Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? The sales role of the future is changing and companies that adapt to this reality will create a competitive advantage over their competitors, instead of creating a competitive situation with their prospects. We’ve all heard and read…and heard and read….and

Hiring 118

Hiring Call-back Training Up-Sell 118

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. Prospects can be persuaded to embrace key points of differentiation.

B2B 306

B2B SAP Customer Transportation 306

Braveheart Sales

APRIL 20, 2021

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. 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.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

Janek Performance Group

SEPTEMBER 26, 2023

When faced with a confused prospect, an upset client, or a delicate situation that requires diplomatic maneuvering, the art of wordplay becomes an invaluable skill for sales professionals. The tension dissipates, and a smile graces your prospect’s face. ” is a popular buying question from prospects.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Score More Sales

JUNE 17, 2011

Finding “more probable” prospective customers can be simple but not quite as easy. More probable” prospective customers are those companies and / or individuals MORE likely to do business with you – and do it sooner rather than later. You can prospect and build business from your desk and never leave your office if you wanted to.

Lead Rank 269

Lead Rank Lead Scoring Sales Qualified Lead Pipeline 269

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

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

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. SMS sales, which is short for short message service sales, is an increasingly popular sales tactic that enables businesses to contact and sell to prospects and customers via text. Why should you text your prospects and customers? What Is SMS Sales?

B2B 123

B2B Closing Follow-up Campaigns 123

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. That turns people off. Customers don’t read them anyway.”.

Lead Scoring 69

Lead Scoring Lead Rank Government ACT 69

Hubspot Sales

JULY 15, 2020

Not only is it more cost-effective for B2B businesses to focus more on their existing customers, it also provides opportunity for acquiring new high-value customers through referral marketing. With these data points in mind, making your current customers feel valued can be an effective way to impact your bottom line.

Pipeline 131

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 131

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

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. Which camp do you fall into?

Lead Rank 258

Lead Rank Lead Scoring Top of Funnel Referrals 258

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

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. Client List. Testimonials. Negotiation.

Motivation 155

Motivation Real Estate Hiring Construction 155

Score More Sales

JULY 20, 2011

. __ 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. Our Recommendations When you purchase any of the books, programs, and/or products we recommend we may receive an "affiliate fee".

Benefit 229

Benefit Lead Rank Lead Scoring Strategy 229

Score More Sales

JANUARY 3, 2012

For many years, the “sales explanation industry” has worked with and discussed a Funnel or a Pipeline model to explain how you need many more leads to eventually turn into prospects, and then ultimately a smaller subset who become actual customers. The phrase “nurture marketing” came from this idea.

Lead Rank 182

Lead Rank Lead Scoring Top of Funnel Pipeline 182

Score More Sales

FEBRUARY 16, 2012

Years ago when I started in B2B sales, there was one way to keep track of customers and prospective customers – writing on lined, yellow note pads and putting these precious notes into manila file folders. For many years they were cost-prohibitive for small and mid-market companies. by Lori Richardson on February 16, 2012.

Lead Scoring 179

Lead Scoring Lead Rank B2B Tools 179

Score More Sales

MAY 2, 2011

Welcome to the 2011 Sales and Marketing Success Conference – in the comfort of your own office or home. This is a monumental project going on at Top Sales World – I’m thrilled to be speaking on Day 4 about having fun prospecting. Next post: Gain Ways to Enjoy Prospecting and Donate to Japan. It’s true.

Lead Rank 132

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 132

Score More Sales

SEPTEMBER 22, 2011

You were working on marketing materials. My only suggestion is that maybe – just maybe, there are one or two obvious prospects you could be talking to NOW – before your database is completed – to get the sales process going? . © Score More Sales 2001 - 2012. You were putting out fires.

Lead Rank 177

Lead Rank Lead Scoring Top of Funnel Call-back 177

Score More Sales

OCTOBER 20, 2011

The second I clicked through to one of the newly-launched Social Media Mags it hit me like a brick: publishing will never be the same again, and selling /marketing /brand building will be changing even more. Look at sites that will create content for you and with you – no longer do you need your marketing department to do it all.

Lead Rank 148

Lead Rank Lead Scoring Top of Funnel Social Media 148

Score More Sales

FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.].

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Score More Sales

MAY 28, 2011

We love sales – it is the culmination of combining great branding and marketing – clearly getting YOUR message of differentiation and value out to the world – and then asking companies and individuals who really would benefit – to work with you. © Score More Sales 2001 - 2012.

Lead Rank 155

Lead Rank Lead Scoring Top of Funnel Lead Nurturing 155

Score More Sales

FEBRUARY 29, 2012

Without recommending one platform or another specifically, we urge you to have one place where all of your contacts are – prospects, clients, former clients, vendors, and strategic referrers. This second tip – building strategic referrer relationships – works with all mid-market businesses and in every market segment.

CRM 174

CRM Top of Funnel Lead Rank Lead Scoring 174

Score More Sales

DECEMBER 22, 2011

Others have them because of a specific challenge they are facing: Our Company Has Lost Market Share – A competitor (or competitors) is/are swallowing up our clients (in this scenario competitors are known and it is a fairly clear situation). Sales people and marketers are human. © Score More Sales 2001 - 2012.

Lead Rank 155

Lead Rank Lead Scoring Sales Process B2B 155

Score More Sales

JULY 18, 2011

Put a simple plan in place to build customers, prospective customers, and referral partners’ revenues at the same time – and you’ll create a victorious cycle that grows sales. Previous post: Marketers: Should Salespeople ONLY Focus on Closing Sales? © Score More Sales 2001 - 2012. Consulting.

Lead Scoring 173

Lead Scoring Lead Rank Top of Funnel Microsoft 173

Score More Sales

MAY 17, 2011

How well do you know others who sell in your niche, your space, your target market? Previous post: Gain Ways to Enjoy Prospecting and Donate to Japan. © Score More Sales 2001 - 2012. When Competitors Cooperate, Big Revenues Can Happen. by Lori Richardson on May 17, 2011.

Lead Rank 135

Lead Rank Lead Scoring Revenue Conference 135

Score More Sales

DECEMBER 13, 2011

Community is where you are online, where your market niche is, or your geographic area – depending on the business that you are in. By having this team in place it can totally keep you from using another option to growing business — calling on “cold” contacts, with an aggressive prospecting strategy.

Lead Rank 152

Lead Rank Lead Scoring Referrals Call-back 152

Score More Sales

JANUARY 14, 2012

When she heard the house was going on the market, she tipped me off – and we grabbed it.” Previous post: B2B Sales Podcast With Michael Boylan on Prospecting and the Power to Get In. © Score More Sales 2001 - 2012. ” Priceless. This is a reminder to mention those who give you great service to endorse them.

Lead Rank 146

Lead Rank Lead Scoring Referrals Top of Funnel 146

Cincom Smart Selling

JULY 25, 2017

When product design and planning discussions are taking place, it is up to Marketing to make sure this part of the plan is fully evolved, considered and built into the overall product development process. This vehicle was brought to market in 2001. The following market segments jumped in on year one. Car customizers.

Buyer 59

Buyer Promotion Collateral Social Media 59

Cincom Smart Selling

JULY 25, 2017

When product design and planning discussions are taking place, it is up to Marketing to make sure this part of the plan is fully evolved, considered and built into the overall product development process. This vehicle was brought to market in 2001. The following market segments jumped in on year one. Car customizers.

Buyer 59

Buyer Promotion Collateral Social Media 59

Score More Sales

FEBRUARY 8, 2012

What is in it for a busy sales rep or sales leader who would prefer to spend any administrative time instead being in front of an extra prospect or two? By setting next actions with clients and prospects, you will always have a future with that company. © Score More Sales 2001 - 2012. Good data will do that for you.

Lead Rank 148

Lead Rank Lead Scoring Follow-up CRM 148

Score More Sales

JANUARY 17, 2012

If you are working with a lot of prospective companies you’ll forget what you set as a next action and in general, who needs what next to move the sales opportunity forward. Databases of prospective contacts help with your outbound efforts. Even with the best of intentions and promise of a new customer, things slow down.

Lead Rank 171

Lead Rank Lead Scoring Pipeline Top of Funnel 171

The ROI Guy

OCTOBER 11, 2010

For marketers, the news is good overall. According to research from IDC and Forrester, marketing spending is anticipated to increase between 3 to 5% for 2011. In the current environment, marketers are still being asked to do-more-with-less, driving a significant change in strategies, campaigns and go-to-market channels.

Marketing 40

Marketing Lead Rank Lead Scoring Advertising 40

Selling Essentials RapidLearning Center

JUNE 14, 2019

Many distributors have a field sales culture in markets where inside sales models may make more sense. In 2001 77 percent of all training was classroom style. Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Classroom Style vs. Digital Training.

Distribution 45

Distribution Selling Skills Lead Rank Lead Scoring 45

Score More Sales

JANUARY 31, 2011

You must know who your target market is – at least by demographic – even better if you have lists of potential prospective customers. © Score More Sales 2001 - 2012. You must have products and/or services that have value … hopefully differentiated value- and you can convey that value.

Lead Rank 178

Lead Rank Lead Scoring Revenue Guidelines 178

Score More Sales

APRIL 12, 2010

How do you determine when to follow up with your best prospective opportunities? Now most of my time is spent marketing as a Pro VIP in Biznik. © Score More Sales 2001 - 2012. I’m not encouraging anyone to work 70 hours a week, although you may. Post your thoughts – your resources – your inspiration.

Lead Rank 120

Lead Rank Lead Scoring Skype Conference 120

SalesLoft

JANUARY 31, 2019

Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001. It became both economically feasible and technically possible to set up an inside sales team to sell to mid-market and SMB customers. The Bottom Line.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53