Sales and Marketing Management

DECEMBER 8, 2019

With more opportunity than ever to market and sell to a global audience, SMBs are also exposed to a customer base whose expectations are continually shifting. What’s interesting about my experience as a consumer is that I was marketed to on Instagram based on my prior engagement with photos of jewelry on my feed.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254

Zoominfo

AUGUST 7, 2018

B2B marketers manage a number of competing tasks throughout the day. We’ll let you in on a secret: Your marketing technology stack makes a world of difference when it comes to marketing productivity and efficiency. In today’s blog post, we discuss 30 B2B marketing tools you can’t live without. Keep reading!

B2B 178

B2B Tools Lead Rank Lead Scoring 178

Pointclear

SEPTEMBER 27, 2012

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 2012 Trending: Significant Transformation for Marketing Groups. New marketing channels.

Social Media 170

Social Media Outsourcing Services Marketing Hiring 170

Zoominfo

NOVEMBER 5, 2020

At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action. Data is at the core of every go-to-market motion. It will be purpose-built for go-to-market teams to identify actual buying centers rather than legal entities with no purchasing power.

Lead Rank 246

Lead Rank Lead Scoring Ideal Customer Profile Oracle 246

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward. They know how to demonstrate value.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

The Pipeline

OCTOBER 18, 2021

Then followed a career as an employed trainer and consultant for sales effectiveness; first with the boutique consulting firm “Target Market System” which then became OnTarget before it was absorbed by Siebel Systems where he first held the positions of Business Consulting Director and then Solution Practice Director.

Siebel 188

Siebel Oracle Sales Methodology Engineering 188

Zoominfo

AUGUST 7, 2018

B2B marketers manage a number of competing tasks throughout the day. We’ll let you in on a secret: Your marketing technology stack makes a world of difference when it comes to marketing productivity and efficiency. In today’s blog post, we discuss 31 B2B marketing tools you can’t live without. Keep reading!

B2B 130

B2B Tools Lead Rank Lead Scoring 130

DiscoverOrg Sales

MAY 11, 2017

Startups and challengers—even those with disruptive offerings—faced a significant uphill battle to win new business at scale and steal market share from industry leaders, because they had limited visibility and access to buyers. But the availability of data isn’t a universal promise of success. Buyers are taking notice.

Data 154

Data Scale Oracle Ideal Customer Profile 154

Understanding the Sales Force

OCTOBER 23, 2012

CRM allows salespeople to place prospects in the wrong stage of the pipeline. Last week I spent 90 minutes with another client (8 people from Operations, sales, customer service, and marketing) showing them how CRM could be the answer to their inaccurate forecasts and pipeline reports. CRM is viewed as busy work rather than a tool.

CRM 215

CRM PipelineDeals LandSlide Forecasting 215

John Barrows

AUGUST 7, 2019

John and Amir talk training, customer success, AEs and why they should prospect, a challenge in outsourcing and more. In this podcast you’ll learn: Why AEs should be prospecting. Why AEs should be prospecting. The most important skillset that you need to be successful in sales is how to prospect for yourself. Stay tuned….

Oracle 140

Oracle Sales Qualified Lead Hiring Promotion 140

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. What did he do?

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

DiscoverOrg Sales

JANUARY 29, 2019

Own win rate increases by 300% when we know key parts of a prospect’s technology stack. If your offering integrates with your prospect’s tech stack, it’s not a matter of whether a prospect can use a solution like yours: They can, and they do. Marketing automation tools, and more. Web servers. Programming languages.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Sales and Marketing Management

MAY 11, 2017

Author: Sabrina Ferraioli, Co-Founder and VP of Global Sales, 3D2B Marketing and sales metrics can give you a window on the future and the insights you need to optimize sales. Number crunching is no longer reserved for the sales and marketing nerds. It is the lifeblood of the most successful sales and marketing leaders.

Inbound 176

Inbound Lead Rank Lead Scoring Sales Qualified Lead 176

Sales Hacker Training

FEBRUARY 13, 2020

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. 1) Marketing: Does your marketing appeal to enterprise orgs? Promoting high performing mid-market reps. Sales strategy.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

DiscoverOrg Sales

AUGUST 23, 2018

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social media lets us go beyond a normal sales pitch to create a relationship-based network of future prospects and opportunities. You do you.

Social Selling 192

Social Selling Social Media Media Twitter 192

Close.io

OCTOBER 8, 2019

We hustled hard, we pitched perfectly, the product concept was great, and high-level leadership loved it, not just at Google, but also at Intuit and Oracle. Oracle broke our heart. We didn't supply any KPIs or internal marketing and promotion material. But the most painful experience was Oracle. This s**t is easy!”.

Oracle 53

Oracle Enterprise Enterprise Google 53

SBI

AUGUST 17, 2021

Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. It was a wake-up call to get good at digital sales and marketing. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote?

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Sales and Marketing Management

MAY 8, 2017

Oracle, for example, created a streamlined sales training system that can take years to complete. That way, reps can focus on solving problems instead of getting hung up in a series of endless arguments with (sometimes poorly) educated prospects. Leaders at organizations of many sizes understand how valuable this can be.

Training 153

Training Face-to-face Oracle Education 153

Zoominfo

OCTOBER 15, 2018

Since its release, Twitter quickly garnered traction in the B2B marketing realm. In fact, 87% of B2B marketers report using Twitter as part of their social media strategy, trailing LinkedIn as the number one platform by only 6% ( source ). So, are modern marketers right to be skeptical? At ZoomInfo, we’d like to think not.

Handbook 113

Handbook Twitter B2B Oracle 113

Vengreso

DECEMBER 20, 2018

We’ve all heard how critical it is for sales organizations to work on marketing/sales alignment, but my guest on this episode of #SellingWithSocial goes a step further to make the two a powerful combination that closes more deals. Learn how to go beyond #marketing #sales alignment to increase conversions. Be sure you listen!

SAP 95

SAP Ideal Customer Profile Marketing Siebel 95

No More Cold Calling

JANUARY 27, 2015

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Companies send mass marketing messages without any idea who the recipients are or what they want. Your prospects don’t want to hear your generic sales pitch.

Sage 120

Sage Oracle Social Media How To 120

Sales Hacker

JULY 28, 2021

Automate processes: Integrate your CRM, marketing platform, and sales forecasting tools for accurate data. These tools use algorithms and even machine learning to precisely predict revenue based on historical data, trends, and market changes. Plan ahead: D on’t lose sight of next quarter’s forecast. Do I need a sales forecasting tool?

Sales Forecasts 131

Sales Forecasts Forecasting Tools Oracle 131

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Telemarketing 154

Hubspot Sales

OCTOBER 2, 2019

To measure sales productivity, look at the following metrics: Percentage of total hours spent prospecting. Many reps have identified skills they want to build or improve upon , such as effective prospecting or presenting in front of groups. Oracle Sales Performance Management. Image Source: Oracle. Price: Contact Oracle.

SAP 142

SAP Oracle Compensation Territories 142

Crunchbase

MARCH 9, 2020

Interview with Chris Morgan, CRO at MOAT (acquired by Oracle) hosted by Rajeev Batra, Enterprise Investor at Mayfield. Chris Morgan is the CRO of Moat , which was acquired by Oracle in 2017. He joined MOAT, a Mayfield investment that was later acquired by Oracle for more than $800M, as their first VP of Sales. Chris’ Background.

Oracle 93

Oracle Scale Hiring Harvest 93

Sales Hacker

MARCH 30, 2021

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies. It was my foundation for success in selling and going to market. Show Introduction [00:00].

Oracle 112

Oracle Scale SalesForce Incentives 112

Sales Hacker

FEBRUARY 17, 2020

This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations. Mid-market enterprises are those which generate an estimated annual revenue between $10 and $100 million. In spite of that, many mid-market companies still lack a CRM. .

Outside Sales 110

Outside Sales Field Sales Oracle Enterprise 110

Partners in Excellence

JUNE 5, 2013

Are the social platforms really THE place where we connect and engage our customers and prospects? I couldn’t do business without leveraging many of the powerful social platforms and tools to research my and understand prospects or customers. .” Well, maybe for them, but it’s certainly not for me.

Ideal Customer Profile 123

Ideal Customer Profile Customer InsideView Social Selling 123

Zoominfo

NOVEMBER 5, 2020

At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action. Data is at the core of every go-to-market motion. It will be purpose-built for go-to-market teams to identify actual buying centers rather than legal entities with no purchasing power.

Lead Rank 130

Lead Rank Lead Scoring Ideal Customer Profile Oracle 130

BuzzBoard

MAY 8, 2023

Analysys Mason ) We reviewed some of the most prospering and desirable SMB tech verticals that are currently leading the market. Going by Analysys Mason predictions, cyber security will have a “ double-digit growth ” this year while other sources project a USD266 billion market size as per revenue by the end of 2027!

Lead Rank 98

Lead Rank Marketing Trends Scale 98

Sales Hacker

JANUARY 20, 2021

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. Feel free to jump ahead: What is account-based sales and marketing? Issues with one-to-many and one-to-few ABS and marketing programs. What is personal account-based sales and marketing?

Account Based Marketing 79

Account Based Marketing Top of Funnel Account Lead Rank 79

Partners in Excellence

JUNE 14, 2013

Aren’t they the prospects we go after to convince to buy our stuff? But clearly identifying the customer is critical in focusing our sales and marketing where we have the greatest insights, where we have the greatest impact, and where we get the greatest return on our investment in time and resources. What we do will change.

Customer 113

Customer Oracle SAP Engineering 113

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. Don’t worry; we even included several examples you can use.

Enterprise 67

Enterprise Enterprise Hiring Marketing 67

Sales Hacker

FEBRUARY 12, 2021

For such a complex system to run smoothly, all departments: sales, marketing, support, and accounting need to be connected and communicate in real-time. Key features: All-in-one CRM platform with sales, marketing and support capabilities. Chat with prospects in real-time using Conversations. Marketing lists and quick campaigns.

Enterprise 117

Enterprise Enterprise CRM NetSuite 117

No More Cold Calling

MARCH 17, 2016

Your marketing department can help by providing relevant content to the sales team. It is a place for engaging audiences, not for pitching prospects. And why was I ranked at #50 while Tim Hughes at Oracle, Jack Kosakowski at Creative Agency, Koka Sexton at LinkedIn, Kim Garst at Boom! But sales reps have work to do as well.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120

The ROI Guy

OCTOBER 24, 2014

This week, CEB held their annual Sales and Marketing Summit, with 1,200 celebrating all things and revealing some of the latest research on how to more effectively evolve your sales and marketing for a new breed of buyer. Join the discussion at: Value Marketing and Selling LinkedIn Discussion Group https://www.linkedin.com/groups?home=&gid=6776884

Decision Maker 90

Decision Maker Buyer Persona Oracle Buyer 90

Igniting Sales Transformation

MARCH 4, 2019

Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus? Listen and enjoy and insightful, power packed interview!

Microsoft 91

Microsoft Lead Rank Oracle Conference 91