Zoominfo

JANUARY 21, 2019

Although the first month of 2019 is nearly over, we’re not quite done reflecting on 2018. For those of you who aren’t regular readers of the ZoomInfo Blog, we spent last week looking back on our most popular content of 2018. Thus far, we’ve covered the most-read articles for sales professionals and recruiters. Keep reading.

Marketing 164

Marketing B2B Lead Generation Social Media 164

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Top 10 Most-Prospected-to Industries of 2018. For sellers, context is everything. FinancialServices. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

APRIL 23, 2018

Sales professionals are under constant pressure to achieve higher quotas and deliver value to their clients in an increasingly competitive landscape. To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals.

Face-to-face 133

Face-to-face How To Negotiation Lead Rank 133

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. This stems from strong competition and an increasing number of decision makers on the buyer’s side. Understanding how buyers make decisions. Building the right sales skills.

Ideal Customer Profile 139

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 139

Pipeliner

DECEMBER 13, 2017

Are you prepared to leverage the sales trends experts predict will be big in the coming year? If you want to perform at your highest level in 2018, you can’t ignore the following trends. If you want to succeed in 2018, the odds are you need to know how to collaborate, manage and be managed by millennials,” says Mikko Honkanen of Vainu.

Trends 105

Trends B2B Account Based Marketing Churn 105

Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Sales automation. 2018 is just around the corner. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018.

Top of Funnel 129

Top of Funnel Trends Funnel Decision Maker 129

Zoominfo

OCTOBER 24, 2018

This month’s round-up covers a variety of topics including email marketing, sales reporting, storytelling and so much more. Three Considerations for More Accurate Sales Reports. If you’ve worked in sales for any length of time, you’ve likely heard the phrase, “Sales is a numbers game.”

B2B 140

B2B Buyer Persona Email Marketing Scale 140

DiscoverOrg Sales

DECEMBER 20, 2017

There’s a lot of buzz around Sales and Marketing AI, but what is real and what is hype? What can we actually expect from AI in the sales and marketing technology in 2018? AI for Sales and Marketing Tech: High Expectations Meet Reality. ” “We’ll see a faster, smarter, more personalized buyer journey!”

B2B 150

B2B Marketing Data System 150

SBI Growth

JANUARY 2, 2019

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount Learn three best practices for Finance to enable Sales to close year-end deals without the use of heavy discounting… Ways to Use Bundling to Drive up Your Average Sales.

Discount 185

Discount Buyer Closing Revenue 185

SBI

OCTOBER 11, 2018

We wanted to find a good mix of solutions that are at the intersection of marketing and sales. And Flipdeck which uses a cards-and-decks approach to make your best content easily shareable by your Sales Reps from their phone. Don’t have time to read through a bunch of collateral? Of course not!

Tools 139

Tools Marketing Collateral Conference 139

Zoominfo

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. Tracking target accounts with these buying signals can streamline the selling process for your sales teams with data-driven efficiency. This could be you!)

Intent Data 100

Intent Data Buyer Intent Intent Buyer 100

Selling Essentials RapidLearning Center

OCTOBER 27, 2022

And because your offering is one-of-a-kind, you never feel any pressure from buyers to lower your price. They may not put it in so many words, but they like to think your product is a commodity that they can easily get elsewhere — especially in light of all the online resources buyers have these days. Will you cut your price?

Buyer 59

Buyer Video Up-Sell Call-back 59

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Buyers are different; they don’t have the internet to guide their decisions. Buyers are different; they don’t have the internet to guide their decisions.

Analysis 129

Analysis Scale Film Video 129

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

Zoominfo

JULY 5, 2018

We cover topics related to sales, marketing, recruiting, and business—just as we do on our own B2B blog. At SHRM 2018, Alfredo Castro and Mardely Vega will present “Strategic Storytelling: Engaging New Talents in a Global Workplace!” But, businesses vary drastically regarding branding, products, sales cycles, and much more.

B2B 113

B2B Hiring Buyer Persona Face-to-face 113

Mindtickle

JANUARY 9, 2018

The end of the year is fast approaching and 2018 is already promising to be another huge year for sales readiness. As the pace of sales accelerates, buyers become even more knowledgeable and industry dynamics continue to evolve rapidly, so there’s no time for sales organizations to slow down. of Mindtickle “.

Analytics 86

Analytics Coaching Training Forecasting 86

Hubspot Sales

OCTOBER 26, 2017

So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. The Best Sales Conferences. Digital Sales Engine. Sales Acceleration Technology Summit. AA-ISP Digital Sales World 2018. Sandler Sales & Leadership Summit. TOPO Sales Summit.

Conference 111

Conference Scale Inbound Hiring 111

Pipeliner

FEBRUARY 12, 2018

Each year, Richardson Sales Training asks sales professionals about the sales challenges that they anticipate in the coming year and complies their responses to create its annual selling challenges study. The sales professionals who prevail will win big as new opportunities escalate amid today’s robust business climate.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

Alice Heiman

DECEMBER 12, 2018

So, we have gone through and found our top 5 blog posts that were published in 2018 and a few of my favorite podcasts I was on this year. Our Best Blogs of 2018. Showing your customers appreciation is part of any great sales organization’s routine. It’s funny to me that people forget that sales is a social process.

Social Media 91

Social Media Sales Cycle Gatekeeper Decision Maker 91

Miller Heiman Group

JUNE 13, 2018

In our last post , we explored data from the CSO Insights 2018 Buyer Preferences Study , which confirms that buyers are engaging salespeople later and later in the sales process. Thankfully, our data also shows that buyers don’t actually want to cut salespeople out of the buying cycle. Therefore ….

Buyer 63

Buyer Top of Funnel Study Decision Maker 63

Nudge.ai

JANUARY 9, 2018

The message has been loudly articulated for a few years: all you need to do is “Hustle” and you’ll have success in sales. But is “hustling” our buyers the right thing? Enough buyers had seen the “did you get my last email?” , “just wanted to bump this to the top of your inbox” , “are you trapped under a rock” , and every other trick.

Buyer 59

Buyer ACT System Tools 59

Julie Hanson

JANUARY 12, 2018

It’s 2018, and by rough count, I’ve sat through a thousand sales presentations. Make 2018 the year you embrace a more contemporary approach that differentiates you from the competition and sets you up for success. Here are 5 ways you can shake up your sales presentation. Most of them have blurred together in my mind.

Follow-up 63

Follow-up Buyer Objections Vendor 63

Hubspot Sales

AUGUST 25, 2018

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. What if the biggest threat to sales teams isn't losing clients, but losing our teammates themselves?

Hiring 111

Hiring Churn Survey Promotion 111

Predictable Revenue

JUNE 10, 2019

A robust sales process considers the mindset by which reps attack their day (and their quotas), a nuanced understanding of the buyer mindset, and tactical schemes on how to juggle a significant volume of daily touchpoints.

Outbound 54

Outbound Sales Process Quota Buyer 54

Hubspot Sales

JULY 22, 2018

What are buyers really looking for in a seller?”. Salespeople know that as buyers become savvier and products and services are increasingly commoditized, sellers need a leg up in the marketplace. Below are the 10 essential selling skills you need to succeed in sales today -- all extracted from the study's findings.

Selling Skills 143

Selling Skills Lead Rank Inbound Case Study 143

Sales and Marketing Management

DECEMBER 21, 2020

For sales, 2020 brought on restrictions and social distancing, leading to less face-to-face interactions and remote sales. Not only did sellers make almost all their sales online, they also had to be cognizant of how the COVID-19 pandemic impacted their customers’ financial standings.

Face-to-face 177

Face-to-face ROI Proposal Fashion 177

Hubspot Sales

AUGUST 10, 2018

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and a dwindling 7% discovered their eventual home through a yard sign or open house. Best for: Buyers, renters, sellers, finding agents, finding mortgage lenders. Mobile App: iOS | Android.

Real Estate 125

Real Estate Licensing Social Media Top of Funnel 125

Hubspot Sales

JULY 19, 2018

So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Real Estate Blogs Every Realtor Should Read in 2018. Million Multifamily Sale Says About Sacramento’s Housing Market. Must-read post: These Tips May Speed Up Your Home Sale. Happy reading! Zillow Porchlight. Invest Four More.

Real Estate 128

Real Estate Lead Rank Lead Scoring Trends 128

Allego

MAY 11, 2018

On April 31st – May 1st, Allego held its second annual Sales Success Summit (S3) customer conference at the Revere Hotel in Boston, Massachusetts. Allego customers and partners came from all over the country to share ideas on how to best train and enable their sales teams. The State of Sales Learning. Setting the scene.

Hotels 54

Hotels Commence Conference Consumer 54

Hubspot Sales

MARCH 30, 2018

That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. The 3 Key Elements of Good Sales Prospecting Emails. Any good sales email template needs to include the following: 1. Do they fit your ideal buyer persona? So, we’ve got your back.

Prospecting 100

Prospecting Buyer Persona Face-to-face Call-back 100

Miller Heiman Group

JUNE 27, 2019

2018 saw many sales organizations feeling celebratory about results, with most hitting their revenue targets and higher quota attainment than in years past. But before they can build their connections with buyers, they first need to know where they stand with them. The Five Levels of Buyer-Seller Relationships.

Buyer 64

Buyer Report Competition Forecasting 64

Mindtickle

JANUARY 9, 2018

The end of the year is fast approaching and 2018 is already promising to be another huge year for sales readiness. As the pace of sales accelerates, buyers become even more knowledgeable and industry dynamics continue to evolve rapidly, so there’s no time for sales organizations to slow down. of Mindtickle “.

Analytics 52

Analytics Coaching Training Forecasting 52

Score More Sales

AUGUST 16, 2019

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? 21 Cold Calling Secrets From the Sales Masters. 14 Actionable Cold Calling Tips and Techniques – Sales Hacker. 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

CloserIQ

NOVEMBER 16, 2018

Check back every week to stay up to date on industry trends and advice on everything from sales and recruiting to tech and startup news. How to Navigate a Career Change in Enterprise Sales. It’s a great time to be in sales. Sell Like Steve Jobs: How to Use Silence in Sales (Zack Cronin of ringDNA). Featured Article.

Hiring 58

Hiring Enterprise Enterprise Sales Qualified Lead 58

Miller Heiman Group

JUNE 5, 2018

The Miller Heiman Group 2018 Buyer Preferences Study found that more than 70 percent of buyers said they wait until after they have already defined their needs to engage sellers. It’s become common knowledge that buyers are engaging salespeople later and later in the sales process. Tweet This.

Buyer 69

Buyer B2B Trade Show Study 69

SBI Growth

FEBRUARY 16, 2018

Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. When setting a yearly quota, all too often leadership defers to a top-down approach. Reps get overwhelmed and nothing gets achieved. Here is what.

Quota 222

Quota Territories Industry Ideal Customer Profile 222