Posts Tagged ‘Business Development’
How to Quickly and Efficiently Follow Up With 30,000 Sales Leads
It’s the epic question for sales and marketing alike after any large tradeshow, event or webinar: What is the return on our investment and why didn’t we see an uptick in our sales? With webinars gaining popularity as a way to gain new leads, I wanted to share some best practices on how to ensure…
Read More11 Secrets Of Successful Business Sales Development Leaders [INFOGRAPHIC]
[three_fourth_last] Keep reading to learn what it takes to be a successful business development manager and leader in this article. RELATED: ‘The Sales Development Playbook’ [FREE E-BOOK] Trish Bertuzzi In this article: What Makes Business Development a Challenging Job? Secret Strategies to Motivate Your Team Create a Connection Lead From the Front Use Sales Gamification Permanently…
Read MoreIncrease Sales Productivity and Job Satisfaction With Race Cars and Chocolate Bars
Sometimes increasing job satisfaction and sales productivity is as easy as rewarding your inside sales reps with remote-control cars and chocolate bars. At least that’s what Taft Rasmussen, XANT manager of business development, did to create a record-setting week. The challenge Last month, Taft’s team was struggling. He had a small group, comprised mostly of…
Read MoreWhy Sales Gamification + Spiffs = Increased Sales Motivation
How do you motivate and increase the productivity of an already highly optimized business development team? That was the challenge our business development team faced in April as we pushed to outperform ourselves and set a record number of appointments. Many sales organizations struggle to keep their business development reps (some call them sales development…
Read MoreHacks to Hiring the Right Inside Sales People
“We need a salesperson now!” How many times has a business manager screamed these words at a recruiter? Business managers—especially entrepreneurs—have a downright awful track record when it comes to hiring and retaining the right sales talent. In fact, when we survey sales leaders, 78 percent say hiring is their No. 1 challenge. So what…
Read MoreWhere Business Development Belongs in Your Organization? [Part 4 of 4]
A quick search on Google for the terms “business development value” will return top results with titles like, “What, Exactly, Is Business Development?” or “What Does A Biz Dev Person Actually Do?” While the business development role, sometimes called sales development, is an undeniably important one, it still seems to be a function that many…
Read MoreShould Business Development Report to Sales? [Part 2 of 4]
Free Cheat Sheet: 12 High Velocity Metrics Learn the 12 sales metrics that every inside sales team should measure to increase results. Get Cheat Sheet Now You have validated your products, proven your markets, established your vision and formulated a plan for scaling your success. At the expansion stage, many B2B companies, however, have still…
Read MoreShould Business Development Report to Marketing? [Part 1 of 4]
Free eBook: How to Build a World-Class Sales Development Team Discover how to recruit, hire, compensate and coach a sales development team that will increase lead conversion rates and lower total sales costs. Get the free eBook One of the questions I’m frequently asked is, “Where does the business development team fit in my organization?”…
Read MoreB2B Sales and Marketing “Cultural Alignment” Part 2
In my last blog post, I discussed the fact that sales and marketing teams largely come from a different set of internal “cultures,” cultures whose viewpoints and and attitudes are often at odds with each other. In Part 2, I want to take a closer look at this concept, because as sales and marketing teams…
Read MoreMarketing and Sales – The Power of Narrative and Storytelling
What’s the story—the real story—of your business?
I’ll tell you what it’s not:
It’s not the one on your “About Us” page on your company Web site. Not the generic, voiceless, lifeless biographies of your CEO/CIO/CTO/CFO/CMO.
It’s not the marketing blurbs and buzzwords your sales people use every single day.
It’s not the operations metrics, the TPS reports or financial statements . . . .
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