The Pipeline

JANUARY 2, 2013

As we make our way back to work from time spent with family, friends and credit cards, we are about to besieged by a wave of articles, blog posts, tweets, and other sources touting the (new) trends for 2013. As the economy improves, and sales improve along with them, some sales leaders will fall back into slumber riding the wave.

Trends 273

Trends Fashion Promotion Social Selling 273

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. Reduced overall sales cycles. No worries. Direct Email.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan. Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Here they are in no particular order - My Top 10 Articles of 2013: SALES. The Key to Powerful Sales Conversations.

Decision Maker 213

Decision Maker Compensation Call-back Consultative Selling 213

The Sales Hunter

JUNE 13, 2013

OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. 25 Top Sales Influencers for 2013 by OpenView Labs. Your career will thank you.

Influencer 222

Influencer Motivation Resources Sales 222

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Influencer 196

Influencer Marketing Training Sales Management 196

Understanding the Sales Force

JULY 24, 2013

Understanding the Sales Force by Dave Kurlan On the heels of The Top 5 Sales Leadership Articles of 2013 comes the Top 10 Sales Leadership Tips of 2013. Each of these tips are excerpts from articles I wrote during the first six months of 2013. I guarantee that 74% of them will suck at sales too!

Sales Leadership 248

Sales Leadership Cold Calling Sales Qualified Lead Guarantee 248

SBI Growth

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. Best-in-class Lead Management programs provide sales with more than 50% of all leads. And how can HR keep the peace when LDR pay threatens Sales compensation? Sales Reps pay for the leads.

Compensation 267

Compensation Hiring Marketing Trade Show 267

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 Funnelholic.

Trends 200

Trends B2B PointClear Marketing 200

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. Customer.”.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

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. It is to align the talent to where the market will be in 2014.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Focused on identifying game changing market opportunities. Quantifying the potential impact for their sales leader.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Jeffrey Gitomer

SEPTEMBER 11, 2013

Leadership Sales Social Media Jeffrey Gitomer Blog jeffrey gitomer sales blog sales blog' This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

Influencer 263

Influencer Social Media Marketing Media 263

SBI Growth

JANUARY 9, 2013

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! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

APRIL 1, 2013

41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. CEOs and sales leaders don't know why big deals push. This offer expires on April 30 th , 2013. We publish an un-gated sales and marketing best practice daily. 365 days per year.

Scale 317

Scale Quota B2B Negotiation 317

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. Today, marketing has dramatically changed. Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns. Your CEO and CFO are data-driven.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Marketing is frustrated because of the time, money and effort exerted to build them.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

Sales and Marketing Management

SEPTEMBER 22, 2013

Issue Date: 2013-09-01. Author: Tim Riesterer, Chief Strategy & Marketing Officer, Corporate Visions. Teaser: What will a marketer say if you ask, “What is the most important contribution you make to driving profitable growth?” Will the answers be the same? Will the answers be the same? read more'

Marketing 280

Marketing Survey Exact Sales 280

Pointclear

MAY 28, 2014

A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market. A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market.

Study 196

Study B2B Vendor Report 196

The Pipeline

FEBRUARY 27, 2014

Using content marketing to drive sales will certainly only continue to grow exponentially in 2014. Nearly every company, small or large, will use this tactic to increase their sales. If you look back on content marketing, you’ll come across examples that predate the Internet. The Pipeline Guest Post - Megan Totka .

Marketing 276

Marketing Small Business Small Business Survey 276

Sales and Marketing Management

JANUARY 1, 2013

Issue Date: 2013-01-02. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year. Author: Chris Bijou. read more

Conversion 239

Conversion Quota Sales 239

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. I’m specifically partial to content marketing.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. Successful organizations have metrics in place for staff, especially in sales.

Marketing 209

Marketing Webinar Metrics Software Software 209

SBI Growth

NOVEMBER 20, 2012

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. Effectiveness.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

Increase Sales

DECEMBER 30, 2012

The New Year is almost here and the question to be asked is not what are your resolutions or goals as small business owner, but this simple one: Are you ready for 2013? New customers from all those new sales leads? Marketing campaigns that will attract attention and build relationships?

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn., KNOXVILLE, Tenn., To request an advance copy, email ken@acumentmgmt.com. About Ken Thoreson.

Influencer 82

Influencer Marketing Face-to-face Retail 82

SMEI

JANUARY 24, 2023

Are you a marketer looking for a quick and dirty way to boost sales? If so, then shame marketing may be right up your alley. Shame marketing is a cynical form of advertising that involves exploiting the insecurities of young people in order to sell them products. Here are some examples of shame marketing campaigns: 1.

Loyalty 88

Loyalty Marketing Lead Rank Face-to-face 88

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Look for how the customer is engaging with the sales rep.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Jeffrey Gitomer

APRIL 24, 2013

Make people want to know you by the business, market, and community actions you take. From Jeffrey’s new book, The Sale Re-Defined. The post Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog. GET YOUR TICKETS HERE!

Loyalty 177

Loyalty Video Training Customer 177

Sales and Marketing Management

JULY 4, 2013

Issue Date: 2013-07-05. In a company that has well-aligned sales and marketing departments with the common goal of revenue, the answer is: It depends on where the buyer is on the journey. Author: Atri Chatterjee, CMO, Act-On Software. Teaser: Whose job is it to send an email? Whose job is it to send an email? read more'

Marketing 205

Marketing ACT Software Software 205

Sales and Marketing Management

OCTOBER 30, 2020

Author: Jim Ewel This should be the golden age of marketing. We have more tools at our disposal to implement and measure marketing, and, until the pandemic hit, advertising budgets were at record levels. The traditional marketing plan is broken. The traditional marketing organization is broken. How do we fix this?

Marketing 207

Marketing Advertising Advertising Twitter 207

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Why should you care?”

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation Targets 276

Sales and Marketing Management

DECEMBER 30, 2013

Issue Date: 2013-12-30. Teaser: It's always an accomplishment to wind up another year, but to help you prepare your teams for the New Year, here are three trends that will impact marketing and sales in 2014. Author: Kurt Andersen. read more'

Marketing 223

Marketing Trends Sales 223

Sales and Marketing Management

JUNE 13, 2013

Issue Date: 2013-06-14. Teaser: How do sales marketing get along? For starters, sales teams can avoid these five common mistakes. How do sales marketing get along? For starters, sales teams can avoid these five common mistakes. Author: Mckay Allen. How do they interact? How do they interact?

Marketing 201

Marketing Sales 201

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan It is difficult to have a conversation about sales and marketing without discussing some of the areas where they tend to bump into each other, create friction, and disagree. How Marketers Can Help Shorten Sales Cycles & Close More Sales.

Marketing 195

Marketing Sales Cycle Conversion Sales 195

Sales and Marketing Management

MAY 1, 2013

Issue Date: 2013-04-30. Author: Renato Beninatto, Chief Marketing Officer, Moravia. Teaser: If you want to do business internationally, you’ve got to communicate in the language of your target market. And no matter how small you are, you can be successful in foreign markets if you plan well and avoid five common mistakes.

Marketing 326

Marketing 326

Sales and Marketing Management

FEBRUARY 17, 2013

Issue Date: 2013-02-16. Teaser: "Marketing automation" is one of the hottest terms going for growth-minded companies. The question can be answered from both a sales and a marketing perspective. "Marketing automation" is one of the hottest terms going for growth-minded companies. read more

Marketing 258

Marketing Revenue Sales Company 258