To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function.

3 Reasons Video is a Phenomenal Sales Tool [Infographic]

Vidyard

It was only yesterday that we shared 11 of our favorite free sales tools so it seems timely that today we’re diving into one of the tools with the greatest potential for you to stand out and drive results with your sales outreach. Blog Field Sales Inside Sales Sales Leadership

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Trending Sources

7 Best Practices for Optimizing Sales Enablement

Act-On

Marketing and sales have traditionally had a bit of a contentious relationship in many companies. And out of that contentious relationship, a new role was born: sales enablement. Sales Enablement is a strategic, ongoing process to equip the sales team with the tools, resources and skills to make them more efficient, and ultimately improve sales execution and drive revenue. Communications (sales newsletters). Integrate sales enablement across the business.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer. A sales rep should be selling, period.

Effective B2B Marketing Content That Will Lead to Sales Growth

Effective marketing content leads to increased sales productivity, more revenue, greater marketing effectiveness and stronger alignment between marketing and sales

6 Mega Trends in Sales, SaaS, and Video from HubSpot’s Chief Sales Officer

Vidyard

Recently, Hunter Madeley, Chief Sales Officer at HubSpot, sat down with our CEO, Michael Litt to discuss all things sales, SaaS, and video! The purpose of sales and marketing continues to be on creating credibility, momentum, and trust. Although technology has changed the way businesses communicate externally, Hunter highlights how the ultimate goal of a marketing or sales organization has remained the same. How video impacts the sales cycle from a process perspective.

The Eight Best Online Tools for Sales Professionals

Webbiquity

It’s hardly news that B2B sales and marketing teams aren’t always on the same page. According to research from IDC , over 40% of all marketing materials aren’t used by sales teams. But in top-performing organizations, sales and marketing are closely aligned.

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Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

5 Essential Elements to Include in Every Sales Pitch

Webbiquity

Effectively closing sales is the bread and butter of your business. As such, a great sales pitch is key, but perfecting the art is an ongoing endeavor. First and foremost, ditch the the “sales pitch.” Instead, think: sales conversation. Guest post by Ken Sterling.

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Seven Things Marketers Need to Know About Lead Generation

Speaker: Douglas Burdett, Host of The Marketing Book Podcast, Founder/Principal of ARTILLERY

If you are a marketer who needs to generate more high-quality leads that will turn into sales opportunities and revenue, register now for this special event that will show you how to get started and moving in a profitable direction.

The #1 Sales Tool I Wish I Had

Vidyard

This thought struck me during a presentation by Terrance Kwok, Sales Development Manager at Vidyard, at their Fast Forward virtual conference this year (If you missed it, you can still log-in to watch the session, and you really should.) Sales videos are still new and exciting.

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Chalk Talks: Using Video to Accelerate and Close More Sales Deals

Vidyard

If you’re like many sales reps, you can’t be in front of your base as often as you would like to be. So how do you cut through the noise and keep prospects and customers engaged at each stage of the sales cycle? When to use video throughout the sales cycle.

B2B Consultant Sellers are Changing Sales Forever

Vidyard

And thankfully, the world of sales is changing because of that second group. Attention and engagement are the new currency of B2B sales, so smart sales people are acting more like consultants than quota-carriers, and the extra effort is paying off. Blog Sales Sales Leadership

How to Drive Sales Effectiveness with Automation

Act-On

A successful sales consultant recently told me a story about an organization that held a webinar that attracted 400 participants. It was an enormous success for the marketing folks, who handed all 400 leads directly to the sales department. What is sales effectiveness?

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg

Sales and marketing teams that buy into myths about data providers miss out on serious business value. Myth 1: Contact lists = sales intelligence. Fact: Sales intelligence is more than a list of names and numbers. In the same way that “chocolate muffins” are really just cupcakes, contact lists might be “data,” but they’re not sales intelligence. Sales intelligence includes a depth of information that is both accurate and predictive. It’s sales intelligence.

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Increase Marketing ROI 10X and Prove It

See how a marketing team demonstrated 10X ROI and increased sales by 35% with marketing automation

The B2B Value Sale is Actually Three Distinct Sales

Avitage

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

The B2B Value Sale is Actually Three Distinct Sales

Marketing Insider Group

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates.

How Video Helps Sales and Marketing Alignment

Vidyard

It wasn’t very long ago that sales and marketing had virtually nothing in common. Lead quality decreased, sales funnels broke, and bottom lines suffered. But it wasn’t a single tool that bridged the decades-old gap between sales and marketing.

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How Marketing Automation Changed My (Sales) Life

Salesfusion

The post How Marketing Automation Changed My (Sales) Life appeared first on Salesfusion. Marketing Automation Sales and Marketing Sales Sales Pain Points

9 Experts Rethinking Demand Generation

How to strategically target your content and lead generation campaigns to disrupt the status quo and facilitate the sale

Leveraging Video to Get More Sales Meetings [Podcast]

Vidyard

The more we talk to sales people, the more we realize that cold calling just isn’t cutting it anymore. That’s why we’ve been implementing a video-first approach to sales here at Vidyard; video is engaging and helps cut through inbox clutter. What are your favorite sales tools?

Are You Practicing Sales Enablement or Sales Disablement?

Great B2B Marketing

Sales Enablement Service Level AgreementWe marketers like to think we are making a big contribution to revenue, but in fact, we may be doing […].

How Marketing Software Benefits Your Sales Team

Salesfusion

The post How Marketing Software Benefits Your Sales Team appeared first on Salesfusion. Lead Nurture Sales CRM Website Tracking

6 Awesome Sales Call Conversation Starters

Vidyard

Any B2B or SaaS company’s sales team likely battles to either get prospects to pick up, or move pipeline further—or both. The “RE: we met at X event” email subject or the cold call introduction the receiver knows is a sales call probably won’t work. Blog Inside Sales

Empathy: Your Lead Generation Superpower

Speaker: Brian Carroll, CEO & Founder of markempa

Today’s sales and marketing environment is a paradox. Attend this webinar with Brian Carroll, author of Lead Generation for the Complex Sale , and learn the following: How to understand customer motivation and increase conversion.

Sales and Marketing Automation

Salesfusion

The post Sales and Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Nurture Marketing Sales CRM

"New Sales. Simplified." A Must-Read!

ViewPoint

Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. How is the “sales story” a weapon?

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Steal This Technique for Your Next Sales Email

The Point

I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.

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11 Free Sales Tools to Pump Up Your Pipeline

Vidyard

That’s why the world of online sales tools has exploded in the past few years – industrious entrepreneurs are finally realizing the inherent struggles of being a salesperson, and responding with a plethora of tools designed to make your job easier. What’s Your Favorite Free Sales Tool?

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Sales Enablement Danger

ANNUITAS

Although marketing automation is now almost fully embraced by marketers, sales organizations are still not completely accepting of the technology benefits, nor are they trusting of marketing’s motives. Enter, the era of Sales Enablement. Sales enablement is a universal challenge.

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What Is “Sales Enablement”?

Aberdeen CMO Essentials

What organization can say no to “sales enablement”? Who in the C-Suite would ever look you in the eye and say, “We don’t find sales to be all that important. Such is the beauty of the term “sales enablement.” Enabling sales is something every organization should do.

How Marketing Operations Can Align with Sales (and Why)

Act-On

One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!?

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The Myth About Sales Pipeline

ANNUITAS

Most sales managers or Sales VPs will tell you that in order to meet their quota, they must have a pipeline of X. Whether it is a three X, five X or seven X pipeline, these sales people have a formula that they follow that knows what they need to get them to their stated goal.

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3 Sales Emails Proven to Boost Reply Rates by 8x

Vidyard

If you’re like most sales reps, you know how hard it is to stand out and get noticed. So how can sales emails cut through all the noise, increase click-through rates by 5x and send open-to-reply rates soaring by over 8x ? This sales email allows you to speak to your prospect directly.

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Changing the Sales Conversation [PowerViews LIVE Highlights]

ViewPoint

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Truncated sales time. from Changing the Sales Conversation ).

Adding Video to Your Sales Emails is No #SalesFail

Vidyard

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.

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Six Ways Marketing Can Shrink the Sales Cycle

Great B2B Marketing

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to […]. Sales Cycle Sales Enablement B2B sales cycle

How B2B Marketing Supports Sales Enablement

Great B2B Marketing

There is a lot of industry buzz around the term “sales enablement.” B2B Marketing Sales Effectivness Sales Enablement Sales Growth Sales effectiveness This is terrific because the marketing department should […].

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B2B Sales and Marketing Trends for 2015

Great B2B Marketing

At the beginning of each year, my team and I publish a report on significant trends in B2B sales and marketing. We see many B2B companies adopting an end-to-end marketing and sales framework that: Attributes new revenue to specific lead sources.

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