Oinkodomeo news, events and articles

  • What is Intent Data? (10/9/2017) - Intent Data is a term you will be hearing more about if you in B2B sales or marketing.  There are two types of Intent Data, internal and external.  Internal is the information we collect about buyers on our own online web sites such as what pages they read, what blogs they looked at, what content […]
  • Time to Make your 2018 Marketing Budget Plan (9/30/2017) - October is the ideal time to create your marketing budget plan for 2018.  This year, here are some things you might want to take into account in your planning. B2B companies are spending more on marketing than ever Marketing budget as a percentage of revenue varies by industry Expect to include sales enablement in your […]
  • What is the Value of a CMO? (9/26/2017) - As the weather starts to cool and pumpkin spice aromas fill the air, that means it’s time to start thinking about 2018 marketing budgets. And that’s when this thought pops back into your mind: What’s the value of a CMO? Do I need one this year? Most small to medium sized B2B businesses and tech […]
  • San Diego Sales Enablement AA-ISP Panel Recap (9/16/2017) - Recently I had the honor and privilege to moderate a panel of San Diego Sales Enablement experts. Sales Enablement is a growing topic of discussion as companies look for ways to increase revenue or make sales more effective without adding headcount.  However, it’s still a very new topic and most companies are at the ad […]
  • Why You Need a Sales Process to Increase Revenue (9/4/2017) - If you want to increase your revenue, focus on honing your sales process before you add headcount. First, let’s agree on what I mean by a sales process versus a sales method.  According to a Sales Benchmark Index article by John Kenney, “a sales methodology is the ‘how’ of selling as a skill set.” A […]
  • Invest in the Bigger Jackhammer (8/27/2017) - I listened to the sound of a small jackhammer for the better part of this past week. Each day, I’d look out, and think, “Today, they must be done! The sidewalk isn’t that big!” And then another day I’d listen to the sound of a small jackhammer grinding away at the sidewalk for another 8 […]
  • How to improve your LinkedIn Social Selling Index (SSI) Score (8/20/2017) - I have a Top 1% SSI score and you can, too. Here’s why you should care, especially if you are in sales or marketing.  You make a living generating leads and trying to reach prospects, right?  You want them to trust you?  Your LinkedIn Social Selling (SSI) Score is your indicator of your personal brand […]
  • AA-ISP San Diego Chapter: How Sales Enablement is Transforming the Way Companies Engage with their Customers (8/6/2017) - Thinking about whether it’s time for Sales Enablement in your company? Don’t miss the September 14 AA-ISP San Diego meeting! Sales enablement is a fast-growing discipline: In 2013 19% of CSO Insights study participants reported having an enablement initiative or function. In 2016, 34% reported having an enablement initiative or function. Join our panel of […]
  • Social Selling is Not a Magic Potion (7/29/2017) - We’ve seen a lot of so-called Social Selling experts declaring the end of Cold Calling or telling us that if we hit a certain number on our SSI score, social selling will cause buyers to flock to us. Sorry! That’s just wishful thinking.  But does that mean Social Selling has NO VALUE in the Sales […]
  • Trials, Demos or Tours – what’s right for your SaaS Solution (7/16/2017) - How do you know what’s going to work best to help prospects evaluate and buy your SaaS solution: Trial, Demo, or Tour? Let’s start with some definitions. Free Trial – Opt-in and Opt-out In thinking about offering a free trial, the first question you need to ask yourself is – do you want or expect […]
  • The 7 C’s that Marketing Needs to Know about Managing Inside Sales (7/13/2017) - We have been seeing a growing trend where inside sales has been moved from reporting to sales to reporting to the marketing team.  Some of the largest companies in San Diego and around the world have moved their inside sales teams under marketing. This has a lot of upside potential.  But what we have observed […]
  • How to Moderate a Panel that Doesn’t Suck (6/26/2017) - Recently, I read a post on LinkedIn that declared all panels suck.  The poster had been at a conference and came away with this viewpoint.  However, it doesn’t have to be that way.  When set up right, panel presentations can be a lively and engaging way to get a lot of information out from different […]
  • AA-ISP OC and San Diego Joint Chapter Meeting: Transforming your Inside Sales Team (6/18/2017) - Join us for this special joint Orange County / San Diego joint inside sales event! Date: July 13th, 2017 Time: 5:30 pm – 7:30 pm PST/PDT Location: SKLZ 2081 Faraday Ave, Carlsbad, CA 92008 Register here to reserve a spot. Whether you’re starting a team from scratch, trying to advance your Inside Sales team, re-positioning your team from […]
  • San Diego Startup Week 2017 PDF Map (6/18/2017) - San Diego Startup Week starts tomorrow, 19 June. Our congratulations to the organizers, looks like it will be another great program! In its fifth year, this is the biggest and best San Diego Startup Week ever, bringing 15 tracks and 250 sessions during the week of June 19 – 23. This year our CEO Kathleen […]
  • 5 Secrets to Using Twitter for Inside Sales (5/30/2017) - When we talked with our panel of rock star sales reps recently, they were all about LinkedIn, declaring it “A gift to inside sales.” But when it came to Twitter, they were a bit uncertain.  But anything that can help you learn more about a prospect is useful, right?  Here are 5 ways you can […]
  • How to Plan Your Sales Career (5/28/2017) - The San Diego AA-ISP Chapter’s May meeting asked 5 successful sales reps to share their secrets on how they manage their sales career. Our panel consisted of inside and outside reps and managers at all stages of their careers, working at companies ranging from startup to a large public company. Following are highlights from the […]
  • Hiring for Sales on 100% Commission? Make sure it fits your model and market (5/14/2017) - Recently I have noticed startups in our area maturing to a level where they are ready to reach out to the market. Several have asked me about hiring their first sales person, and because they are startups and money is usually tight, they hope to pursue a 100% commission model. This means they want to […]
  • How much can you save by developing your B2B website inhouse? (4/11/2017) - You are a savvy, budget conscious B2B marketer.  You have a whole team of software developers working on an award-winning SaaS Cloud solution that will transform the world.  So why not leverage their massive talent to build your new B2B website in house? Notice how I mentioned the software development team.  This isn’t about whether […]
  • Dear Marketing, Here is why what you are doing isn’t Account-Based Marketing (3/19/2017) - It seems like everyone is talking about Account-Based Marketing these days. But what’s the big deal?  Personalizing messages targeted to key prospects isn’t really new. Early versions of Account-Based Marketing started back in the 90’s as one-to-one, or personalized marketing, with the rise of online marketing and analytics that allowed marketers to have a better […]
  • Before you launch Sales Enablement here is what you need to do (1/20/2017) - Forrester launched their Wave™ for Sales Enablement Automation Systems, so it’s time to add one to the essential sales toolkit, right and launch sales enablement in your company? Before you embark on a selection from among these nine vendors (or any others), let’s think about what we have learned from similar experiences in sales and marketing […]