Sales and Marketing Management

MAY 10, 2019

Author: Lonny Kocina A well-executed marketing plan is like a GPS. It guides your customers into your sales process. Done right, your marketing should result in more leads, higher sales and a stronger brand. That’s what I like about the Strategically Aimed Marketing process. It’s called SAM 6 for short.

Marketing 237

Marketing Social Media Promotion Channels 237

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

MAY 19, 2020

There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide. It is clear from this definition that if you are doing your job as an email marketer, you should NEVER be sending spam. The CAN-SPAM Act.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

Zoominfo

JULY 11, 2018

When executed correctly, content marketing can attract, engage, and retain new customers– Yet, despite the various benefits of content marketing, many B2B organizations have miles to go before they can build a successful content marketing program. The Importance of Content Marketing. B2B Content Marketing Strategy.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Keeping Up with Industry Trends The sales and marketing sector is continuously evolving, with new tools, strategies, and market dynamics emerging regularly.

Marketing 219

Marketing Ideal Customer Profile Social Media Webinar Metrics 219

Zoominfo

JULY 28, 2020

Putting together a B2B marketing team kind of feels like assembling a superhero group. An essential step towards building this powerful pack is recognizing which areas in your marketing structure currently come up short. to marketing team structure. Marketing team structure by audience segments.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

Sales Hacker Training

NOVEMBER 22, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. It includes a breakdown of the Sales AI landscape, adoption of GenAI and Sales software across buyer groups.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

SBI Growth

JUNE 26, 2013

The average tenure of a B2B Sales VP is about 18 months. That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

Hubspot Sales

OCTOBER 17, 2024

It’s a classic sales tactic. Maybe you’ve done this yourself (there’s no shame in the sales rep game, though). Telephone Protection Consumer Act (TPCA) The Telemarketing Sales Rule (TSR) Explained Best Practices for Cold Calling in Non-U.S. Of these many strict regulations and guidelines (for the U.S.), You may hate it.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance. Social Selling.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Sales and Marketing Management

SEPTEMBER 17, 2018

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Although many sales emails are quickly zapped into electronic junkyards, some companies are highly successful in implementing cold email campaigns. Forget about the sales mantra “Always Be Closing.”

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

Sales and Marketing Management

FEBRUARY 16, 2018

Firms are quickly loosening their grip on traditional modes of marketing such as billboards. There are various platforms for marketing on the digital front. This means that businesses have to embark on digital content writing to create marketing material. They are rapidly embracing the opportunities in the online space.

Marketing 192

Marketing Social Media Lead Rank Lead Scoring 192

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Marketing worries about the brand’s consistency. Implementing a successful sales transformation.

Social Selling 323

Social Selling Benefit Top of Funnel Case Study 323

SBI Growth

FEBRUARY 24, 2013

One area CEOs can focus on during this period of change is the sales and marketing functions. Modernizing Sales and Marketing during an Industry Shift. The challenge many B2B sales and marketers face, however, is how to transition the legacy team to the new industry. Enter the Talent Assessment.

Lead Rank 288

Lead Rank Industry Lead Scoring Scale 288

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success.

Training 118

Training Hiring How To Retention 118

Partners in Excellence

FEBRUARY 27, 2025

If we have built our sales processes and supporting playbooks well, we will have collected the best practices of all our top performers, and which top performers can leverage to drive even higher levels of performance. Most very high performers I deal with are constantly looking at what others do. Doing just enough, but not too much.

Guidelines 89

Guidelines Face-to-face Maximizer Exercises 89

SBI Growth

FEBRUARY 10, 2014

When we sit down with Sales Executives, this is one of the first questions we ask. None of these responses are adequate for a world class sales organization. As the SVP of Sales, you should have a crisp answer. This was due to a lower sales margin and an increased cost to serve. He gave reps guidelines on customer time.

Customer 308

Customer Retail Segment Exercises 308

Pipeliner

FEBRUARY 20, 2025

Titus, who runs various business ventures, including a nonprofit called Homes for Promise, shared his insights on the evolution of chatbots and artificial intelligence (AI) in customer service and sales. Ethical Guidelines : Develop and adhere to ethical guidelines for AI implementation, focusing on customer well-being and data privacy.

Customer Service 89

Customer Service Video Lead Rank Lead Scoring 89

Sales and Marketing Management

SEPTEMBER 24, 2019

Now, B2B companies must implement digital marketing into their sales funnels. For example, 68% of millennials would rather make a B2B purchase via a website than through a sales representative. For starters, many B2B companies bring products to market based on internal precedents rather than customer expectations and values.

ROI 166

ROI Lead Rank Customer Marketing 166

SBI Growth

SEPTEMBER 9, 2013

This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. In today’s environment, “A” player sales talent is more informed than ever. But for sales roles, it’s not enough to know “market” conditions.

Compensation 288

Compensation Competition Salary Social Media 288

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . A growing market suddenly became an uncertain one. The hive-like atmosphere of our sales offices was replaced by Zoom calls. . The 5 Biggest Lessons I Learned. .

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Zoominfo

JULY 30, 2019

There’s no universal set of rules for successful B2B branding, as much as we marketers would love for such a thing to exist. There’s barely even a universal definition of the word “branding” that all marketers agree on. What marketers do agree on, however, is that branding is an essential element of a successful business.

Company 193

Company Guidelines Social Media B2B 193

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

MARCH 15, 2021

Although the regulation is based in the European Union (EU), any company that collects, sells, or buys the data of EU citizens must comply with the stringent guidelines of the GDPR. Companies aren’t quite sure where to begin, or how to go about tackling the many guidelines laid out by the GDPR. Maintain data security.

System 244

System CRM Guidelines Data 244

Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. More than ever, understanding one’s field is critical to sales success.

Buyer 209

Buyer Guidelines Insurance Insurance 209

Alice Heiman

OCTOBER 29, 2024

In this Sales Talk for CEOs episode, Alice Heiman speaks with Gillian Utesch, CEO of Broken Glass Ceiling Marketing, about how AI-driven tools can help your team to streamline marketing, personalize engagement, and tackle sales in a whole new way. Transitioning from a pharmacist to a marketer, makes sense right?

Scale 71

Scale LinkedIn Tools Guidelines 71

Sales and Marketing Management

JANUARY 20, 2018

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. You identify your target audience, establish clear goals, select the right reward structure, and develop an extensive digital marketing campaign that ensures that your offer will get to as many prospects as possible. What do you do?

Guidelines 189

Guidelines Media Channels Google 189

Sales and Marketing Management

MARCH 30, 2020

That is why Shapiro Negotiations Institute has taught for decades how to plan for successful sales and negotiations while maintaining and enhancing the relationship for future deals. If a goal of your sales team is to make better deals, faster and at better margins, then you must read (and follow) these five tips: . Use W questions.

Negotiation 279

Negotiation Margin Proposal Maximizer 279

No More Cold Calling

DECEMBER 10, 2020

I was appalled when listening to a podcast on marketing, and the interviewee said: “Explain it so your grandmother would understand.”. Personally, I would use guidelines from research on generational attributes to learn what might motivate each generation. Not Your Grandmother’s Grandmother. That would be a good thing, wouldn’t it?

Face-to-face 421

Face-to-face Motivation Hiring Fashion 421

Hubspot Sales

OCTOBER 10, 2024

But one area that escaped me was how businesses marketing by phone could continue to do so. How GDPR Affects B2B Cold Calling The Importance of Following GDPR Guidelines Best Practices for GDPR-Compliant Cold Calling Don’t Be Afraid of Cold Calling (or Compliance) What Is the GDPR? Was B2B cold calling still legal?

Cold Calling 80

Cold Calling How To Guidelines Hubspot 80

Zoominfo

JULY 1, 2020

Sales and marketing often speak different languages: Convert vs Close, Prospect vs Leads, Sales cycle vs Marketing funnel. And using it collaboratively can help alignment and improve go-to-market results from a campaign planning standpoint. This can make alignment between the two difficult.

Data 246

Data Intent Data How To Intent 246

Zoominfo

JULY 10, 2018

While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult. Enter data-driven marketing. What is Data-Driven Marketing? If you’ve worked in marketing over the last few years, you’re likely familiar with the concept of data-driven marketing. Keep reading!

Data 153

Data Buyer Persona Marketing Lead Scoring 153

Sales and Marketing Management

JANUARY 18, 2021

Author: Seamus Dunne How is your business performing regarding its current sales figures? Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts. The Notion of a Unified Approach to Sales. Ablating Administrative Pitfalls. Encouraging Remote Access.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Sales and Marketing Management

APRIL 1, 2019

Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. Excellent at coordinating sales activities of each member of the account team.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

No More Cold Calling

DECEMBER 16, 2014

With no formal sales training and very little real-world experience, today’s salespeople aren’t equipped to succeed. I never expected to have a long, successful sales career. Sales has always been a “sink or swim” profession, so it’s not surprising how many reps end up drowning. Marketing people get marketing degrees.

Hiring 240

Hiring Guidelines Engineering Face-to-face 240

The Pipeline

FEBRUARY 13, 2017

Sales on the other hand is more like hockey or football (North American), while Artistic Merit is admired, execution is key, but the only measure that counts at the end, is the outcome, did we win, or, well really, what else is there? I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Scoring 219

Lead Scoring Lead Rank Guidelines Sports 219

Zoominfo

MAY 19, 2020

There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide. It is clear from this definition that if you are doing your job as an email marketer, you should NEVER be sending spam.

Guidelines 182

Guidelines ACT Campaigns Pharmaceuticals 182