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

SEPTEMBER 5, 2013

Additional suggestions to stress test your 2014 sales plan. Why Your ‘A’ Players are In High Demand in 2014. Companies are investing in growth for 2014. You want to avoid putting your best in the job market. Social selling is a modern prospecting methodology to generate appointments inside your target customers.

Social Selling 300

Social Selling Ideal Customer Profile Maximizer Segment 300

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

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 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

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

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

Zoominfo

FEBRUARY 3, 2021

As the person responsible for Innovation at ZoomInfo, a core part of my job is understanding markets where we do not currently offer a solution — but might want to in the future. My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.”

Data 246

Data Advertising Advertising Lead Rank 246

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 Lead Scoring Lead Rank 312

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

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

Zoominfo

OCTOBER 31, 2018

If you’re reading this post, you already know it’s important to keep a finger on the pulse of marketing for new, innovative tactics. B2B influencer marketing. Proven to increase brand awareness and drive lead generation, influencer marketing is a vital marketing tactic for many B2C brands. One such tactic?

Influencer 153

Influencer Marketing Hubspot B2B 153

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

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

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

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. About the Author.

Lead Scoring 80

Lead Scoring Lead Rank Microsoft Face-to-face 80

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 128

Research Prospecting Face-to-face Twitter 128

Zoominfo

FEBRUARY 3, 2021

As the person responsible for Innovation at ZoomInfo, a core part of my job is understanding markets where we do not currently offer a solution — but might want to in the future. My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.”

Advertising 130

Advertising Advertising Prospecting Intent 130

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Scale Education 226

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

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

SBI

JULY 23, 2013

What if you were given notice today, that your sales plan will double in 2014? You will not be allowed to hire new reps, or rely on new products or new markets to hit the number. It would be insane to think your team can sell twice as much next year as you do this year, with the same number of reps, same products, and same markets.

Revenue 121

Revenue Vendor Hiring Sales Tools 121

Sales and Marketing Management

MARCH 20, 2014

Issue Date: 2014-03-21. Teaser: To be successful in today’s competitive sales environment, the devotion to prospecting is key. As we continue to develop new technologies, prospecting tools have enhanced tremendously. To be successful in today’s competitive sales environment, the devotion to prospecting is key.

Prospecting 120

Prospecting Competition Account Tools 120

A Sales Guy

AUGUST 26, 2013

2014 is the year of the sales blog. 2014 will be the year that separates the average sales person from the great ones, because the great ones will have gained a truly competitive advantage while the rest will be trying to catch up. When you have your own blog, prospects have a way of finding you. Here’s a vision for you.

Social Media 131

Social Media Media Google Networking 131

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

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. The first way for reps to spend their time is by talking with a real-life prospect. I’m betting your answer is YES. How on earth will you do it?

Revenue 127

Revenue Hiring Decision Maker CRM 127

The Pipeline

JUNE 30, 2014

July 1, 2014 is the day the new Canadian Anti-Spam Legislation goes into effect. But the reality is that those Nigerian princes will still be hitting your inbox, of course given that it is 2014 most now end up directly in the junk box. But tomorrow will not be a happy day for many businesses, sales people and sales organizations.

Cold Calling 302

Cold Calling Government Direct Mail Inbound 302

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 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

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. We haven’t been shy about touting the benefits of social media in B2B sales and marketing. Not measuring ROI.

Social Media 147

Social Media Media B2B Marketing 147

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

The Pipeline

NOVEMBER 15, 2021

Simon Hares set up SerialTrainer7 Ltd in 2014 with a view to getting people where they need to be quicker and leaving them there better. Key clients include Dickies Workwear, NHS Professionals, ComputerWorld Group and The PCGames Network, Srixon Golf, Fitness First, TLC Marketing, CBS Interactive and Fandom. .

Ideal Customer Profile 173

Ideal Customer Profile Retail LinkedIn Media 173

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

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. ZoomInfo knows that even minutes can matter when you’re looking for prospects. That’s why ZoomInfo has invested heavily to make sure we are the market leader in inferred intent.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Understanding the Sales Force

SEPTEMBER 22, 2014

I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. The marketer generates and posts content, performs some social selling, gets found, generates leads and works behind the scenes.

Inbound 211

Inbound Hiring Airlines Marketing 211

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