SBI Growth

JANUARY 10, 2014

You just got your new quota and it’s gone up. Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

AUGUST 22, 2012

In fact, sales leaders are tired of hearing about traffic stats when all they care about is if any of it is generating leads for the sales force. Guide your team to build reports to measure the effectiveness of your Content Marketing and Demand Generation campaigns at driving leads. Why do you care?

ROI 306

ROI Omniture Data Demand Generation Targets 306

SBI Growth

DECEMBER 2, 2013

It’s now up to 45 months. In this post we’ll focus on the B2B Demand Generation (DG) plan. Download the 2014 B2B Demand Generation Planning template here to get started. Download the 2014 B2B Demand Generation Planning template here to get started. B2B Demand Generation – Building a Base Plan.

Demand Generation Targets 310

Demand Generation Targets Demand Generation Marketing Buyer Persona 310

SBI Growth

DECEMBER 17, 2012

Acquiring new customers is a marathon event made up of quarterly sprints. Strong demand generation effort is required throughout the year to maintain a steady flow of leads to the sales field. The Marketing Implementation Assessment Tool provides the following benefits: Maximize Feasibility of Success.

Lead Rank 326

Lead Rank Lead Scoring Cost per Lead Marketing 326

SBI Growth

DECEMBER 12, 2012

Save yourself time now (and your job) by standing up an Internal Content Marketing Agency team. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. The clients we have helped stand up Internal Content Marketing Agencies have told us, “ Content Marketing is now our best Sales Rep.”

Demand Generation Agencies 333

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 333

SBI Growth

JUNE 4, 2013

For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. Why does everyone evaluate sales comp at the end of Q4? Sales Process/Sales Training. Compensation Planning.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation Targets 308

SBI Growth

NOVEMBER 26, 2013

It’s one thing to plan a strategic sales shift. As a Sales Operations leader, it is your responsibility devise the execution roadmap. Here’s how it worked for an IT manufacturing sales organization. The SVP charged his Sales Ops Director, Doug, with drawing up strategic options. Demand generation.

Demand Generation Targets 282

Demand Generation Targets Demand Generation Sales Operations Analysis 282

SBI Growth

DECEMBER 24, 2012

Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Without researching how customers make a purchase decision, your sales force could be misaligned. Too Much Love for the Legacy Sales Organization. Bad decision.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

SBI Growth

JANUARY 17, 2013

Engaging with these enhancements will drive Demand Generation. Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks. This gets your sales reps more connected to potential prospects.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

SBI Growth

NOVEMBER 23, 2013

It’s been two years since The Challenger Sale was published. Since this publishing, many B2B sales organizations have embraced this methodology. Since this publishing, many B2B sales organizations have embraced this methodology. The thesis of The Challenger Sale is sound. Most sales reps don’t have “Challenger” DNA.

Sales Methodology 308

Sales Methodology Demand Generation Targets Demand Generation Face-to-face 308

SBI Growth

MARCH 4, 2013

Plagued by Sales Rep turnover? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Here’s a sales rep turnover example. These also relate to Sales Rep turnover. Sales success is 50% talent and 50% performance conditions. Your Company.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

SBI Growth

NOVEMBER 7, 2013

This caused mass confusion, frustration and demotivation on your sales team. Sales leaders want to start strong in the first quarter. Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. This guide will help you: Understand what it takes to make up the gap. How will you stimulate demand?

Quota 296

Quota Demand Generation Targets Demand Generation Negotiation 296

DiscoverOrg Sales

MAY 30, 2018

Sales and marketing event season just ended. But I’m doing the job of demand generation, AND customer marketing, AND product marketing, AND the sales development team … with a bare minimum of tools to make that all happen!”. Account-Based Marketing orchestration – sure, that sounds great,” you may think.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Targets Demand Generation 270

SBI Growth

OCTOBER 24, 2012

Forward this post to your team and sign-up for the Q3 Tour to receive a copy of the Integrated ProForma Excel template. This is the practice of looking at closed deals and then matching the wins up with marketing campaign activity and attributing marketing contribution to the win. That does happen. It doesn't pass the smell test.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

SBI Growth

NOVEMBER 11, 2012

B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. Reduced overall sales cycles. If you haven’t yet implemented Content Marketing into your B2B marketing team, you can catch up. Follow @vinkoe. No worries.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

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

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. An LDR is not a sales rep either.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

MAY 1, 2013

She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support. They are looking for help generating qualified leads. At this point sales sees no value in marketing and why would they? Currently no leads provided to sales.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation Targets 296

SBI Growth

APRIL 26, 2013

The answer that followed wasn’t so crisp. They rely less and less on a sales rep for information. Marketing not only has to stimulate demand, it has to nurture buyers until they are ready to engage with a rep. Using follow-up techniques to probe deeper. And share this data with the sales team.

Customer 316

Customer Buyer Persona Survey Demand Generation Targets 316

SBI Growth

FEBRUARY 5, 2013

If you don’t, lead generation efforts will hit road blocks. Your credibility with the sales leader will quickly dwindle. The following examples point to best practices in leveraging mobile interaction. Throughout the night, you could view an easy to follow timeline of the chase with optimized mobile videos of the commercials.

Lead Rank 325

Lead Rank Lead Scoring Advertising Advertising 325

SBI Growth

DECEMBER 30, 2012

I built credibility with the sales team ? I am tracking the most important success metrics for lead generation ? I embraced an A/B testing culture in demand generation campaigns ? You’re on your way to marketing success and have the chance to set yourself up for a great year. Follow @SearchMaster.

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

SBI Growth

APRIL 29, 2013

The SVP of Sales needs more new business. Marketing has plans to help with better Demand Generation and Lead Management. But the Sales Leader can’t wait. We are currently talking with dozens of large company Sales SVPs and CSOs. To this end, sales leaders have reached across the aisle and engaged Marketing.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. In many cases the CMO inherits a transitional marketing team not set-up to drive revenue. The path to success for year a B2B CMO’s year one includes: Generate quick wins to build momentum.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

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

SBI Growth

SEPTEMBER 18, 2012

As next year’s new plans take shape, the VP of Sales will be leaning on CMO's for more leads. What channel of Demand Generation can yield the highest return and sustained success? Knowing how you are performing and setting yourself up for success is best started with measuring the KPI’s below. Follow @SearchMaster.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

SBI Growth

FEBRUARY 19, 2013

Will fixing a sales problem accelerate your path to promotion? This tool will expose you to the 6 biggest problems sales leaders face. 4 in 5 SVP of Sales jobs become available because the number was missed. They want somebody who can fix sales problems. You see it everywhere in the sales force. Action For You.

Promotion 310

Promotion Demand Generation Targets Demand Generation Intent 310

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 1) Sales / Marketing Budget Spend Shifts.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

SEPTEMBER 4, 2013

Maybe the internal marketing structure failed to evolve with the customer demands. Like many marketing organizations, the sales organization doesn’t give you the time of day. Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it. Sign up here. Why would they? Background.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

SBI Growth

FEBRUARY 18, 2013

The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. Just when we thought, we have caught up, out comes new technology and processes destined to change buyers forever. Buyer personas can be a big help in aligning marketing and sales around a launch. Follow @TonyZambito.

Buyer Persona 312

Buyer Persona Buyer Lead Nurturing Lead Rank 312

The Pipeline

AUGUST 5, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Mobile Apps for the Mobile Sales Force. Stored in CRM , Communication , Guest Post , Review , Sales 2.0 , Sales Success , Sales Tool , Sell Better , execution. One profession that stands to benefit most from these apps is sales.

Pipeline 275

Pipeline Hiring Travel Twitter 275

Zoominfo

DECEMBER 2, 2019

If you’re at a small company or startup, you probably are impressed by the highly sophisticated and advanced techniques that your peers at large companies use for building sales lead pipeline. The example also touches opportunity data – a newly hired CTO – which indicate favorable conditions, and the right time for sales outreach.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

SBI Growth

OCTOBER 28, 2013

How do I enable the sales force to sell the new product or solutions? How am I going to generate enough new leads to support 30% of the sales number? How am I going to generate content for the new product or solutions throughout the buying process? It’s critical to show growth up to the IPO as well as continuing after.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

The Pipeline

MARCH 5, 2012

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s We Don’t Need No Stinkin’ Sales Process! Sales eXchange – 139. And so it is with sales, the very reason you want to have a process is to free you up to deal with the unexpected, and there is plenty of that in B2B selling.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

SBI Growth

DECEMBER 21, 2022

If you have been following SBI’s Missed Your Number series, we’ve made recommendations on immediate actions sales leaders can take to get back on your growth track. In market-leading organizations, Sales teams are supported through a strategic cross-functional interlock with the marketing team.

Demand Generation Targets 156

Demand Generation Targets Demand Generation Marketing Maximizer 156

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Take the time to educate your team by participating: Limited Time No-Cost Sign-up Here.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Targets Demand Generation 267

Zoominfo

AUGUST 4, 2020

You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. A MQL is the foundation of processes within a marketing funnel — namely, an inflection point of engagement met that drives expectations for sales intervention.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

The Pipeline

OCTOBER 3, 2011

Sign up for our Email Newsletter. The Pipeline Renbor Sales Solutions Inc.s Customer Hot Potato – Sales eXchange – 117. Stored in Attitude , Business Acumen , Communication , Customer Care , Proactive , Sales eXchange , execution. Sales eXchange. A Random Walk Up Sales Street. Demand Generation.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227