Sales and Marketing Management

JUNE 2, 2012

Issue Date: 2012-05-01. Going social is certainly an important aspect of any sales and marketing strategy these days, but it can't come at the expense of tried-and-true "old school" tools. Author: Paul Nolan. read more

Tools 220

Tools Social Media Promotion Media 220

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MARCH 5, 2013

Recently I had the pleasure to interview Kyle Porter, co-founder and CEO of SalesLoft , a sales intelligence software company. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. KP: We’ve created two services for sales folks that are connected to LinkedIn.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

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SEPTEMBER 26, 2012

As we know, confusion always causes missed sales. People moved all the way through the screen to sale completion, and it added $1M in profit to the bottom line- that’s profit, and over time that has been compounded many times over. Shoppers would actually put the name of their bank under “company”. Clearly there was confusion.

Marketing 197

Marketing Banking Social Media Consumer 197

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. I had a recent conversation with a Sales Rep named Seth. Why this matters to you, the Sales Rep.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Sales Hunter

FEBRUARY 27, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 7 Sales Prospecting Ideas That Work. Feb 27, 2012. Here’s a list of 7 sales prospecting ideas you can use right now: 1.

Motivation 275

Motivation Prospecting Hiring Ideal Customer Profile 275

SBI

DECEMBER 8, 2020

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. December 8, 2020. Let’s take a look back over time.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

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JANUARY 31, 2012

Sales Tips and Strategies to Grow Revenues. Sales Tips for the End of the Pipeline. by Lori Richardson on January 31, 2012. The sales opportunity has stalled – which we talked about last week. Simply by doing this, your sales will grow. Consulting. If they have a Twitter account, you’re there.

Lead Rank 275

Lead Rank Lead Scoring Pipeline Top of Funnel 275

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FEBRUARY 22, 2012

Sales Tips and Strategies to Grow Revenues. 5 Tips for Lead Nurturing to Grow Your Sales Funnel. by Lori Richardson on February 22, 2012. Here are 5 tips to help you gain and nurture more sales opportunities: Re-educate yourself and all that you know about selling. Consulting. Searching the web (19%).

Top of Funnel 284

Top of Funnel Lead Scoring Lead Rank Lead Nurturing 284

SBI Growth

JANUARY 9, 2013

The top fear of HR leaders for 2012 was finding or developing leaders. Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now. It’s time to crank out a new list of phone sales skills tips.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

Understanding the Sales Force

DECEMBER 19, 2012

Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Sales complains that the leads suck. We have the sales process dialed in and we are training on it now. That's one of more than 20 conditions that justify evaluating the sales force. I am stuck on comp.

Follow-up 232

Follow-up Incentives Incentive Sales Qualified Lead 232

Understanding the Sales Force

JANUARY 14, 2013

Understanding the Sales Force by Dave Kurlan When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions: The salesperson did not have an effective sales process. There was no CRM application.

Sales Process 255

Sales Process Banking Forecasting CRM 255

The Pipeline

AUGUST 5, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution.

Pipeline 275

Pipeline Hiring Travel Twitter 275

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. How are you going to help your VP of Sales to hit the number?

Territories 306

Territories Top of Funnel Compensation Penetration 306

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FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. With many tools comes overwhelm.

CRM 238

CRM Outbound Study Tools 238

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish? This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

The Pipeline

JULY 25, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Removing The Barrier From Sales – Sales eXchange – 107. Stored in Attitude , Listening , Proactive , Proactivity , Review , Sales eXchange , Success , execution. August 2011.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Let’s say the 2013 sales revenue target was set at an even $500 million. Two steps to fix your CRM-based sales forecasting. Sales guys tend to be too optimistic.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

Pointclear

DECEMBER 10, 2013

Field sales is flat while inside sales is up 20 percent in the last few years. Knowing the new science of sales is what will help a salesperson to consistently meet expectations, says my latest guest on PowerViews, Chad Burmeister, vice president of corporate sales at ConnectandSell. Sales is Getting Scientific.

Inside Sales 255

Inside Sales Lead Rank Social Media Video 255

SBI Growth

AUGUST 23, 2012

On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Avoid the conventional lip service you pay sales strategy development ; that’s old school, develop a sales strategy that the sales team understands and can really rally behind.

Strategy 293

Strategy Analysis Quota Resources 293

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APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. Many CRM tools are set up in a complicated way so a rep spends too much time learning them and then using them. A tool is nothing but a tool without a process.

CRM 291

CRM Revenue SugarCRM System 291

Understanding the Sales Force

OCTOBER 4, 2013

Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. One of the companies that insisted on validating our validation is moving forward with a license to hire 200 salespeople using our Sales Candidate Assessment. Our assessment recommended 13 of them, and did not recommend 10. Of course not.

Hiring 265

Hiring Licensing System Consumer 265

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

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APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. If you master this, you can truly shine in sales. Most sellers do not follow-up enough. So why all the problems with follow-up?

Follow-up 261

Follow-up Inside Sales Outbound Lead Scoring 261

SBI Growth

MAY 22, 2013

You are a Sales Rep. They are on the market looking for an HR solution: a top sales rep. Source – CEB, The New High Performer Playbook, Arlington VA, 2012). Like any effective sales process, you must align with this Buyer. 5 Social Selling Tactics to Find Your Next Sales Job. The Hiring Manager as the Buyer.

Social Selling 324

Social Selling Hiring Inbound Outbound 324

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JANUARY 16, 2013

As a sales professional, do you invest in getting known in your marketplace and in growing your career? Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? They are usually told what their tools are – or are not. So what is a sales rep to do?

Outbound 241

Outbound Influencer LinkedIn Analysis 241

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

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MAY 11, 2012

Furness asked 7 sales and technology experts what advice they would give to business leaders in this situation. 3. The classic mistake is where you choose one app and in very short order, the sales team will want and need something to integrate with that. Has your company invested in tablets throughout the sales force?

Marketo 214

Marketo Lead Scoring Lead Rank Outbound 214

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Have You Read The Sales Book About? Sales eXchange – 121. Look at the specifics of the content and how it relates to your accounts, you sales. December 2011. November 2011.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

AUGUST 24, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. The Pipeline Renbor Sales Solutions Inc.s Preparing for Sales Success – Part 1. Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

Pointclear

JANUARY 2, 2018

Yet, according to CSO Insights , despite the new tools, the mobile devices, the potential of social, and so on, many salespeople are working harder than ever just to achieve the same old results or worse. 02 is that technology has made it possible for marketing to get more poor-quality leads to sales faster than ever before.

Lead Scoring 180

Lead Scoring Lead Rank Sales Qualified Lead Leads 180

Jeffrey Gitomer

AUGUST 17, 2011

What are you willing to change, so that when you do get that CEO meeting you are ready to make a great first impression, an impressive first impression, a differentiating first impression, and earn a sale? NO, that’s not how great sales are made. Get Sales Blog Updates. Sales Management. Sales Videos.

Hiring 294

Hiring Training Social Media Loyalty 294

The Sales Hunter

JANUARY 5, 2013

Want to know how to get the best answers to your sales questions? The best sales questions tend to be short ones. Because short questions get you LONG answers, which are jam packed with vital information you need to make a sale. ” Sales Motivation Blog. ” Sales Motivation Blog. Ask shorter questions.

Video 196

Video How To Motivation Sales 196

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. How are you going to help your VP of Sales to hit the number?

Territories 264

Territories Top of Funnel Compensation Penetration 264

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. They expect a 20% increase over your “best case” 2012 finish. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. Who do you turn to for help? Not a “doer”.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303