Pipeliner

JANUARY 3, 2025

Articulating Purpose with Clarity The KPOP and CPOP Framework To help individuals and organizations overcome these challenges, Mitchell introduces a practical exercise aimed at articulating their purpose in less than ten words. The exercise involves two key questions: Who do you serve?

Video 105

Video Lead Rank Lead Scoring Exercises 105

Zoominfo

MARCH 13, 2019

Why do some marketers seem to generate significantly better results than others? It may seem like successful marketers are simply more skilled and motivated— but often, this is not the case. In reality, routines and habits are what separates best-in-class marketers from the rest of the pack. Let’s get into it! The best part?

Journal 233

Journal Marketing Energy Harvest 233

Zoominfo

FEBRUARY 19, 2025

Strategic planning can be a fickle exercise. In any fast-moving industry or rapidly evolving market, its natural to suspect your goals and measures will be outdated or off-target by the time it comes to assess your performance. Data-Driven Insights: Combine first-party and third-party data for comprehensive market analysis.

Revenue 130

Revenue Strategy Maximizer Ideal Customer Profile 130

Allego

JANUARY 9, 2025

Medical device sales reps face greater challenges than ever, making sales certifications an essential tool for success. A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. Why are sales certifications so critical now?

Hiring 62

Hiring Marketing Exercises Scale 62

SBI Growth

SEPTEMBER 11, 2013

Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. Create Social Debt – This is where you’ll need to exercise a little bit of tact and creativity. You can get this download by signing up for SBI’s Sales & Marketing research review here.

Referrals 331

Referrals Social Selling LinkedIn Cold Calling 331

SBI Growth

FEBRUARY 9, 2013

The CEO has promised the market a hit. In six months the market will react. Your role as Chief Marketing Officer is crucial to success. Prepare the field and give them tools to succeed. Download the Persona Ecosystem tool to explore the ideal channels for your promotion plan. Yet how unique is it from past plans?

Promotion 317

Promotion Channels Influencer Decision Maker 317

SBI Growth

JANUARY 9, 2013

A tool is available for download – a full syllabus of Sales leadership courseware. The below downloadable tool will give over 40 sales leadership skills to choose from. Integrating with Marketing functions. Our advice: create a schedule over 6 months to introduce courseware and exercises. Leverage them as you can.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

FEBRUARY 1, 2013

Find out your value with this tool. You want to be paid fair market value. If you are an ‘A’ player, you expect to be above market value. Here is the challenge: Who determines your market value? What is Market Value? Most companies are using the wrong definition of market value. You certainly hope so.

Hiring 293

Hiring Compensation Promotion Territories 293

Zoominfo

SEPTEMBER 18, 2018

It’s one of the most talked-about trends in the marketing world today. Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them. What is personalized marketing? Personalization. Keep reading!

Marketing 206

Marketing Demographics Campaigns Social Media 206

SBI Growth

FEBRUARY 19, 2013

This tool will expose you to the 6 biggest problems sales leaders face. As a sales and marketing consultancy, our firm has participated in hundreds of sales transformations. Marketing needs to be running demand generation campaigns in advance so sales has leads. These need to be connected in a Sales & Marketing Supply Chain.

Promotion 310

Promotion Demand Generation Demand Generation Targets Intent 310

SBI Growth

DECEMBER 19, 2012

Oh, and Marketing wants to discuss sales enablement improvements. Download this tool here and you can follow along with in the next section. The tool is broken into four sections. Go-To-Market. As you will see in the tool your averages are calculated along the right hand side. I am spent!”. Sound familiar?

Sales Operations 303

Sales Operations Compensation Territories Segment 303

Pipeliner

JANUARY 16, 2025

Role-Playing Exercises: Use role-playing exercises to simulate sales scenarios and evaluate candidates’ problem-solving and negotiation skills. Strengths Assessment: Use strengths assessment tools to identify and leverage the unique talents of your sales team members.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

SBI Growth

OCTOBER 21, 2012

Your marketing department must be skilled at stimulating latent demand. My bet is your marketing department is terrible at this. B2B marketing service providers are not very good at this. There is only so much active demand in a given market. This new department is a called an Internal Content Marketing Agency.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Demand Generation Targets Outsourcing Services 314

SBI Growth

DECEMBER 23, 2012

Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. The above exercise is a useful one for developing a hypothesis. Their view of the market problems and how to solve is pure. Here is a tool to prevent you from getting slaughtered in your next board meeting. It doesn’t work.

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

Pipeliner

FEBRUARY 8, 2025

Actionable Tips: Start Small: Begin by uploading a few pieces of content to an AI tool and experiment with generating new material. Automate Routine Tasks: Leverage AI to handle repetitive tasks like social media posting and email marketing. Automate Scheduling: Implement AI tools to handle appointment bookings and reminders.

Coaching 94

Coaching Video Social Media Exercises 94

SalesFuel

OCTOBER 20, 2024

Discover practical exercises like 'The Agreement' and 'Fake You' to enhance your communication skills. Practical Exercises for Enhancing Communication Skills Grace shares simple exercises like 'The Agreement' and identifying 'Fake You' that can help individuals improve their communication skills.

Conversion 59

Conversion Exercises Hiring Twitter 59

SBI Growth

APRIL 7, 2013

Vince Koehler offered a Buyer Process Map (BPM) Template in his recent blog which is a great tool for charting customer insight. One exercise that can help is looking at the BPM from a personal level. At some point you went from not in the market, to stimulated, and then ultimately you made the purchase. Not in the Market.

Customer 297

Customer Buyer Persona Consumer Buyer 297

SBI Growth

AUGUST 13, 2013

Or sales recruiting to staff a new go-to-market channel. This post will help you answer this question – and it includes the tool “SFE Funds Finder”. And if marketing-related sales issues are being fixed, Marketing foots the bill. You’ll get not only this tool, but a whole package of SFE improvement tools.

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

NOVEMBER 17, 2012

A plan suggests marketing and sales can execute on the revenue goal. One way to do this is to conduct an account segmentation analysis of your markets. New market pursuit. Our marketing efforts are directed at course correcting and stimulating demand inside these customers. New Markets – Product vs. Industry Growth.

Top of Funnel 310

Top of Funnel Penetration Scale Funnel 310

SBI Growth

DECEMBER 22, 2013

They satisfy a box checking exercise around providing training. If you use the wrong tool for measurement, eventually you end up in the wrong place. Specifically: Problem - Marketing does not generate enough demand. Choice - Accept it, complain about marketing or generate your own leads. They are easy. Your Next Move.

Scale 282

Scale Compensation Exercises Follow-up 282

No More Cold Calling

JANUARY 31, 2025

Removing Barriers: Allocating time, tools, and resources to support referral initiatives so they remain a top priority. Role-play exercises and real-world scenarios that can help them develop these skills. Marketing, customer success, and account management teams often have insights or connections that can generate valuable leads.

Referrals 156

Referrals Scale GoldMine Pipeline 156

SBI Growth

AUGUST 22, 2013

VP of Sales - Scenario: Marketing is not providing enough leads for the Sales team to succeed. But the job tryout is a exercise that proves how the candidate prepares, thinks and acts. The candidate’s skills with web-based presentation tools are on full display. The output is a plan to get the entire team on track.

Hiring 300

Hiring Proposal Exercises Lead Scoring 300

SBI Growth

NOVEMBER 11, 2013

This position is too important to leave to some subjective thumbs-up/thumbs-down exercise. You can access it when you sign up for SBI’s Sales & Marketing Research Review here. You’ll have access to a host of guides, templates and tools. If you are starting a CSO search, you need this tool. The CSO Search Checklist.

Hiring 282

Hiring Follow-up Exercises Positioning 282

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. About Scott Miller.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

SBI Growth

JULY 19, 2013

They know that the market is moving at warp speed. As an exercise, just think about recent sales process changes. QUANTIFY YOUR RISK IN EACH OF THESE AREAS WITH THE PROJECT RISK ASSESSMENT TOOL. USE THE PROJECT RISK ASSESSMENT TOOL. How Risk Assessment Will Help You Make Change. The change must be realistic.

Guarantee 296

Guarantee Exercises Follow-up LinkedIn 296

Sales and Marketing Management

JULY 6, 2020

Expanding on an industry basis will also require extensive marketing efforts to break the glass ceiling into new areas. . Talk to your competitor’s customers and understand why they bought a particular solution and conduct TAM, SAM, and SOM exercises to help gain insights from the market. Ensure data drives decisions. .

Scale 298

Scale Top of Funnel Hiring Strategy 298

The Pipeline

AUGUST 28, 2017

But a process needs to be dynamic, reflecting, anticipating the market, not reflecting where it was five years ago. One that process should be a bottom up exercise, not the top down approach you find in most organizations. This would suggest two things that usually don’t happen in the real world. The post Are You In Your Own Way?

Exercises 247

Exercises Sales Process Objections Buyer 247

BuzzBoard

DECEMBER 19, 2024

Realities of Modern Local Businesses and SMB-Agency Dynamics Small, local businesses are prime targets for agencies or consultancies to sell digital marketing services. Because a large number of them still often rely heavily on word-of-mouth and traditional marketing methods. Only about 8% collaborate with external agencies!

Strategy 52

Strategy Marketing Social Media Ideal Customer Profile 52

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

The Pipeline

NOVEMBER 13, 2014

I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. Only 3% of your target market are active buyers, even if you social sold your share and then some, are you near quota? Why do Socialites?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Zoominfo

MARCH 15, 2021

What many don’t realize is that they may already have a tool for GDPR compliance in their back pocket. Users can exercise these rights through forms called Data Subject Access Requests (DSAR). With CRM and GDPR knowledge, you have one more tool in your belt, and one less worry when it comes to complying with the GDPR.

System 244

System CRM Guidelines Data 244

Pipeliner

APRIL 4, 2025

Her jobs often involved starting something new or entering new markets. Try tools like exercise, meditation, or deep breathing. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! Take a break if needed.

Lead Rank 80

Lead Rank Lead Scoring Video Marketing Qualified Lead 80

SBI Growth

MARCH 5, 2019

Misalignment between Marketing and Sales is most often one of the main reason’s companies miss the number. As a Marketing leader ask yourself the following two questions: Did the company hit its number last year? How aligned are you to sales? Download the.

Marketing 185

Marketing Company Sales Lead Rank 185

The Pipeline

JULY 6, 2017

Consisting of instruction by me, exercises, and tools, the same program clients have used to increase conversions and pipeline by over 25%. So to engage more meaningfully with a greater segment of the market, you need to forget pain, and embrace Objectives. Every business and business person has Objectives.

Prospecting 245

Prospecting Segment Objections Pipeline 245

Sales and Marketing Management

SEPTEMBER 13, 2017

While the team needs to think about and discuss the market, customers, competitors and the company, these two questions form the foundation of any good plan. In the strategy workshops I facilitate, an exercise that generates great interest is when the group discusses what they should stop doing. What are you trying to achieve?

Journal 237

Journal Margin Exercises Groups 237

Sales and Marketing Management

MARCH 1, 2021

They pick up lessons about how to pitch, answer objections, use marketing collateral and other aspects of selling for that product in that market, while gaining confidence in their abilities. It’s one of our most powerful learning tools. Reps improve by seeing how their peers perform key tasks. Blended Learning .

SAP 177

SAP Face-to-face Hiring Exercises 177

Sales Hacker

MARCH 30, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. One theme was clear: AI is touching every part of go-to-market. Anyone who has made a cold call can certainly agree that its not only a humbling exercise, but a great feedback loop from your ICP.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71