Hubspot Sales

JUNE 26, 2019

Think of product-market fit as the moment when “your customers become your salespeople.” Daniel Ek, CEO of Spotify, recognized that many of the necessary pieces for product-market fit were already in place when music-sharing platform Napster collapsed in 2001 following allegations of copyright infringement.

Industry 105

Industry Marketing How To Face-to-face 105

Adaptive Business Services

NOVEMBER 6, 2024

He likes the name and recognized the “2001 Space Odyssey” reference. Or are you considering leveraging AI for more effective LinkedIn prospecting, or perhaps using advanced marketing in your business, or are you looking at improving your managed I.T. I call my Chatbot Hal. Thank you!

CRM 62

CRM Scale Webinar Metrics Constant Contact 62

Partners in Excellence

APRIL 5, 2024

I joined PeopleSoft in 1996 as the head of Product Marketing and Strategy for Europe. Having been the VP International Marketing for a couple of years, my boss at the time told me “It is time you had a real job” and gave me my first sales management role. I remember my first $1m deal – at PeopleSoft in probably the year 2001.

PeopleSoft 126

PeopleSoft Software Software Course 126

Sales and Marketing Management

JANUARY 28, 2014

Google’s Timeline marks its first occurrence as a syndrome in March 2001: “The annual report has long been disdained as a bright shiny object unworthy of attention from the serious investor. I first noticed the phrase “bright shiny object” a few years ago; now it’s all over the place. read more'

Google 136

Google Objections Report Groups 136

Score More Sales

JULY 4, 2011

Marketers: Should Salespeople ONLY Focus on Closing Sales? “Salespeople should just focus on closing sales, and let the marketers do the rest through automation.” Sponsored in part by Lenovo and Infusionsoft, TJ is working to gather input on what you think about marketing automation. Consulting.

Closing 174

Closing Marketing Lead Rank Lead Scoring 174

No More Cold Calling

SEPTEMBER 30, 2011

What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. The same “8 Killer Steps” that I talked about in 2001, 2002, and again in 2008 and 2009 still apply! Broaden Your Perspective/Narrow Your Focus: Is your sales and marketing focus working? How do we sell in this volatile economy?

Referrals 240

Referrals Hiring Decision Maker Social Media 240

Score More Sales

DECEMBER 30, 2011

Watch These Sales & Marketing Thinkers in 2012 – Best of 2011. As we wind down the year and look to turning a new leaf, it is time to recognize those who are working to improve the world of B2B selling and marketing – thanking them for what they do and encouraging you to reach out to learn and grow in the coming year.

Top of Funnel 159

Top of Funnel Lead Rank Lead Scoring Marketing 159

Score More Sales

AUGUST 2, 2010

The Facebook Event for Marketers You Need to Know About. I’m happy to share information about an upcoming Facebook Marketing event that will be online with many fantastic speakers. 50% Savings on Web’s Biggest Facebook Marketing Event. © Score More Sales 2001 - 2012. Consulting. Fully online.

Facebook 120

Facebook Lead Rank Lead Scoring Nonprofit 120

Bernadette McClelland

FEBRUARY 18, 2018

In 2001 I left my sales role at Xerox Australia and decided to go out on my own as a speaker – because back then coaching was only for sports professionals and not yet viewed as a method of peak performance for sales professionals. What many don’t know is the type of person she is to those who do know her.

Meeting 294

Meeting B2B Sales Leadership Sports 294

SBI Growth

JANUARY 31, 2013

Pinpointing exactly how to communicate your brand message to a target audience can be one of the most perplexing challenges in marketing. Pre-Internet, marketing communications is where messaging mattered most. What we talked about was how new competitive entrants have entered their market space. Guessing at this is nonsense.

Buyer Persona 330

Buyer Persona Customer Demand Generation Agencies Scale 330

Product Management University

MAY 11, 2018

The lint roller manufacturers have figured out that they can generate more revenue by marketing the same product to a whole new segment — pet owners — under a clever new name. Take that same concept into the B2B world and you have vertical market messaging for products and services that have value across many industries.

Hiring 40

Hiring Marketing Scale Maximizer 40

Score More Sales

AUGUST 28, 2014

No more 2001 stuff, please. We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. They pique my curiosity, entice me with an offer to try for free – no credit card required – which also means it is easy to get started.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

Anthony Iannarino

JANUARY 20, 2020

One of the results of globalization, cheap money, the glamorization of entrepreneurship , and low barriers of entry into markets is the increasing number of choices available to businesses and consumers. In many (or most) markets, there is a glut of competitors. The context of sales has changed, and it’s more challenging than ever.

B2B 116

B2B Guarantee Trends Insurance 116

SBI Growth

OCTOBER 6, 2012

This quote says it all: “Marketing is a service- based organization. We do not create marketing for the sake of marketing.”. In a timeless article from AdAge.com, Marty outlines what he considers to be the goals of Marketing: Sell more stuff. Yet he’s a business person first. Marty Homlish, CMO. Make more money.

B2B 306

B2B SAP Customer Transportation 306

Product Management University

MARCH 5, 2024

Strengthen your upstream practices around market and customer knowledge (not to be confused with user knowledge), customer discovery (not to be confused with user and product discovery) and create strategic product roadmaps (not to be confused with feature delivery schedules). An d it doesn’t matter how well the product specs are written.

Lead Rank 40

Lead Rank Lead Scoring Exact Engineering 40

Pointclear

JULY 10, 2012

Here are the results for Q1, 2001 through Q2, 2012: The numbers say the following to me: Leads trend in the direction of GDP. Understanding this can help you pinpoint your marketing investments and generate better than average results. When the GDP is up, the lead rate increases, and vice-versa.

Lead Generation 150

Lead Generation PointClear Leads Marketing Qualified Lead 150

Product Management University

MAY 22, 2017

No one in your organization is jumping out of bed everyday totally juiced to help you “become the market leader,” or “become a billion-dollar organization,” or “grow by 30%.” What do my target customers ultimately want to accomplish to be a leader in their market?” I’ve worked with a lot of highly successful organizations since 2001.

Ideal Customer Profile 45

Ideal Customer Profile Customer Marketing Hiring 45

Gong.io

JUNE 23, 2022

Both have marketing and sales teams, but Company B’s teams are both 10% better than Company A’s. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. By the end of 2001, eBay’s market cap was $18.54

Hiring 62

Hiring Scale Engineering Lead Rank 62

Pipeliner

SEPTEMBER 29, 2020

These failed products are proof: Microsoft’s Office Assistant Clippy was active from 1997 to 2001, resurfaced in 2019 as stickers, and removed again. Ford’s Edsel is a classic example of product failure, to the tune of $400 million, going to development and marketing.

Banking 87

Banking Government Pharmaceuticals Google 87

Score More Sales

FEBRUARY 22, 2012

Ardath Albee of Marketing Interactions has written a four-part series called, Capitalize on the Content Marketing Continuum where she talks about the BEF and the very fluid content marketing continuum. Work to gain clarity on creating a formal process once marketing has sent potential leads to sales. link] Ardath.

Top of Funnel 284

Top of Funnel Lead Rank Lead Scoring Lead Nurturing 284

Partners in Excellence

MARCH 22, 2024

It was Spring of 2001. I started as a valuation analyst – building cash flow models, comps, arguing discount rates, trying to figure out what our client’s businesses were worth so we could take them to market. Then a spot opened on the market research team. The dot com meltdown was a few months old. It was selling by numbers.

Call-back 83

Call-back Construction Up-Sell Research 83

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. It wasn’t warp-speed market disruption.

Lead Scoring 69

Lead Scoring Lead Rank Government ACT 69

Pipeliner

OCTOBER 18, 2019

In fact, an analysis from McKinsey shows that “long-term firms added $7 billion more in market capitalization on average than other firms between 2001 and 2014.” They reviewed more than 600 companies across the period ranging from 2001 to 2015.

Coaching 72

Coaching Salary Face-to-face Policies 72

Braveheart Sales

APRIL 20, 2021

It was already tough to do this in some large cities due to security measures that were enacted in 2001, such as guards, visitor monitoring, etc. There is a sizeable segment of workers that will never go back to the office, so the days of drop-in prospecting will be more difficult than ever.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

Score More Sales

JUNE 21, 2011

Anyone interested in inbound marketing, especially for the B2B market, might want to take a look at: Content Rules by Ann Handley and CC Chapman. Get Content Get Customers by Joe Pulizzi and Newt Barrett. eMarketing Strategies for the Complex Sale by Ardath Albee. © Score More Sales 2001 - 2012.

Lead Rank 186

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 186

The ROI Guy

JULY 11, 2011

Surprisingly, CIOs alone have authorized only 5% of IT investments , confirming what many IT sales and marketing professionals already know, that the vast majority of IT purchase approvals involve more stakeholders, as well as significant executive scrutiny. To this end, we recommend the following best practices: 1.

Marketing 89

Marketing Proposal ROI Gatekeeper 89

Score More Sales

JANUARY 5, 2012

Today I interview Nancy Nardin , CEO of Smart Selling Tools, a company that focuses on buyer resources for discovering and assessing the best marketing and sales software available. Be sure to get on the Smart Selling Tools weekly marketing and sales tools digest that goes out to more than 30,000. Smart Selling Tools.

Top of Funnel 164

Top of Funnel B2B Tools Lead Rank 164

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? Second is buyers have more access to information and are better informed about their options, pricing, and available products in the market. The sales process requires it to be integrated with both marketing and customer support.

Hiring 118

Hiring Call-back Training Up-Sell 118

Score More Sales

AUGUST 11, 2011

Some entrepreneurs and small business owners (and their salespeople) are talking about the stock market. Have a nurture marketing strategy in place – be able to follow up with prospects not ready to buy yet. We are not marketers, but we know that you need at least one well-done webpage. © Score More Sales 2001 - 2012.

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

Janek Performance Group

SEPTEMBER 26, 2023

Take, for example, the iconic moment on October 23, 2001, when Steve Jobs introduced the original Apple iPod. This approach differentiated the iPod from its competitors and established a strong emotional connection with consumers, ultimately contributing to its remarkable success in the market.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

A Sales Guy

DECEMBER 3, 2013

The Dow, S&P 500 are at historic highs and the Nasdaq is at it’s highest since 2001. Content marketing is redefining lead generation, SEO and branding. You need to know if you’re going to partner with marketing and leverage a content marketing strategy and if so, HOW? Insides sales is growing like mad.

Strategy 115

Strategy InsideView Hiring Social Media 115

Chorus.ai

FEBRUARY 7, 2020

In the late 1990s, not long after graduating from the University of British Columbia with a degree in Candian Studies and Social History, Emilia took a job as a marketing manager at Guru.com in San Francisco. In 2001, she joined a Danish firm, GN Netcom, as a global project manager based in Copenhagen.

Customer 118

Customer Automotive Exercises Call-back 118

Score More Sales

JANUARY 24, 2012

Wikipedia talks about identifying influencers: Market research techniques can be used to identify influencers, using pre-defined criteria to determine the extent and type of influence. Trendsetters: influencers tend to be early adopters (or leavers) in markets. © Score More Sales 2001 - 2012. link] Maria Elena.

Lead Rank 150

Lead Rank Lead Scoring Influencer Top of Funnel 150

Score More Sales

JULY 20, 2011

. __ You just lost a client and need to make up for missing revenue. __ You don’t know what your value proposition is – how to differentiate yourself/ business. __ You don’t know who your target market is – who is your niche? © Score More Sales 2001 - 2012. Please note that we only endorse products that we believe in.

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

SEPTEMBER 22, 2011

You were working on marketing materials. © Score More Sales 2001 - 2012. You were putting out fires. You were doing customer service all week. You were not productive. You were doing “research”. You were at networking events. You were getting your pitch down. You were practicing and perfecting. You were avoiding rejection.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

Score More Sales

MAY 8, 2011

Please read my friend and colleague Jonathan Farrington’s heartfelt blog post on why he organized the most ambitious online sales conference in history- bringing together 35 of the biggest names in sales and marketing. © Score More Sales 2001 - 2012. Please note that we only endorse products that we believe in.

Lead Rank 146

Lead Rank Lead Scoring Prospecting Webinar Metrics 146