The Pipeline

NOVEMBER 19, 2020

Oh ya, the marketing team that “developed” the “value prop” does. Unsuspecting prospects thinking they are meeting with an SME, are commonly probed for pain and fit. Not just with a marketing intern’s or contract writer’s view of things. Same for value propositions, leave them in the marketing guy’s car. . No, seriously!

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

The Pipeline

JANUARY 22, 2019

Any number of things an SME is in a position to do to extend the interruption – first objection – to a conversation. Sellers instantly file it under ‘adverse”, go into rejection mode, and looking to please their manager and Marketing Director; they start defending their company when it does not need defending.

Objections 267

Objections Prospecting SME Cold Calling 267

Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. Many claim “Half of my marketing budget is wasted, but I don’t know which half!” The risk or return ratio.

ROI 97

ROI Account Lead Rank Marketing 97

Highspot

JANUARY 7, 2020

Building a play relies on three different subject matter experts (SMEs). Each SME should be one person. Topic SME – Often product or content marketing. Enablement SME – Most likely the enablement team member supporting the internal audience the play is designed for. Answer: Topic SME = Partner Marketing Manager.

SME 85

SME Strategy Licensing How To 85

The Pipeline

MARCH 16, 2020

But the virus has created a rare commonality, causing the market to behave in a more monolithic fashion. If indeed you have presented as an SME in your interactions to date, this is your opportunity to step in and leverage that role. It creates focus when the markets are calm, and all the more so in volatile times.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Sales and Marketing Management

JULY 11, 2019

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. Every member of the team must be able to access information, and participate in this process of justification, client management, prospect follow-up and document marketing.

SME 209

SME Social Selling Territories Follow-up 209

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 173

Ideal Customer Profile Scale Strategy Hiring 173

The Pipeline

FEBRUARY 19, 2019

The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”; At a high level, revenue organizations (sales & marketing) take one of two routes to this large pool of buyers.

SME 225

SME Quota Groups Buyer 225

Babette Ten Haken

SEPTEMBER 24, 2018

Babette Ten Haken is a STEM design thinker, Six Sigma Green Belt and Voice of the Customer facilitator, forged by her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. Her professional speaker profile appears on the espeakers platform.

Ideal Customer Profile 221

Ideal Customer Profile Retention Strategy SME 221

Allego

AUGUST 24, 2021

It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. B2B deals are high-cost, span multiple touchpoints, and take months to close.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

The Pipeline

SEPTEMBER 21, 2017

I was talking to someone selling specialized ERP, and he was saying that this is only 5% of his market at any given time, small. The more and better they recognize and accept your SME status, the more effective you will be.

SME 240

SME Objections Margin Follow-up 240

The Pipeline

APRIL 6, 2021

If it’s not the product, it’s marketing, no leadership, no culture; anything but the rep’s inability to get past product. While prospects may think they know what they want, as an SME, you can round out or extend their perspectives. They may even refuse to cooperate against their captor.

SME 299

SME Lead Rank Lead Scoring Discount 299

Anthony Iannarino

AUGUST 16, 2019

The world of sales and marketing has long recognized and spoken about “ value creation.” Some have become so dependent on a SME that they don’t even want to have a discovery meeting without having one with them. It doesn’t mean you have to have more technical knowledge than your dream client’s technical expert, their SME.

SME 95

SME Lead Rank Lead Scoring Competition 95

Babette Ten Haken

SEPTEMBER 11, 2018

I’m working on groundbreaking XXX technology for B2B sales and marketing. You seem like a thought leader interested in learning about ways to improve B2B sales and marketing and I’m trying to get the word out. She is a member of SME, ASQ, SHRM and the National Speakers Association. I’m not trying to sell anything.

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Bernadette McClelland

NOVEMBER 26, 2014

If you are an entrepreneur or SME and want to commercialise your dream of changing the world then join us on The Acceleration Program. Advisor Beliefs Change Leadership Marketing Relationship awareness Influence Sales' The Time is Now, don’t you think?

SME 366

SME Social Media Influencer Up-Sell 366

Allego

SEPTEMBER 25, 2019

As a subject matter expert (SME), you have knowledge that the sales force needs to access, but the challenge is sharing information with the sales force that’s both timely and relevant. When things change–market conditions, competitive pressures, regulatory changes, etc.–a How do you measure the impact of your SME content?

SME 54

SME Video Construction Social Media 54

Sales and Marketing Management

OCTOBER 9, 2017

Cred-ability – The best sellers can demonstrate how things really work, or can link customers with subject matter experts (SME). Rick Wong has over 35 years working in sales and marketing with Fortune 100 companies including Hewlett-Packard and Microsoft. It works and it’s repeatable.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Anthony Cole Training

OCTOBER 13, 2014

Just for the sake of simplicity, lets’ assume that all of your sales people have the same situational factors (market conditions, competitive issues, compensation, and tenure). In our Sales Managed Environment (SME) program , one of the important functions of the sales manager is to motivate the sales team AND keep them motivated.

Sales Management 203

Sales Management SME Incentive Incentives 203

Salesmate

AUGUST 19, 2020

We’re excited to announce that once again, Salesmate is recognized as a market-leading sales CRM and automation platform by multiple Gartner’s top software advisory platforms – SoftwareAdvice and GetApp. Salesmate as GetApp Leaders in two categories. Salesmate has ranked on the 5th spot in 2020.

Lead Scoring 98

Lead Scoring Lead Rank CRM SME 98

Babette Ten Haken

AUGUST 23, 2018

Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales. She is a member of SME, ASQ, SHRM and the National Speakers Association. is available on Amazon.com.

Retention 154

Retention Customer Revelation Loyalty 154

Allego

APRIL 14, 2021

Are marketing and sales teams on the same page? This means powering up content with relevant talk tracks, best practices, win stories, and SME knowledge that sellers need to handle objections, nurture prospects, and close deals. #3 Alignment and continuous collaboration with the marketing team is also critical. 4 Coaching.

Sales Enablement 120

Sales Enablement Top of Funnel Hiring SME 120

DiscoverOrg Sales

DECEMBER 26, 2018

In spite of GDPR, in the face of market turmoil, and despite an increasingly complicated tech stack, this year has shown us that high tides really do lift all boats. GDPR for Sales and Marketing. Our more specific follow-up blog was a hit, too: Keep Calm and GDPR on: How Marketers Can Comply with GDPR. How to Sell to the CMO.

Intent Data 120

Intent Data Intent SME Hiring 120

Zoominfo

OCTOBER 29, 2020

What is the Difference Between SMB and SME? SMEs (small-to-medium enterprises) operate similarly to SMBs but at a slightly larger scale. Also known as “Mid-Market” companies, SMEs have 101-500 employees and generate $10 million – $1 billion. Compared to SMBs, SMEs have more international recognition.

Ideal Customer Profile 100

Ideal Customer Profile Scale Strategy Lead Rank 100

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

This is a story about why marketers salespeople must forsake any attempt to communicate nothing but the facts, and must focus on what people believe and then work to tell them stories that add their world view. 3% of people are ready to buy what you offer the market, right now. Instead I’m going to tell you a story.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Costello

JANUARY 9, 2019

When we speak with marketing agencies about using our sales playbook software to sell their own services, one of the questions they always ask us is, “What questions should I ask my prospects?”. As we expected the most popular framework amongst marketing agencies was the Goals, Plans, Challenges, Timeline (GPCT) framework.

Prospecting 111

Prospecting Ideal Customer Profile Marketing Sales Qualified Lead 111

The Pipeline

JULY 18, 2016

Consistently successful sales professionals see their role a little differently, they see themselves as a Subject Matter Expert, (SME). I was working with client in a competitive market, there were a lot of choices, vendors, product, bulk, etc. Risky business. With commodities, I’ll share a story.

SME 120

SME Small Business Small Business Exercises 120

BuzzBoard

AUGUST 8, 2024

Explore How Understanding Customer Behavior Through Data Analytics Insights Can Help Shape Marketing Strategies for Mid-Sized Companies As the digital marketing landscape continues to evolve, the importance of understanding customer behavior through data analytics insights has become crucial in shaping strategic marketing plans.

Consumer 52

Consumer Analytics Data Company 52

A Sales Guy

DECEMBER 15, 2016

ABM, Account Based Marketing, we’ve all heard about it. (If Here are 5 tactics you can use right now to close larger deals with Account Based Marketing and Sales Development. What if you could leverage your SME, marketing manager, engineer, or any other resource on your team in an active sales cycle? EverString.

Account Based Marketing 60

Account Based Marketing Account Lead Rank Pipeline 60

Babette Ten Haken

FEBRUARY 27, 2020

Find a budget for your marketing initiative. I am a member of SME, ASQ, SHRM, ATD and the National Speakers Association. Do something different. Fund your venture. Buy your products and services. Improve their performance. Sign off on your engineering design specifications. You get the picture. is available on Amazon.com.

SME 86

SME Margin Engineering Education 86

Babette Ten Haken

APRIL 8, 2019

Her programs are forged from her background as a STEM professional in clinical research, new product development, market research and sales. Babette is a member of SME, ASQ, SHRM and the National Speakers Association. Find out more right here. Her playbook of communication hacks, Do YOU Mean Business? is available on Amazon.com.

Decision Maker 101

Decision Maker SME Ideal Customer Profile Engineering 101

BuzzBoard

MAY 24, 2024

Thus, for all digital marketing agencies, if you’re not fully harnessing the impact of your case studies for local business clients, now is the moment to give them the focus they deserve. As you navigate the often choppy waters of digital marketing strategies, don’t underestimate the power of a well-executed case study.

Case Study 52

Case Study Study Small Business Small Business 52

Babette Ten Haken

OCTOBER 15, 2018

This connection signifies that we are doing our homework and are engaged in effective marketing. She is a member of SME, ASQ, SHRM and the National Speakers Association. We want to do business with them, and so, seemingly they with us. That is a good thing, for us both. So are these current and potential customers.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Product Management University

JULY 23, 2020

It’s not how you do product marketing or sales. Just like the waterfall days when most product managers also wore the business analyst/SME hat, most product managers in agile environments are also wearing the product owner hat. Agile is a software development methodology. It’s not a way to do product management. But that’s it!

SME 66

SME Software Software Consumer 66

Mindtickle

SEPTEMBER 15, 2021

On the other hand, the right marketing-approved assets enable sellers to deliver relevant content to customers throughout the selling cycle. Virtually every sales enabler and marketer spends a lot of time creating content to support the sales team. At many organizations, content chaos is the norm. Will it be up-to-date?

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

Babette Ten Haken

JULY 8, 2019

Do you simply throw various business scenarios over the wall, at marketing and public relations professionals? Next, as the leader of your business, you consider website content and marketing and sales messaging as decorative elements of your business. Babette is a member of SME, ASQ, SHRM and the National Speakers Association.

Ideal Customer Profile 73

Ideal Customer Profile Outsourcing Services SME Hiring 73

Allego

JULY 17, 2023

It includes everyone who plays a role in helping to generate revenue for the business: sales, marketing, enablement, HR, and customer success. Effective buyer enablement involves understanding the buyer’s journey and aligning sales and marketing efforts to support buyers at each stage. Enablement is now revenue enablement.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118