The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. I am calling the updated version Impact Questions, a marketing friend told me that one needs to rebrand for re-launch; change the name and you change focus from potential negative connotations. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. Your marketing department can help you develop articles that will be relevant and applicable to the current market. He wanted our opinion on how to get more leads without having to cold call.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Sales and Marketing Management

MARCH 8, 2019

The three-day agenda combined information sharing, skills development, team workshops and fun, which I’m sure sounds pretty familiar. This sounds pretty basic but in many sales kickoffs, aside from large general sessions, teams for training workshops are broken out by segment (geography, size, industry, function, etc.)

InsideView 223

InsideView Scale Exercises Call-back 223

SBI Growth

APRIL 19, 2013

When evaluating sales problems brought to you by your team, objectives must be by: Market segment. The workshop was attended by the CEO and his team. This was problematic for these two are the largest and most attractive markets. The sales force was too small to cover the mid-market segment. Root cause. An Example.

Lead Rank 276

Lead Rank Lead Scoring Segment How To 276

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

SBI Growth

NOVEMBER 9, 2012

For example, he should be able to provide beneficial, foundational contributions, such as: Sales Strategy: 1) Creating a Sales Process that Correlates to Buyer’s Journey, 2) “Operationalizes” Marketing Materials (Personas, Blogs, Webinars, Etc.) 3) Has an “eye” for detecting strategic growth opportunities.

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And the basics of selling are….? salespeople today don’t execute on the basics. And my response was, what are the basics then? How often do we need to come up with fresh ideas.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

No More Cold Calling

MAY 2, 2019

Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. So, business leaders defer to anything but asking for referrals and spend money on marketing campaigns and cold calling. (Or But there’s no huge marketing cost and no investment in a costly salesperson. Ready to change the game?

Small Business 316

Small Business Small Business Referrals Hiring 316

Sales and Marketing Management

SEPTEMBER 13, 2017

While the team needs to think about and discuss the market, customers, competitors and the company, these two questions form the foundation of any good plan. In the strategy workshops I facilitate, an exercise that generates great interest is when the group discusses what they should stop doing. What are you trying to achieve?

Journal 237

Journal Margin Exercises Groups 237

Sales and Marketing Management

NOVEMBER 8, 2017

Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. The earlier you discover, this the better. Encourage mini advisory boards. At

Webinar Metrics 192

Webinar Metrics Meeting Demographics Exercises 192

Sales and Marketing Management

NOVEMBER 17, 2019

You can send individuals to workshops or bring someone to you to provide a tailored program. . The chances are, if you have a small sales team, you have an even smaller marketing team. Charlotte Powell is the head of design and marketing at iPresent , a sales enablement platform developed by experienced sales professionals.

Collateral 230

Collateral Sales Qualified Lead Guarantee Resources 230

No More Cold Calling

MAY 17, 2019

In fact, 83 percent of satisfied customers are willing to refer products and services, according to a marketing survey conducted by Texas Tech. If you agree that referrals are your best business and you haven’t systematized referrals and learned how to ask, check out this 2019 Summer Virtual Referral Selling Workshop Series.

Referrals 327

Referrals Scale How To Cold Calling 327

Score More Sales

NOVEMBER 26, 2014

There are new tools and ideas coming out now that will change forever how we think about business process, marketing and sales. The companies I work with have massive spreadsheets that are all independent, they have CRM with little adoption, and data silos throughout their sales and marketing organizations. Results instead of actions.

Workbooks 232

Workbooks Analytics Territories Compensation 232

Sales and Marketing Management

JUNE 28, 2018

Hold interactive workshops with a “there are no stupid questions” rule, emphasizing what’s exciting, fun, confusing, or special about what your team is selling. Glenton Davis is a business strategist of the Global Partner Marketing Channel and Programs at Microsoft. Let Knowledge and Excitement Lead.

Buyer 209

Buyer Guidelines Insurance Insurance 209

Nutshell

NOVEMBER 25, 2020

Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., Before email marketing was commonplace, marketers used advertisements, fliers, coupons, and other distributed promotions in order to build their audience and reach potential customers. What is email marketing?

Marketing 144

Marketing Webinar Metrics Email Marketing Top of Funnel 144

Sales and Marketing Management

FEBRUARY 9, 2020

This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia. However, one often overlooked aspect of a reward is the signals that go with them. To be clear, rewards are not compensation.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259

Sales and Marketing Management

MAY 24, 2018

But this conventional approach, and the premises underlying it, raise a crucial performance question: What does it really have to do with helping a company’s business strategy, responding to shifting market demands, and intervening to fix acute, emergent needs when they arise? The main challenge when it comes to these situations?

Territories 185

Territories Margin Training Pipeline 185

Zoominfo

OCTOBER 15, 2019

The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host. Books, courses, seminars, workshops, etc.?). We offer the most intelligent B2B contact database on the market. Best, (signature).

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Sales Hacker

SEPTEMBER 29, 2023

Over the past year, we’ve had tons of founders ask where they should be prioritizing their marketing dollars and resources considering the wild economic year that 2023 has unfolded as. Not only has the economy provided an added challenge, but there has been a general drop in the effectiveness of most traditional marketing channels.

Top of Funnel 111

Top of Funnel Marketing Ideal Customer Profile Channels 111

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Sales and Marketing Management

JANUARY 1, 2018

In all of my sales manager workshops, I ask, “How many of you have a performance problem with a sales rep that is just unacceptable, and you know you need to address the situation?” Unnecessary disagreements can hurt rapport and trust, and make the customer less likely to listen to the rep about issues that actually matter. How do I know?

Hiring 260

Hiring Webinar Metrics Forecasting Proposal 260

Zoominfo

JULY 16, 2018

Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ). 44% of marketers have hosted or participated in a webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Bernadette McClelland

JANUARY 14, 2024

Twenty years earlier, long before podcasts became popular, my husband and I hosted a live radio show at the studio every Tuesday evening on HighlandsFM Radio in Victoria, Australia to support and market our local business. This show was also rebroadcast every Saturday morning across the region and was a huge success. Let’s Go!

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Sales Hacker

JUNE 7, 2021

Let’s drill down into the market and customer insights that can really add value for salespeople, under the following sections: Qualifying characteristics: Things to look for in an organization that make it a good target. Market insights: Topical themes and drivers that can open conversations. Market insights and topics.

Conversion 117

Conversion Ideal Customer Profile Customer Face-to-face 117

The Pipeline

NOVEMBER 26, 2019

But I have a captive audience in a workshop, on voicemail you don’t. People will call back to solve a puzzle, but not to be pitched, especially when they are not in the market. I face this every day; I talk to people about how I get 4 – 5 return calls for every ten voicemails returned within 72 hours.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

The Pipeline

SEPTEMBER 18, 2018

Try it, I do it every workshop, never fails, “I sell hardware; I sell electronic components, advertising services… blah… blah.” Sounds easy, but ask people what they sell, and the vast majority, yes more than 80%, frame their response in terms relating to a product and a specific pain their product addresses.

Vendor 255

Vendor Discount Insurance Insurance 255

Smooth Sale

MAY 3, 2023

Advertising is a crucial component of any successful marketing strategy, but it can also be expensive, especially for small businesses and startups. RESOURCES FOR PERSONAL AND BUSINESS GROWTH: Advisorpedia Publishes information to help advisors build their practice, and those interested in the markets choose investments and find inspiration.

Advertising 144

Advertising Advertising Social Media How To 144

Sales and Marketing Management

MAY 20, 2019

You are essentially going to market with your employee population. host workshops for their workers on topics such as preventing burnout, improving emotional intelligence (EQ) and handling high-conflict office environments. Sales and marketing departments usually have a visible presence in an organization.

ROI 257

ROI Incentive Incentives Study 257

Sales Hacker

JUNE 30, 2022

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. Learn: Why is sales and marketing alignment important to ABM? 6 steps to creating sales and marketing alignment.

Account Based Marketing 110

Account Based Marketing Intent Data Marketing Intent 110

No More Cold Calling

AUGUST 14, 2019

There are no big marketing costs. I designed a one-day workshop, which I offered in live public sessions for many years. (Seems like a dumb question, because everyone likes them. But I had to ask.). The Answer: Absolutely. What do you like about referrals? Prospects trust us. We have credibility. We build relationships quickly.

Referrals 291

Referrals Cold Calling Survey Scale 291

Zoominfo

JUNE 12, 2019

We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

Influencer 188

Influencer B2B Social Media Twitter 188

No More Cold Calling

JUNE 9, 2019

Marketers think that by blasting all conference attendees with emails, they’ll get some B2B leads. Learn more about my Virtual Referral Selling Workshop Series. It’s the kind of behavior that makes people avoid your booth like the plague. But the emails are all about them , and who cares to read that?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

SalesFolk

FEBRUARY 10, 2021

Some of them are even downright boring… You can’t expect strangers to take the time to analyze a complicated chart your marketing team designed. Treats from my sold-out Cold Email Copywriting Workshop. I recently gave a virtual workshop on cold email copywriting to 100 eager participants. So be sure to stay tuned!

Sales Qualified Lead 105

Sales Qualified Lead Video Follow-up Channels 105

The Pipeline

MARCH 30, 2021

You can’t blame buyers, they have been conditioned by the market, by all the sales experiences they have endured to date. I shout from the rooftop, use the brand as examples of bad companies in my workshops, I share my pain. In a market where there low or no barriers to entry, expectations should not be set higher.

Vendor 210

Vendor Objections Buyer Direct Response 210

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The company helps online businesses prevent chargebacks and minimize losses.

Incentive 227

Incentive Incentives Face-to-face Survey 227

Babette Ten Haken

JUNE 30, 2020

Serving nothing more substantial than an inside-out marketing and sales purpose, via a pre-packaged library. If you are selling or engineering or managing a product the market is absolutely demanding (think toilet paper), then you probably do not need to tell stories at all. So you do not have to think about a thing! Now let’s face it.

Engineering 136

Engineering Face-to-face Retention Strategy 136