Metrics, Analytics, and Mobility Named as Areas of Competitive Advantage for B2B Sellers

26 05 2011

Sales Dot Two Inc. today announced that metrics, analytics, and mobility represent competitive advantage opportunities for today’s B2B sales organizations. Speakers from Oracle (NYSE: ORCL), SAP (NYSE: SAP), and Xactly Corporation will address these issues in Boston at the June 20, 2011, Sales 2.0 Conference.

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Customer Relationships Remain a Key Success Metric for B2B Sales Leaders

13 05 2011

According to “Four Leadership Trends in B2B Sales & Marketing,” a recent white paper based on insights and statistics from the most recent Sales 2.0 Conference (March 7–8 in San Francisco), up to 70 percent of a customer’s buying decision “is now made based on information he or she finds online, well before a salesperson has a chance to get involved.”

The white paper reports that the rise in purchasing power among digital customers in the B2B space is being compounded by the growing influence of peer-to-peer conversations on social media about B2B brands and products.

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Forrester says b2b marketing budgets will increase 6.7% this year

23 03 2011

B2b marketers will increase their marketing budgets on average 6.7% this year over last year, according to a new report from Forrester Research.

The report, “Bigger B2B Marketing Budgets Come With Great Expectations,”  found that the high-tech services area is leading growth (an average 17.0% increase this year), followed by finance and insurance (7.8%), high-tech products (5.9%), business and professional services (4.3%) and manufacturing (4.3%).

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Why Sales Is Still Missing From Social CRM

21 03 2011

 Today’s sales professionals operate less from the fairway and more online and by phone. Indeed, CRM, email, and web conferencing have become the ubiquitous productivity portals for all customer-facing professionals. However, with the efficiencies and cost effectiveness of such virtual work platforms has also come a dramatic reduction in the actual relationship time needed to conduct the inherently interpersonal business of selling.

In the past few years, while sales has mostly ignored the social media revolution, the marketing and customer service functions have led the way in adopting and demonstrating the power of social media in engaging customers, especially as part of the social CRM movement.

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Less Is More: Stricter Lead Qualification Driving Improves Sales Results

8 03 2011

Based on the findings of SiriusDecisions’ most recent study of b-to-b sales and marketing leaders’ pipeline and forecast practices, top-performing companies are replacing the traditional “more is more” sales pipeline approach with an emphasis on higher-quality leads and more accurate forecasting.

“Pipeline-to-quota ratios are an important tool for sales forecasting and management,” explained analyst Jim Ninivaggi of SiriusDecisions’ Sales Optimization Strategies advisory service. “However, our study showed that companies that increased their pipeline-to-quota ratios during the recent recession in an attempt to hit their sales targets have actually hurt their productivity. Companies that have maintained a tighter pipeline-to-quota ratio are now outperforming their peers.”

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Content and Commerce: Risk and Reward

28 02 2011

When I worked in magazines, we talked about such passion points as cars, fashion, cooking. What magazines do very well is address those passion points. When I started my website it turned out to be something a little different and even more powerful. 

Harnessing an emotional engagement is enabling my Web site to build both a community and an e-commerce business.

Community and commerce is the digital world’s latest buzzword, spurred in large part by the phenomenal success of Groupon and the “members only” model of Gilt, Rue La La and others. 

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Make the Leap From Lead Generation to Sales Enablement

11 02 2011

According to a recent IDC study, tech marketers are seeing a 4% budget increase this year. This poses the question, “How will this increased marketing spend drive needed sales?” The answer resides in the understanding of the science of media.

Marketers are becoming more sophisticated and analytical in how they leverage technology to reach their target market. This approach has also changed communications from marketers pushing messaging at their targets, to entering into relevant conversations with the end user, thus creating and enhancing the long-term relationship.

The science of media mind-set has driven the need for more than just lead generation. Marketers are looking for sales enablement.

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