The Pipeline

SEPTEMBER 23, 2013

There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe. In effect, the true logical conclusion of an inbound sale is for someone to take the order, that’s not selling. Now – Download the Objection Handling Handbook.

Cold Calling 267

Cold Calling Handbook Inbound Social Media 267

Hubspot Sales

AUGUST 12, 2020

Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant. That’s because inbound sales transforms selling to match today’s empowered buyer -- so sales reps can sell the way people buy. What is inbound sales?

Inbound 140

Inbound Top of Funnel Outsourcing Services Hiring 140

Understanding the Sales Force

NOVEMBER 15, 2024

While companies love their inbound lead-generation programs, and those programs do generate leads, the quality of the leads, and the quality of the meetings booked by those young and inexperienced top-of-funnel kids, leaves much to be desired. Who is capable of hunting? The answer depends on a salesperson’s Sales DNA.

Prospecting 173

Prospecting Incentive Incentives Cold Calling 173

Understanding the Sales Force

APRIL 17, 2014

Understanding the Sales Force by Dave Kurlan Yesterday I was in the office, preparing for the today''s formal introduction of Objective Management Group''s (OMG) award-winning, new and improved, fourth generation, Sales Candidate Assessment ( View the 25-minute Webinar here ) when the phone rang and I answered. It''s a must read.

Inside Sales 272

Inside Sales Oracle Examples Top of Funnel 272

SBI Growth

OCTOBER 30, 2012

Rather than focus on working with sales to drive revenue, they got caught up chasing shiny objects. They try to keep clear separation from revenue objectives. Embraces revenue objectives and outcome metrics that drive revenue. What Happened? You hired a ‘strategist.’ You went for “been there, done that” experience.

Lead Scoring 331

Lead Scoring Lead Rank Hiring Leads 331

SBI Growth

NOVEMBER 11, 2012

B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads. Higher close rates of from inbound leads. On the left side is inbound marketing where Content Marketing tactics are commonly directed. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

AUGUST 26, 2012

When I ask about inbound marketing and what they are doing about content marketing, things like publishing a blog , their eyes glaze over. We have ample evidence that inbound marketing works, but few marketers execute on the most basic elements. We still see majority of marketing push product messaging at prospects.

Lead Rank 306

Lead Rank Lead Scoring Leads Marketing Qualified Lead 306

SBI Growth

MAY 1, 2013

Customer service handles the few inbound leads and hands them off directly to sales. Sarah broke down her rebuild into 4 distinct buckets: Process – business process, lead flow; to and from sales, partners, inbound and outbound. Changing sales perception of marketing was a must have objective. Highlights of the gap analysis: 1.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

Hubspot Sales

JULY 22, 2024

It's also especially powerful when paired with the inbound methodology. In inbound sales , prospects willingly “opt-in” and become a lead after encountering your website or campaign. Plus, you may not always have an abundance of inbound leads. even inbounds need to be worked with an outbound motion!

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

SBI Growth

NOVEMBER 2, 2013

If you want to be a successful inbound marketing organization, you must do content marketing right. It must resonate with your Persona’s goals and objectives. Key Takeaway: Marketing leaders understand that content is the key to inbound marketing success. Your internal marketing team will rebel against writing their own content.

Lead Scoring 312

Lead Scoring Lead Rank Airlines How To 312

Understanding the Sales Force

SEPTEMBER 9, 2013

The darker dotted line is the trend for the percentage of sales management candidates that were recommended by Objective Management Group for the same time period. There are four possible explanations for this considerable drop.

Sales Management 288

Sales Management Hiring Compensation Trends 288

The Pipeline

JUNE 30, 2014

While social selling, inbound marketing, and various forms of automation are great, they are not all that effective in engaging with those people lopped off by CASL. Maybe Canada Post should get into recycling the junk they deliver, charge it to the advertisers, and make up for some of their losses. Ya baby, you have fewer choices now.

Cold Calling 302

Cold Calling Government Direct Mail Inbound 302

SBI Growth

DECEMBER 30, 2012

I have shifted investments from outbound to inbound marketing ? Make sure that you come prepared with an analysis that objectively evaluates the situation. I built credibility with the sales team ? I helped my legacy staff evolve ? I am tracking the most important success metrics for lead generation ?

Marketing 297

Marketing Face-to-face Buyer Persona Lead Rank 297

The Pipeline

FEBRUARY 13, 2018

The murky fluid nature of the grey that is human emotion, clouds objectivity, suppresses logic and nullifies many conclusions derived from reams and mountains of data. Much of the call for, and reasons for automation, related to what has come to be called “inbound” sales.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

Zoominfo

JULY 28, 2020

The answer depends on your needs and objectives. When we were smaller, concessions about resource allocation had to be made and ideas either had to be put on the back-burner or attacked by committee team members as ancillary tasks to our core objectives. Specialized tasks may require varying levels of expertise.

Outsourcing Services 246

Outsourcing Services B2B Hiring Marketing 246

No More Cold Calling

DECEMBER 10, 2013

It’s easier to go along with what everyone else is doing—to write blogs, comment on social media, write catchy email subject lines, rely on inbound marketing to fill your pipeline, and believe that 67 percent of the buying process is complete before prospects ever talk to a salesperson. This is just as true, if not more so, today.

Data 248

Data Social Media Small Business Small Business 248

Sales Hacker

SEPTEMBER 8, 2021

At Outreach, we have designed an efficient inbound lead workflow. What is an inbound lead workflow? An inbound lead workflow is a process put in place across your GTM team using your marketing automation software, your CRM, and your sales engagement solution. If you want to know how… Read on. Let’s start at the beginning.

Lead Rank 111

Lead Rank Marketing Qualified Lead Sales Qualified Lead Inbound 111

Understanding the Sales Force

MARCH 18, 2014

That is pretty much what we do at Objective Management Group (OMG). And today, with most companies generating inbound leads at a record clip, salespeople don''t even have enough time to follow up on all of them. That too masks the numbers because they certainly have a lot of activity taking place, don''t they?

Case Study 267

Case Study Inbound Forecasting Report 267

Crunchbase

APRIL 21, 2021

Below, we go over eight effective options that are sure to improve inbound sales for your business. The art of making this deal is in closely monitoring your prospect’s interest, engagement and objections throughout the sales call. Having multiple closing techniques at your disposal is vital to improving your inbound sales.

Inbound 90

Inbound Closing Ideal Customer Profile Decision Maker 90

Sales Gravy

MARCH 25, 2025

A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Track and revisit call recordings or email exchanges to spot recurring objections. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Keep Tweaking and Testing

Ideal Customer Profile 84

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 84

The Pipeline

MAY 25, 2017

Success with getting Status Quo buyers rests in being able to engage them on how they do things now, how that aligns with or detracts from their objectives. If we fail to get them to understand that there is another way to achieve those objectives, there is no need for a product decision.

Top of Funnel 198

Top of Funnel Objections Face-to-face Buyer 198

Zoominfo

MARCH 12, 2025

Theyre using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers. The firm prioritizes an inbound-led outbound strategy, ensuring that sales reps focus their efforts on high-intent prospects rather than cold outreach.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Understanding the Sales Force

JANUARY 8, 2014

Social selling experts use data from the marketing, inbound and inside sales groups with whom they work. Let''s start with A players which, according to our data at Objective Management Group (OMG), represent the top 6%. Proving that social selling is having a positive effect on results is one of our greatest challenges.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

Mr. Inside Sales

MARCH 25, 2021

Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Score More Sales

NOVEMBER 6, 2014

Assessment Tool: Objective Management Group Sales Candidate Assessment. I’ve followed OMG’s Dave Kurlan for a number of years and finally got to meet him at INBOUND 2014 in Boston this year. You can download Roundpegg’s Culture Book to learn more – they will require your name and email in exchange.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Nutshell

FEBRUARY 20, 2024

That’s the idea behind inbound marketing—an essential marketing strategy for today’s businesses. In this guide, we cover everything you need to get started with inbound marketing. Keep reading to learn about what inbound marketing is, how it can benefit your business, and the steps to take to launch your inbound marketing strategy.

Paid Content 77

Paid Content Inbound Account Based Marketing Ideal Customer Profile 77

Hubspot Sales

SEPTEMBER 6, 2024

Create Content Whether you’re responding to potential objections in a prospect’s email or drafting a blog post to help attract or nurture inbound leads, generative AI can help. Armed with the right solutions, you can increase efficacy, improve efficiency, and exceed your quota — and yes, enjoy those commission accelerators, too.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Zoominfo

JANUARY 28, 2018

In sales the other team your prospect and their defensive line is an objection to your sales pitch. Whether you’re a seasoned professional or a sales rookie, you already know objections are an unavoidable part of your job. Yet, there are many tactics you can use to bypass these objections. A B2B Sales Thanksgiving [Infographic].

Buyer Persona 153

Buyer Persona B2B Inbound Objections 153

Sales and Marketing Management

AUGUST 20, 2018

In other words, do not give new inbound prospects the information they ask for until you’ve had a chance to talk to them, one to one. But,” you may object, “if I don’t give it to them, someone else will!”. Make buyers earn the right to the information they want from you. The price: a conversation.

Buyer 294

Buyer Call-back Follow-up Sales Qualified Lead 294

Understanding the Sales Force

SEPTEMBER 8, 2014

I''ll be speaking at Inbound14 , September 17, and I''ll be talking about How to Hire Great Inbound Sales/Marketing people. According to data from Objective Management Group (OMG), 54% of salespeople were money motivated during the 1990''s and first half of the 2000''s. Gerhard Gschwandtner interviewed me for SellingPower TV.

Motivation 253

Motivation Hiring Face-to-face Decision Maker 253

Zoominfo

JUNE 25, 2019

40% of business objectives fail due to inaccurate data. Shorten Your Forms to Improve Your Inbound Marketing [Infographic]. Here are some statistics for you to pay attention to: 62% of organizations rely on marketing and prospect data that’s up to 40% inaccurate. Up to 25% of B2B database contacts contain critical errors.

B2B 213

B2B Data Marketing Buyer Persona 213

Zoominfo

JANUARY 8, 2020

Your objective may affect the type of data you collect! Option 4: Inbound marketing. A great way to gather contacts in your target market is to create relevant, thought-provoking content – such as blogs, e-books, podcasts, or webinars – as part of your inbound marketing strategy. Consider: Who will be using the initial data?

Top of Funnel 200

Top of Funnel Marketing How To Inbound 200

Understanding the Sales Force

SEPTEMBER 17, 2014

Next I reviewed around 250 of the newest Objective Management Group (OMG) accounts for sales candidate assessments and discovered that 42% of the open positions are for inside sales roles. That article explains the various inside roles and makes a better case for migration winning out over the status quo.

Inside Sales 215

Inside Sales Outside Sales Study Distribution 215

The Center for Sales Strategy

JULY 29, 2020

Imagine placing more focus on lead generation efforts, whether through a specialist role or an inbound marketing agency, where qualified leads are regularly handed off to Account Executives. What if we placed greater accountability at the beginning of the sales process as well?

Lead Generation 103

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 103

Understanding the Sales Force

APRIL 3, 2014

Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. Most of the sales bloggers don''t touch on rejection but when it does comes up, it''s usually in the context of fear, as in fear of rejection.

Face-to-face 218

Face-to-face Decision Maker Call-back Inbound 218

Zoominfo

SEPTEMBER 23, 2020

Success here isn’t a given, but opinions about what it takes to achieve objectives certainly will be expressed, anyway. Inbound Marketing: 59% of marketers agree that inbound prospects result in the highest quality leads for sales teams. Yet inbound leads don’t just magically appear. to nearly 10%.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Sales and Marketing Management

OCTOBER 23, 2017

Gone is the view that marketers are harbingers of brand only; now, they’re responsible for revenue, profits, growth, and the customer experience – a paradigm shift that calls for a newer, high-performance plan capable of addressing modern marketing holistically across awareness, acquisition and retention objectives. Here’s where you start.

Marketing 192

Marketing eBook Social Media Trade Show 192