Pointclear

JULY 25, 2013

Online content in the sales and marketing industries is dynamic and constantly changing. The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. 6 Marketing Trends to Watch in 2013: New Research. Via OpenView Labs. Via Social Media Examiner.

Trends 200

Trends B2B PointClear Marketing 200

Understanding the Sales Force

MAY 9, 2014

Ignored in all of these articles are those clients and companies that sell through channels. The channels are many, and include stocking distributors, brokers, retailers, VARs, agencies, partners, resellers, rep firms and more. Channel sales is quite different. In these cases, the channel salespeople function more like coaches.

Channels 227

Channels Retail Hotels Territories 227

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

AUGUST 22, 2012

In addition, you are probably using a marketing automation system that tracks leads and viewing history. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Is your content marketing strategy working? These foundations provide rich data input.

ROI 306

ROI Omniture Data Demand Generation 306

Score More Sales

MARCH 26, 2013

It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. In addition, these companies are growing their connection to the customer through social channels – so the natural progression of thought is to get more CRM applications social too.

CRM 235

CRM Guidelines Compensation Outbound 235

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Face-to-face 288

Face-to-face Marketing Hiring Social Media 288

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? You don’t run Marketing.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. We know that marketing plays a vital role in building preference and driving interactions.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 293

Pointclear

MARCH 13, 2014

The interviews are available on our blog and YouTube channel. Nick Stein, SVP of Marketing at Vision Critical Vision Critical is the world''s leading provider of insight communities, currently supporting over 650 brands worldwide. Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. percent were quality.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Trained the sales force and channel partners on the new product.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Sales and Marketing Management

APRIL 18, 2013

Issue Date: 2013-03-01. Author: Tim Riesterer, Chief Strategy and Marketing Officer, Corporate Visions, Inc. Teaser: If whiteboard-based stories can enable more effective conversations, why is everyone still using PowerPoint in marketing and sales processes? read more'

Channels 149

Channels Conversion Sales Process Strategy 149

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Marketing Qualified Lead Leads 248

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. Get Marketing involved to jazz up the whole communication effort. Supply multiple channels to do so. Integrate all of these channels into one collection of feedback. Do it early and often.

Compensation 292

Compensation Channels Fashion Construction 292

Pointclear

MARCH 6, 2014

Social media marketing is now precariously ensconced as a more-or-less mainstream marketing channel. Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Some of it is direct marketing, such as email, display, and PPC search.

Paid Content 252

Paid Content Social Media Survey ROI 252

Pointclear

SEPTEMBER 25, 2012

We create a marketing plan every year.” Do you create a marketing plan that drives sales based on the sales forecast? I have some questions for you as you plan: Sales Forecast: Does your marketing plan start with the sales forecast; by product in dollars and units by sales channel, domestic vs. international? Backup Plan?

Lead Generation 170

Lead Generation Sales Qualified Lead Marketing Qualified Lead Leads 170

SBI Growth

SEPTEMBER 22, 2012

Walk into most marketing departments today and you will find people hard at work creating a constant flow of new content. Many marketers are doing a good job building brand awareness and stimulating interest in the marketplace for their product and services. Buyer Personas are the foundation of your marketing strategy.

Maximizer 288

Maximizer Buyer Persona Lead Rank Marketing Qualified Lead 288

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . He is a recognized expert in sales execution, channel management, revenue generation, sales analysis, compensation, forecasting, recruitment, and training. KNOXVILLE, Tenn., KNOXVILLE, Tenn., Ken Thoreson, Acumen Management Group, Ltd.

Influencer 82

Influencer Marketing Face-to-face Retail 82

The Sales Hunter

OCTOBER 17, 2013

The “push” and “pull” concept has been key to marketing for years. “Push” marketing is focused around loading up the channel, advertising heavily and trying to convince the customer to buy. (Yes, I know the true marketing definitions of these are much more complex.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

JULY 18, 2013

And Advantage leisure director Julia Lo-Bue Said accused the cruise lines'' new head of sales Chris Truscott of failing to understand his market. Also, the payments only apply to 2013 departures and must be for a minimum of seven days. Don’t pick a fight with key channel partners. Communicate clearly and frequently.

Case Study 266

Case Study Study Commission Company 266

Understanding the Sales Force

MAY 1, 2014

We go to market through a global network of certified partners - our channel - and we spent considerable meeting time talking about them. It''s not very difficult to upgrade the quality of your sales force or channel. Image credit: photoman / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Evaluate and thrive!

Hiring 225

Hiring Webinar Metrics Channels Policies 225

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. The stock market rose to unheard-of levels, and unemployment was lower than ever.

Referrals 326

Referrals Cold Calling How To Call-back 326

Increase Sales

JUNE 14, 2013

Then I began with inbound marketing action by posting articles on directory sites such as Evan Carmichael , Ezine Articles and Sales Gravy. This week I achieved another measurable milestone by being included in this list of the Top 25 Sales Influencers in 2013. My first action was to become a member of LinkedIn in 2004.

Social Media 174

Social Media Small Business Small Business Media 174

Score More Sales

JULY 27, 2013

Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners. What is a LinkedIn Sales Solutions Channel Partner? Matt Heinz - Founder, Heinz Marketing. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Score More Sales

APRIL 4, 2013

Hear about how one of us grew business through messaging to CEOs about what she learned about them on social channels. This webinar is limited in size so share this link with your favorite sellers and marketers and join us on April 24th. What works, and what doesn’t work?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

FEBRUARY 21, 2014

The mobile trends in our lives along with social selling abilities have changed the expectations for how we market and how we sell, according to Studer. You can control what you do and say on your company website, and link to your channel partners or other associates rather than somehow finding ads and links to competitor sites.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. Unfortunately, somebody in marketing gave you one day because “the agenda is packed.” This less customized approach is about speed to market in the field. This communication channel serves one purpose: to encourage feedback on the new material. Problem 1—Poor Roll Out.

Groups 297

Groups Follow-up SalesForce Training 297

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each. Best Sales Videos.

Channels 112

Channels Video Training Hiring 112

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. Channels - Optimizing Your Traction. Image credit: feverpitched / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Sales Methodology – Why It Matters.

Hiring 204

Hiring Inbound Hubspot Webinar Metrics 204

Score More Sales

DECEMBER 23, 2013

Inbound: Your inbound marketing program, if you use one, will offer you insight as well. There is an easier way now – all leads in CRM. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

InsideView 238

InsideView Compensation Inbound Lead Scoring 238

Pointclear

MAY 29, 2012

Rich Eldh kicked off the general sessions at 1:00 on Tuesday, May 22 stating that marketing and sales aligned companies enjoy 5.3 Multi-variant regression analysis on data going back several years has helped them calibrate scoring in marketing automation and other marketing. Marry the art and science of marketing.

Revenue 174

Revenue Demand Generation Agencies SAP Webinar Metrics 174

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? Your content marketing strategy should be leveraging every piece of content and ensuring that it is optimized content. Also, these brand searches could be driven from other marketing efforts such as email, conference events or news. In Summary.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

Score More Sales

NOVEMBER 13, 2013

It’s been an annual event for ten years and now it takes over part of San Francisco – sprawling throughout the South of Market district. Go to the Dreamforce channel on YouTube. I was at the very first Dreamforce event in San Francisco when it used to be housed in a single building.

SalesForce 194

SalesForce Lead Rank Lead Scoring Twitter 194

The Sales Hunter

MARCH 14, 2013

Bad Email Example: Subject Line: Recruiting Your Channel Partners. I was curious if you had any concerns about how your channel partners will hit your revenue goals or if you are trying to figure out what is and isn’t working in your partner community. Email marketing can be slimmed down to a very simple process. Dear Jim-.

Examples 202

Examples Prospecting Email Marketing Google 202

Pointclear

SEPTEMBER 24, 2013

I summarized Ardath’s thoughts, and mine, in a blog published on July 11, 2013. Ginger Conlon (Editor-in-Chief, Direct Marketing News). "I I believe that this is market dependent. If the right person has the right pain and is in your target market, work the deal.". I would add timing back to the list. BANT isn’t BUNK.

Sales Qualified Lead 221

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 221

Pointclear

AUGUST 21, 2013

It appears that most of the pundits on this topic have a problem with outbound cold calling or what is sometimes called “interruption marketing” because when they think of cold calling they only think of the mindless smiling and dialing that far too many companies still do today. The reality is that cold calling is alive and well.

Cold Calling 221

Cold Calling Sales Qualified Lead Outbound Direct Mail 221

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279