SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. It’s possible you need to dip into your 2014 budget as well. However, if you execute, this budget reallocation will pay off in spades during 2014.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

JULY 21, 2013

When will Sales catch up with Marketing? CMO’s can help sales make the number in 2014. Marketing Leaders Guide the Way. A strength of the marketing discipline is a natural thirst for buyer insights. A strength of the marketing discipline is a natural thirst for buyer insights.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. A cute marketing term that elevated the noise created by Sales 2.0, This often leads to the reality that the best potential buyers, those will benefit and deliver revenue as a result, are not in the market.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Score More Sales

DECEMBER 16, 2013

This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you? People often say that this makes their market too small – instead it helps create clarity and someone will remember those who specialize in this space. Close More Deals.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

DECEMBER 21, 2013

You’re asking yourself “Why aren’t my prospects responding to my campaigns?” The fact is customers and prospects aren’t responding to your campaigns. The fact is customers and prospects aren’t responding to your campaigns. The return on the marketing investment (ROMI) is not there. Blanket marketing is annoying customers.

Top of Funnel 312

Top of Funnel Prospecting Buyer Persona Lead Rank 312

Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. Expand Your Pipeline.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

Sales and Marketing Management

OCTOBER 27, 2014

Issue Date: 2014-10-27. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? Author: Amit Khanna, President of Small and Medium Business, SalesGenie. read more'

SalesGenie 280

SalesGenie Marketing Buyer Prospecting 280

Sales and Marketing Management

JULY 22, 2014

Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Read about the fix. Read about the fix. read more'

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Understanding the Sales Force

SEPTEMBER 14, 2014

Remember that until we had dependable mail, companies could not mass market. Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. Why did it work so well?

Prospecting 275

Prospecting Face-to-face Direct Mail Travel 275

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. In 2014, communicating with buyers is easier and quicker than ever.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

AUGUST 15, 2013

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” What percentage of leads should come from marketing?

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

OCTOBER 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Intense Competition - Increased commoditization driven by old and new rivals in the market place. In a tight market, the “war on talent” is not slowing down. Resources are wasted.

Hiring 316

Hiring Social Media Decision Maker Face-to-face 316

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. If they were a prospect you would know how to treat them. You would leverage; buyer personas, buyer process maps, a custom sales process, assign the right people and build a marketing campaign. Four Key Areas to Impact.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

The Pipeline

SEPTEMBER 3, 2014

Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern. This is NOT another Marketing-Still-Sucks-Here’s-What-You-Need-To-Do-Better rant. This is NOT another Marketing-Still-Sucks-Here’s-What-You-Need-To-Do-Better rant. Social Sales. Modern Sales. The nomenclature is irrelevant.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. There’s solid evidence that your Marketing counterparts are responding. 58% have increased their content marketing budget. Your compensation plan must align to your strategy.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

SEPTEMBER 20, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Prospect Interviews. Observe them when they are knee to knee with prospective buyers. Prospect Interviews.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. Innovative CMO and CIO pairs will throw out the rule book when it comes to IT''s support of Marketing. The best marketers will understand that "Content Marketing" does not equal "Thought Leadership".

B2B 325

B2B Enterprise Enterprise Analytics 325

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. It will also provide steps to undertake for making 2014’s number. What to do for 2014? Facilitate a meeting between sales and corporate leadership to propose your approach for ensuring 2014 strategy execution. What to do for 2014?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

Sales and Marketing Management

DECEMBER 14, 2014

Issue Date: 2014-12-15. Teaser: Advanced, real-time analytics can reveal a prospect’s engagement not only with email but also with any sales content – down to a very granular level. Author: Micheline Nijmeh. read more'

Analytics 306

Analytics Follow-up Sales Prospecting 306

SBI Growth

OCTOBER 28, 2013

He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. They constantly prepare to meet tomorrow’s buyer behavior and marketing demands. The demands for the CMO keeping pace with the market require constant recalibration. Who are the new competitors for new product or solutions?

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

Zoominfo

JUNE 25, 2019

Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance. Here are some statistics for you to pay attention to: 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate. Key Takeaways About B2B Database Marketing.

B2B 213

B2B Data Marketing Buyer Persona 213

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

Sales and Marketing Management

MAY 11, 2014

Issue Date: 2014-05-01. Teaser: Research indicates that if maketers and salespeople force prospects to process a large and complex list of supporting reasons to make a buying decision, they actually begin to generate a number of "unrequested thoughts" that support the other side of the argument. read more'

Research 296

Research Prospecting 296

SBI

AUGUST 28, 2014

Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

Tools 137

Tools Sales Tools B2B Media 137

SBI Growth

NOVEMBER 2, 2013

A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. This is content that aligns with the prospects buying process. Those who have tried to implement internal content marketing have run into roadblocks. I’m not a writer”. “I

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco.

InsideView 127

InsideView Tools Decision Maker Twitter 127

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Performance culture is studied in depth in our 2014 Research Tour. A majority of reps focused on margin, and gave up prospecting for new accounts. There are very few ‘A’ players in the market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Zoominfo

JULY 11, 2018

When executed correctly, content marketing can attract, engage, and retain new customers– Yet, despite the various benefits of content marketing, many B2B organizations have miles to go before they can build a successful content marketing program. The Importance of Content Marketing. billion in 2014 ( source ).

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

SBI Growth

JANUARY 10, 2014

Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Sales can’t rely on marketing alone. Today’s sales leader should be generating about 70% of revenue through sales prospecting. If your marketing team needs help.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

NOVEMBER 16, 2013

Listening To the Market. You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. This post is focused on how listening to the market accelerates field execution. This post is focused on how listening to the market accelerates field execution.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

Understanding the Sales Force

JULY 10, 2014

Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! In its essence, social selling is really a component of marketing for which many more salespeople are now taking individual responsibility. They are marketing themselves.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310