SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. 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. One way they do this is through actionable buyer intelligence. Buyer Personas.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

APRIL 27, 2013

This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. Most sales forces, however, have failed to adapt – especially at the Rep level.

Buyer Persona 335

Buyer Persona Networking LinkedIn Trends 335

Pipeliner

NOVEMBER 13, 2024

In today’s fast-paced business world, sales and marketing teams need to align to drive revenue. This article examines the importance of aligning sales and marketing , the challenges that hinder this alignment, and strategies to foster a more collaborative, effective partnership. However, their methods and priorities often differ.

Buyer Persona 105

Buyer Persona Marketing Marketing Qualified Lead Lead Rank 105

Sales Hacker

MARCH 25, 2021

Newsflash: buyer personas are useless. First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale? Or any of the other buyer personas you so carefully put together? Now that we’ve got your attention, we can come clean: buyer personas aren’t really useless.

Buyer Persona 131

Buyer Persona Top of Funnel Buyer Outsourcing Services 131

SBI Growth

NOVEMBER 19, 2013

Sales reps want solid materials to support them in sales campaigns. Having the right content enables the sales rep to have the best chance to make a sale. It starts with the Marketing departments buyer centered marketing strategy. Ultimately the content will pull the buyer through their buying process.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

SBI Growth

JANUARY 18, 2014

Sales people quit when they lose confidence. This is the group that keeps sales leaders up at night. As the head of sales you need to retain them and improve their performance. As the head of sales you need to retain them and improve their performance. The problem is that sales people are losing confidence.

Buyer Persona 303

Buyer Persona Referrals Ideal Customer Profile Buyer 303

SBI Growth

APRIL 25, 2013

We often see sales professionals with massive LinkedIn, Twitter and Google+ accounts. There is no doubt LinkedIn is a powerful tool for professional networks. As a result, building your real network will undoubtedly have a positive effect on your sales performance. For example, your contacts might be: Buyers. Influencers.

Networking 326

Networking LinkedIn Buyer Persona Influencer 326

SBI Growth

MAY 5, 2013

Kathy was going to pay more attention to the formal management of leads between sales and marketing. The rest of our conversation discussed the top insights most notable for B2b marketers supporting sales organizations. Below I will summarize what was discussed and offer a free tool kit here. Top Insights. per customer.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. Is one of your buyer personas a CEO?

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Yet most organizations struggle to generate truly sales-ready leads. Step #2 – Build Buyer Personas. So the next critical step is building Buyer Personas. Do the buyer research and build all the applicable buyer personas.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

SBI Growth

SEPTEMBER 21, 2013

In this post we will discuss why sales opportunities go dark. Nothing is more frustrating for a sales person. Sales leaders have to provide clarity so their seller can advance the opportunity. The number one reason opportunities go dark is lack of alignment between buyer and seller. Your bonus is on the line.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

SBI Growth

NOVEMBER 14, 2013

As a Sales Leader you''ll ask, “How can I make this number?” This article will help you make quota one sales call at a time. W e are going to discuss a simple sales call preparation technique. Sales Leaders that implement it will get better results. And if they aren’t good a hitting curves, sales calls go sideways fast.

Buyer Persona 319

Buyer Persona Quota Buyer Follow-up 319

SBI Growth

MARCH 21, 2013

Generating New Sales Leads – Move leads through early stages of buyer’s journey, nurturing them until sales-ready. Educating Buyers – Commercial Insight that educates buyers on issues your firm is uniquely positioned to solve. STEP 2 - PICK THE TARGET BUYER PERSONA. STEP 12 – ENABLE THE SALES TEAM.

Campaigns 319

Campaigns Lead Rank Lead Scoring Marketing Qualified Lead 319

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

MARCH 5, 2018

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Consider these statistics ( source ): Only 8% of companies have strong alignment between sales and marketing.

Lead Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

SBI Growth

DECEMBER 20, 2013

Sales Leaders have experienced a lot change in the past 10 years. Download the tool to learn how to implement each and enable your sales team. Top 10 Sales Innovations. The Tablet: Do you provide content that addresses your buyer’s market problems? Or is your buyer reading someone else’s content on their tablet?

Hiring 314

Hiring Marketing Scale Buyer Persona 314

SBI Growth

JANUARY 26, 2014

Sales or marketing challenges exist in every organization. Sales performance may be suffering. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.). The Wrong Way To Improve.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting?

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

SBI Growth

MARCH 7, 2013

There have been many sales methodologies focused on uncovering needs. It must be appeased to win the sale. Sales Leaders frequently look for logical evidence to determine if their rep will win the deal. So how can you create alignment between your story and the buyer’s emotions? The Ultimate Sales Success Story.

Competition 319

Competition Buyer Persona Campaigns Face-to-face 319

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process. And you wonder why the sales team is a reluctant participant in the new initiatives. So What’s the Solution?

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI Growth

OCTOBER 12, 2013

Has your Sales Ops planning kept up with the new realities? By doing so, you''ll also get the Sales Ops Planning Evolution Guide. Self-Directed Buyers are the New Reality. The average B2B buyer is 57% done with their purchase decision before sales engages. How will Sales Ops support sales in adapting to keep pace?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. What Top Performers Need.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

DECEMBER 16, 2013

Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes. Sit down with your sales counterpart and talk through each other’s 2014 goals. Lead Management – Someone who form-fills isn’t a sales-ready lead. Make sure they align. TECHNOLOGY.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

SBI Growth

JULY 31, 2013

As a sales leader, you know the importance of field execution. A big part of execution is how the team uses the sales process. You are asking yourself, “ Is Our Sales Process Good Enough? ”. During the research for this VP of Sales event , over 5000 sales leaders shared their biggest obstacles. Your Buyer.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

Zoominfo

JUNE 26, 2020

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Measurements of Success: Tracking success with agreed metrics (between sales and marketing) steers the course for current and future marketing strategies. Find Your Buyer Personas. Align Sales and Marketing.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

SBI Growth

APRIL 4, 2018

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

Buyer Persona 189

Buyer Persona Study Buyer B2B 189

SBI Growth

JULY 5, 2013

The VP of Sales realizes this but won’t act. If your organization has done buyer persona work, bucketing by persona is effective. Now, buyers are announcing their goals, objectives and experience for the world to see. LinkedIn has made many probing/discovering tools ancient artifacts.

Sales Qualified Lead 308

Sales Qualified Lead Top of Funnel Marketing Qualified Lead Leads 308

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. The new buyer isn’t hanging out at trade shows.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. There are multiple reasons why Sales Ops needs your attention now. Sales, marketing, IT, strategy, operations and customer service. Opportunity is ripe.

Company 296

Company Hiring Buyer Persona Maximizer 296

SBI Growth

SEPTEMBER 26, 2013

These tips represent best practices from leading Sales & Marketing organizations. This will allow you to review SBI’s Annual Sales & Marketing Research. You will get access to more guides, templates and tools to help your lead generation efforts. Invest in lead development reps before filling sales rep positions.

Ideal Customer Profile 327

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Leads 327

SBI Growth

OCTOBER 26, 2013

These meetings are net new sales opportunities you wouldn’t have otherwise had. This drives an increased number of qualified buyers of your product into the funnel. Worse, your sales teams’ newly updated LinkedIn profiles attract recruiters. Many of your sales rep''s profiles probably look like this. Your team sells more.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

SBI Growth

OCTOBER 30, 2012

Because ‘doers’ are willing to roll up their sleeves and work with sales to hit the number. Rather than focus on working with sales to drive revenue, they got caught up chasing shiny objects. The sales team lost confidence in their ability to fill the funnel. The ‘doer’ is concerned about sales results.

Lead Rank 331

Lead Rank Lead Scoring Hiring Marketing Qualified Lead 331

SBI Growth

MAY 13, 2013

Fix your sales problem in 5 easy steps – sounds great, doesn’t it? One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. As a sales rep, you have a variety of tools in your bag. ‘A’

Objections 306

Objections Customer Revelation Buyer Persona 306

SBI Growth

APRIL 8, 2013

Researching – This person has overall responsibility for buyer research. You need someone well versed in Buyer Personas and Buying Process Maps. Their goal is to know what resonates with buyers: Blog posts, webinars, white papers, etc. You can now track leads through the entire marketing & sales funnel.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Buyer personas. Sound good? Share industry scoops.

Buyer Persona 214

Buyer Persona Marketing Collateral Scale 214

Pipeliner

JANUARY 29, 2025

Sales Perspective and Targeting Leveraging Data for Targeted Advertising From a sales perspective, geofencing offers significant advantages. The ability to target specific buyer personas allows businesses to reach the right customers effectively. Targeted Advertising : Leverages data to reach specific buyer personas.

Video 95

Video Advertising Advertising Marketing 95

SBI Growth

NOVEMBER 2, 2013

That this is how the new buyer wants to buy before talking to our sales reps. Internal writing will produce quality content the sales rep needs to sell when they are not present. Not only will you receive access to this great tool for free, you will get: Unlimited access to sales & marketing tools used by top organization.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312