Sales and Marketing Management

SEPTEMBER 14, 2017

Author: Jim Fowler Buzzwords don’t get much buzzier than account-based marketing. Marketers in the B2B space are all about it, and there’s data to back that assertion up. That’s why, as a marketer, you'll get more mileage from your materials by employing ABM to court many similar accounts rather than just one. In the Event of….

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

Partners in Excellence

NOVEMBER 2, 2011

Supposedly, thought leaders in sales and marketing best practices. I’m still getting those emails from that marketing company—two a day. I prospect vigorously. The Handwritten Prospecting Letter. Today I received two emails that are a direct result of my attendance at the Sales 2.0 I do cold calls.

Cold Calling 115

Cold Calling Prospecting Conference Jigsaw 115

Fill the Funnel

FEBRUARY 4, 2013

The coolest thing that happened when services like Jigsaw came out was the importance of learning about the one person who has that pain that you have a solution for, but all the other people who have a stake in resolving their pain. The reps were using Jigsaw on their own.” Let your reps decide which tools they want to use.

Jigsaw 101

Jigsaw InsideView Top of Funnel Ideal Customer Profile 101

Partners in Excellence

OCTOBER 11, 2021

” Whether it’s bad prospecting, bad Social Channel interactions, bad selling, weak sales management, ineffective training, and so forth. I had a single very large account, my job was to prospect within that account, finding new opportunities to sell and grow our relationship. I struggled a moment.

Revelation 157

Revelation Jigsaw Account Lead Rank 157

DiscoverOrg Sales

JANUARY 24, 2017

We uploaded those best customers, figured out what they look like, modeled our best target process, then built out a wider list of addressable market, all by employing our own tools that we offer for Customers (AccountView and DealPredict in particular). times more likely to have adopted an Account-Based Marketing (ABM) strategy.

Account 120

Account Account Based Marketing Customer Jigsaw 120

Hubspot Sales

NOVEMBER 14, 2018

Marketing qualified leads (MQLs) and sales qualified leads (SQLs) were created as a way for sales and marketing to determine if the leads they were dealing with were of a certain quality. No matter the industry, few things tempt prospective customers more than giving away something for free. The problem? Prioritize your PQLs.

Sales Qualified Lead 139

Sales Qualified Lead Lead Rank Top of Funnel Marketing Qualified Lead 139

SBI

OCTOBER 17, 2011

Recently, ActiveConversion announced additional features and interface enhancements to its marketing automation solution. There are many marketing automation solutions available today but most are priced well above what the average company can afford and are so complex that they require additional staffing to manage and optimize the system.

ActiveConversion 76

ActiveConversion Jigsaw Lead Scoring Lead Rank 76

Customer Centric Selling

OCTOBER 20, 2014

Vertical Markets - are you having greater success in one vertical versus another? Step 3: Set Goals Based on the analysis of your customer base, prospects and 2015 revenue requirements, you need to establish goals for what you need to accomplish. Identify the Top10 prospects that you will carry over into 2015. Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Sales Hacker

OCTOBER 4, 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. Hosted their inaugural CMO Summit last September, with $106B of market cap represented in the room.

Top of Funnel 111

Top of Funnel Scale Hiring Ideal Customer Profile 111

SalesLoft

AUGUST 6, 2013

Prospecting is all about having meaningful conversations with contacts who fit your ideal prospect profile. But all prospecting starts with one unique task… List building. Due to its popularity, universal adoption, and self-updating nature, LinkedIn is the most accurate and up-to-date prospect database for finding leads.

Outbound 52

Outbound Prospecting Jigsaw GoldMine 52

Your Sales Management Guru

AUGUST 5, 2014

After discussing the current sales environment, networking, in effective cold calls, lack of experience and a great deal of interactive discussions we created an approach that can immediately change your sales and marketing approach. What are the secret steps to the Acumen Power Network Map? Ken’s hint: Do your homework and count commissions.

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

Fill the Funnel

JUNE 2, 2011

With the ongoing advancement of sales and marketing web tools, now is an ideal time to rethink and re-tool your sales process and approach as well as construct a plan on how to leverage these new capabilities. Your prospects/customers will not respond to this worn out approach, and your employees also expect a new approach.

Tools 79

Tools Scale Jigsaw Top of Funnel 79

Partners in Excellence

DECEMBER 9, 2018

If may be prospecting avoidance for any number of reasons–“That’s the SDRs job, I can’t get them to respond, I’ll focus on the people I’ve worked with before… ” At the same time, their pipeline’s are empty. They help us understand how many deals, how much prospecting, and so forth.

Jigsaw 95

Jigsaw Territories Pipeline Account 95

Sales Training Advice

MARCH 31, 2010

Prospecting has never been harder – or easier. You can use these tools to do everything from identifying who your best-odds prospects are to deducing why they’d want to speak with you, writing a powerful email, and ultimately attracting them to you. Watch your prospects. Gone is the dialing for dollars mentality. Use Bit.ly

Tools 45

Tools Prospecting Sales Tools Jigsaw 45

Seismic - Sales Effectiveness

MARCH 26, 2020

At every company, success comes down to the people — each company has internal product experts, a customer point-person, or market specialist. According to the Aberdeen Group: “Companies that optimize the marketing/sales relationship grow revenue 32% faster year-over-year, compared to those without such a relationship.” INC.COM Client.

Biotechnology 57

Biotechnology Jigsaw Groups Video 57

eGrabber

JUNE 21, 2021

A well-targeted prospect list is highly effective when used at the right time. Most of the successful B2B sales and marketing teams are built on cold emails and calls, which employ the sales prospecting technique until today. The downside of buying B2B prospecting lists. Gives your Prospect’s Coworkers Emails.

Outsourcing Services 40

Outsourcing Services Sales Qualified Lead Lead Rank Lead Scoring 40

Nutshell

AUGUST 24, 2018

It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. Not so with inside sales, where alignment between sales and marketing is critical for the creation of effective collateral and messaging. Reading comprehension will also be vital.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Sales Training Advice

JULY 30, 2012

Sometimes you have to prospect. While it’s true that networking, referrals, and other relationship-oriented marketing strategies are superior ways to build a professional services business in the long run, the problem can lie in that word “long.” It’s a good bet that there are prospective clients all around you.

Prospecting 40

Prospecting Hoovers Referrals Jigsaw 40

Sales Hacker

JULY 30, 2020

Think of this like examining the pieces to a jigsaw puzzle as you’re putting it together. The first commitment you’re going to need from the prospect then is a commitment to make any change at all. Eighty people would tell me something related to the marketing copy on their website or brochure. Want a shortcut?

Decision Maker 91

Decision Maker Closing Jigsaw Face-to-face 91

Green Lead's B2B

JUNE 17, 2010

ActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. They are partners with Google, Jigsaw, VerticalResponse, and Salesforce.com.

ActiveConversion 33

ActiveConversion Jigsaw Lead Rank Lead Scoring 33

Green Lead's B2B

JUNE 14, 2010

My domain expertise is B2B Marketing and Sales, especially Demand Gen. Sales Enablement - Monitor sales and marketing asset libraries. Data - Most data sources (Jigsaw, LinkedIn, etc.) Subscribe to the best in Lead Nurturing, Lead Generation, and B2B Marketing. Know when files change, are upgraded, or need collaboration.

B2B 30

B2B Hiring Jigsaw Marketing 30

Green Lead's B2B

JANUARY 28, 2010

Last night I heard a few sound bites in Obama's State of the Union Address that brought to mind what I hear from sales and marketing folks daily. This is about Sales and Marketing Alignment. Without constant attention to this challenge, marketers will continue to struggle. Times have changed in the world of outbound marketing.

Outsourcing Services 30

Outsourcing Services Lead Gen Jigsaw Inbound 30

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. An alternative to buying a list is building one.

Lead Rank 29

Lead Rank Lead Scoring Jigsaw Conversion 29

Green Lead's B2B

OCTOBER 3, 2010

As many of you would expect, Green Leads consumes prospect lists at a rate that far exceeds most outbound marketing efforts. As a result, we've got licenses with Jigsaw , OneSource and NetProspex , and we use LinkedIn and other contact discovery services. See the breakdown to the right just for Marketing contacts.

NetSuite 31

NetSuite Jigsaw Leads Marketing Qualified Lead 31

Green Lead's B2B

JANUARY 21, 2010

These 5 points may get more Eureka's out of your outbound marketing efforts: List Hygene - Keep lists clean and ready at all times for prime calling. Functional Tools - Fill the toolbox with tools, and know how to use them: Jigsaw, NetProspex, InsideView, LinkedIn, Google Alerts and Google Search, LeadLander, others.

Outbound 29

Outbound Jigsaw InsideView Lead Gen 29

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. Let’s start with Targeting: First you will need to build the ideal profiles of your target prospect industries and channels. An alternative to buying a list is building one.

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20