Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. Close more. Because of the broad scope of prospecting, it requires varying sales and marketing techniques. Search less. What is sales prospecting? Both can result in new customers if nurtured the right way.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SBI Growth

AUGUST 25, 2013

The software company’s VP of Sales boasted about his win rate. Over the last four years we’ve increased our close percentage in opportunities from 21% to 34%. The software company VP of Sales missed the shift in buyer power. The software company was among them. Youtube videos of their software were all over the internet.

Buying Cycle 314

Buying Cycle Collateral Software Software 314

The Pipeline

JANUARY 13, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. I had a call from Bob, a director of sales with software company. For Email Newsletters you can trust. February 2012. January 2012. December 2010.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

Zoominfo

JULY 3, 2020

When it comes to identifying accounts to target for marketing campaigns, you have a lot to choose from. The same way that demographics provide information about human characteristics, firmographic data provides information about firms or companies that allow you to group them into market segments. So how do you narrow it down?

Data 195

Data Account Based Marketing Demographics Campaigns 195

The Pipeline

AUGUST 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Lauren Carlson is a write and market analyst out of Austin, Texas. You can see her articles regularly on the Software Advice blog. February 2012.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Magazine’s Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255

The Pipeline

OCTOBER 3, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. When Sales Met Marketing. Guest Post.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

HeavyHitter Sales

NOVEMBER 5, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Partners in Excellence

JUNE 20, 2022

Predictable Revenue, a concept popularized by Aaron Ross in the first edition of Predictable Revenue (2011), is important. That is 70% of the deals people thought they would close in the quarter didn’t; but “new deals,” deals that didn’t exist or weren’t in this quarter’s forecast were closed.

Revenue 108

Revenue Forecasting Face-to-face Resources 108

Zoominfo

JULY 3, 2020

When it comes to identifying accounts to target for marketing campaigns, you have a lot to choose from. The same way that demographics provide information about human characteristics, firmographic data provides information about firms or companies that allow you to group them into market segments. So how do you narrow it down?

Data 100

Data Account Based Marketing Demographics Campaigns 100

Awarathon

AUGUST 8, 2023

“An AI-powered video roleplay software is one of the most effective sales tools for streamlining your sales process, assisting your organization in meeting sales quotas, and forecasting sales for the upcoming quarters online effectively.” Mindtickle Mindtikle, a revenue enablement solution was founded in the year 2011.

Video 52

Video Ideal Customer Profile Forecasting Pharmaceuticals 52

Gong.io

APRIL 23, 2019

Here’s my favorite example: Marketing software. In 2011, there were 150 marketing software vendors. When markets get more competitive, buyers stop choosing the strongest product. Close-ended questions. It’ll give you insights you can use to close more deals, faster. Finite responses.

Lead Rank 108

Lead Rank Lead Scoring Google Buyer 108

SalesLoft

JANUARY 15, 2020

Modern sales and marketing blend art and science. Recently, marketer Jon Blumenfeld took that marriage to a whole new level. Let’s discuss what this exhibit means for sales and marketing organizations. Each year Scott Brinker publishes the Marketing Technology Landscape Supergraphic. Behold, the Periodic Table of MarTech.

B2B 59

B2B Scale Fashion Software 59

Hubspot Sales

OCTOBER 17, 2018

When I started selling HubSpot software in 2007, no one had ever heard of inbound sales and marketing. Because HubSpot provided a solution that was completely unique in the market, we had no competition from other companies selling the idea of inbound. But by that time, we had a sizable lead in the market.

Loyalty 106

Loyalty Inbound Skype Consumer 106

HeavyHitter Sales

MARCH 20, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Hiring 100

Hiring Penetration Decision Maker Forecasting 100

HeavyHitter Sales

NOVEMBER 26, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Forecasting 104

Forecasting Penetration Software Software 104

Openview

OCTOBER 10, 2018

An analysis published by the Harvard Business Review revealed in 2011 that, coaching “ can improve performance up to 19%…even moderate improvement in coaching quality—simply from below to above average—can mean a six to eight percent increase in performance across 50% of your sales force ”. Time to close a deal (Deal Close Time).

Sales Coaching 101

Sales Coaching Coaching Analysis SAP 101

HeavyHitter Sales

JANUARY 29, 2011

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Hiring 107

Hiring How To Loyalty Penetration 107

Score More Sales

APRIL 21, 2014

Remembering Pamela Paul’s New York Times article, Don’t Call Me I Won’t Call You back in 2011, it garnered 468 reader’s comments. ” But other than my Silicon Valley software-as-a-service clients, most of MY mid-market clients don’t use Google Hangouts and a great number don’t use Skype.

Skype 243

Skype InsideSales Call-back Google 243

HeavyHitter Sales

SEPTEMBER 25, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Objections 104

Objections Hiring Vendor Sales Cycle 104

HeavyHitter Sales

APRIL 1, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Hiring 132

Hiring Forecasting Oracle Revenue 132

CloserIQ

OCTOBER 10, 2018

Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. Founded 2011. Founded 2011. The company provides closed captions, subtitles, and audio descriptions in a cost-effective way. Mendix is currently hiring across a range of sales positions.

Hiring 76

Hiring Company Policies Analytics 76

HeavyHitter Sales

OCTOBER 15, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

DECEMBER 27, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

Pointclear

OCTOBER 23, 2012

As 2011 meandered to an uneventful close, with no sign of a significant upturn in global economic conditions, we reflected on a year of flat-line results, during which 54% of frontline sales professionals missed quota. equipment, software, financial products, motor vehicles, clothes, food, etc.

Retail 215

Retail Inside Sales Outside Sales Analysis 215

Gong.io

APRIL 25, 2022

In the 2011 movie Moneyball , Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.”. No need to open CRM or pipeline management software — it all happens from within Gong. “Adapt or die.”. What is Gong’s Sales Automation? First, what is sales automation? You know.).

Sales Automation 62

Sales Automation Top of Funnel How To SalesForce 62

HeavyHitter Sales

AUGUST 29, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

Nutshell

OCTOBER 12, 2017

Close to 30 years later, I remembered him because of how much he stood out. New software product development generally leads to some panic, so we really wanted to build a brand that spoke to our geeky nature and put worried minds at ease. .”— Lenny Eckstein, Co-Founder and Head Distiller. ( One of the curious deer in question.).

Customer 102

Customer Campaigns Promotion Positioning 102

HeavyHitter Sales

MAY 15, 2010

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Penetration 87

Penetration Sports Sales Software 87

Velocify

JULY 26, 2017

In all of the traditional CRM systems, I would create tasks and had to close them in order to create new tasks to remind me to update my events. I have closed more business than I ever have in my entire sales career.”. This became a vicious cycle and a job in itself. Then, things took a turn. Fastforward to today. “I

Siebel 53

Siebel NetSuite GoldMine Online Lead Generation 53

LeadFuze

AUGUST 5, 2021

How to Make Sales and Marketing Meetings More Effective and Impactful. Leah Bell is the Content Marketing Specialist for SalesLoft. The Gist: G2 Crowd is a massive name in the software space. While you’re there, you can also benefit from the other organized topics from marketing to productivity and more. .

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98

Sales Hacker

SEPTEMBER 11, 2020

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. trillion worth of funding. Funding rounds.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Green Lead's B2B

JUNE 1, 2022

Activate is the home that Green Leads deserves – a close knit company, still managed by the founders, that understands the marketing and sales landscape and will be an enduring partner moving forward. Linda and I learned and understood the B2B sales and marketing business as well as the appointment setting business.

Sales Qualified Lead 49

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 49

Troops

AUGUST 7, 2018

From 2011 to 2013, he spent time in both the Arizona Diamondbacks and San Francisco Giants farm systems and had, as he put it, “a cup of coffee” at the AAA level. Business Development : global outbound/BDR program spanning small businesses, mid-market, and enterprise customers. Square’s compensation isn’t based solely on deals closed.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

The ROI Guy

OCTOBER 22, 2010

Friday, October 22, 2010 Tech Marketers May Need to Rethink Budgets for 2011 according to new Harte-Hanks research Technology marketers are challenged today with handling proliferating marketing channels to reach and engage more overloaded, skeptical and frugal buyers than ever before.

Harte Hanks 45

Harte Hanks ROI Marketing Social Media 45

HeavyHitter Sales

OCTOBER 9, 2009

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Webinar Metrics 60

Webinar Metrics Penetration Software Software 60

HeavyHitter Sales

OCTOBER 12, 2008

Closing Techniques Using Sales Linguistics. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011.

Campaigns 60

Campaigns Video Penetration Software 60