Vendor Neutral

JULY 30, 2021

Which sales technology tools and solutions can arm RevOps with everything they need for success. Improving remote engagement experiences with prospects and customers. Mediafly acquired his company Alinean, a pioneer in value messaging and interactive sales tools. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Sales and Marketing Management

SEPTEMBER 23, 2019

In the five years between 2010 and 2015, the number of inside sales reps doubled. The range of sales tools is becoming as diverse as those on the marketing side. Expect analytical, sales forecasting and productivity tools all to become more powerful and sophisticated with artificial intelligence (AI). More digital disruption.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

The Pipeline

SEPTEMBER 15, 2014

If you are part of a company use other groups, usually better suited to the task. There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. Know what your time is worth, and if a task is well below that line “outsource” it. What’s in Your Pipeline?

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

DiscoverOrg Sales

NOVEMBER 17, 2016

Due to a growing wave of marketing and sales technology now sweeping into B2B sales organizations, the B2b Technology Marketing Group – together with select sales tech vendors – have created a survey that aims to explore the growth of technology stacks for sales and to provide insight on tools peers are using to generate revenue.

Scale 120

Scale B2B Trends Lead Rank 120

Hubspot Sales

NOVEMBER 3, 2017

Prospecting for sales leads. The perfect jam for when you find that perfect prospect. It’d be a shame if you had to interrupt your flow to log all of your prospecting activity. If you need a sales tool that works for you and not the other way around, try HubSpot’s free CRM today.). not the most fun thing in the world.

Motivation 145

Motivation Energy Sports Territories 145

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

Seismic - Sales Effectiveness

AUGUST 25, 2019

The 2015 MHO Best Practices Study reveals that “having a strategy and knowing the right things to do [is] a huge differentiator between top performers and others” Sales Efficiency and Sales Effectiveness – What Do They Mean? A modern selling strategy requires modern sales tools, such as sales enablement technology.

How To 80

How To Quota Sales Enablement Survey 80

DiscoverOrg Sales

MAY 18, 2016

The hypothesis above is based on the research and conclusions of four leading sales trainers who shared their findings at the 2015 PipelineDeals Accelerate Sales Conference and Sales Hacker Workshop with Microsoft in Seattle, WA. In fact, a demo without discovery can often leave a prospect feeling left out in the cold. Conclusion.

Ideal Customer Profile 133

Ideal Customer Profile PipelineDeals Top of Funnel Buyer Persona 133

The ROI Guy

JULY 11, 2017

I n this session, Forrester boldly predicted that 1 million B2B salespeople would be displaced by 2020, as B2B buyers by-pass reps who just take orders or pitch products, instead favoring digital self-service and more value-added interactions with a select group of more capable, consultative sales reps.

B2B 66

B2B ROI Buyer Competition 66

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. 3) Most technology spending decisions are now driven and controlled by business groups vs. formal IT. Although the current forecast is lower than the original 3.2%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% increase compared to 2014. - Most technology spending decisions are now driven and controlled by business groups vs. formal IT. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. YoY decline from 2014. Why Change Now? –

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

Score More Sales

JANUARY 19, 2015

I wrote a quick post last week from the Rainmaker 2015 Sales Development Summit – but didn’t give it the detail it deserved, so here is part 2. In addition to Prospector which has been improved greatly over time, they have a new tool called Cadence which helps SDRs to know how and when to attempt to connect with their prospects.

Ideal Customer Profile 120

Ideal Customer Profile Lead Rank Lead Scoring Nonprofit 120

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. You have to bear hug sales.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Your Sales Management Guru

NOVEMBER 21, 2016

Because of this I wanted to share an easy sales driven prospecting system that can ensure your sales pipeline does not shrink-ever! Action steps include: 1) Refine their prospect database to reflect the A, B, C Ideal client profile concept. Week Two : Each Salesperson sends email/postcards #2 to the same Group A 20 suspects.

Pipeline 40

Pipeline Ideal Customer Profile Direct Mail Campaigns 40

Platinum Rules for Success

DECEMBER 26, 2018

After writing 17 books and delivering over 3,000 professional speeches around the world, Jim Cathcart collaborated with Jeffrey Gitomer and Dr. Tony Alessandra in 2015 on the award winning sales skills assessment, Sales IQ Plus. Targeting explores the markets or groups you may target as prospective buyers.

Loyalty 87

Loyalty Sales Cycle Lead Rank Lead Scoring 87

SalesLoft

AUGUST 18, 2016

Ever try to reach a prospect and just get radio silence? We know it’s no surprise to you that potential ideal customers are becoming harder to reach , simply because there’s more information and more stimuli for prospects to sort through than at any other point in the history of the Earth. But this is much easier said than done.

Customer 52

Customer eBook Call-back Cold Calling 52

Hubspot Sales

NOVEMBER 30, 2020

Whether it’s the Sandler Sales methodology’s "uncovering levels of pain" to get to the root cause of a prospect’s buying motivations, or the Challenger Sale’s "powerful requests" method to understand how serious a prospective buyer is, sales professionals use decades worth of research and experience to understand their customer’s buying motivations.

Ideal Customer Profile 99

Ideal Customer Profile Hiring Marketing Quota 99

Nutshell

AUGUST 24, 2018

It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. Sales reps use an average of six enablement tools , according to Sales for Life. Included in this category are CRMs , intelligent dialers, social media selling tools, messenger programs, web-conferencing programs, etc.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

Sales Hacker

JANUARY 15, 2020

Here’s a print version… The REPLY Method For Cold Prospecting. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. The goal of prospecting is not to sell your product/service. Results — Get the prospect’s attention.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Most technology spending decisions are now driven and controlled by business groups vs. formal IT. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. 2) Central IT is Irrelevant? 2) Central IT is Irrelevant?

ROI 53

ROI Decision Maker Proposal Forecasting 53

Hubspot Sales

APRIL 8, 2020

Our customers and prospects are no longer "out there." As Norman Behar, CEO of Sales Readiness Group, puts it, "I’m a huge believer in technology, CRM, video conferencing, social networks.but they're not a replacement for the personal interaction necessary to manage, coach and lead your team.".

Inside Sales 119

Inside Sales Hiring Scale Face-to-face 119

Nutshell

AUGUST 15, 2018

A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. Question bank: Success in consultative selling depends on the kind of questions you ask your prospects.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Sales Hacker

DECEMBER 2, 2019

If you’re not prospecting, you’re losing money [9:55]. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. She worked at HubSpot from 2009 to 2015 and was part of the enterprise scale up from 2011 through the IPO in 2014. Show Agenda and Timestamps.

Scale 52

Scale Hiring Hubspot Ideal Customer Profile 52

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! My answer is simple; “it’s more critical when you are small to begin building management systems and tools because revenue and profitability are considered more critical in an organization. Build Predictable Revenue In Your Organization. Ken has written 5 books, his latest book is: SLAMMED!

Revenue 40

Revenue Hiring System Case Study 40

Tenfold

AUGUST 30, 2017

A 2014 research by the Acquity Group, a digital marketing company under Accenture, pegs the number of B2B buyers who do online research at 94 percent. According to a 2014 survey conducted by Google and research company Millward Brown Digital, millenials make up 46 percent of prospective B2B buyers. Business websites lead at 84.3

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Sales Hacker

APRIL 24, 2018

Based on Salesforce’s research in 2015, top sales teams are three times more likely to use analytics than under-performing teams. How many prospect phone numbers are actually usable? For example, splitting the team into two different groups and giving each a lead or account list that is sorted differently for a call blitz.

Data 53

Data Hiring Margin Demand Generation Targets 53

Crunchbase

MAY 14, 2020

We also want to express a special thank you to the members of the sales community who spoke up, and volunteered their time to help us as we not only reissue this list, but also think about even more ways we can shine a light on underrepresented groups within sales going forward. Founder and CEO of The Bridge Group. Trish Bertuzzi.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Your Sales Management Guru

OCTOBER 6, 2015

Second, create a customer focus group and ask them how to best serve them and what they are looking for in a relationship. Provide your team with effective tools that analyze the status of each opportunity and develop the various tactics to increase your probabilities. What levels of support do they require?

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Sales Hacker

DECEMBER 19, 2018

First came Mobilegeddon in 2015, heralding the end of (desktop) days. But if you’re in either of those groups, you need to fix it. Do you collect and use the data of individuals in order to prospect? Here’s how to best prospect in a post-GDPR world. . The past few years have been rather tumultuous in the digital realm.

Prospecting 83

Prospecting Social Media Policies Vendor 83

Circleback

JANUARY 30, 2018

2018 will see the development of more new tools and technologies powered by AI. So, use the technology to stay ahead, help target right customers at the right time, and equip your workforce better with the latest tools. The prospects are all over the place nowadays, and technology has completely disrupted the retail industry.

Trends 20

Trends Account Based Marketing Social Media Face-to-face 20

Crunchbase

MAY 6, 2022

In addition, we’ll walk you through how to use Crunchbase’s sales prospecting software to connect with decision-makers at these companies and close deals, all in one platform. LinkSquares is a computer software company that features AI-powered contract management and analytics tool for in-house legal and finance teams.

Lead Rank 105

Lead Rank Lead Scoring Company Sales Qualified Lead 105

InsideSales.com

JUNE 12, 2020

In place of “management by walking around”–digital tools, instrumentation, and metrics. Very few of us have gone so far as to suppose our seasoned enterprise reps want or need new digital tools to get their jobs done. They may use a personal cell phone to follow up on customers and prospects. CRM–not optional.

Face-to-face 94

Face-to-face Travel Call-back Infor 94

DocSend

MARCH 10, 2019

Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. The competitive battle card is a popular resource that sales reps use to show prospects how and where your product wins. Golden questions: These are the most important questions that your reps ask prospects.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

The ROI Guy

MAY 19, 2015

Vice President and Group Director Marisa Kopec flat-out debunked these common industry perspectives as “ urban myth”. Prospects and sales reps are all to easily lost in a sea of content. Provide portable tools that facilitate the conversation. Half of the waste was attributable to sales reps not being able to find the content.

Marketing 73

Marketing B2B Proposal Call-back 73

DocSend

MARCH 10, 2019

Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. The competitive battle card is a popular resource that sales reps use to show prospects how and where your product wins. Golden questions: These are the most important questions that your reps ask prospects.

Competition 40

Competition Outsourcing Services Ideal Customer Profile Lead Rank 40

The ROI Guy

JULY 8, 2014

4) Most IT spending decisions are now driven and controlled by business groups vs. formal IT. At the same time, more and more spending is occurring in the shadows, by individual users and groups without the formal knowledge of IT. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”, • Why Change Now? –

Forecasting 78

Forecasting ROI Decision Maker Proposal 78

Sales Hacker

OCTOBER 7, 2021

B2B is H2H – human to human – and most women can leverage these powerful skills to create lasting connections with prospects, personalize value, and create customers for life. Your sales process and making it easy for prospects to buy makes a huge difference and can beat out a “better” product on paper.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130