The Pipeline

MARCH 31, 2014

But the reality is that building in some flux to your sales time is an important element of success. I work with a lot of sales people who tell me exactly that, “I need to be doing something, otherwise I feel like I am not contributing”. Sales Execution sell better Tibor Shanto' It is important to create some empty time.

Up-Sell 317

Up-Sell Consumer Exact Account 317

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. Send out enabling YouTube videos, white papers, blogs and tidbits.

B2B 319

B2B Banking Conference Decision Maker 319

Sales 2.0

SEPTEMBER 14, 2014

Startups are super exciting but they can turn a “rockstar sales person” into a “loser”. Most startups make their first sales through the founders. In fact when you boil it down they make their first sales through social selling. This is often when the founders call in a “sales professional”. Startup sales reality.

Scale 373

Scale Hiring Collateral Social Selling 373

Understanding the Sales Force

FEBRUARY 26, 2014

Understanding the Sales Force by Dave Kurlan I loved this short, but perfect post from Seth Godin''s Blog last week. Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits. It''s about the importance of trust.

Face-to-face 267

Face-to-face Ideal Customer Profile Collateral Hiring 267

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Send a handwritten note or letter (mail is an underutilized channel) Send a second email, preferable including something relevant of value, such as an article link/white paper etc. Our buyers are “frazzled” as Jill Konrath says. Make a phone call (most likely leaving a voice mail.)

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

SBI Growth

MAY 10, 2013

This may include webinars, white papers, blog articles, and a new business video. The Cry for More Content from the Sales Field. CMO’s are constantly reminded by the sales field’s cry for new content. Prospective customers research solutions and wait until late in the buying process to engage sales reps.

Marketing 312

Marketing Case Study Webinar Metrics Harvest 312

Jeffrey Gitomer

APRIL 16, 2013

Write an industry white paper. White paper, or brochure? For the past decade, my weekly email magazine, Sales Caffeine , has been a major source of value to my customers and revenue to me. The post Jeffrey Answers a Question on Cold Calling | Real World Sales Wisdom appeared first on Jeffrey Gitomer’s Sales Blog.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

No More Cold Calling

NOVEMBER 7, 2013

Avoid these sales management pitfalls. Sales execs recognize that coaching contributes to performance. Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call during any given week. In other words, great sales managers have a different definition of competency than most.

Coaching 237

Coaching Sales Coaching Margin Small Business 237

Understanding the Sales Force

OCTOBER 12, 2012

Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. Salespeople with Need for Approval are affected throughout the sales process. I learned that Turkey didn't participate in the global economic crisis as they're simply growing all the time.

Comparison 266

Comparison Exact Sales Examples 266

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

SBI Growth

JANUARY 22, 2014

Why do you need customized sales training program? 2) You need to expedite the learning curve of your sales reps. A customized sales training program will do both of these. Customizing a sales training program is easier than you think. You can create PowerPoints, Prezi, videos or white papers to name a few.

Training 281

Training Customer Hiring Education 281

Understanding the Sales Force

OCTOBER 6, 2014

This is exactly how many CEO''s, Presidents and Sales VP''s view their sales forces. Without anything or anyone with whom to compare, they form their judgements on sales effectiveness in a vacuum. I routinely hear things like, "We have a custom sales process.", and "We''ve been working on consultative selling."

Training 228

Training Lead Rank Lead Scoring Sales Methodology 228

SBI Growth

AUGUST 19, 2012

Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. This fact is supported by the brightest minds, such as: The Sales Executive Council- here. He tells me “sales results are down and I don’t know why.” I told the CEO to keep his sales leader.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

DiscoverOrg Sales

JULY 5, 2017

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. What is global account-based sales development? View a video?

Account 289

Account Campaigns Engineering Harvest 289

Understanding the Sales Force

MAY 7, 2018

Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. Objective Management Group (OMG) recently expanded the Consultative Seller competency which represents 1 of the 21 Sales Core Competencies. There is data everywhere. There is data everywhere.

Data 192

Data Closing Survey Analytics 192

Pointclear

JULY 16, 2013

Top performing B2B sales organizations rarely employ just one lead generation tactic. Inbound marketing is based on developing high quality content that attracts qualified buyers, who are in the early stages of the sales cycle. A healthcare company recently received a white paper download from Dr. Kildare at the MASH Hospital Unit.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

APRIL 8, 2013

Their goal is to know what resonates with buyers: Blog posts, webinars, white papers, etc. You can now track leads through the entire marketing & sales funnel. What campaigns produce the most sales opportunities? Marketing leaders are expected to generate a steady flow of quality leads for the sales team.

Top of Funnel 319

Top of Funnel Marketing Demand Generation Demand Generation Targets 319

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. These issues led to my White Paper on Trust, a study that had some very surprising and revealing results.

Prospecting 244

Prospecting Decision Maker Study Pipeline 244

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

CRM 235

CRM Guidelines Compensation Outbound 235

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Look for how the customer is engaging with the sales rep.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SBI Growth

JANUARY 20, 2014

This strategy also extended to outside sales. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper). We decided to ‘give away’ the competitor’s offer and we differentiated a new form-fill offer. The net result was increased conversion rates.

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

SBI Growth

OCTOBER 23, 2013

Marketing leaders must prove their contribution to Sales Revenue. Making matters worse, the sales team steps up their complaints about marketing’s contribution & effectiveness. It produces content in enough quantity and quality to meet the needs of the marketing & sales organizations. The pressure is on.

Outsourcing Services 316

Outsourcing Services Lead Gen Marketing Webinar Metrics 316

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Bernadette McClelland

SEPTEMBER 8, 2014

Write a white paper and send to your clients for discussion or feedback or to prompt a conversation – not just for the sake of writing a white paper. Get really curious and ask questions about THEM, because you are truly interested – not just so you can manipulate the conversation toward a sale.

Webinar Metrics 246

Webinar Metrics Real Estate Airlines SME 246

Zoominfo

JULY 11, 2018

51% of B2B marketers can prove how content marketing has increased sales ( source ). 60% of B2B marketers measure success with web traffic, while 51% use sales lead quality, and 45% use social media sharing ( source ). Content Marketing and Sales. B2B Content Marketing Challenges. B2B Content Marketing Distribution.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

No More Cold Calling

OCTOBER 22, 2013

In fact, 86 percent of business buyers engage in research independent of the sales cycle. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. It’s our job as smart, strategic sales pros to deliver value —real value.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Be helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

Zoominfo

MARCH 10, 2021

Maybe this situation sounds familiar: A company with a sales team of 50 reps decides its data is stale and its customer relationship management (CRM) features don’t meet business needs. So the company begins defining requirements for new CRM software, and two months later selects a vendor.

Analysis 246

Analysis CRM Remedy SalesForce 246

SBI Growth

MARCH 5, 2013

Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. This will give you an objective view of your entire sales funnel. How to Spot Issues.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

The Pipeline

MAY 28, 2019

Time is a truly critical element of sales success, yet too many take a very passive approach to their time. To succeed in prospecting, in fact, in any element of sales, you need to own your time. Time Is The Currency Of Sales. Too many sales organizations measure lagging indicators rather than actionable leading indicators.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

SBI Growth

APRIL 22, 2013

One of the top reported problems plaguing sales forces is the lack of quality leads. Without a comprehensive lead generation strategy, sales rejection of leads sticks around like a bad rash. This blog is targeted to marketing leaders frustrated with leads being rejected by the sales force. Grade Your Sales Qualified Leads.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it?

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

The Pipeline

OCTOBER 6, 2016

Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack? Exploring how many companies and sales leaders are actually contributing to their team’s’ lack of success by overloading them with “sales tools”, the “Stack”.

Fashion 291

Fashion Case Study Exercises Buyer 291

Understanding the Sales Force

FEBRUARY 24, 2014

Understanding the Sales Force by Dave Kurlan Do you prefer to see movies when the previews are awesome or dull? If you are using our sales recruiting process (STAR), then your sales candidates receive an email after submitting a resume. I am completing a study of the functionality of today''s sales force.

Company 202

Company Webinar Metrics Compensation Study 202

Score More Sales

JANUARY 24, 2013

Lead with adding value – forwarding a white paper, blog post, or article about a topic of interest to your buyer or strategic partner – generate interest, and differentiate yourself from all the noise. Just because you met on Linkedin does not mean that you need to only connect through LinkedIn.

LinkedIn 229

LinkedIn Skype Networking Promotion 229

Sales Gravy

MARCH 25, 2025

Hes already tried a variety of channels, including inside sales, social media, and email, but is struggling to ramp up both volume and quality. Short webinars, white papers, or case studies can showcase real transformations youve facilitated. In B2B sales randomness is the enemy of effectiveness.

Ideal Customer Profile 87

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 87