Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. The Bullseye Framework Step 1: Sell to your current clients. Here is in its simplest form.

Marketing 39

Marketing Intent Data Social Media eBook 39

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Some firms sell products designed only for small businesses but many companies have products or services that can work for bigger companies but they have fallen into the habit of selling to smaller companies. Much buying is “paused.” A time to plan.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Sales 2.0

MAY 20, 2020

If you’re a sales person, business owner, or marketer, your job is to facilitate this transmission. If you’ve done any selling at all, you know that referrals work way more effectively than cold calls. It’s like people not wearing protective equipment or masks and hanging up 2 feet apart. It helps you sell your product.

Cold Calling 501

Cold Calling Referrals Networking Education 501

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. Why has automation failed to gain traction despite its obvious promise?

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales and Marketing Management

AUGUST 13, 2021

Organizations with modern sales presentations have a leg up in today’s selling environment. The post 6 Traits of the Modern Sales Presentation appeared first on Sales & Marketing Management. They meet establish trust and build confidence with buyers, and, ultimately, influence their purchase decisions.

Influencer 347

Influencer Up-Sell Buyer Meeting 347

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. Since then I’ve sold millions of dollars of technology and services, run my own sales outsourcing and training company, grown a digital agency and pioneered a new approach to selling now known as “social selling”. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

The Pipeline

MAY 25, 2020

Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Having conducted post-mortems on enterprise-level deals for leading companies, Steve shares what he has learned over the years, and more importantly, some actionable insights that will boost you in all markets.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. How do most companies ramp up their B2B lead generation strategies? Referrals are lifelong.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. as this channel has become saturated.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

MAY 1, 2020

We will start selling at some reasonable rate again, soonish. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. If you don’t make this a habit you may just keep snapping up the small fry that come to you more easily. Don’t panic. Big fish have big wallets.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. What is a CRM system in marketing? What are some CRM marketing examples? What is CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Sales and Marketing Management

FEBRUARY 11, 2019

Because marketers live on the very channels the customers are engaging with, clever marketers harness these channels to reach potential and loyal customers. More than ever before, the new reality of sales must rely on marketing to a higher extent. Marketing should ask sales about the customer.

Education 330

Education Buyer Buyer Persona Social Media 330

Sales and Marketing Management

APRIL 1, 2020

For a successful campaign or product launch, you’ll want the right content and up-to-date information at the fingertips of your sales reps. 1 barrier to success for a new product launch is a lack of preparation in the go-to-market and sales launch. However, even with all this time and effort, 40% of new product launches fail.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. The global crisis is taking up everyone’s mindshare. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Your top of funnel may dry up. Do some salespeople lack relationships in the market?

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

No More Cold Calling

APRIL 16, 2020

It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. The rest just want to sell you their products—the heck with caring about who you are. Wondering how your team will keep selling in an economic downturn? In a word, it’s fidelity.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Sales 2.0

MAY 30, 2023

Collective[i] provides the most comprehensive solution on the market for companies seeking to optimize revenue using AI, connections, and collaboration. Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

The Pipeline

JUNE 3, 2020

As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. It’s too early to tell the long-term impact on sales and selling. What are the thought leaders in your target market talking about? No selling, no bias, just an honest question.

Sage 361

Sage Airlines Enterprise Enterprise 361

No More Cold Calling

MAY 2, 2019

They never took the time to learn how to sell. Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. They didn’t learn how to sell in their previous roles. Selling isn’t in their lexicon. Still don’t think it’s important to learn how to sell? Yes, I know it’s five.

Small Business 316

Small Business Small Business Referrals Hiring 316

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Old Sales Funnels Are Drying Up. The impact of these changes is highlighted in the marketing segment. The CMO Survey for June 2020 observed that 9% of marketing jobs have been lost due to the ongoing crisis. in the next year.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales and Marketing Management

DECEMBER 16, 2019

Companies have heads of operations, marketing, accounting, sales and human resources, but rarely do they have someone in charge of their second most important asset (after employees). The best customer experience companies teach their employees to educate customers rather than sell to them. That asset is the customer. . .

Company 423

Company Customer Insurance Insurance 423

Sales 2.0

OCTOBER 9, 2020

By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed. If you’ve bought into any of this “social selling” stuff then you are probably thinking “that sounds like a lot of work, posting content, curating content, maybe even creating some content. Not a bad combo. Flat world. Build Your team.

Account 385

Account Scale Social Media Small Business 385

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , PICK UP THE DAMN PHONE!

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

JANUARY 18, 2021

Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.

Survey 257

Survey Revenue Marketing Customer 257

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

MARCH 31, 2020

When the economy slows, the pace of decision making must pick up. The stock market rose to unheard-of levels, and unemployment was lower than ever. Now we must get prepared—for COVID-19 and for selling in an economic downturn. If your customers aren’t selling for you, you won’t have customers.” No one was ready.

Referrals 326

Referrals Cold Calling How To Call-back 326

Sales and Marketing Management

FEBRUARY 24, 2021

But what if you’re a small business and don’t have extra marketing dollars (or time) to spend on massive engagement-boosting campaigns? Zero in on Your Target Market. First, make sure you understand who you’re target market is. First, make sure you understand who you’re target market is. Have a Content Marketing Strategy.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Zoominfo

DECEMBER 28, 2020

Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Read on to discover how your marketing and sales teams can close more leads by recognizing and responding to prospects’ buying signals. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. The short answer—a lot.

Data 251

Data B2B Churn Buyer Persona 251

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. If you sell a product of a reasonable value to a reasonably large company there will be several people involved in the buying of such a product ( 6-10 based on Gartner’s research ). Avoid banging your head up against the same wall over and over again.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. Even if your firm isn’t there yet, consumer behavior and the market now rests on the 2030 point on the trend line?—?positive

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

FEBRUARY 12, 2021

B2C selling has dominated social media for the last 10+ years. B2B social selling is an important and viable channel for B2B marketers and sales professionals. In today’s post we’re diving into what social selling is, why it’s important to B2B sellers, and how to use it in your sales strategies. It’s not advertising.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

No More Cold Calling

JANUARY 13, 2022

For instance, NBC reports that astrologers predict 2022 will bring “enlightenment, glow-ups, and some serious rebirths and that we should expect for secrets to be revealed, the marginalized to rise up, and chances for a phoenix to rise from the ashes.” Hopeful outcomes sound like this: Sales and marketing will learn to play nice.

Trends 356

Trends Margin Cold Calling Inbound 356

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Ultimately, your sales and marketing strategies depend on it. Identifying customer pain points is crucial to the success of both your sales and marketing strategies.

B2B 277

B2B Intent Signal Customer How To 277

The Pipeline

JUNE 15, 2020

In this episode, George and I explore some of the faulty assumptions people make in sales, the selection of CRMs, and other areas of selling. Created for individuals in sales, marketing, and related disciplines, all published episodes of Sales Scrum can be found here.

Sales Enablement 289

Sales Enablement B2B CRM Relationals 289