The Pipeline

JANUARY 2, 2014

It came out of the impact of the 2008 economic realities and the rise of social media in its sales form, commonly known as social selling. A cute marketing term that elevated the noise created by Sales 2.0, History has taught us that when faced with a challenge you really only have three choices: A. Happy New Year!

Demand Generation Targets 295

Demand Generation Targets Demand Generation Sales Cycle Comparison 295

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Cancellation 282

SBI Growth

OCTOBER 9, 2013

The output is a clear understanding of market potential. Demand Generation efforts are focused on the best prospects and customers. Selling in the Orange requires different methods to get access. Social selling is one method that will bridge the lead gap. Now you know where to focus resources.

Sales Qualified Lead 297

Sales Qualified Lead Demand Generation Targets Demand Generation Margin 297

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Scoring Lead Rank 266

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Implementing the program is the key to marketing success. Avoid Ad Hoc Marketing.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Pointclear

MAY 14, 2013

My guest today is Michael Brenner, Vice President of Marketing and Content Strategy at SAP and Managing Editor for the SAP Business Innovation site. At SAP, Michael’s challenge is to transform social business and content marketing to reduce cost-per-acquisition of new customers. Social Selling & Personal Branding.

Top of Funnel 260

Top of Funnel SAP Cost per Acquisition Customer 260

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Demand Generation. EDGE Selling. March 2008.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

DiscoverOrg Sales

JUNE 8, 2017

By understanding the discipline of sales enablement and how to prioritize tactics based on marketing and sales objectives, companies of all sizes can reap the rewards. Successful sales enablement starts with ensuring marketing and sales are aligned , which isn’t always easy, but pays its dividends many times over.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

SBI Growth

AUGUST 26, 2013

Sales leaders recognize that marketing has a role. The purpose of this article is for Marketing leaders to; 1. Marketing dollars spent with agencies are multitudes greater than what a sales leader typically spends with 3 rd parties. The sales leader has difficulty seeing the marketing spend as prudent.

Demand Generation Agencies 306

Demand Generation Agencies Advertising Advertising Top of Funnel 306

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

JULY 1, 2013

1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. Here are a few examples of these types of projects: Building demand generation campaigns. Generating a custom sales process to stay up to speed with the massive changes in the buyer’s journey.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

The Pipeline

JULY 19, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , EDGE Selling , Impact Questions , Interactive Selling , Proactive , Proactivity , Sales 2.0 , Sales Strategy , Sales Success , Social Selling , Social media , execution. Social Selling. Demand Generation. EDGE Selling.

Pipeline 267

Pipeline Demand Generation Agencies SCM Lead Scoring 267

The Pipeline

APRIL 15, 2011

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. March 2008. February 2008.

Manticore 217

Manticore Pipeline Marketing Lead Scoring 217

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

JANUARY 28, 2012

Socially Kosher? Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Sales 2.0 , Social Buying , Social Selling , Tibor Shanto. Demand Generation. EDGE Selling. Gap Selling.

Pipeline 215

Pipeline Social Media Cold Calling Compensation 215

The Pipeline

MAY 23, 2011

LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Stored in Attitude , Business Acumen , Sales 2.0 , Sales Leadership , Sales eXchange , Social Selling , Social media , execution. What happens when social-ism meets capital-ism? Demand Generation. EDGE Selling. Gap Selling.

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. The Pipeline Guest Post – Craig Rosenberg.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Guest Post.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

DECEMBER 7, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 240

Pipeline Lead Scoring Lead Rank Cold Calling 240

The Pipeline

NOVEMBER 16, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JULY 25, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

JUNE 15, 2011

For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. This has become much more the case since the introduction of the marketing term Sales 2.0. Demand Generation. EDGE Selling. Gap Selling. Interactive Selling.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Compensation 241

The Pipeline

MARCH 9, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. For some reason the blogger was surprised at this, mentioning how IBM is leveraging social selling. EDGE Selling.

Pipeline 226

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

The Pipeline

AUGUST 10, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

MARCH 16, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

The Pipeline

NOVEMBER 23, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

FEBRUARY 8, 2012

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

AUGUST 5, 2011

Lauren Carlson is a write and market analyst out of Austin, Texas. Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

AUGUST 24, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. Demand Generation. EDGE Selling. Gap Selling.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. We’re not selling in a vacuum. 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.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

JUNE 8, 2011

Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media. Social Selling. When Sales Met Marketing. Zone Based Selling. Community Marketing Blog. Sales and Marketing Loudmouth. Selling to Consumers. Book Notice.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224

The Pipeline

AUGUST 22, 2011

There are still too many reps I speak to who can’t articulate specifics, and rely too much on general elements, or pre-fab facts provided by their managers, the “old timers” or marketing. Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying. Social media.

Pipeline 255

Pipeline Cold Calling Hiring Top of Funnel 255

The Pipeline

FEBRUARY 24, 2012

Some of the “propositions” developed by someone in marketing who base the “value” on “primary” and “secondary” research sources, rather than being based on conversation with live clients. Demand Generation. EDGE Selling. Gap Selling. Interactive Selling. Social Buying.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240