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Beyond Marketing
Problematic, tools, news, in marketing and beyond to develop ecosystemic vision; are included Inbound Marketing, Content Marketing, Social Media...
Curated by Denis Failly
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The Data Behind What Makes an Effective Sales Process - The Infographic

The Data Behind What Makes an Effective Sales Process - The Infographic | Beyond Marketing | Scoop.it
We all know how important a sales team is to any organization. And we also know that fine tuning a sales team for optimal performance does wonders for the health and culture of a business.
Denis Failly's insight:

So Sales And Marketing  have lots of things to learn, to undertand and to do

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4 Ways to Shorten Your Sales Cycle

4 Ways to Shorten Your Sales Cycle | Beyond Marketing | Scoop.it
It can easily take 13 or more “touches” to nurture a prospect to sales qualified. Here are 4 ways to speed up that process and shorten your sales cycle.
Denis Failly's insight:

Another recent survey assess at about 11 the number of touches necessary to convert a lead

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5 Examples For How To Use Twitter To Drive Sales [Infographic]

5 Examples For How To Use Twitter To Drive Sales [Infographic] | Beyond Marketing | Scoop.it
Next time you decide to use social media to drive sales, consider Twitter. These five companies had huge successes with their targeted Twitter campaigns.
Denis Failly's insight:

Short Business Cases

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Seven Steps to Selling SaaS like Socrates - it's About Solutions, Not Products!

Seven Steps to Selling SaaS like Socrates - it's About Solutions, Not Products! | Beyond Marketing | Scoop.it
Customer-centric selling starts by encouraging potential customers to tell you about their problems. Then, it continues with guiding them down a path to the right solution.
Denis Failly's insight:

Adopt Maieutic approach.

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Why Marketing Needs to FieldSource More Ideas From Sales

Why Marketing Needs to FieldSource More Ideas From Sales | Beyond Marketing | Scoop.it

For an industry that has embraced so many “lean” and “agile” principles when it comes to software development, it’s always surprised and frustrated me that many B2B software and SaaS businesses remain oblivious to the opportunity to eliminate a bunch of wasted, value-sapping effort in their sales and marketing process.

I think you probably have a sense of what I mean. Marketing creating sales tools that your sales people find ineffective or inappropriate. Sales generating their own content to fill the perceived gaps in what marketing has created. The dangers of wasting or duplicating effort are obvious. And that’s without taking into account the scope for customer confusion caused by conflicting messages.

 

 

Denis Failly's insight:

The everlasting problem of alignement between Marketing and Sales

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Sales process for countless-conversions

Sales process for countless-conversions | Beyond Marketing | Scoop.it

"...this infographic that focuses on conversions caught my attention. It is based upon a study by/ Leads360 who analyzed more than 3.5 million leads"

Denis Failly's insight:

Conversion is also matter of good Timing

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How much does it cost to win a sale – more than yesterday?

The economics of selling. Bainpublished a particularly interesting article noting that historically companies in the B2B market – “consistently grew their revenue faster than their sales and marketing expenses.”

But that was then; this is now.  Over the last decade the game has begun to change.  Bain analyzed 200 large US-based companies between 2003-2011 – “over half of the companies had increasing sales and marketing expenses as a percentage of revenue.”  Profit margins are under increasing pressure.

Now, it is safe to say that no one single factor is the cause of this trend.  But one deserves particular attention.

Denis Failly's insight:

Sales role : "They must help the customer develop new perspectives about the problems they face – not just spend time discovering the problems.  Likewise they need to help the customer expand their view of alternative solution strategies.

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Ten Reasons Salespeople Lose Deals

Over the past year I've had the opportunity to interview several hundred business-to-business salespeople about how they win over prospective clients and the circumstances when they lose. These interviews were conducted with salespeople across a wide variety of industries including high technology, telecommunications, financial services, consulting, industrial equipment, healthcare, and electronics, to name a few. Their companies ranged from start-ups to billions of dollars in sales with the majority being between $50 million and $500 million in annual revenue.

Denis Failly's insight:

a daily reality

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Invest in Your Customers More Than Your Brand

Stop selling; make your customers smarter and more confident.
Denis Failly's insight:

Your customer is more valuable to you before selling you have to be an "educator" and advisor for him.

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Why Top Sales People Focus on Priorities – Not Needs

Why Top Sales People Focus on Priorities – Not Needs | Beyond Marketing | Scoop.it

When I started my sales career, I was taught that I should focus on identifying my prospect’s needs. Later, when I started to work for companies that were selling into early-stage markets, I was taught that I should invest in creating needs that the prospect had not previously recognised they had. But I’ve learned that simply identifying or creating needs isn’t enough. Here’s why…

 

 

Denis Failly's insight:

"no matter how good you are at identifying needs that your prospects already have, or no matter how good you are at creating needs your prospects didn’t previously know they had, your prospects will inevitably have more needs than they can possibly afford to deal with."

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The 7 Essential Practices of the New Sales Professional

The 7 Essential Practices of the New Sales Professional | Beyond Marketing | Scoop.it

What I want to address today are the practices, some not always associated with sales jobs, required to excel in the new sales environment.

 

 

Denis Failly's insight:

"These are the skills that sales professionals will need to acquire and that organizations need to support, train and look for in their sales teams."

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Philippe Trebaul's curator insight, February 20, 2013 7:43 AM
Les 7 pratiques essentielles des Ventes de professionnels.

"Ce que je veux aborder aujourd'hui sont les pratiques, certains pas toujours associée à des emplois de vente, nécessaires pour exceller dans le nouvel environnement commercial".


The 7 Essential Practices of the New Sales Professional via @dfailly http://sco.lt/...

 

 


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Benefits of Sales and marketing Automation [Infographics]

Benefits of Sales and marketing Automation [Infographics] | Beyond Marketing | Scoop.it

Take a look at the bright future of automation

Denis Failly's insight:

Benefits of Sales and marketing Automation :


- Profits
- Marketing productivity
- Reduces administrative overhead
- Sales forces productivity
- Marketing Productivity
- Sales and Marketing alignment
- Better account visibility for Sales Team

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Why Salespeople Don’t Follow Up on Good Leads

Get the buy-in of sales to keep following up on those leads, so Sales and Marketing can both get an accurate idea of how those leads perform over time.
Denis Failly's insight:

Salespeople often underestimate how long it takes for those leads to turn into sale

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How to Shorten the Sales Cycle: Part 2

How to Shorten the Sales Cycle: Part 2 | Beyond Marketing | Scoop.it
Here are 7 proven tips to help you shorten the sales process and bring in sales-ready qualified leads—in fewer than seven to 13-plus touches.
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Vendor Map from The Real Story Group

Vendor Map from The Real Story Group | Beyond Marketing | Scoop.it
To help you navigate the content technology vendor landscape, we've created this handy map to give you a sense for the major players.
Denis Failly's insight:

Have a look

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The Sales Process of Least Resistance

CEOs have a problem.  As a Sales Ops leader, you can help.  Ease of doing business with your sales team is the linchpin of B2B customer experience. Sales reps are the face of the organization.  Most often, however, they are shackled by internal processes that are time killers.  This limits their ability to be out in front of clients.  This is what sales reps love to do.  It’s what they get paid to do.  If a broken process stands in their way, they will simply go around it.  Don’t render your sales processes obsolete.  Create Sales Processes of Least Resistance.

The problem with a typical Sales Process is its focus on seller actions.  In these cases, organizations focus on what they do to win deals.  It’s a math equation.  It’s been the method of top sales forces for decades.  It has worked.  Until recently.  The process no longer helps your reps.  It’s obsolete and no longer is driving revenue.   Here’s a great example:

Denis Failly's insight:

Huge Gap between CEO beliefs and Customer experience

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How to Revive a Soured Sales & Marketing Relationship

How to Revive a Soured Sales & Marketing Relationship | Beyond Marketing | Scoop.it
If the relationship between Sales and Marketing has turned sour, follow these tips to recombine their power.
Denis Failly's insight:

11 Ways to Turn Around a Soured SMarketing Relationship

 

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The Importance of KPIs in Measuring Sales Success

The Importance of KPIs in Measuring Sales Success | Beyond Marketing | Scoop.it
As sales leaders, how do you create leading indicators, tracking the behaviors required today for sales tomorrow? The answer: KPIs.
Denis Failly's insight:

Focus on your actual sales is necessary but not sufficient; think about sales forecast and probability of closing occurence

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Your Sales Forecast Accuracy Sucks!—and Why It Doesn’t Matter

“If you’re on the forecast accuracy horse, it’s dead. Get off!” intones Dave Garwood, of R. D. Garwood in Atlanta. His mellifluous baritone voice could sell gilded steak knives to vegetarians. But Garwood is a manufacturing guy, not a sales executive. In 2000, he became one of a handful of people to be honored with the prestigious Lifetime Achievement Award by the American Production & Inventory Control Society (APICS).

“I can’t think of a way to clear the room faster of salespeople than to bring up sales forecasting,” he says. Salespeople aren’t stupid. They flee because they remember the bruised backsides they get when forecasts don’t pan out.

Denis Failly's insight:

Good forecasts depend on making informed judgments. Judgments which rely on assumptions and past data that may no longer be relevant. Dr. Alex Ozonoff, an epidemiologist at the Harvard School of Public Health described it this way, “It should be a given that whatever forecast we make on average will be wrong . . . so usually it’s about understanding how it’s wrong, and what to do when it’s wrong, and minimizing the cost to us when it’s wrong.”

 

Elsewhere I advise to read the book of Naseem Taleb : Black Swans

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Should You Stop Generating Leads When Sales Is “Wasting” Them?

Should You Stop Generating Leads When Sales Is “Wasting” Them? | Beyond Marketing | Scoop.it
Learn the answer to the age old question of whether marketers should stop generating leads when Sales is "wasting" them.
Denis Failly's insight:

Who can do more can do less

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How to Create a Service Level Agreement (SLA) for Better Sales & Marketing Alignment

How to Create a Service Level Agreement (SLA) for Better Sales & Marketing Alignment | Beyond Marketing | Scoop.it
How to improve your sales and marketing alignment by building a service level agreement (SLA).
Denis Failly's insight:

To get consensus from everyone

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Is Your Sales Organization Good or Great?

Is Your Sales Organization Good or Great? | Beyond Marketing | Scoop.it
These 7 attributes are the biggest predictors of sales performance.
Denis Failly's insight:

The members of great sales organizations don't believe they are in sales by happenstance. They are professionals who believe they are fulfilling their own destiny. Collectively, as an organization they are united for a greater purpose than themselves. While the company's goal may be to go public or reach certain revenue milestones, the greatest sales organizations are on a never-ending mission to prove to the world that they are the best.

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4 Steps for Successfully Aligning Sales and Marketing

4 Steps for Successfully Aligning Sales and Marketing | Beyond Marketing | Scoop.it
Aligning sales and marketing will ensure that your marketing team has a more targeted approach, and that your sales team isn't wasting their time.
Denis Failly's insight:

Aligning Sales and Marketing in Four Steps : To reduce the mutual frustration between Marketing and Sales

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Find Content Marketing Gold by Mining Your Sales Department

Find Content Marketing Gold by Mining Your Sales Department | Beyond Marketing | Scoop.it
Marketing's role is increasingly about managing the conversation with an audience — with content serving as the catalyst. Sales has been having the conversation face-to-face for decades, so who bet...
Denis Failly's insight:

 Why it’s so important for sales and marketing to work together

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Sales & Marketing Alignment: How to Shorten Your Sales Cycle

Sales & Marketing Alignment: How to Shorten Your Sales Cycle | Beyond Marketing | Scoop.it
Sales & marketing alignment accounts for a more targeted marketing approach. In order to shorten your sales cycle, all teams need to be on the same page.
Denis Failly's insight:

The prevalent question around Sales & Marketing Alignment, to close smartly the loop of leadgen.

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