Score More Sales

DECEMBER 3, 2012

This is something we work on routinely with technology and distribution companies for inside and outside sales teams – don’t hesitate to ask us if you have a question or two. For a growing company, this can be such a great week to reach people by phone and get things done.

Territories 220

Territories Distribution Outbound Outside Sales 220

The Pipeline

MAY 5, 2014

In the process you will also learn about how that decision maker views the individuals on his/her team, and gain insight into power and influence distribution. At the same time, many leaders are looking for consensus support for their choice, with many products looking all too similar the team’s input could swing it your way.

Decision Maker 267

Decision Maker Distribution Call-back Referrals 267

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. ABM software tools tend to have similar capabilities and characteristics.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Hubspot Sales

SEPTEMBER 9, 2024

Segmentation by persona, industry, and competitive intelligence can help marketing teams better plan the marketing assets they produce, who they distribute them to, and when in their content calendar. Better Marketing Campaign Personalization Another benefit of a lead list is that it simplifies the campaign personalization process.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Score More Sales

FEBRUARY 27, 2013

Here are the top 4 ways you, a busy professional in a B2B services or Saas or other technology, distribution, or financial services company can get started on Twitter for business growth: 1. Listen and Learn. 2. Become an Influencer in Your Industry Niche. This goes hand-in-hand with creating blog content 4 times a week.

Twitter 232

Twitter Prospecting Strategy Promotion 232

Score More Sales

MAY 23, 2012

How to deal with all the many channels of communication and distribution. Kline also mentioned the power of “earned influence” in the social marketplace – which a company cannot buy, no matter how large. How shifting demographics demand shifting strategies. You can download IBM’s Global CMO Study. There is no more mass marketing.

Loyalty 201

Loyalty Retail Customer Lead Scoring 201

Zoominfo

JUNE 30, 2019

The ultimate goal of the PADCC was to curate a database of 1,000 influencers who would then steer the conversation surrounding the Philips brand. Ultimately, the project generated close to 3,000 influencers who Philips then categorized and analyzed based on their level of engagement with the brand.

Examples 208

Examples B2B Marketing Inbound 208

Sales and Marketing Management

MAY 2, 2018

Author: Ric Neeley Over $7 trillion in products are sold through wholesale distribution channels in the U.S. Distribution channel partners are vital for most companies to get their goods and services to market. Distributors can wield enormous power carrying thousands of products and generating billions of dollars in annual sales.

Incentives 174

Incentives Incentive Channels Distribution 174

Score More Sales

DECEMBER 16, 2013

If I say that I help sellers and their managers on the front lines of mid-sized technology and distribution companies with sales strategies and top tactics, you either know someone in that situation or you don’t. When I say I help people sell and grow revenues, no one is referring me because it is vague and unclear who I do my best work with.

Lead Scoring 256

Lead Scoring Lead Rank Ideal Customer Profile LinkedIn 256

SBI Growth

AUGUST 26, 2012

Content marketing is a marketing technique of creating and distributing relevant and valuable content to attract, acquire, and engage a clearly defined and understood target audience - with the objective of driving profitable customer action.

Lead Scoring 306

Lead Scoring Lead Rank Marketing Qualified Lead Leads 306

Zoominfo

AUGUST 19, 2018

The right candidate will use their social strategy to drive leads—organic and paid—through content distribution, brand recognition, and paid advertising programs. A social media manager will know what measurements are important to your team, the best methods for obtaining them and how they influence your bottom line.

Hiring 174

Hiring Social Media Media Distribution 174

Score More Sales

AUGUST 19, 2013

Typically, as more leads come in, they get distributed around the inside sales team and everyone is trained on responding as quickly and professionally as possible. It is a good place to start, since a buyer already looking has a number of specific questions you’ll need to have answers for right away.

Inbound 201

Inbound Outbound Inside Sales Lead Scoring 201

Score More Sales

DECEMBER 11, 2012

Since everyone is selling in one way or another at your company – influencing others, conveying ideas, and doing actual selling- it couldn’t be more important now for you to think of how to create an environment that makes best use of everyone’s time. Regular meetings will have an agenda, distributed in advance.

Meeting 217

Meeting Salary Call-back Distribution 217

Distribution Pricing Journal

JUNE 6, 2024

These forces are driving changes in the distribution industry as a whole, but are even more disruptive when it comes to how distributors price. Pricing in distribution is undergoing yet another moment of evolution. Value is the biggest driver of competitive advantage in distribution and allows a company to set more favorable pricing.

Distribution 52

Distribution Margin Lead Rank Trends 52

Hubspot Sales

JULY 5, 2018

Prospect: “Great, how many distribution centers do you have in the region?”. Furthermore, you’ll avoid rambling -- which tends to lessen your charisma. Here’s an example of this tactic: Prospect: “ Do you service the Midwest?”. Rep: “Yes.”. Rep: “Three.”. One of my customers … ”. Storytelling and charisma go hand-in-hand.

Influencer 111

Influencer Hiring Case Study Buyer 111

Score More Sales

NOVEMBER 11, 2013

We are working with 3 of your industry counterparts in packaging distribution on some interesting projects and more ideas for 2014. If you get a chance, it would be great to speak with you. My number is xxxx. . NEW voice mail message: Hi, John. Lori from Score More Sales calling.

Inside Sales 221

Inside Sales Lead Scoring Lead Rank Call-back 221

Score More Sales

JULY 8, 2013

Those who follow the blog may have seen mention that I have worked with and for 21 sales managers during my corporate selling career – at a number of technology, distribution, and financial services companies as an inside sales rep or outside rep. I have also managed sales teams. Share and they help others.

Inside Sales 218

Inside Sales Lead Scoring Lead Rank Distribution 218

Zoominfo

SEPTEMBER 6, 2018

Or, curate and distribute content speakers created in the past. Email marketing: Develop a thorough email marketing program designed to distribute content and drive registrants. Influencer marketing: Leverage your speakers as you would conduct an influencer marketing campaign.

B2B 199

B2B Strategy Social Media Promotion 199

Sales Gravy

APRIL 16, 2025

Why Pull-Through in Channel Sales Matters When you sell through distribution, you lose a lot of direct control. Even if theyre not the final decision-maker, they can heavily influence whether your premium line or a cheaper knockoff is chosen. Collaborate with contractors. Collaborate with contractors.

Channels 56

Channels Engineering Gatekeeper Decision Maker 56

Zoominfo

MAY 28, 2018

As a result, SEO is also complex and multifaceted—there are a variety of technical and content-related factors that influence Google’s perception of your website. Using this hunch, the retailer designs and distributes a map depicting the most popular fitness equipment in each state.

B2B 194

B2B Strategy Lead Scoring Lead Rank 194

Cincom Smart Selling

APRIL 10, 2025

Channel sales strategy allows organizations to leverage third-party sellers to sell or distribute their products and services. Here we have listed the most common types of channel sales partners: Affiliate – Affiliates, such as bloggers and influencers promote a product or a service to boost sales and receive a commission in return.

Channels 48

Channels Strategy Retail Distribution 48

Distribution Pricing Journal

OCTOBER 19, 2023

has joined the editorial board of The Distribution Pricing Journal. He has a unique perspective on the power of data in the distribution industry having served many roles in his career from sales rep to corporate leader to profit consultant and company founder. Tony Pericle is a well-known innovator, thought leader and author.

Journal 52

Journal Distribution Margin Case Study 52

Score More Sales

MARCH 8, 2012

There are many connections you have, whether in your channels, through other distribution arrangements, and with direct individuals who can impact deals and the bottom line. Channel partners, strategic partners and referral partners all can affect revenue in your pipeline. A recent post discussed referral partners.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Score More Sales

MARCH 13, 2013

Many mid-market technology and distribution companies exhibit at trade shows for 3 key reasons: 1) An industry show brings together the latest ideas, tools, and products. The company invested a lot of time and money, and for what?

Trade Show 219

Trade Show Maximizer Opportunity Webinar Metrics 219

Sales and Marketing Management

MAY 2, 2018

Author: Ric Neeley Over $7 trillion in products are sold through wholesale distribution channels in the U.S. Distribution channel partners are vital for most companies to get their goods and services to market. Distributors can wield enormous power carrying thousands of products and generating billions of dollars in annual sales.

Incentives 136

Incentives Incentive Channels Distribution 136

Score More Sales

DECEMBER 26, 2012

I invite those who are similar in that they work with B2B companies – often in my niche – mid-market technology or distribution companies. With over 1500 connections to people I really know, I am careful to not over-connect. We’d love a discussion on this.

LinkedIn 232

LinkedIn Conference B2B Distribution 232

Score More Sales

MAY 10, 2013

The coffee cards will be awarded and distributed online. I don’t know if they work outside of North America. Post your comments by May 16 to be in the running. Good luck, and Happy Anni, LinkedIn.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Smooth Sale

APRIL 25, 2025

This hit us hard when a mid-level employee waited for yearly bonuses to be distributed before telling us she would be leaving to work for the competition. They are the biggest influencers of culture, engagement, efficiency, and every other important metric of an organization. Onalytica : Find relevant influencers for your brand.

Film 78

Film How To Hiring Retention 78

Zoominfo

OCTOBER 5, 2021

Identify Influencers Influencer marketing is emerging as a highly popular aspect of modern marketing strategies. To start, identify influencers who speak directly to your buyer personas, then reach out to see if you can form a partnership in order to leverage products or share content.

Ideal Customer Profile 130

Ideal Customer Profile Buyer Persona Marketing How To 130

SalesFuel

DECEMBER 20, 2024

To achieve their goals, they distribute their spending as follows: Paid media 23% Creative development 21% Events/sponsorships 18% Martech tools 15% Target marketing (ABM) 14% Training/research 10% Analysts urge B2B operators to develop creative messaging that stands apart from competitors.

B2B 59

B2B Top of Funnel Marketing Decision Maker 59

Zoominfo

FEBRUARY 21, 2018

Then, distribute this content to a list of event registrants. Target influencers: Influencer marketing isn’t just a buzz word, it’s a great way to promote your brand, products, and yes, events. Learn more about influencer marketing best practices here: B2B Influencer Marketing. that feature this theme.

Trade Show 173

Trade Show ROI Marketing Promotion 173

Sales and Marketing Management

JUNE 13, 2018

Modern buyers are savvy and look beyond value, so companies should categorize themselves according to the markets they most influence and segment customers according to how they buy. It has developed niche expertise and homed in on middle-market retail, distribution, and manufacturing to outsell its larger and less nimble competitors.

Company 180

Company Epicor Scale Top of Funnel 180

Sales and Marketing Management

DECEMBER 12, 2017

Marketing Analytics related to Pricing, Promotion, Measurement, Distribution, Competitive Analysis (UC Berkley — separate courses); Selling Ideas (Wharton School). Dan Seidman of GOT INFLUENCE? Some are easy, others both dense and intense: Contracts; High-Dimensional Data Analysis; Leaders of Learning (Hey, sales trainers out there!);

Film 185

Film Transportation Education Analysis 185

Allego

DECEMBER 3, 2024

This annual event offers insight and opportunities for those responsible for the marketing, sales, and distribution of securities, insurance, and other financial products and services through the bank channel. Key themes this year include executive skills and influence, sales strategy and planning, and organization role and design.

Conference 62

Conference Sales Enablement Biotechnology Hiring 62

Zoominfo

SEPTEMBER 6, 2018

Or, curate and distribute content speakers created in the past. Email Marketing: Develop a thorough email marketing program designed to distribute content and drive registrants. Influencer Marketing: Leverage your speakers as you would conduct an influencer marketing campaign.

B2B 130

B2B Marketing Social Media Promotion 130

Zoominfo

FEBRUARY 19, 2018

74% of B2B marketing companies use Twitter to distribute content ( source ). Over 45% of those who use social media for purchasing either influence or make the final decisions on a companywide level ( source ). Marketers spend an average of 4-6 hours a week on social media ( source ). B2B Social Selling with Twitter.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Zoominfo

FEBRUARY 28, 2018

Outreach: Automatically establish timely follow-up sequences, create personalized email templates, log call data, distribute relevant content, and streamline your outreach process. The goal of B2B selling is to reach prospects and form meaningful connections with them—all in an effort to influence their purchase decisions.

B2B 225

B2B Social Media CRM Social Selling 225