Sales and Marketing Management

OCTOBER 1, 2017

What you might not know, however, is that the sales enablement market is poised for a major paradigm shift that will forever alter sales enablement platform strategies and set the industry on a new path. History of the Sales Enablement Market. Market Oversaturation.

Sales Enablement 261

Sales Enablement Vendor Marketing Infusion 261

SBI Growth

SEPTEMBER 16, 2014

You’ve prepared for 2015. You’ve defined your market and key buyers. The sales strategy is set. The team has been structured to maximize revenue efficiency. The new compensation plan aligns with your sales strategy. Everything is perfect on paper. Now comes hard the part. Your team must execute the plan.

Compensation 296

Compensation Maximizer Resources Strategy 296

Sales and Marketing Management

JANUARY 9, 2014

Author: Zorian Rotenberg, Vice President of Marketing and Sales, InsightSquared. Teaser: Forty percent of global organizations will use gamification as the primary mechanism to transform business operations by 2015. Issue Date: 2014-01-10. These gamification tips will serve sales managers well. read more'

Sales 222

Sales Sales Management Marketing 222

Sales and Marketing Management

MARCH 7, 2016

Teaser: A 2015 study by CallidusCloud showed that only 11.5 percent of sales and marketing pros said their forecasting was very accurate. It’s easier than you think to improve your forecast accuracy, here are four ideas for a more accurate 2016: A 2015 study by CallidusCloud showed that only 11.5

Forecasting 120

Forecasting Strategy Study Sales 120

SBI Growth

JANUARY 4, 2014

Starting a Sales and Marketing Productivity Benchmark. Finalizing the 2015 Sales Strategy. Finalizing the 2015 Sales Budget (often close to final in Oct/Nov). Finalizing 2015 hiring plans. For example, in June/July, a look back at the first half performance forces these tasks: A refresh of the year’s sales strategy.

Hiring 280

Hiring Face-to-face Energy Call-back 280

Sales and Marketing Management

OCTOBER 16, 2015

Issue Date: 2015-10-16. Author: Ray Smith, CEO, Datahug. Teaser: Most sales organizations are content to examine deals in hindsight to find pitfalls in their sales process. You can use these five metrics to reveal them while the deal is still alive.

Revenue 120

Revenue Sales Process Sales 120

The Pipeline

SEPTEMBER 3, 2014

As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. This is NOT another Marketing-Still-Sucks-Here’s-What-You-Need-To-Do-Better rant. Soothsayers, because many spend more time advising than selling.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

Score More Sales

DECEMBER 18, 2014

Midsize business owners (and their c-level execs) are optimistic and have put dollars into their 2015 budgets to invest in: Technology (85%). Expand market niche (70%). When it comes to hiring, 74% plan to hire in 2015, although 61% of the respondents feel there is a shortage of qualified talent. Operations (87%). participated.

Hiring 198

Hiring Wireless Policies Travel 198

Zoominfo

JULY 22, 2018

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. But, how can marketers comply with the varying preferences of their individual buyer? Enter: Multichannel marketing. And the best part?

Marketing 189

Marketing Retail Channels Social Media 189

Sales and Marketing Management

JUNE 11, 2018

Author: Kostas Chiotis Guest blog posting is arguably the best method of inbound marketing that your team can employ. However, only 6 percent of marketers are using guest posting as the majority of their original content strategy. Kostas Chiotis is a blogger and a content marketing specialist.

Strategy 96

Strategy Marketing Real Estate Social Media 96

Zoominfo

DECEMBER 21, 2020

The map shows the literal market expansion T-Mobile achieved from the purchase. Market expansion strategy is one of four quadrants that make up the go-to-market framework for businesses. A core piece of expansion is the idea of increasing a seller’s total addressable market. How a company already performs in a new market.

Lead Rank 211

Lead Rank Company Apparel Lead Scoring 211

Score More Sales

JANUARY 5, 2015

Example: I have been given a list of new leads qualified by marketing that I need to reach out to. Leads from marketing are time sensitive, but I definitely want to call my executive referral this morning – especially because a referred opportunity is the best opportunity to have. What do I do first? Increase Opportunities.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Lead Scoring Referrals 120

Sales and Marketing Management

MARCH 9, 2016

Teaser: Could there be a Sales & Marketing Management Bump? Only a few months after appearing in a feature on unique meeting venues in the March/April 2015 issue of this magazine, Randy Stenger, CEO and founder of Extreme Sandbox in Hastings, Minnesota, was selected to be on the ABC hit TV show “Shark Tank.”

Marketing Qualified Lead 189

Marketing Qualified Lead Leads Meeting Marketing 189

Pointclear

APRIL 1, 2015

Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he''ll be in Sagittarius until December 19, 2017. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year.

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100

Steven Rosen

NOVEMBER 14, 2021

If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. The sales rep should have a clear idea of any new marketing programs available to help kick off Q1 and know which customers they need to be seeing in the first week of the year.

Consumer 374

Consumer Analysis Territories Account 374

Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Prospect Development Outbound Marketing' Simplified.: Web: [link].

Handbook 100

Handbook Prospecting Outbound Inbound 100

Steven Rosen

AUGUST 11, 2017

Many companies have highly sophisticated rigorous marketing processes, resulting in strong brand plans and marketing strategies. Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives. Yet, statistics show that 60%-90% of companies fail to execute their strategies.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Sales and Marketing Management

SEPTEMBER 14, 2015

Issue Date: 2015-09-14. Teaser: In the consumer and B2B landscape, sales in a rural market requires a different outlook than in urban locations. In the consumer and B2B landscape, sales in a rural market requires a different outlook than in urban locations. Author: Andy Kelly, director of sales at TBHC Delivers. read more

Marketing 120

Marketing Consumer B2B Sales 120

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

Sales and Marketing Management

APRIL 23, 2015

Issue Date: 2015-04-24. Teaser: For insights on how sales and marketing can become stronger team players, look at some of the top characteristics for winning sports teams and determine how new sales engagement tools and more integrated systems can help foster these traits. Author: Micheline Nijmeh. read more

Sports 120

Sports Marketing System Tools 120

Sales and Marketing Management

OCTOBER 8, 2015

Issue Date: 2015-10-09. Teaser: One of marketing’s most important roles is generating leads for the sales force, but too often this is done in a vacuum. One of marketing’s most important roles is generating leads for the sales force, but too often this is done in a vacuum. Author: Chris Dent.

Marketing Qualified Lead 120

Marketing Qualified Lead Leads Marketing B2B 120

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? Phillip Twyford, director of sales and marketing for Tico Mail Works, elaborates in this guest post. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Learn more.) I didn’t.

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. We each presented three things you can do to close the year strong. What’s in Your Pipeline? Tibor Shanto .

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Sales and Marketing Management

AUGUST 18, 2017

The surviving members of the band, Bob Weir, Phil Lesh and drummers Mickey Hart and Bill Kreutzmann, continue to play and tour in various iterations, but the July 2015 shows were, according to the band, the last time the core four will all play together. Like other daring visionaries, the Grateful Dead rejected conventional wisdom.

Lead Rank 149

Lead Rank Marketing Strategy Trade Show 149

DiscoverOrg Sales

DECEMBER 4, 2017

What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. “Changing the perspective within your organization is key … it’s not about aligning sales and marketing to each other, but aligning and integrating them both with the customer’s journey.”

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

No More Cold Calling

OCTOBER 6, 2016

In 2015, 43.6 No other sales or marketing strategy comes even close to referral results. Your marketing department does an adequate job of lead generation, but many of the “so-called” leads aren’t qualified. Close rates not high enough (28.2%). And the problem is only getting worse. This year, it was 53.3

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

Sales and Marketing Management

JUNE 22, 2015

Issue Date: 2015-06-22. In marketing, there is a need to focus on six, nine and 12 months out, to build sustainable process and strategy. Here are five ways to build a more streamlined process from marketing into sales. Here are five ways to build a more streamlined process from marketing into sales. read more

Closing 120

Closing Marketing Strategy Prospecting 120

Sales and Marketing Management

NOVEMBER 8, 2015

Issue Date: 2015-11-09. Teaser: Conspicuously absent from most content strategies is the granddaddy of all content marketing – writing a book. Here are four elements to look for to determine if writing a book makes sense in your marketing mix. Author: Tanya Hall. read more

Marketing 120

Marketing Strategy 120

Sales and Marketing Management

APRIL 12, 2015

Issue Date: 2015-04-13. Teaser: Reckoning with mobile’s influence is no easy task, but it’s far from impossible – if you know what to prioritize and which minor adjustments to make to your existing marketing programs. Here are 10 ways you might get started in your mobile marketing efforts. read more'

Marketing 120

Marketing B2B Influencer ACT 120

Sales and Marketing Management

SEPTEMBER 22, 2015

Issue Date: 2015-09-23. Therefore, you must complete extra work that makes you more marketable. Therefore, you must complete extra work that makes you more marketable. Author: Peter Salt. Teaser: Many people flock to universities to complete courses in finance, accounting, business administration and related fields. read more

Marketing 120

Marketing Course Competition Relationals 120

Sales and Marketing Management

APRIL 30, 2015

Issue Date: 2015-05-01. Author: Victoria Godfrey, chief marketing officer, Avention. Outbound marketers need to adjust their tactics if they want to find an open door – or even a crack in the window – to get their messages to prospective customers. read more

Outbound 120

Outbound Data Marketing B2B 120

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. Inbound Marketing. What is your plan to grow and improve your presence in 2015? Is your company’s virtual presence as robust as it is in person? They are having search engines find insight about you.

Trade Show 215

Trade Show Company Engineering Compensation 215

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. In 2015, 43.6 That explains why another study by Amplifinity found that leads generated from referrals convert 4X better than marketing leads. In 2016, it was 53.3

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Score More Sales

AUGUST 28, 2014

We are about to go into 2015 and smart marketers and sellers are positioning for predominantly mobile viewing of their site, offers, and ways to connect. It is an evolution, and now is clearly the time to be thinking about this and planning for Q4 into 2015. The time is NOW to build for the future with your website.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Compensation 214

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. Instead, B2B marketers are turning their attention to key performance indicators that showcase how full-funnel marketing efforts can deliver increased performance. In 2020, that figure was down to 47%.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Pointclear

SEPTEMBER 9, 2015

Well, in an article published by the Georgia Institute of Technology, “Too Many Choices Can Lead to Bad Decisions” (February 2015), researchers found that “The frustration of picking one thing from dozens of options can take over and lead to choice overload.”. 1,876 marketing technology vendors were represented across 43 categories.

Data 100

Data Marketing Decision Maker Vendor 100