SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. This is where Sales Operations has a major role to play.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling. They are marketing themselves. Next week I''ll introduce our new and revised Sales Management Core Competencies.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. Some of these points may seriously imact your sales career. 1. Sales people need to make a choice.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring eBook 300

The Pipeline

SEPTEMBER 30, 2011

The Pipeline Renbor Sales Solutions Inc.s 23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Avoid Ad Hoc Marketing. February 2008.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Janek Performance Group

NOVEMBER 8, 2021

Is your LinkedIn social selling strategy based on FOMO (the fear of missing out)? Especially if we are talking about social selling on LinkedIn. We all agree exposure on LinkedIn is important, but there can be a negative impact without a clear social selling strategy. Do you have time to hop on a quick call?”

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case.

Social Selling 108

Social Selling Social Media Media Networking 108

Sales 2.0

SEPTEMBER 14, 2014

Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. They use the founders’ networks (and/or those of their investors) to get warm introductions to accounts and greatly increase their sales chances. Startup sales reality.

Scale 373

Scale Hiring Collateral Social Selling 373

SalesforLife

MAY 6, 2019

The first company wanted to hire a Director of Social Selling who could develop their social selling skills inside the business—almost like a train-the-trainer model, who could sell social selling to their team. I’m here to tell you that frontline managers are critical to social selling success.

Social Selling 94

Social Selling Sales Management Hiring Influencer 94

SBI Growth

JANUARY 14, 2013

Last week, I received a phone call from an EVP of Sales. The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. His top Manager got a VP job at a startup. Product Marketing didn’t train his team for the launch. Not Andy’s fault, right?

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

Understanding the Sales Force

SEPTEMBER 22, 2014

Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. They are different skill sets.

Inbound 212

Inbound Hiring Airlines Marketing 212

Sales 2.0

NOVEMBER 12, 2012

I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0 and Social Selling. Nowadays, I can’t even imagine a world without social media, especially for prospecting.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

No More Cold Calling

NOVEMBER 20, 2014

Boomers can’t afford to let Gen Y have the social selling advantage. But I still manage to leverage technology (very successfully) in my sales process. ??There’s There’s a common misconception that people born before 1980 are not good with technology and don’t excel on social platforms.

Social Media 286

Social Media Media Referrals Social Selling 286

SBI Growth

MARCH 19, 2013

The sales team deserved a training program as aggressive as this year’s budget. Onboarding is a topic the markets have been screaming to get for quite some time. ” In a recent post , I urged Sales Ops leaders to take responsibility for training and development. This sales leader agrees. The market is shifting.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking the question “What have I done before?”. Market conditions 12 months ago were very different. VPs of Sales are asking questions like: Is our Sales Process good enough? VPs of Sales are asking questions like: Is our Sales Process good enough? How should we be using social media?

Compensation 325

Compensation Social Media Incentives Incentive 325

Vengreso

MARCH 2, 2021

This is one of the principal lessons we teach on how to start a conversation on our Selling with LinkedIn course. In a remote selling environment, omnichannel prospecting is even more important. Here’s some data about what’s happened since March 2020: Marketing emails increased by 62%. Sales calls by 28%. Ad spend by 22%.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SBI Growth

JANUARY 27, 2013

Can’t promote a sales manager to a director. Can’t vary the comp plan based on market cost of living – it’s outside the comp rules. Here are some strategic questions Sales asks that HR can help with: Should the overall skill set of our Sales Reps change? Is Social Selling a necessary skill?

Hiring 308

Hiring Compensation Commence Sales Talent 308

No More Cold Calling

NOVEMBER 25, 2014

Why Social Sellers Need to Focus on Relationships, Not Networks Social selling isn’t a new concept. Sale s has always been social. There’s a common misconception that people born before 1980 are not good with technology and don’t excel on social platforms. Let’s start a conversation!

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

The Pipeline

MAY 23, 2011

The Pipeline Renbor Sales Solutions Inc.s LinkedIn: Social-ism Meets Capital-ism – Sales eXchange – 98. Stored in Attitude , Business Acumen , Sales 2.0 , Sales Leadership , Sales eXchange , Social Selling , Social media , execution. What happens when social-ism meets capital-ism?

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

No More Cold Calling

NOVEMBER 5, 2013

There are hundreds of great applications that help us work more efficiently—including CRM, marketing automation, social-selling tools, and more. How do you use technology for sales? Associations Enterprise Sales Management Small Business' But closing deals is still our job. Finding the Right Balance.

Sales Technology 249

Sales Technology Small Business Small Business Enterprise 249

Sales 2.0

OCTOBER 8, 2012

I’ve been a marketer and a sales person both. During the years I worked as a sales person and sales manager I became unhappy with the way sales people’s jobs were defined. This dissatisfaction drove me to define more efficient ways for sales people to sell. A lot of the things Sales 2.0

Tools 199

Tools Social Selling Social Media Twitter 199

Understanding the Sales Force

NOVEMBER 3, 2014

While that''s the case with technology, it doesn''t vary too much from that in non technology sales where most people believe that sales success boils down to one of two things; either a critical mass of meetings, or a proposal or quote. Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction'

Sales Methodology 217

Sales Methodology Inbound Decision Maker Consultative Selling 217

Pointclear

DECEMBER 3, 2013

Selling is hard enough for people with the DNA to succeed; it’s nearly impossible for people who lack those qualities, said my latest guest on PowerViews, Dave Stein, CEO and founder of ES Research Group Inc., which assists sales trainers in selecting the appropriate providers. How Much Social Selling Should Sales Reps be Doing?

Hiring 230

Hiring Sales Qualified Lead Social Selling Video 230

SBI Growth

JANUARY 9, 2013

The below downloadable tool will give over 40 sales leadership skills to choose from. For example, if your company needs to be “social”, then Social Selling skills are a must. If your company uses channel partners, Channel Management is a needed skill. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

JANUARY 2, 2013

Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Download the Sales Manager Competencies and Example Accountabilities Here. The VP-Sales and the VP-Marketing own this area jointly. Make sure the VP-Sales and VP-Marketing are on the same page.

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

The Pipeline

JANUARY 28, 2012

The Pipeline Renbor Sales Solutions Inc.s Socially Kosher? Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Sales 2.0 , Social Buying , Social Selling , Tibor Shanto. Funnel management.

Pipeline 215

Pipeline Social Media Cold Calling Compensation 215

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Prospecting for leads is being replaced by Social Selling. And the foundation for Social Selling is creating Social Debt. Get the Creating Social Debt Guide.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

Understanding the Sales Force

JULY 7, 2014

Understanding the Sales Force by Dave Kurlan N ot too long ago, before the advent of Social Selling, if a salesperson needed to add new opportunities to the pipeline there were basically two options: Make Cold Calls; or. Call Existing Customers for Referrals and Introductions. Interestingly, this choice was not a no-brainer!

Leads 282

Leads Marketing Qualified Lead Cold Calling Referrals 282

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. DON’T Jump on the Bandwagon. Comment Here.

Data 248

Data Social Media Small Business Small Business 248

Pointclear

AUGUST 14, 2013

That’s quickly changing, says my latest guest on PowerViews, Koka Sexton, LinkedIn’s senior manager of social marketing. An evangelist for social selling — and a U.S. What is Social Selling? It’s been an evolution, he says, as companies began recognizing the power of leveraging social media.

Social Media 203

Social Media Media Twitter Social Selling 203

SBI Growth

JUNE 21, 2013

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It’s June and you’re not sure your sales leader is going to last through the year. The secret to hiring a great sales leader is the ‘A’ Player Scorecard.

Hiring 320

Hiring Commission Compensation Account 320

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. For some reason the blogger was surprised at this, mentioning how IBM is leveraging social selling.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

SBI Growth

SEPTEMBER 23, 2012

Sales can’t do the job alone. Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. Sales can then do what they should be doing, which is selling, not prospecting. This avoids things like monopolizing the time of Sales Engineers for less-profitable deals.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Pointclear

AUGUST 15, 2013

Popular opinion would have you believe that, however, recent research shows that buyer’s want sales involvement in early stage conversations—in fact they prefer it. Via Sales & Marketing Management. Great Sales Managers Inspire and Motivate … Just Like Great Teachers. Via The Center for Sales Strategy.

B2B 189

B2B PointClear Buyer Social Selling 189

The Pipeline

AUGUST 22, 2011

Stored in Attitude , Business Acumen , Cold calling , EDGE Sales Process , Proactive , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. The other day I was talking with a couple of sales managers trying to help their people be more effective in prospecting. Funnel management.

Pipeline 255

Pipeline Cold Calling Hiring Sales Qualified Lead 255

SBI Growth

SEPTEMBER 19, 2013

This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will have access to guides, templates and tools to help your sales efforts. Your sales managers check the “launch” box.

Lead Rank 321

Lead Rank Lead Scoring Hiring Airlines 321

Zoominfo

SEPTEMBER 25, 2018

If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. Recently, we published The Ultimate List of Marketing Podcasts. The Ultimate List of Sales Podcasts.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

The Pipeline

MAY 13, 2011

Stored in Attitude , Business Acumen , Customer Care , Guest Post , Proactive , Sales 2.0 , Sales Strategy , Sales Success , Sales Training , Social Selling , execution. What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244