Sales 2.0
Tools & Best Practices
Sales 2.0 is a new and exciting area of sales that improves the entire sales process starting with lead generation and continues through the purchase of your product or service, including knowing which leads are ready for sales, interacting with leads using web 2.0 technologies like social media, and when to pass leads back to marketing for lead nurturing and scoring.
Learn how to get more Sales Insight into your revenue process with the below.
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8 Ways to Establish Sales and Marketing Alignment and Improve Sales Operations
A Dreamforce 2011 Presentation
| 266 views
Bill Binch, SVP of Sales at Marketo, Jamie Mallinger, VP Marketing and Growth Operations, Athenahealth, and Craig Rosenberg, VP Focus Expert Network, Focus.com, present 8 Ways to Establish Integrated Sales & Marketing and Improve Sales Operations at Dreamforce 2011.
Sales Playbook Essentials in Brief
A white paper by Precision Thinking and Marketo
| 3013 views
Sales playbooks are a means of capturing sales and best practices and communicating them to salespeople. They concisely describe what a salesperson should do in different situations. Although not a substitute for comprehensive training, a good sales playbook is a valuable resource salespeople and B2B marketing professionals can use to recall and implement best practices in real-time.
The Definitive Guide to Sales Lead Qualification and Sales Development
| 3446 views
Who’s “passing the baton” between Marketing and Sales at your company? At Marketo, the secret to a high-performance revenue engine is the effective use of the Sales Development team. This function has one focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Executives. These Sales Development Reps (SDRs) pass the baton from marketing to sales.
Simplifying Sales 2.0
| 254 views
Learn how the Sales 2.0 Alliance can help you sell more through the use of Sales 2.0 technology. Discover how to build the best financial framework for estimating ROI, prioritize the elements or component segments that, when automated, will have the most positive impact on their unique selling environment, and select the technology that is most likely that can help engage more prospects and generate faster revenue.
From No-Budget to Signed Deal using Provocation-Based Selling
| 1355 views
In the Provocation-Based selling method, Geoffrey Moore, Silicon Valley consultant and author of Crossing the Chasm, outlined ways that vendors can face their customers’ ever –tightening budgets. Kathleen Schaub, former VP at Sybase, successfully implemented provocation-based selling as a pilot project at that company under the guidance of Mr. Moore. In this presentation, Bill Binch, VP of Sales at Marketo will discuss with Ms. Schaub the methodology used and the case study which has since been published in the Harvard Business Review.
Smart Selling Tools for Inside Sales
| 389 views
Inside sales teams generate up to 50% of their company's revenue. As an integral part of the sales cycle, inside sales reps have more responsibilities and expectations to grow territories and generate metrics. To help you power up inside sales success Josian Feigon, CEO of TeleSmart, and Nancy Nardin, CEO of Smart Selling Tools, reviewed hundreds of tools to help you choose the must-have tools.
Download this eBook, and learn:- The important criteria to consider when selecting sales tools
- The 10 essential skills salespeople must have in order to be successful in the phone and online sales efforts
- The 215 principle: How would you sell if there were only 215 days in the year?
Achieving Predictable Revenue: Case Studies in Improving Sales Effectiveness
| 232 views
In this YouTube video, join Bill Binch, VP of Sales and Customer Success at Marketo, as he discusses today's most innovative sales practices and technologies that dramatically improve business results. Watch the video, and learn how to drive predictable revenue with the latest technology and analytics, align sales and marketing to drive consistent sales systems, and sell smarter, better and faster
Key Questions All Sales Leaders Must Ask to Ensure Revenue Success
A Marketo On-demand Webinar
| 291 views
How can you expect the right results if you're not asking the right questions? Learn how you can lead the way to sales success in this on-demand webinar featuring industry sales leaders, Bill Binch, VP of Sales at Marketo, Barry Trailer, Co-founder of CSO Insights, and Gerhard Gschwandtner, CEO of SellingPower, as they answer the questions that guarantee success:
- How is demand being generated within your organization and how much is marketing expected to drive vs. sales?
- What are the traits that typify a well-run sales organization and what is the sales leader's role introducing/enforcing/coaching the process?
- How do you measure the process?
- How do sales leaders incent and align rewards with the right behavior?
CEO Insights for Sales and Marketing
A SLMA Radio Show
| 488 views
- Why historical views of sales and marketing are changing
- How lead scoring can help make marketing a trusted ally for sales
- The solutions to common B2B scenarios
Sales 2.0 Success Kit
A Marketo Success Kit
| 4212 views
Learn how to improve your sales processes with Marketo’s Sales 2.0 Success Kit. Discover how to best utilize Web 2.0 technologies to better nurture, qualify and acquire more leads and prospects. Download the Marketo Sales 2.0 Success Kit and take your selling to the next level!
Creating a New Customer Every Few Days — Marketo's Secret Sauce to Sales Success
| 1057 views
The New Revenue Engine
| 3139 views
This DemandGen Report eBook takes a look at how leading B2B marketers are improving efficiency and effectiveness by building shared sales and marketing machines. Read The New Revenue Engine and learn how to: * Synergize your marketing and sales efforts * Build a combined revenue engine * Optimize lead management * Create a winning strategy
Creating Predictable Revenue
A Marketo On-Demand Webinar
No ratings for this post. | 237 views
Predictable Revenue
| 581 views
Predictable Revenue, an excerpt from Aaron Ross’ new book, Build a Sales Machine, provides an in-depth look into the common mistakes companies make when planning and creating sales processes. Discover how to create predictable lead generation and focus on customer success to drive consistent sales systems and align marketing and sales. Learn what it takes to create predictable revenue: inside sales, consistent sales systems, predictable lead generation and a focus on customer success.
Cold Calling 2.0
| 2129 views
Excerpted from Aaron Ross’ new book, Build a Sales Machine, Cold Calling 2.0 explains how cold calling has evolved. Discover why old techniques are no longer effective and how cold calling 2.0 differs from past endeavors. Learn how to generate more qualified opportunities, create predictable pipeline source and produce more ROI. Take a look into Salesforce.com’s cold calling 2.0 story and learn how they refined and tested their processes to overcome their cold calling challenges.
Eight Fatal Sales Mistakes made by CEOs and VPs
| 375 views
Excerpted from Aaron Ross’ book, Build a Sales Machine, this chapter discusses the fatal mistakes commonly made by CEOs and VPs. Learn how to take further responsibility for lead generation, avoid talent fumbles and harness employee output and creativity in order to become an exceptional team leader at your organization. Everything begins with the CEO, learn from these mistakes and start to create improved processes and communication at your organization.
Social Media for Sales
| 1518 views
Your prospects are networking and researching solutions online, not waiting by the phone for your call. Social media is a very useful tool in order to help strengthen prospect relationships during a long sales cycle. Even if you don’t participate in social media, it is your responsibility to be where your prospects are. Learn how to master social media sales tools to create valuable connections through conversations. Download this white paper for tips on how to grow your pipeline quicker than ever by using Twitter, Facebook and LinkedIn.
Sales 2.0 Cheat Sheet
| 1943 views
Take your selling to the next level with the Sales 2.0 Cheat Sheet. Find out if your company is ready for Sales 2.0. Explore the misconceptions about social selling and learn the techniques to shorten sales cycles and provide better insight into buyer behaviors. Learn important Sales 2.0 terminology, including CRM, RSS, lead nurturing, lead scoring and Web 2.0. Get access to the top Sales 2.0 resources and analyst facts. From basic to advanced techniques, the Sales 2.0 Cheat Sheet serves as a foundation to create useful Sales 2.0 strategies at your company.
Social Sales - Truth about Sales 2.0
| 421 views
This paper reveals the misconceptions of social selling and shares how organizations can overcome lost opportunities due to those misconceptions. Learn best practices in implementing Sales 2.0 in your organization with this short white paper. Discover ten great social selling resources and the tools you need to get started. Realize the value of Web 2.0 technologies that help sales teams prioritize their time and efforts to drive growth and increase revenue.
