SBI Growth

SEPTEMBER 4, 2013

Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it. Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it. Your marketing strategy is not just about making the number this year. Great CMO’s set a strategy to make the number in 2014 and beyond. Why would they? Sign up here.

Hiring 303

Hiring Sales Qualified Lead Lead Scoring Lead Rank 303

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FEBRUARY 17, 2014

YOU DON’T HAVE ENOUGH NAMES OF MORE PROBABLE POTENTIAL BUYERS TO CALL: Let’s face it, many reps just don’t have enough contacts of who might be a good fit for what they sell. The big issue is this -. You CANNOT turn into a research guy or gal. You MUST spend your day working to make contact with potential buyers.

Cold Calling 277

Cold Calling InsideView Lead Scoring Lead Rank 277

SBI Growth

JUNE 15, 2013

The size of the effort causes the initiative to fall on its face. Marketing leaders are in a unique position to embrace Big Data. Marketing professionals have largely embraced the analysis of data. Campaign data is highly scrutinized for insights. Customer research data is routinely analyzed with the gusto of seeking the Holy Grail.

Cost per Lead 303

Cost per Lead Data Lead Scoring Lead Rank 303

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APRIL 3, 2013

If you are in a customer-facing position you need to scrutinize your communications immediately. I am not an expert – in fact I taught a course for Franklin-Covey on Business Writing for a couple of years, and would catch myself making a typo of some kind in memos about upcoming classes – so please know I do not feel perfect.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

Hubspot Sales

AUGUST 7, 2024

I distinctly remember the day I learned about CMRs: I was using a spreadsheet for my contact management, and I felt like other people maintained their networks better by sheer luck. To stay competitive, every SaaS company needs CRM software in its corner that helps bring in leads, keep customers happy, and facilitate growth.

Software 115

Software Software CRM Oracle 115

SBI Growth

OCTOBER 28, 2013

He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. How am I going to generate enough new leads to support 30% of the sales number? It starts with great demand generation execution and continues with a solid lead management process. Meet Doug Kuiper.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

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SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do customer-facing reps take actions that help ease a sales or up-sell opportunity? Just go in to a retailer in a mall or in a big box store somewhere and try to have a really great interaction with an employee.

Retention 254

Retention Company Customer Lead Scoring 254

The Pipeline

SEPTEMBER 9, 2011

If you are in sales and your mandate is to sell to companies within your geographical territory, you have probably faced a scenario similar to the one that follows. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end.

Pipeline 226

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

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JULY 26, 2013

You need to be able to read their face. In a world with most of us remotely communicating with customers, former customers, and prospective ones, we don’t have the ability to really read someone’s face or judge their body language – all the more reason to employ some version of video communication with your clients.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

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NOVEMBER 21, 2013

Note: MOST people don’t do this – they put things off, and leads or important contacts get forgotten. A good tip is to schedule while face to face – one less thing to do later.). The most successful attendees set up meetings before, during, and after the event to maximize their travel and their time.

Follow-up 194

Follow-up Conference Face-to-face Lead Scoring 194

Sales 2.0

APRIL 16, 2020

The advice out there from leading management consulting firms to CEOs is to first address their company’s liquidity, and hence keep the lights on. Data from Bloomberg’s economists say we are in a recession. These economic issues are very likely even bigger than the health issues, at least in terms of how many people are affected. (17

Face-to-face 243

Face-to-face Social Media Discount Lead Rank 243

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SEPTEMBER 16, 2013

Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Thousands of outside rep jobs have even been eliminated.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

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JUNE 13, 2012

“The 2012 IBM Global CEO Study, ‘Leading Through Connections’ is a result of. face-to-face conversations with more than 1,700 CEOs in 64 countries and 18. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post. industries. Flexibility.

Study 198

Study Lead Scoring Lead Rank Journal 198

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APRIL 3, 2012

Two things stand out for me: 1) People don’t always know what they need or what will make their situation better, so asking them won’t give you (or them) the answers – only by knowing the issues they face, through powerful questions and a strong understanding of their market sector. It seemed fine. Who knew I was a fluffer?

Lead Scoring 190

Lead Scoring Lead Rank Face-to-face Outbound 190

Pointclear

AUGUST 15, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. From a recent survey of new members to the Sales Lead Management Association, we found that generating qualified leads is the biggest issue facing the new members.

Sales Qualified Lead 160

Sales Qualified Lead Marketing Qualified Lead Leads B2C 160

SalesFuel

APRIL 10, 2025

Sellers cite a variety of challenges they face in their pursuit of hitting quotas. Specifically, 35% say they have trouble with lead generation and qualification. Sales lead generation and qualification is key to generating and maintaining a healthy sales pipeline, Pipedrive points out. What is our process for nurturing leads?

Quota 64

Quota Meeting Top of Funnel Hiring 64

Vengreso

NOVEMBER 19, 2024

So, take it from me, as businesses navigate the digital transformation landscape, leveraging the power of AI sales assistants can lead to unprecedented productivity and sales success. These intelligent tools are not just about automating tasks; they revolutionize how sales teams operate by offering personalized insights and recommendations.

Software 114

Software Software Scale Sales Qualified Lead 114

Pointclear

APRIL 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

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MAY 8, 2012

We were able to put faces to photos and handshakes (or hugs) instead of phone calls or emails. and one of “20 Women to Watch in Sales Lead Management”. In business-to-business selling we do a lot of war room planning against competitors. In fact, discussing competition often sounds like being in a war. Use the abundance theory.

Industry 204

Industry Competition Lead Scoring Lead Rank 204

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MAY 8, 2012

We were able to put faces to photos and handshakes (or hugs) instead of phone calls or emails. and one of “20 Women to Watch in Sales Lead Management”. In business-to-business selling we do a lot of war room planning against competitors. In fact, discussing competition often sounds like being in a war. Use the abundance theory.

Industry 204

Industry Competition Lead Scoring Lead Rank 204

Zoominfo

SEPTEMBER 10, 2020

If you’re staring at the computer with a quizzical look on your face right now, you wouldn’t be alone. Imagine having to call 50-100 people in a day. All of those numbers, voicemails, busy signals, etc. It sounds crazy right? And imagine doing it with no help from technology. It’s just you and the phone. What Is A Sales Dialer?

Closing 264

Closing Call-back How To Outbound 264

The Pipeline

JULY 25, 2011

Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. Yes it takes work; sure it’s not always pretty, and often exposes weaknesses we don’t want to face. in addition to presentations there were a number of vendors. All around the other vendors all were accepting credit cards, bit my man!

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

JUNE 27, 2014

The survey takes about three minutes to complete, and will deliver insights into: Most effective channels at generating leads. Top sales and marketing challenges facing business. Sales lead nurturing practices. Take a few minutes, contribute by completing the survey, and then learn from the results.

Lead Generation 120

Lead Generation Survey Marketing Qualified Lead Leads 120

The Pipeline

FEBRUARY 17, 2012

Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. After all, if the VP can get by with training that does not change sales behaviour, than why can a rep take a similar view, “you wanted five face to face visits, you got five”; KPI met, sale or not.

Webinar Metrics 210

Webinar Metrics Pipeline Hiring Face-to-face 210

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JUNE 17, 2013

It can be an article, blog post or white paper that ties in with the challenge they are facing. They responded favorably because it is the polite thing to do, but didn’t really see value. They have other priorities ahead of you closing a deal. So work to re-engage. Do this not by saying, “Did you get my last email? thanks, Lori.

Inside Sales 200

Inside Sales Outsourcing Services Lead Scoring Lead Rank 200

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JANUARY 28, 2014

To learn more about what the Watson team is up to, check these out: Watson Explores E-Commerce with the North Face (AdAge Article). You have so many apps and programs in sales, and more data than you could ever consume. Tons of data with little understanding – that’s what many small and mid-sized businesses are dealing with.

Data 208

Data Health Care Retail Lead Scoring 208

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JANUARY 17, 2013

It has been the case that many sales tools have been unapproachable for smaller and SMB sales teams due to the financial investment as well as the time and expertise to get some tools in place. Does that ring a bell with anyone? The Good News – Tools Can be Easy to Try Out and Implement. Some even offer immediate results.

Tools 230

Tools Hiring Report Face-to-face 230

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APRIL 26, 2013

I content that it is a time issue for sales reps – they need to focus on what is most important and get as much face time with buyers as possible. This leads into another topic – is CRM any easier to use in 2013? Click here to view the embedded video. What is new in CRM in 2013? What has not changed much? Kudos to IBM for that.

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Pointclear

JULY 11, 2011

It’s likely that many—if not most—of these same expense activities and market challenges will apply to the SaaS marketing automation companies leading up to and after going public. Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public? Sales and marketing activity.

Outsourcing Services 173

Outsourcing Services Lead Rank Marketing Qualified Lead NetSuite 173

Zoominfo

JANUARY 18, 2021

CRM stands for customer relationship management — and relationships are truly what business success all about. Whether it be an existing customer, a past customer, or a potential one, CRM tools are geared towards managing those relationships and leveraging the data in order to improve future interactions. So, what’s the overall goal?

CRM 204

CRM Data Ideal Customer Profile Strategy 204

Zoominfo

AUGUST 12, 2020

But before we do, let’s examine where things go wrong and address perhaps the most challenging problem sales leaders face: turnover. The path from Sales Development Representative (SDR) to a management position isn’t easy. This can eventually result in declining win rates and fewer inbound leads. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

The Pipeline

SEPTEMBER 30, 2011

Face Your Weaknesses. Failure to face up to your weaknesses and a lack of effort to take advantage of your strengths can keep your business in a no-growth mode. Unfortunately there are also many sales and marketing reasons. Take two pieces of paper and list your company’s strengths on one page and its weaknesses on the other.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Pointclear

FEBRUARY 18, 2014

Nope, we only have 10 salespeople and a marketing manager.” With a pained expression on his face he squeaked, “Do we need something that detailed? Don, Shelly’s partner, jumped up and said he’d be right back, and he was gone before I could look in his direction. Shelly and I made small talk. It was also dated three years before.

Margin 203

Margin Marketing Hiring Lead Scoring 203

Score More Sales

OCTOBER 18, 2013

Many systems now connect to proposal tools, email systems, web landing pages, customer service logs, and just about anything that would matter to customer-facing reps. Most people simply have a poor process (or no process) and little discipline around managing their time, contacts and opportunities. How do you handle pre-prospects?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Scoring 193

Sales Hacker

JUNE 4, 2020

Inbox management tools: Sales teams need more than just a basic inbox to help them stay ahead of the curve in this complicated environment. Inbox management tools: Sales teams need more than just a basic inbox to help them stay ahead of the curve in this complicated environment. Step 1: Stabilizing the Sales Strategy.

Face-to-face 131

Face-to-face SalesForce Tools Guidelines 131

The Pipeline

DECEMBER 12, 2011

The fact that they may be seeking a solution, suggests that they are facing some challenges, obstacles and gaps in their ability to attain those objectives, or what I call opportunity. We all know the potential pitfalls of “selling on price”, but usually that statement is incomplete. First thing we need is a definition of value.

Pipeline 225

Pipeline Hiring Top of Funnel Lead Rank 225

SugarCRM

OCTOBER 29, 2024

Want to adjust workflows to streamline lead assignments? You can set up the CRM to automatically capture relevant customer data like email addresses and company names and create automated lead assignments to ensure no opportunity falls through the cracks. You can easily do that too – all through a user-friendly interface.

SugarCRM 62

SugarCRM Scale SalesForce Sales Qualified Lead 62