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  • VIEWPOINT  |  TUESDAY, APRIL 28, 2015
    [Sales] 3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)
    The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. There are so many resources on the subject of sales execution that I am not going to cover sales methodology and tactics here. Sales Process
  • VIDYARD  |  FRIDAY, DECEMBER 11, 2015
    [Sales] Forrester Claims Marketing Content Not Relevant for Sales Teams, Customers
    “If ‘mobile-first’ is the new rallying cry for digital design, then ‘sales-first’ should be the mantra by which marketing delivers and distributes content.” – Laura Ramos, Forrester Analyst. Research released by Forrester this month found some shocking information about sales’ use of marketing content. And there’s really no easy way to put it: sales isn’t really using the content that B2B marketers create. Track what sales uses (and doesn’t).
  • GREAT B2B MARKETING  |  FRIDAY, AUGUST 23, 2013
    [Sales] 10 Critical B2B Sales and Marketing Metrics – Part 2
    Sales and marketing cost as a percentage of total revenue. Conversion of qualified leads to opportunities: Once a lead has been qualified, it is up to the sales rep to convert it into a workable sales opportunity. Opportunity close rate: This number is calculated by dividing the total number of sales in a given time period (e.g. Average sales cycle: This number refers to the average amount of time it takes from first contact with a prospect until the deal is closed.
  • 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.
  • VIEWPOINT  |  TUESDAY, JANUARY 7, 2014
    [Sales] How to Double Your Marketing & Sales ROI
    In the same way that forensic units use state-of-the-art techniques to solve criminal cold cases, companies can use “business forensic techniques” to get to the bottom of their very own sales cold cases. In other words, every company with a pulse has mounds of cold cases in the form of lightly-worked and unworked leads. In an optimized salesforce, certain forensic practices that identify and deal with these unworked leads should become standard.
  • 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.
  • VIEWPOINT  |  TUESDAY, MAY 19, 2015
    [Sales] Dead is Dead! (At Least in Sales and Marketing)
    I wrote another blog about this concept that you can find in Top Sales World’s magazine here. Do sales reps like to cold call? Here are a few things in sales and marketing that are not dead. And there is still time in 2015 to get them right if you inspect your processes and find that these critical keys are missing: Shared (between marketing and sales) definition of a lead. Step in the process called “sales-accepted lead.”
  • 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.
  • 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).
  • 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
  • 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 ENGINE  |  THURSDAY, APRIL 7, 2016
    [Sales] Is sales and marketing alignment just a buzzword?
    Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. Sure, marketing may be generating leads , but because most of them aren’t “sales ready,” they’ll be declared DOA (dead on arrival for those of you that don’t watch detective shows). A highly compensated enterprise sales rep cannot be expected to follow up on marketing qualified leads.
  • 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.
  • NUSPARK  |  THURSDAY, JANUARY 26, 2017
    [Sales] Who Owns Twitter (Marketing or Sales)?
    So are you better off consigning the initiative to Sales or Marketing? By the Numbers: Why Twitter is a Natural Fit for B2B Sales and Marketing. Twitter Best Practices for B2B Sales and Marketing. Make it easy for others to share your content: As marketers, you’re responsible for creating all the longer-form content for your sales reps and influencers. You could say sales, because it’s really a medium built for one-on-one engagement.
  • VIEWPOINT  |  THURSDAY, DECEMBER 8, 2016
    [Sales] B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #1: Should you leave a Voicemail?
    One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. The following is from my favorite author (“New Sales. and “Sales Management. Simplified.”), Mike Weinberg: “Voice mail is a reality, and anyone in sales needs to deal with it. from “The Sales Development Playbook” ). B2B Sales Prospect Development
  • VIDYARD  |  MONDAY, JANUARY 16, 2017
    [Sales] 3 Ways To Research Companies For Personalized Video Sales Outreach
    Co-founder of the award-winning sales training firm Vorsight, Steve Richard coined this phrase, which refers a highly focused three-tiered research strategy. The idea behind it is that sales professionals waste too much time “researching” their prospects: what school they went to, what their favorite football team might be, or what their personal hobbies are. The post 3 Ways To Research Companies For Personalized Video Sales Outreach appeared first on Vidyard.
  • 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.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 25, 2013
    [Sales] Increase Sales Productivity with Marketing Automation
    Nancy Nardin, founder and president of Smart Selling Tools , joined Janelle Johnson, director of demand gen at Act-On Software for a powerful webinar discussing 30 Seconds Matter: How to Propel Revenue by Shifting Your Sales Energy Use. Calculating sales capacity. Capacity constraints” is a term for sales which ultimately measures output in terms of revenue. To start, Nancy provided the total sales capacity for a salesperson – 215 days.
  • MARKETING ACTION  |  TUESDAY, SEPTEMBER 30, 2014
    [Sales] 6 Strategies to Help You Unify Sales and Marketing Teams
    There are many theories out there as to why marketing and sales don’t always get along. In my role as President of NuGrowth Digital , it’s my job to make sure our clients have scalable sales and marketing organizations that drive high-quality results. And everyone ends up halfheartedly agreeing with marketing that sales doesn’t give these leads the attention they deserve. Here are six strategies we’ve found that can help unify sales and marketing teams and drive results.
  • 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.
  • 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.
  • GREAT B2B MARKETING  |  TUESDAY, DECEMBER 6, 2016
    [Sales] Don’t Break the NEW Rules of B2B Sales and Marketing
    Those of us who have worked in B2B sales and marketing for some time agree that the rules have changed. […]. B2B Sales Sales and Marketing
  • 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, JANUARY 9, 2014
    [Sales] Lead Generation Lies That are Wreaking Havoc with Your Sales
    Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. Actually I take that back, it’s not okay if you pass those 10 leads to quota-carrying sales reps. Sales is all about value for the dollar.
  • 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.
  • 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.
  • VIEWPOINT  |  WEDNESDAY, MAY 15, 2013
    [Sales] The Real Reason Sales People Struggle to Close Opportunities
    As CEO of UK-based Inflexion-Point Strategy Partners , Bob works with the leadership teams of technology-based B2B-focused companies, enabling them to make the critical connections between their marketing messages, their sales conversations, their true differentiators, and their customer''s priorities. For those of you unfamiliar with the movie, Blake’s philosophy of salepersonship is that, if sales people do nothing else, then they should at least Always Be Closing.
  • 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.
  • 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.
  • 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.
  • THE FORWARD OBSERVER  |  MONDAY, MAY 19, 2014
    [Sales] B2B: How to Close Your Sales Qualified Leads
    Artillery B2B Marketing Blog > The Forward Observer Are you faltering at the goal line when it comes to closing sales qualified leads? The B2B sales lead game has changed. Anyone who has been in a sales situation is familiar with this situation. Sales Qualified Lead (SQL). Sales Qualified Lead (SQL). When the MQL raises their hand and moves to the decision stage, you now have a sales qualified lead. Sales Has Changed.
  • 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.
  • GREAT B2B MARKETING  |  WEDNESDAY, MARCH 23, 2016
    [Sales] How to Achieve Expert Status in B2B Marketing and Sales
    B2B Marketing Expert Status B2B SalesOn my last post, I talked about the huge difference between companies and individuals who are considered experts, versus those […].
  • BIZNOLOGY  |  WEDNESDAY, SEPTEMBER 6, 2017
    [Sales] Tactical video for technology sales and marketing
    They need tactical videos that support their sales and marketing content strategy. But there’s no doubt that many visitors arrive at websites with specific questions and want quick, credible, answers, not sales-y overviews. It’s worth pointing out that a lot of the video content types mentioned above, such as FAQ videos and executive summaries, will fit very well into an RFP because they are focused and not sales-y. Tech companies don’t need a “video strategy.”
  • 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.
  • VIEWPOINT  |  TUESDAY, FEBRUARY 25, 2014
    [Sales] How to Ensure Your Sales Appointments Aren't Just Appearances
    Isn’t this the case with marketing and sales in many companies today? If someone agrees to see your sales representative, don’t they have to be more qualified than a forwarded lead? In “ Wampeters, Foma & Granfalloons ”, Kurt Vonnegut describes “granfalloons” as proud but meaningless associations of human beings. Not necessarily. Appointment setting is the easiest way to granfalloon without getting anything done.
  • MARKETING ACTION  |  MONDAY, OCTOBER 20, 2014
    [Sales] The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money
    Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business. In fact, Nucleus Research found that marketing automation increases sales productivity by 14.5% And according to Forrester Research, companies using lead nurturing (one of marketing automation’s key capabilities) generate 50% more sales-ready leads — with 33% lower cost per lead. (!).
  • 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
  • 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
  • VIEWPOINT  |  THURSDAY, MARCH 20, 2014
    [Sales] The Problem with Inbound Leads - A Sales Rep's Perspective (& Solution)
    I wrote an article for my sales club about the " Best Answer to Sell Me This Pen I Have Ever Seen. " Let''s say you have a sales interview coming up. So after, when you make your sales calls. Ian is the founder of the Senator Club , a social club for entrepreneurs and sales professionals to get good at sales. Founded in 2013, the Senator Club is designed to educate members on modern day sales strategies and technologies.
  • NUSPARK  |  SATURDAY, OCTOBER 8, 2016
    [Sales] Integrating Google AdWords with Salesforce to Measure Your Sales Funnel
    Google of course has been tracking ecommerce data for years, but never the complexities of a B2B sale. This lets you understand how your AdWords results in the most important milestones in your B2B sales funnel. Some may become opportunities; some become sales. For ease in getting started, you might wish to import leads that become opportunities, and opportunities that become sales. “Sales Qualified,” 2. “Sales Qualified” to 3.
  • KAON  |  TUESDAY, DECEMBER 15, 2015
    [Sales] 3 Essential Ingredients For Your Engaging Sales Presentation
    Original article published on Sales Initiative. Those opening seconds are critical in holding the attention of your customers; therefore, your sales presentation needs to be compelling and relevant to each unique audience. Here are the three essential ingredients necessary for creating a sales presentation that will engage prospects and win deals: Personalised, interactive and engaging content.
  • 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.
  • VIEWPOINT  |  THURSDAY, DECEMBER 1, 2016
    [Sales] The Flavors That "Sales Ready" Leads Come In
    I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. For details on how sales should follow-up on a lead click here. Fix lack of effective follow-up by sales.
  • 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.
  • GREAT B2B MARKETING  |  THURSDAY, AUGUST 8, 2013
    [Sales] 10 Critical B2B Sales and Marketing Metrics
    If you tried to measure every single aspect of marketing and sales performance, you could quickly succumb to “analysis paralysis.” Lots of reported sales and marketing data does not stand up to scrutiny. We want to make sure that the data we collect is meaningful has the potential of moving the needle on our marketing and sales results. Sales and marketing cost as percentage of total revenue. Let’s face it.
  • 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  |  THURSDAY, NOVEMBER 17, 2016
    [Sales] How to Refine Your Sales Methodology
    If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments.
  • VIEWPOINT  |  THURSDAY, MARCH 13, 2014
    [Sales] Youth, Lead Quality, Social Selling, Inside Sales and Outbound Marketing
    Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. But with the rapid growth in technology, a manager’s sales team can be spread out. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal.
  • VIEWPOINT  |  WEDNESDAY, JULY 17, 2013
    [Sales] 10 Reasons Why Inside Sales Will Displace Field Sales Teams by 2015
    To read an excerpt from her latest book, Smart Sales Manager , click here. Today’s “new normal” sales landscape has sales leaders scratching their heads, wondering about the best way to structure their sales organizations. Should they keep their expensive sales duo: inside sales AND field sales? Or just go with inside sales? The following trends indicate that field sales teams are becoming extinct.
  • 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.
  • 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
  • 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  |  TUESDAY, APRIL 14, 2015
    [Sales] What it Takes to be a Sales & Marketing Thought Leader [PowerViews LIVE Highlights]
    On Tuesday, March 31, 2015, Gini Dietrich and Anthony Iannarino joined me on PowerViews LIVE for a value-packed discussion on Why Thought Leadership Matters: What it Takes to be a Sales & Marketing Opinion Leader. PowerViews Sales & Marketing Management It was a great opportunity to go behind the scenes with two tried-and-true opinion leaders and benefit from their wealth of knowledge and experience.
  • INDUSTRIAL MARKETING TODAY  |  MONDAY, AUGUST 27, 2012
    [Sales] Digital Marketing Can Increase Industrial Sales
    Call it digital marketing or inbound marketing with content , the fact is marketing is now playing a much more active role in complex industrial sales. For the sake of simplicity, I’ll refer to it as digital marketing in this post and state that content is what drives this engine for generating qualified leads and creating sales opportunities. In this world the celebrated “solution sales rep” can be more of an annoyance than an asset.
  • MARKETING INSIDER GROUP  |  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.
  • 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.
  • 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.
  • GREAT B2B MARKETING  |  MONDAY, AUGUST 15, 2011
    [Sales] How Marketing Can Double the Effectiveness of Your Sales Force
    I was talking to a former colleague yesterday and she made the claim that as a marketer, she had no control over the sales process and little or any impact on revenue. Regardless of whether this is true at her particular company, B2B marketers should (and do) have substantial impact on sales revenue. In fact, there are many instances where upgrading the marketing function can bring a much larger boost to the top line than hiring more sales people.
  • ACT-ON  |  MONDAY, OCTOBER 31, 2016
    [Sales] Successful Sales and Marketing Alignment, Part 2: Understand the Buyer
    This post is part of a series to help B2B organizations improve sales and marketing alignment. Understanding your buyers is the next action step after the conversation has started to pursue sales and marketing and sales alignment. Identifying the correct target buyer means both your sales and your marketing teams agree on the buyer persona(s), and then work together to design their programs and processes to attract this buyer.
  • MARKETING ACTION  |  MONDAY, JULY 6, 2015
    [Sales] Successful Sales and Marketing Alignment, Part 1: Get Started
    This post is part of a series to help B2B organizations improve sales and marketing cooperation. Sales and marketing alignment is key to business success. Meanwhile, 80% of respondents who said their sales and marketing systems are highly integrated achieved their revenue goals, while only 36% of those who report no integration made theirs. Clearly, if your sales and marketing teams aren’t going to collaborate, you’ll pay the price as your revenue suffers.
  • 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
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, MAY 22, 2012
    [Sales] E-commerce: An Important Channel for Industrial Sales
    I am seeing more and more manufacturers and industrial distributors using e-commerce as a sales channel for growth. However, I have noticed a growing trend among industrial companies using e-commerce as their primary sales channel. Industrial sales are different from online consumer retailing and so the e-commerce experience has to be different too. Annual Sales: $1.5+ billion with no outside sales force. Is e-commerce a part of your industrial sales?
  • MARKETING ACTION  |  WEDNESDAY, OCTOBER 29, 2014
    [Sales] The Benefits of Marketing Automation for Sales: Use Email to Shorten the Sales Cycle
    The benefits are especially clear when you look at the ways marketers and sales teams can use email campaigns to nurture prospects along the journey to conversion. Better Visibility and Shorter Sales Cycles. Marketing automation gives marketing teams the ability to more effectively nurture leads with tailored and timely content, draw them through the funnel more quickly, and deliver more highly qualified leads to the sales team.
  • 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.
  • VIEWPOINT  |  WEDNESDAY, FEBRUARY 8, 2017
    [Sales] How to Diagnose if Inbounditis is Killing Your Sales Pipeline
    Lured by the promise of easy money — "sales-ready" leads pouring in — many well intentioned b2b marketers have jumped on the "inbound marketing" bandwagon with both feet. Management is measuring marketing on the number of leads turned over to sales and on a cost-per-lead basis. These measurements drive low-quality leads to sales. But technology cannot be relied on exclusively to generate sales-ready leads or your organization will develop inbounditis.
  • VIEWPOINT  |  THURSDAY, AUGUST 15, 2013
    [Sales] Good Reads for B2B Sales - Buyer's Need Early-Stage Sales Involvement
    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. Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. Via Sales & Marketing Management. Via The Center for Sales Strategy.
  • 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.
  • 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.
  • 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.
  • VIEWPOINT  |  FRIDAY, MAY 5, 2017
    [Sales] Is AI impacting Inside Sales Rep Revenue? Mike Plante of InsideSales Says it Is.
    At the Funnel Media Group we believe that AI is the future of sales and marketing operations. Because of this, CRM Radio and the sister program SLMA Radio, have been interviewing executives on the subjects of the marketing and sales uses of Artificial Intelligence. Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion.
  • 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
  • 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.
  • INDUSTRIAL MARKETING TODAY  |  TUESDAY, JANUARY 15, 2013
    [Sales] Content Marketing Must Go Beyond Inbound Marketing in Industrial Sales
    Content Marketing Inbound Marketing Sales Strategies Content Marketing Institute HubSpot Industrial Marketing Industrial salesThere is quite a bit of confusion among my industrial clients about the terms Inbound Marketing and Content Marketing. For many, the two are synonymous and it is just a [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].
  • VIDYARD  |  THURSDAY, FEBRUARY 16, 2017
    [Sales] Choosing a Video Platform: What to Evaluate for Marketing and Sales
    Since teams have different goals and needs, what should marketing and sales teams (who are both focused on pipeline and closing deals) look for when choosing the right video platform for them? Cross-Functional Opportunities : Sure you may be looking for a marketing and/or sales solution right now, but could this platform also work for internal communications or customer support as well as your whole organization becomes more video-focused?
  • 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.
  • VIEWPOINT  |  WEDNESDAY, OCTOBER 23, 2013
    [Sales] PowerMinute: [Video] Learn How Fewer Leads Can Drive Higher Sales
    Are your sales reps rejecting your marketing leads? Far too many companies evaluate marketing’s success by the number of leads they hand over to sales. Many of the same companies fail to hold sales accountable for closing the good leads and reporting back results that feed the marketing and sales model. The overall result is often wasted marketing dollars and wasted sales time.
  • 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.
  • VIEWPOINT  |  TUESDAY, FEBRUARY 16, 2016
    [Sales] How to Turn Sales Leads into Revenue, Not Just Work
    It is unrealistic, even for the aforementioned companies, to think that sales can close every opportunity they receive. These companies are successful because of their established roles, processes, and responsibilities for their marketing and sales departments. Effectively turning sales leads into revenue means each department responsible for revenue (Marketing and Sales) has clear responsibilities. Turn Your Lead into a Sale. Sales Leads
  • AKOONU  |  THURSDAY, JUNE 15, 2017
    [Sales] Tackling 5 Factors of Sales Turnover
    However, in Sales that’s often reality. Taking both voluntary and involuntary departures into account, Sales rep turnover is reported as high as a staggering 34% annually ¹. B2B SalesLosing more than 3 of every 10 people on your staff each year frankly seems ridiculous.
  • 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 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.
  • 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.
  • VIEWPOINT  |  TUESDAY, DECEMBER 20, 2016
    [Sales] B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #4: How Much Should Leads Cost?
    I was having breakfast the SVP of sales one day and he told me that they received no leads from marketing. No sales rep is going to go through their share of 6,000 “leads” to find 108 qualified companies. Despite our findings, marketing said that “this was an important source of leads, we just can’t afford to have you qualify them so we will continue to send them directly to sales.”. Marketing & Sales AlignmentHow much should a lead cost?
  • MARKETING INSIDER GROUP  |  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.
  • MARKETING ACTION  |  MONDAY, NOVEMBER 25, 2013
    [Sales] Sales and Marketing Alignment: the Essentials
    It’s a legendary conundrum: Sales and marketing cooperation is hampered by a lack of communication and agreement. The first step to fostering cooperation is for sales and marketing to agree to sit down and speak with each other. Whatever the case may be, sales and marketing need to agree on that focus, with a mutual understanding. A failure to agree on the target buyer is one of the first, biggest breakdowns between sales and marketing. Or closed sales.
  • GREAT B2B MARKETING  |  WEDNESDAY, JULY 25, 2012
    [Sales] Marketing and Sales – How to Achieve a Healthy Balance
    After discussing the challenges of working with the sales department, a CMO friend stated something to the effect that “those sales people have no idea what we do around here.” This got me pondering on the perennial topic of how marketing and sales work together. I’ve written and spoken fairly extensively on this topic, including a white paper titled: Bridging the Gap Between Sales and Marketing. sales and marketing) do not have to benefit each other.
  • 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
  • VIEWPOINT  |  THURSDAY, FEBRUARY 21, 2013
    [Sales] PowerViews with Bob Perkins: Inside Sales is Here to Stay
    My guest today is Bob Perkins, Founder of AA-ISP and Vice President of Inside Sales at Merrill Datasite. Bob shared his perspective on how inside sales strategies have grown in popularity as companies strive to improve customer service and boost sales as efficiently as possible. We were fighting for a place in the sales chain,” Bob says about the early days of his inside sales career, over 20 years ago. Inside Sales Trends Point to Growth, Professionalization.
  • INDUSTRIAL MARKETING TODAY  |  THURSDAY, JUNE 14, 2012
    [Sales] Inbound Marketing won’t Boost Short-term Sales for Industrial Companies
    Irrespective of the size of the company, they all have one thing in common – they want to boost sales as quickly as possible. They don’t want to hear that, they want their phones to start ringing, RFQs coming in and their sales team involved in deep conversations within 30 days. These steps take time, at least six months for all the moving parts to mesh together like a finely tuned engine that will drive lead generation and generate sales.
  • 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.
  • 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.
  • 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.
  • 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.
  • 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.
  • VIDYARD  |  WEDNESDAY, JULY 26, 2017
    [Sales] 3 Sales Leaders Share Their Video Selling Secrets
    webinar we hosted with Sales Hacker called 3 Ways Top Sales Teams are Killing it with Personal Video. Tonni, Kyle and our own Tyler Lessard dropped 30 minutes of non-stop sales smarts, but here’s a few highlights that really stuck out: How is your team driving attention with cold prospects? Video has now become the first touch point for every sales interaction at Terminus, and Tonni’s team isn’t just throwing that effort into the wind.
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