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Why You Need To Grow Your Outbound Prospecting Business
What is outbound prospecting?
Outbound prospecting refers to a sales technique representatives use to hunt down prospects, rather than wait for prospects to come to them.
Most B2B sales organizations mandate that reps spend a percentage of their time outbound prospecting because it can significantly increase your sales pipeline. However, most B2B sales organizations have not perfected the outbound business model. Building outbound business is crucial for sales organizations for a number of reasons:
Unequaled Precision Targeting
Huge technology advancements have allowed us…
New Product? Don’t Forget To Update The Sales Compensation Plan
Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on:
Updating CRM systems with new product information
Revising or building a new sales process to enable sales reps
Modifying sales reports and dashboards to enable sales managers to track new product sales
Organizing and scheduling product training sessions
What about the sales compensation plan? Oops. This mistake often leads to underperforming product launches and underwhelming results. The success of the product launch lies…
Are Content Brands The Future Of Marketing? An Interview With Ann Handley
In this series, I am trying to uncover insights into the Future of Marketing. To help guide our path, to drive our plans and to help us all to start dreaming BIG!
You’ve already seen my own marketing predictions on the future of marketing. But now I want to continue to bring in ideas from the greatest minds, the thought leaders and the social business innovators in our industry. We have already heard Mark Schaefer discuss the future of search. And SAP’s Marcus Starke predicts marketing will start to…
3 Rules For Great Push Marketing (Yes, PUSH)
For years the battle of ‘Push’ vs. ‘Pull’ was fought on the front doors of restaurants, bars, and retail stores around the world.
Ignore the warnings of ‘Pull’ or ‘Push’ and get rewarded with a face-plant against a glass door. Broken noses and humiliation (the silent killer) were all too common casualties.
More recently, marketers have adopted these terms to differentiate between outbound and inbound marketing.
Few marketers that remain gainfully employed ignore the transformation of pull marketing. The hyper-connected consumer has been the catalyst. He’s…
Sales Productivity – Getting More Bang For Your Buck
While many B2B sales executives do not realize it, sales volume and sales productivity are not the same thing. Without good sales productivity, it can cost a company quite a bit of overhead to make just one sale. However, with good sales productivity, it can lower your business costs and increase profits. Here are a few strategies to increase sales productivity.
It’s not about you
Being great at B2B sales…
Trade Shows – From One-Time Events To Year-Round Engagement
As the trade show season begins with CES in Las Vegas, Active Network (NYSE: ACTV) will get to work with automated, integrated systems to identify prospects, invite people who have shown an interest by logging into webinars, register attendees at their hotels to reduce lines at convention centers, track their attendance at seminars, record interactions with vendors and followup after with calls, email, social media and webinars.
While Active won’t be in use at CES, it will be used at the PCMA convention managers association meeting next week in
Companies Are Watching Twitter And Facebook To Find Out How You Feel About Them
Twitter, Facebook, and blogs have become the place to talk about the companies you do business with.
Companies know this and are carefully listening, thanks to software smart enough to deduce the emotions behind your words.
That’s pretty amazing when you think about it: Social-media software today doesn’t just find all references to a company or a product, it helps that organization understand how people feel about it.
The technology is called sentiment analysis. It uses complex math algorithms called “natural language processing” to figure…
Hey Marketers, Did You Know Men And Women Are Different?
Hard to believe, right? I know I was floored when I heard the news.
Ok, obviously I am just having some fun – hey it is Friday after all, but I figured sarcasm was the best way to go when I read the findings of a study done by Time Warner called “Understanding Women Today” which was done in partnership with Ipsos MediaCT.
This is actually a follow-up of a 2010 study which was created specifically to designed to gauge women’s attitudes on branding, media consumption, attitudes and behavior.
3800 women were queried and the results focused on two…
What Mobile Marketers Can Learn From The Papa John’s Lawsuit
“With nearly 86 million Americans now shopping on their smartphones, this pronounced shift in consumer behavior is simply too large for retailers to ignore, with the future of their business depending on how well they adapt to the new environment.”
The above quote is from an article I penned back in September titled appropriately enough Mobile Marketing Too Large For Brands To Ignore.
It was said by from Mark Donovan, comScore SVP of mobile and I found it so telling I repeated in a column I wrote about a month later Mobile Marketing…
The Politics of Brand
The U.S presidential election and politics have recently been dominating everyone’s conversations. Last week a work colleague and I had an on-going discussion of whether brands have political connotations.
We started with an observation about cars in the office parking lot: more Republicans own BMW’s while more Democrats own Jeeps. Cars turned into sports: Democrats prefer football while Republicans prefer baseball. We tried to find a pattern with fast food restaurants but couldn’t.
My colleague then speculated that logo color might reveal something about political leanings. Coca-Cola, Verizon, and Oracle would all be…
American Apparel’s Hurricane Sandy Sale – Brilliant or Boneheaded?
It’s not often I have cause to quote this person but in this particular article in this particular context, something this person said (and in fact wrote a book with the same title) seems quite appropriate, at least depending on which side of the American Apparel Hurricane Sandy debate.
The quote is “There is no such thing as over exposure” and it was of course uttered by one Donald Trump.
Now if you’re in the Trump camp, so to speak, you won’t have any problem with what American Apparel did recently in trying to capitalize on the fervor and interest in Hurricane…
Social Media And The Olympics Infographics
Regardless of what you thought of the opening ceremonies – personally I thought they were great – you cannot deny nor argue the point that this Olympiad is unlike any other for the impact of social media on it is irrefutable.
Two infographics hammer that point home. One from Exact Target, which looks at the social media landscape entering the games and the other from TechBargains, which, in addition to letting us know how many hours we will watch and on what medium, tells us what social media platform will be the most in “play” if you will.
Highlights from the Exact Target…
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