Selling Essentials RapidLearning Center

SEPTEMBER 19, 2023

He phones a prospect out of the blue and says, “Hi, I’m Joe from XYZ Co. Joe has taken that critical opening of his call and wasted it by going on about how great he and his company are. And that’s exactly what you shouldn’t do in the first 20 or 30 seconds of a cold call — talk about your products and your company.

Cold Calling 52

Cold Calling How To Transportation Journal 52

The Pipeline

JULY 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. For Email Newsletters you can trust.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. As companies work to establish processes that embrace and support the buying journey from contact to close, an interesting result occurs. February 2012.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Pipeline

MAY 12, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. I see this over and over again in the early stages of sales development at every company we help. Prospecting. For Email Newsletters you can trust.

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. With so many opportunities to ensure customer satisfaction, it is a wonder how some companies keep blowing it. Prospecting. February 2012.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. If you work for a major company, you might be saying this doesn’t apply to you. Sure, there are those who will say they have tracking software in place to tell who visits. prospecting. Client List. Testimonials. FREE Resources.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

Vendor Neutral

JUNE 15, 2021

Companies today must be quicker and faster to change. Give prospects the education, insight, and value they crave, and watch as your competition ends up in the rearview mirror! Craig Nelson, CXera Over the years Craig Nelson has focused his efforts on building technology companies and enabling them to drive profitable revenue.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

SBI Growth

AUGUST 18, 2013

The ability to prospect. Sign up here to receive a copy of the Modern Prospecting Toolkit. Forward thinking companies decided that they needed a sales methodology. The same thing is now happening with prospecting. Companies are investing in growth. Sales leaders from other companies are not having pipeline issues.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Zoominfo

JULY 3, 2020

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. Are they a non-profit, a B2C company, another SaaS, etc? Size : How big is the company account you’re targeting? Direct conversions 2.

Data 100

Data Account Based Marketing Demographics Campaigns 100

Highspot

NOVEMBER 7, 2019

Most companies have a well-established sales process, complete with templated emails, drip campaigns, call scripts, and follow-up procedures. Stories also help keep your prospect’s attention. Storytelling Conveys Your Company Values. That should make your job easier, right? Storytelling is the oldest form of education.

Buyer 95

Buyer Software Software Call-back 95

Allego

AUGUST 18, 2022

They might say it’s anything your company does to help your sales team be effective. It means your sales rep can work with their manager, peers, or trusted internal experts to develop the best solutions for my prospect. Ask people what they think sales enablement is, and you will get multiple, varying answers.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Sales and Marketing Management

APRIL 27, 2017

In fact, I still think it is a highly relevant aspect of a prospecting contact strategy. However, as a salesperson today, the content of your emails needs to be much tighter and the cadence of your outreach much more sophisticated if you hope to engage with your prospects. Surviving the Mass Email Epidemic. Make it personal.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

SBI Growth

JULY 13, 2013

From 2003-2011, Dave was on a rocket ship. Paul went on to lead worldwide sales at a global software company. Customers/Prospects- Nowhere in Dave’s strategy did he embed a way to listen to customers and prospects in a real time fashion. Along with listening to customers, Dave has embraced social prospecting.

Promotion 310

Promotion Fashion Trends B2B 310

HeavyHitter Sales

JULY 1, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Study 163

Study Lead Rank Lead Scoring Penetration 163

HeavyHitter Sales

JANUARY 1, 2012

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Trends 121

Trends Decision Maker Study Analysis 121

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. How about ERP or Project Management Software?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media Buying Cycle 40

Sales Hacker

NOVEMBER 17, 2020

Lessons learned from founding a company [16:46]. Sam Jacobs: On today’s show, we’ve got Matt Klepac, a co-founder and CEO of Vertify, a really interesting company focused on revenue operations. Plus, we discussed risk and the guiding principles of starting a company. Camels vs. unicorns [19:33]. Sam’s Corner [32:07].

Company 102

Company Scale Hiring Revenue 102

HeavyHitter Sales

SEPTEMBER 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. Less than 50 beds. 50-250 beds. 250-500 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Chili Piper

NOVEMBER 21, 2018

First, it was published in 2011. Do you realize how much has changed since 2011? While the study audited over 2,200 companies, that was only to measure the amount of time it took for those companies to respond to their leads. For plumbing companies, speed-to-lead matters. For B2B SaaS companies?

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Penetration 138

Penetration Study Decision Maker Software 138

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

MTD Sales Training

AUGUST 24, 2011

In Part I, I explained a few ways to find the name of someone in your prospective company. If you were unable to find the name of someone in the company, don’t worry. Your objective is simply to get into the company, to get pass the initial gate. Just get in the company and talk to anybody. Using a Name.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120

SBI

SEPTEMBER 5, 2019

These capabilities will help companies drive a holistic strategy to improve customer hand-offs and optimize their customers’ experiences with accountable revenue results. AsdeqLabs adds additional experienced software development resources that will expand Bigtincan’s presence in Australia and throughout the Asia Pacific region.

Revenue 67

Revenue SAP Sales Enablement Webinar Metrics 67

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. Startups 101.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

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. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Allego

DECEMBER 17, 2020

But now, according to a survey from Bain & Company of more than 300 B2B buyers and sellers, 80% believe there will be a sustained increase in virtual interactions, even after the pandemic. Enterprise training and enablement teams don’t have the time, staff, budget, or resources to manage this growing number of software solutions.

Hiring 93

Hiring Sales Enablement Coaching Video 93

Velocify

JULY 26, 2017

In my sales career, I have used Goldmine, ACT, Microsoft Access, Siebel CRM, Right Now Technologies, Netsuite and also Salesforce at three previous companies. I remember the struggles I faced daily and was not happy selling with using a traditional CRM (customer relationship management) system to manage my prospects and leads.

Siebel 53

Siebel NetSuite GoldMine Online Lead Generation 53

HeavyHitter Sales

AUGUST 29, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

HeavyHitter Sales

JULY 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Penetration 101

Penetration Decision Maker Software Software 101

HeavyHitter Sales

JUNE 15, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Hiring 87

Hiring Penetration Airlines Twitter 87

Customer Centric Selling

AUGUST 30, 2013

By Drew Zarges, Sales Benchmark Index The software company''s VP of Sales boasted about his win rate. The overall number of opportunities within the company was decreasing. The software company VP of Sales missed the shift in buyer power. The software company was among them. Each year we''ve improved."

Training 45

Training Buying Cycle Collateral Software 45

HeavyHitter Sales

OCTOBER 23, 2009

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team.

Penetration 60

Penetration Decision Maker Webinar Metrics Sales 60

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. It is the work of the sales team to introduce the company’s solutions to companies of all kinds. Today, Andrew oversees multiple sales teams at Square.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91