SBI Growth

AUGUST 30, 2013

Most complex purchasing decisions are made by a group. The group or Buying Decision Team typically consists of: Ultimate Decision Make r – Final approval of the decision. Process – a multi-staged & gated lead management process that combines both automation & human interaction.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Pointclear

FEBRUARY 27, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes. the HIMMS Media Group, and the Business Information Industry Association.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Pointclear

MAY 21, 2013

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. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? Is that you?'

Quota 191

Quota Hiring Marketing Forecasting 191

The Pipeline

FEBRUARY 8, 2012

Whenever you ask a group of sales people what they would like to learn to do better, they always have “differentiate” near or at the top of the list. Funnel management. HR Management. Lead Management. Join the Renbor Sales Solutions LinkedIn Group. Suitable is Better than Different or Opposite!

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

FEBRUARY 10, 2012

Stored in Appointments , EDGE Sales Process , Funnel management , Prospecting , Sales Strategy , Sales Success , execution. I was working with a group of sales managers earlier this week, including observing some pipeline reviews. Funnel management. HR Management. Lead Management. What Did You Start?

Pipeline 218

Pipeline Cold Calling Groups Lead Rank 218

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DECEMBER 16, 2013

I tend to recommend LinkedIn groups where your buyers are, as well as online association communities where your industry niche is. It can take as little as 20 minutes a day to stay relevant in up to 6 online communities including a number of LinkedIn groups. You can do this by being in a number of places online.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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MARCH 14, 2013

Of the Top Sellers, more than 75% are in 11 or more groups on LinkedIn, according to the survey. The benefits to being in the right groups are huge, with the biggest one being that you gain insight into where buyers are and what they are talking about.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

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NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. There were very few hands that went up. Where else do you gain just-in-time sales skills and ideas?

Video 225

Video B2B Outbound Proposal 225

Score More Sales

JANUARY 27, 2014

subscribe to Selling Power or Sales & Marketing Management. improve your time management. attend a Toastmasters group or Dale Carnegie. Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly. re-invent yourself.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

The Pipeline

SEPTEMBER 16, 2011

Stress can lead to productive living and greater effectiveness when used wisely. Dr. Rae founder and CEO of The Baum Group/Dr. Rae and Associates is a Bioenergetic Analyst Stress Management Educator Entrepreneur. The Baum Group. The Baum Group. The Baum Group. The Baum Group. The Baum Group.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

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JANUARY 29, 2013

Mike, you are right in that the educational and professional alumni groups that some of our buyers belong to are like a big ocean of fish just waiting to be connected to. In many SMBs and mid-market companies, often the strategy to ask happy customers for referrals just does not happen. I don’t know.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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FEBRUARY 22, 2013

Stewart reaches out to connect and tells me that we share a group, so he thought he’d reach out and connect. I’m in many groups, Stewart. My hope is that you see clearly why being vague, impersonal or one-sided does not work with LinkedIn requests, or in sales as a whole.

LinkedIn 248

LinkedIn Networking Outbound Ideal Customer Profile 248

SBI Growth

DECEMBER 2, 2013

Developing the game plan involves multiple groups and huge amounts of research about your customers. Lead Management Score Card – Captures existing performance and provides historical and external context to evaluate performance. Download the 2014 B2B Demand Generation Planning template here to get started.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

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JUNE 24, 2013

Ideally you could reach out monthly for a formal conversation or you could create a lead sharing group virtually with others in the same space. If you create the group, it makes you the hub and you can ensure that everyone in the group is someone you could refer or get referred by.

Referrals 213

Referrals Outsourcing Services Inside Sales Lead Rank 213

SBI Growth

SEPTEMBER 25, 2012

Contrast this example with another: what if I told you that you were spending $3600 per year, per sales rep in your company on your Lead Management efforts? Except this time, as you can see below, I provide you with the same information for the companies in your peer group. Good, or not? Maybe you’re the best of the worst.

Hiring 267

Hiring Journal Sports Call-back 267

SBI Growth

APRIL 3, 2013

Lead Management (Marketing and Sales Generated). Our Sales People don’t have talent/training to sell the product: We noticed several reps had a lower advance rate (41% vs a 64% group avg) in the Uncover Needs stage. Download our 4 Crucial Components of CRM Checklist and find out where your system can boost visibility.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

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AUGUST 16, 2013

Always a good recommendation: the Fresh Sales Strategies group on LinkedIn as well as the Inside Sales Experts group on LinkedIn. That’s plenty for now. Future editions will share the best sales books and we will have some interviews with inspiring sellers.

Resources 182

Resources B2B Webinar Metrics Lead Rank 182

Score More Sales

FEBRUARY 25, 2014

Researchers conducted an experiment in which groups of people were shown a picture of an automobile accident. ” Groups that were asked the question with the word “smashed,” gave the highest estimates of speed. They were asked, “How fast were the cars going when they… ?”

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

Pointclear

APRIL 2, 2013

LinkedIn's network of groups is one of the best tools for business-to-business marketers looking to contribute to conversations related to their industry and establish themselves as thought leaders, according to WSJ’s Kate Mitchell. The B2B Marketing Advantage of LinkedIn. Marketing Automation Software That Delivers the Most Data Wins.

B2B 203

B2B LinkedIn PointClear Marketing 203

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OCTOBER 26, 2012

Do you belong to any LinkedIn groups where lots of spamming is going on? You know, the people who join a group simply to promote their latest blog posts, and who always have a link to their site to mention when they comment on anything. You are TOO promotional, seller. Do not do it.

LinkedIn 207

LinkedIn Social Media Promotion Travel 207

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JANUARY 4, 2013

So, what are your activity goals for you or your group? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

SBI Growth

SEPTEMBER 23, 2012

Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). Sales Reps should also be participating in social groups by posting and answering questions - with the idea of educating with value, not pushing your brand.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

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JUNE 12, 2013

The best part is that instead of belonging to many leads or networking groups, you can do this from your desk, on your schedule, and on your own terms. This means that in your CRM system, you have tagged them so that at any time you can pull up a list of any of these three groups. No Dues Required.

Referrals 224

Referrals Lead Rank Lead Scoring Twitter 224

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JANUARY 24, 2013

There are definitely some basic fundamentals that you must understand when working with LinkedIn, such as being focused on adding value rather than scouring groups and connections for potential buyers. If you join a group, there may be potential customers and referral partners there. Refrain from promotion and work to add value.

LinkedIn 229

LinkedIn Skype Networking Promotion 229

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NOVEMBER 29, 2012

It was the next group of influencers, the Zig Ziglars of the world who initially helped me build confidence as a professional. When I started out as a technology sales professional, I had little idea what I was doing – just the words of my grandmother, who was my mentor in business.

Apparel 276

Apparel Twitter Motivation Social Media 276

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JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. There is a larger need for feedback.

Inside Sales 235

Inside Sales Construction Lead Gen Lead Rank 235

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JANUARY 23, 2013

Books in this group are authored by Seth Godin, Guy Kawasaki, Keith Ferazzi, Marcus Buckingham , and many others. Since I need to downsize a bit, I decided to pull out 50-75 of these books and instead of dumping them off where they won’t be appreciated, we came up with this idea that is a win/win/win.

Marketing 218

Marketing Outbound Follow-up Influencer 218

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OCTOBER 24, 2013

Leverage the power of groups on LinkedIn to learn what is important in your customers’ industries and also to connect with like-minded people. Most sellers don’t understand the power of groups. Give recommendations to others and ask a few of your favorite clients or partners for them. They do make a difference.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

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APRIL 4, 2013

Join moderator Nancy Nardin of Smart Selling Tools for an hour-long, highly interactive webinar discussion about how to become more interesting to grow sales with me and my co-panelists Trish Bertuzzi of The Bridge Group, Inc. and Barb Giamanco of Social Centered Selling. What works, and what doesn’t work?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

The Pipeline

AUGUST 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Funnel management. HR Management. Lead Management. Join the Renbor Sales Solutions LinkedIn Group. Guest Post.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

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DECEMBER 31, 2012

We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites. It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues.

Video 210

Video Social Media Outbound Hubspot 210

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. CSO Insights agrees with me.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Nutshell

MARCH 31, 2025

Now when creating a list of your contacts, you can easily choose whether its a smart list or a fixed audienceso you pick whether it updates dynamically or includes a set group of your customers. Smart lists are a group of your People, Companies, or Leads that update dynamically based on filters youve applied. Learn more below!

Segment 71

Segment Groups Exact Maximizer 71

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FEBRUARY 27, 2014

Moderator was Trish Bertuzzi of The Bridge Group , and Chapter Co-President. Devon McDonald, Director Sales & Marketing Support, OpenView Venture Partners. Natasha Sekkat, Global Director, Inside Sales Centers of Excellence, EMC. Each presenter had fantastic content – and the session broke out into several parts -.

Hiring 223

Hiring Sales Talent NetSuite Lead Rank 223

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DECEMBER 11, 2012

Time is wasted focusing on smaller issues that could be tabled for a sub-set of the group to discuss. We will table any minutia that doesn’t apply to the group as a whole and deal with it 1 on 1. . Meetings in many companies do not run with agendas, so they get side-tracked and off-target. Let’s fix that while we are at it.

Meeting 217

Meeting Salary Call-back Distribution 217

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MAY 24, 2012

Look at and join LinkedIn groups in your target niche. and one of “20 Women to Watch in Sales Lead Management”. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research. Look into “advanced search”. Even without upgrading to a paid account you can glean a lot of pre-call information through LinkedIn.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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MAY 6, 2013

Go now to Top Sales Academy and if you are a sales leader or aspire to be one, and join in on the first group of ten sessions about Sales Management and Leadership. This is an organization I have been a part of for several years and can attest to its professionalism and educational content. May 7th is the date of the first session.

Education 194

Education Lead Rank Lead Scoring Outbound 194