SBI Growth

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. World-class companies are adopting new content marketing processes. Is your product manager creating content the same way they did back in the 80’s. Content Marketing is in the process of a major transformation. Demand Generation campaigns.

Campaigns 300

Campaigns How To Energy Demand Generation 300

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. B2B Lead Generation Sources.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. They stepped back, reformulated their action plan and then marched forward as if nothing had changed.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

Zoominfo

AUGUST 27, 2024

This is the value of marketing account intelligence software. By leveraging the power of data and advanced analytics, marketers are able to develop targeted lists of accounts that perfectly align with their ideal customer profiles. This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

SBI Growth

SEPTEMBER 16, 2012

Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important. Sales and Marketing Teamwork = Success. Perhaps you need to look no further than your marketing compatriot.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

The Pipeline

AUGUST 5, 2011

It allows you to make contact notes, set reminders to follow up, and track phone calls and meetings. Everything can sync back to your calendar and/or email to help keep you organized. Because Soonr operates in the cloud, any changes made from your mobile device are automatically saved and synced back to your desktop. Guest Post.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in. Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Cold calling. Book Notice.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

AUGUST 10, 2011

A few weeks back, I was working with the folks at NetProspex to come up with a way to help clients improve their sales success. Cold calling. Demand Generation. When Sales Met Marketing. B2B Lead Generation Blog. Cold Calling Now. Community Marketing Blog. Sales and Marketing Loudmouth.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

MAY 20, 2011

You’ve got to be able to satisfy his need to be in control – yet be able to quickly and politely take him back to check his assumptions and thinking. Ian Brodie is a Marketing Speaker and Coach who helps consultants, coaches and other professionals attract and win more clients. Small Business Sales and Marketing Magic.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Pipeline

MARCH 18, 2011

There are a dozen sales tasks we put off because they are scary – calling back decision-makers or prospecting for the right point-of-contact at our optimal contact. And that’s holding us back and making us losers. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? Cold calling.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. Cold calling. Demand Generation. When Sales Met Marketing. B2B Lead Generation Blog.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

FEBRUARY 24, 2012

We have all seen this game being played, and as with casino roulette, few win big, but they do regularly win enough to keep them coming back again and again. Cold calling. Demand Generation. When Sales Met Marketing. B2B Lead Generation Blog. Cold Calling Now. Community Marketing Blog.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

Zoominfo

JUNE 6, 2019

So, whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of B2B sales prospecting. Although buyer personas are typically considered marketing territory, they’re also critical to the sales prospecting process. How many cold calls should reps make a day?

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

The Pipeline

JANUARY 27, 2012

A few weeks back I gave you permission to go ahead and sell on price , so long as specific conditions were met and adhered to. You cover everything and gain agreement on key elements, leaving the price for last, you present the numbers, with confidence, and the buyer pushes back, now what? Cold calling. Demand Generation.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

The Pipeline

OCTOBER 3, 2011

I recently called them to complain about consistent outages and slow service, something others in my area have also complained about. Throughout the call their rep kept apologising, I don’t know why, being sorry won’t resolve the issue, and I doubt that she personally came to my house and disconnected or throttled the service.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

JULY 4, 2011

3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. 1. Know whom you are calling! First, just by asking for the right person by name, shows that you have invested a minimal amount time and effort in advance of the call.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

MAY 13, 2011

Tibor called me a week later and asked if I believe the role of the salesperson is diminished. What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. Don’t hold it back, give it away. Those are as much for sales as they are for marketing. That is how you build trust.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

OCTOBER 10, 2011

Of course there are times when the buyer doesn’t agree; you can test, back track, reposition things, or do any number of things that can help you reposition, retest your next step, or even your Plan B. Cold calling. Demand Generation. When Sales Met Marketing. B2B Lead Generation Blog. Book Notice.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

DiscoverOrg Sales

FEBRUARY 21, 2018

Members of DiscoverOrg’s sales and marketing teams attend about 30 events per year. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

DiscoverOrg Sales

APRIL 23, 2019

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What Is Lead Generation? Lead generation is by and large a more focused effort toward familiarizing potential customers with a company’s value proposition with the end goal being conversion. What is a Lead? Pretty simple, right?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

The Pipeline

JANUARY 11, 2012

However, is it a blank slate, has the clock rolled back to the start, allowing you to start things a new, or did we just cross a marker in a continuing trek forward? Cold calling. Demand Generation. When Sales Met Marketing. B2B Lead Generation Blog. Cold Calling Now. Community Marketing Blog.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

FEBRUARY 6, 2012

However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. Buyers have greater respect for a rep that will them they need to look into it and get back, than one with all the answers, including the wrong one. Cold calling. Demand Generation. Book Notice.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

OCTOBER 7, 2011

At the end of a lunch and learn, he said the following: “ The market and the customers you want are out there, ” he pointed out the window, “ which means anyone you see sitting here, ” he pointed to the bullpen outside the boardroom glass, “ doesn’t know what is really going on out there! Cold calling.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

MARCH 5, 2012

The opposite is also true when the pattern unfolding is that of a sale you are not likely to win, then you need adjust, even deviate from the process to ensure that you can get things back on track. Cold calling. Demand Generation. When Sales Met Marketing. B2B Lead Generation Blog. Cold Calling Now.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

OCTOBER 5, 2011

Is Cold Calling Dead? Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. I keep hearing cold calling is dead, yet I see people winning a lot of clients through cold calling, and without a lot of other sales people getting in the way.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

Zoominfo

JUNE 8, 2020

There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing. And in most cases, these capabilities are not going to go back into hibernation when the COVID-19 crisis is over. Marketing emails are up. What about just pure marketing emails?

Outbound 195

Outbound Company Webinar Metrics Demand Generation 195

Zoominfo

NOVEMBER 8, 2021

You know what’s a colossal marketing mistake? While every new marketing venture requires due diligence, the nuances of international communications are often overlooked when marketers try to gain traction in a new region. You can’t simply “copy and paste” your marketing efforts from the U.S. into another market.

Demand Generation Agencies 130

Demand Generation Agencies Webinar Metrics Lead Rank Marketing Qualified Lead 130

The Pipeline

JANUARY 16, 2012

For that fact neither you or I are that different when looked at specifically from a sales standpoint, what you might sell can be a little different from the alternatives, but studies have shown that most products in the market place share many of the same features and attributes. Cold calling. Demand Generation.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

MARCH 18, 2013

I’ll be the first to admit change is hard, especially for business buyers who have their handful, trying to make headway in a competitive market. Well take a minute, step back and look around you and study what it takes for people to make critical changes in key their lives. How much effort does it take?

Sage 274

Sage Penetration Buyer Referrals 274

The Pipeline

SEPTEMBER 9, 2011

Bridging the Massive Social Media Gap Between Sales and Marketing ) Apparently, only 11% of companies in the report they were discussing had a formal approach, while at the same time 82% of the companies had a formalized approach for their marketing teams. Cold calling. Demand Generation. When Sales Met Marketing.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Partners in Excellence

JULY 2, 2019

Recently, someone made a comment saying, “It’s interesting to see cold calling coming back into style… ” The comment startled me, and I can see where the speaker was coming from, but I couldn’t have disagreed more. The reality is cold calling has never gone out of style. Cold calling is important.

Cold Calling 127

Cold Calling Demand Generation Demand Generation Targets Call-back 127

The Pipeline

DECEMBER 16, 2011

However, in reality, once they are back at the “front-line”, the day to day pressures of hitting quota, etc. Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development. Cold calling. Demand Generation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

AUGUST 12, 2011

.” Sarah, a sales representative who worked for me, plopped down in my office to relate a frustrating phone call she had just concluded with one of our customers, Darren. The experience had left her drained, and she needed to update me, in case Darren decided to take the conversation up a notch and call me. Cold calling.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

Sales and Marketing Management

FEBRUARY 20, 2020

Author: TJ Macke Sales and marketing are competitions. If you’re selling to refrigerator repair technicians, then your SDRs shouldn’t cold call. Your buyers are out working on heavy appliances eight hours a day; they don’t have time to answer calls from numbers they don’t recognize. Organize your SDRs’ creativity.

Sales Qualified Lead 149

Sales Qualified Lead Cold Calling Scale Top of Funnel 149

The Pipeline

OCTOBER 17, 2011

The key challenge continues to be sifting through the initial volume of resumes, which puts the focus back on HR, who like good sales people, need to look past their biases and focus on the need of their customer, the sales manager. Cold calling. Demand Generation. When Sales Met Marketing. Cold Calling Now.

Pipeline 220

Pipeline Hiring Exercises Twitter 220