SBI Growth

MAY 14, 2020

You Chose to Work With Channel Partners for a Reason. At some point in your company’s evolution, you made the strategic decision to work with channel partners. Maybe these partners had better brand recognition. Perhaps you needed to scale without the.

Scale 344

Scale Channels Marketing Company 344

SBI Growth

DECEMBER 25, 2013

By 2020, the Marketing function in leading companies will be radically reshaped into three organizational "systems" - content, channels, and consumption (data). Multi-channel coverage becomes an opportunity and a challenge area, as CMOs integrate media silos. Download this Marketing Team Capability Assessment to help.

B2B 325

B2B Enterprise Enterprise Analytics 325

SBI Growth

NOVEMBER 15, 2013

Download the complete list of 10 sales competencies required by reps for marketing to be successful. Download the 10 sales rep competency requirements and review them. Selling through the Channel: Let’s face it. The loyalty of most channel partners is dwindling. Brand loyalty is rarely the channel partner’s strong suit.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

SBI Growth

DECEMBER 26, 2012

Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). There has been a proliferation of tools and channels. When they do not add up, this can be painful - in the sense that you have shot your allocated resources on the wrong channels.

Trends 316

Trends Top of Funnel Marketing Eloqua 316

SBI Growth

NOVEMBER 27, 2013

The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Channel Strategy & Sales Goals. Direct sales team and channel partner communications and training complete. Website, social, digital media, postings to sales and channel portals.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

SBI Growth

NOVEMBER 30, 2013

Download the SBI Sales SVP New Year’s Guide here. Specifically: You tend to offer additional incentives to customers or channel partners. You teach customers and channel partners how to wait for quarter/year-end discounts. For a more thorough list of best practices, download the SBI Sales SVP New Year’s Guide.

Policies 303

Policies Incentive Incentives Channels 303

SBI Growth

JANUARY 31, 2013

The CMO world of multiple channels, social media, content marketing, demand generation, and lead development extends the importance of messaging to a much broader scale. To help you, I have created a simple yes or no cheat sheet you can download below. Download the song Message in a Bottle by Sting. Here’s another suggestion.

Buyer Persona 330

Buyer Persona Customer Demand Generation Agencies Scale 330

SBI Growth

MAY 15, 2013

You can download the SM Hiring Decision Guide here. Maybe the team is leveraging channel partners, or inside sales. An SM for a direct model may not need to know Channel Management principles. Download the SM Hiring Decision Guide to see the results. Download the SM Hiring Decision Guide. Next Steps.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

SBI Growth

APRIL 20, 2013

Download this tool for Tips on Tracking Competitive Activity. Social media channels and news sources are great ways to monitor competition. What emerging trends are occurring on their site and/or social channels? 2) Social Listening: The act of monitoring conversations across multiple channels to gain competitor insight.

Social Media 316

Social Media Competition Media Eloqua 316

SBI Growth

JUNE 22, 2013

Download it here. For a deeper dive on all 4 root causes, download the e-book here. However, much of his revenue came from channel partners. There was a deep rift between his Channel VP and his VP of Direct. I reached out to some of my SBI colleagues and they concurred. I’m convinced that all sales leaders should read it.

Cancellation 310

Cancellation Channels CRM Compensation 310

SBI Growth

SEPTEMBER 10, 2013

Download the Sales Process Reinforcement Guide to build your reinforcement plan (signing-up for the research tour is required). When something works what are the channels to disseminate that information? What are the mobile channels that you will use to broadcast success? Failed Sales Process Adoption. Time is of the essence.

Sales Process 282

Sales Process Follow-up Channels Research 282

SBI Growth

APRIL 25, 2019

You have a variety of channels to meet customers along their journey. They are actively downloading information and filling out forms. You know they are reading your emails. They even had conversations with your representatives and are “very satisfied” with.

Customer 229

Customer Channels Meeting Conversion 229

SBI Growth

DECEMBER 27, 2013

You can also download The Competitor Gap Analyzer. Build social channels, listen to conversations and simply know where potential clients consume content. Identifying the right channels to tune into can generate significant revenue lifts. Download The Competitor Gap Analyzer. Have you checked your marketing strategy?

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

SBI Growth

NOVEMBER 21, 2013

You can also download The Sales Playbook Builder. You can also start building your playbook by downloading The Sales Playbook Builder. They create their own opportunities by using unclogged channels such as LinkedIn. There are better ways to avoid the pain of missing the number. Misleading Indicators.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

SBI Growth

JULY 10, 2014

” It includes a downloadable tool to assess your readiness for successful implementation. The downloadable assessment is the place to start. Download the Change Management Readiness checklist. Channel Management Strategy Human Resources Change Management' Making the Number Means Making Change. Next Steps.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

SBI Growth

JUNE 6, 2013

Download the Sales and Marketing Alignment tool to close the gap. Key or Strategic Account (or channel partner) program alignment – resource alignment to potential. Unless you’re currently providing 25% plus in measurable revenue contribution, download this tool. Download the alignment tool and walk through it with sales.

Sales Qualified Lead 308

Sales Qualified Lead Lead Rank Lead Scoring Lead Qualification 308

Zoominfo

JUNE 4, 2018

Also, take a look at the specific posts and channels that garner the most clicks so you can scale your success and serve more content that resonates with your followers. Customer Experience: If you use social media as a customer support channel, the number of followers you accumulate won’t give you any information about how you are doing.

Social Media 234

Social Media Marketing How To Campaigns 234

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. Acquire campaigns focused on new logo acquisition within a specific vertical, channel or region. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. There are many components to a solid marketing plan.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

SBI Growth

FEBRUARY 10, 2013

Channel Partners productivity was higher than last years but well short of their original goal. Download it here. Poor Channel Management program. A new Channel Program can now use the new Lead and Sales Process. Sales Force Win Rate was flat year over year. 90% of their sales came from 5% of their sales team.

Sales Qualified Lead 300

Sales Qualified Lead Compensation Incentive Incentives 300

SBI Growth

DECEMBER 17, 2013

For help, download the Change Communication Creator tool. Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. Download the Change Communication Creator for sample starting points of various message types.

Majestic 302

Majestic How To Channels Territories 302

DiscoverOrg Sales

SEPTEMBER 26, 2017

Subscribe to our YouTube channel. We’re orchestrating a multi-channel plan across sales and marketing that will include outbound email, outbound calls, ad targeting, direct mail, personalized videos, and specialized events. Click here to download DiscoverOrg's ABM playbook. We’re using a simple framework.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

SBI Growth

NOVEMBER 10, 2013

Get started on buyer insights by downloading the Buyer Research Guide. Here are some best practices when developing Social Listening: Cast a wide net – Listen to Company, Competitor, Channel, Contact, and Market. Download the Buyer Research Guide here. And they involve the sales team in the process. Listen for trigger events.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Allego

NOVEMBER 17, 2022

But to get your channel partners working for you, you need to think programmatically. Companies with high-performing channel partner programs know this. But when you need to build a partner channel from scratch—a “greenfield” or undeveloped channel—the challenge can feel overwhelming. Get Internal Teams Onboard.

Channels 105

Channels Scale Account Based Marketing SalesForce 105

SBI Growth

FEBRUARY 6, 2014

What distribution channels will be used? Download the Content Marketing Scorecard now. This list is not comprehensive but is a good springboard. #1: 1: Strategy – what will the overall content strategy be? Some questions to consider: What types of content are needed and who will produce them? Net new leads or subscribers.

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

SBI Growth

MARCH 21, 2013

STEP 10 - CHOOSE YOUR CHANNELS. Choose the channels your target buyer persona frequents. Download the Campaign Planning Checklist and refer to it every time you plan a campaign. House Lists are those names that reside in your CRM. Today’s buyer spends the majority of their time researching solutions online. STEP 11 – MEASURE.

Campaigns 319

Campaigns Lead Rank Lead Scoring Leads 319

DiscoverOrg Sales

MAY 23, 2018

Kill lead generation channels that don’t convert. For others, anyone who downloads an ebook becomes a lead. What about one blog, one webinar, and one ebook download? 4: Kill lead channels with low conversion. Agreement on what a “qualified lead” is. Hyper-focus on marketing-qualified leads. Retarget cold, dead leads.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

Sales and Marketing Management

DECEMBER 6, 2019

With 17% of marketers planning to adopt podcasting into their efforts, podcasts are a rising marketing channel for companies today. While this helps your show catch some additional downloads, it also creates an opportunity to begin A/B testing top website pages with and without an audio component. Podcasts are a prime example. .

ROI 177

ROI Top of Funnel Channels Lead Nurturing 177

SBI Growth

FEBRUARY 5, 2013

You should optimize every offline channel to continue your buyers journey online to declare themselves. You can download them here. Or those who went to Oreo’s website on their mobile, couldn’t miss the Cookie or Creme call to action. This simple call to action gave Oreo more than 30 seconds of engagement. What did we learn?

Lead Rank 325

Lead Rank Lead Scoring Advertising Advertising 325

SBI Growth

FEBRUARY 3, 2013

Supplier, vendors, channel partners. Download the Account Networking Tool. Are they respected thought leaders? Your customer’s competitors. Chances are someone within your customer’s organization has worked for their competitor. Find the link. Explore the partners of your customer. A good partner may be willing to collaborate with you.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

SBI Growth

NOVEMBER 29, 2012

The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Download the Free Persona Ecosystem template by participating in the Make the Number Tour. This should also include partners and resellers if you sell through channel.

Exercises 310

Exercises Lead Rank Lead Scoring Marketing 310

SBI Growth

JULY 11, 2013

Download this tool to rapidly improve your prospecting results. Incorporate Social Prospecting – LinkedIn is not a clogged channel. Managing a relationship or taking orders from existing customers are table-stakes. Opening new doors is a unique and difficult skill. Few are really good at it. Email and the phone are.

Buyer 317

Buyer Prospecting Face-to-face How To 317

SBI Growth

MAY 18, 2013

Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. Is your Go-to-Market Strategy relevant – dated sales channels will frustrate customers. Instead of focusing on an overall turnover percentage, focus on retaining ‘A’ players. Many sales organizations are proud that they have a low turnover metric. Minimize it!

Territories 303

Territories Hiring Quota Sales Leadership 303

SBI Growth

DECEMBER 14, 2012

All they did was shift the channel they moved the service through. Download the 5 metrics CEOs nominated this year. My client ran a series of tests to see if they could respond. The results? They increased win rates by 32%. The same service being sold to the same customer against the same competition. Deploy the Look-to-Book ratio.

Real Estate 314

Real Estate Scale Report Survey 314

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. CRM systems help gain insights by gathering and analyzing behavioral data, which can come from: Customer support tickets Event registrations Meetings attended Product demos received Email open rates Content downloads.

Trends 246

Trends CRM Top of Funnel Marketing 246