership teams about how they will deliver sales- and marketing-fueled growth for this […]. Marketing Sales Sales and Marketing
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 23, 2013
    [Sales] Lead Generation: How using science increased teleprospecting sales handoffs 304%
    There’s something I wish I would have known when I wrote my best-seller, Lead Generation for the Complex Sale. Anyone who has worked in inside sales knows that sales professionals are always informally testing to learn what works and what doesn’t. It’s no wonder it was easy for us to find a client who allowed us to make a guinea pig of their teleprospecting program, and they’re glad they did because we increased sales handoffs by 304%. Uncover a sales-ready lead.
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 25, 2012
    [Sales] How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
    Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! To use it effectively, Levy and her team convened with sales leaders representing teams from the Philippines to the United Kingdom. They hammered out: A glossary to ensure everyone spoke the same sales and marketing language. At the end of this exhaustive process, Levy was confident that Sales and Marketing were fully aligned.
  • DISCOVERORG  |  WEDNESDAY, JULY 6, 2016
    [Sales] [PODCAST] How Good Data Equals Higher Sales Commissions with Brian Burns
    Looking for a No-BS podcast that will elevate your sales results? Brian Burns, host of the weekly podcast, “ The Brutal Truth ,” interviews leaders in the sales space and offers key insights into succeeding. Accurate Data Allows You to Achieve Higher Sale Commissions. Building relationships out of thin air is a tall order for those in sales, and it can’t be done on a whim with a quick once-over of the prospect’s website.
  • YOUR SALES MANAGEMENT GURU  |  MONDAY, NOVEMBER 16, 2015
    [Sales] Sales Compensation Planning for 2016
    Sales Compensation Planning for 2016. As sales leaders or executives everyone must be focused on exceeding the end of year sales quota’s and budgets-but alas- it is mid-November and December will be quickly on top of you. Over the next few weeks I will be discussing the components that all companies must begin to work on during the 2016 budgetary and business/sales planning process. It will help you judge the effectiveness of your existing sales compensation plan.
  • GREAT B2B MARKETING  |  WEDNESDAY, AUGUST 10, 2016
    [Sales] B2B Sales and Marketing Transformation
    B2B Marketing B2B SalesI just viewed a great online video that deserves its own blog post. The speaker is Barry Trailer, Chief Research […].
  • SALES INTELLIGENCE VIEW  |  MONDAY, NOVEMBER 28, 2011
    [Sales] Top 12 Ways Sales Leverages the Internet
    It’s near impossible to be effective in sales without the use of the internet these days. In the 2011 Sales Performance Study by CSO Insights, they researched how sales people were leveraging the internet to get their jobs done. On average sales reps will spend 24.1% It’s no wonder why sales people go to the internet for help when almost 10 hours a week is spent researching contacts and companies. The important task of sales research.
  • VIDYARD  |  TUESDAY, DECEMBER 15, 2015
    [Sales] Your Sales Team Has A Video Problem
    People buy from people: a core sales principal that is getting more difficult each year. Best-in-class sales teams understand the importance of connecting emotionally with customers. However, today’s customers are leveraging the vast information of the internet to research, compare and review solutions without any sales assistance. Our sales teams are increasingly in situations where they have a minimal amount of time to make emotional customer connections. Sales Reps.
  • THE ROI GUY  |  MONDAY, MARCH 24, 2014
    [Sales] Gartner: The Technology Sales Rep Has Lost Their Mojo!
    As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner. Unfortunately, a survey of buyers indicates that the vast majority of sales reps are adding little value to IT buyer decision making.
  • B2B MARKETING INSIDER  |  TUESDAY, MAY 24, 2016
    [Sales] How To Design Your B2B Sales Conversations
    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? […]. The post How To Design Your B2B Sales Conversations appeared first on Marketing Insider Group. This optimizes conversation effectiveness and simplifies selling.
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