Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent.

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Intent Data Buyer Intent Intent Data 130

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. Buyer Intent Data Sources.

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Intent Data Buyer Intent Intent Data 182

Sales and Marketing Management

SEPTEMBER 26, 2018

Author: Alicia McCarty As we are all very well aware, today’s buyers expect us to speak to them personally, not in their general direction; increasingly, customers want businesses to know what they want before they do and to serve them hyper-targeted, relevant content and offerings. It just isn’t possible. If so, which one?

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Ideal Customer Profile Buyer Buyer Persona Marketo 246

Allego

JULY 20, 2021

Are you ready for today’s new buyer? As a perennial top performer for twenty-five years in the pre-pandemic, in-person selling era, Michael was skeptical about whether he should embrace the concept of virtual selling when his company announced a work- from-home policy in March 2020. It’s the same with sales.

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Buyer B2B Buying Cycle Face-to-face 133

Zoominfo

NOVEMBER 3, 2020

In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. Done right, they are stealthy value-providers that buyers gravitate toward through pre-established brand trust. 2020: The year of product expansion?

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Loyalty Airlines Hotels Hubspot 130

PandaDoc

MARCH 11, 2020

Our sales team faces the same pressure to hit quota month over month as our customers do, and with each month that passes the relationship between buyer and seller evolves. Nate Gilmore, PandaDoc’s CRO, explains the new State of Deals 2020 report. Download the entire report here. Happy selling! ??.

Buyer 81

Buyer Hiring Face-to-face Decision Maker 81

Gong.io

SEPTEMBER 1, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches.

Video 152

Video Data Face-to-face Call-back 152

Nutshell

DECEMBER 5, 2019

There’s something special about attending a sales conference. Whatever it is that excites you the most about attending sales conferences, you’ll find it at the various events listed below. Keep reading for our list of the 14 must-attend sales conferences of 2020! BOUNDLESS 2020. The best part?

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Conference Top of Funnel Networking Hotels 124

Emissary

AUGUST 4, 2020

economy expected to decline by 6 percent or more in 2020, it isn’t the easiest time to be in enterprise tech solution sales. Organizations and buyers have likely achieved the situation that they will be in for some time. Where do IT buyers sit amid this change? How Do Tech Buyers Buy? Click to Download.

Enterprise 52

Enterprise Enterprise Buyer Maximizer 52

Sandler Training

SEPTEMBER 1, 2021

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.

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Research Report Buyer Training 118

Hubspot Sales

NOVEMBER 18, 2020

Sales leaders, be honest — you're curious about what your peers are up to. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. is invaluable. Remote Selling.

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Sales Leadership Hiring Face-to-face Decision Maker 141

Sell Integrity

MAY 12, 2020

With leaner sales organizations, your sales enablement strategy has to step up and be a valuable contributor to the organization. In many organizations, revenue has “fallen off a cliff,” as one sales leader put it, and companies are looking at where they can make cuts and recapture lost momentum.

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Sales Enablement Webinar Metrics Strategy Coaching 124

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. We will NOT miss you, 2020. Cause 2020 wasn’t a *total* wash. . We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality.

Data 96

Data Top of Funnel ROI Video 96

SBI

MAY 28, 2020

Seismic Spring 2020 Release Enhances Sales & Marketing Teams’ Ability to Work Remotely. San Diego, CA (May 28, 2020): Seismic, the industry-leading and award-winning sales enablement platform provider, today announced enhancements to its Seismic Storytelling Platform.

Marketing 96

Marketing Scale Enterprise Enterprise 96

Allego

JANUARY 28, 2020

2020 is here and the new decade promises opportunity, growth, and innovation in the training technology ecosystem. In today’s post, Allego President and Co-Founder Mark Magnacca shares his views on seven things chief learning officers and sales training and enablement professionals should know about training tech this year and beyond.

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Training Video Collateral Face-to-face 99

SBI Growth

AUGUST 26, 2020

Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a.

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Revenue Sales B2C Territories 256

Highspot

JANUARY 14, 2020

Equipped with information at their fingertips, buyers can progress through their journey without ever talking to a seller. As sales leaders, it is our responsibility to keep a pulse on the changing landscape and reimagine how we approach sales in the age of the customer. Today, the power rests in the hands of the customer.

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Face-to-face Sales Enablement Trends Buyer 76

Igniting Sales Transformation

DECEMBER 31, 2019

I’m bucking the annual tradition of pitching predictions about what is or is not going to happen in sales, marketing and business in 2020 or the decade ahead. Predictions aside, for the past decade buyers have clearly communicated their displeasure with traditional, outdated selling approaches; yet, old behaviors rage on.

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Intent Hiring Follow-up Social Selling 101

RAIN Group

FEBRUARY 24, 2021

How do buyers make purchase decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We surveyed 528 buyers and sellers across the Americas, EMEA, and APAC. We asked buyers what influences their decisions the most when buying virtually.

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Influencer Buyer Survey Conversion 118

RAIN Group

DECEMBER 29, 2020

2020 has been marked by a lot of changes, distractions, and new challenges. Not only literally, with the wholesale shift from live to virtual selling, but also figuratively in the sense sellers had to become even more keenly aware of buyer wants and needs to be successful in a virtual environment.

Resources 105

Resources Up-Sell Buyer Meeting 105

Gong.io

NOVEMBER 9, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. My grandfather was a field sales rep for 3M in the ‘90s. . There’s a long list of the changes we’ve all experienced in 2020, but one thing remains: building relationships is a top priority. . Here’s how. . Wait—127%?!

Video 118

Video Call-back Buyer Study 118

Sales and Marketing Management

DECEMBER 21, 2020

Author: Tom Pisello If there's one thing that's true about 2020 it’s that everything changed. For sales, 2020 brought on restrictions and social distancing, leading to less face-to-face interactions and remote sales. With 2020 behind us, here’s what I expect to see in 2021.

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Face-to-face ROI Proposal Fashion 177

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

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Survey Top of Funnel Scale Fashion 246

Allego

FEBRUARY 19, 2020

Knowledgeable buyers and sophisticated solutions have made the job of a salesperson more demanding. Staying up to date in an era of change means that you must continuously refine your sales practice. To help you find the best events, we’ve pulled together a list of our top 2020 sales conferences. SiriusDecisions Summit.

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Conference Face-to-face Sales Enablement Networking 100

No More Cold Calling

JANUARY 5, 2021

It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! I’ll cover a different sales topic each month to help you get comfortable asking clients for referrals. September 10, 2020). Register here ).

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Referrals Cold Calling Call-back Social Media 194

Emissary

OCTOBER 15, 2020

One of the hardest things to diagnose in the sales world is what leads to a win and what leads to a loss. In this edition of Emissary’s Buyer Snapshot, we explore the drivers (and derailers) of deal closure…from an IT manager persona point of view. IT Manager Persona and Buyer Snapshot, Fall 2020 appeared first on Emissary.

Buyer 52

Buyer Intent Data Report Intent 52

Hubspot Sales

AUGUST 24, 2020

The State of Ecommerce in 2020. Large-scale unemployment means many people are cutting back on their spending and as such, some industries have seen a sharp downturn in sales. And this trend is set to continue, with ecommerce penetration rates set to rise from 15% in 2020 to 25% in 2025. The competition has never been fiercer.

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Retail Pivotal Jigsaw Consumer 123

No More Cold Calling

MARCH 31, 2021

If you were asked last year how your day was, your answer would have been: “It’s 2020.” Companies that thrived in 2020 had a different mindset. Every client I worked with in 2020 had a singular client focus. Get over your sales slump with referral selling insights in my 2021 blog posts: The Phrase of the Year Is Seller Access.

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Referrals Cold Calling Sales Qualified Lead Call-back 371

Crunchbase

MARCH 16, 2020

Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales enablement is entirely new. The reason?

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Sales Enablement Webinar Metrics Strategy Collateral 89

Seismic - Sales Effectiveness

NOVEMBER 25, 2019

Are you seeing 20/20 when it comes to aligning your sales and marketing teams in the new year? Whether you’re just beginning your sales enablement journey or looking for a new partner to help tackle your sizable goals, the first step is to identify and address the biggest sales and marketing challenges you and your company face today.

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Sales Enablement Scale Collateral Government 85

Pipeliner

MARCH 8, 2020

Customer experience is where business battles are taking place in 2020. According to the recent Frost & Sullivan study, customer experience is projected to overtake price and product as a key brand differentiator in 2020. Almost 50% of buyers have made impulse purchases after receiving a more personalized experience.

CRM 94

CRM Social Media Scale Consumer 94

Corporate Visions

DECEMBER 12, 2019

The post Four Imperatives for Sales Enablement in 2020 and Beyond by Erik Peterson appeared first on Corporate Visions. These four Sales Enablement trends present a glimpse into the future of your organization. Sales Enablement has the opportunity to evolve in a big way. Four Sales Enablement Trends for 2020.

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Sales Enablement Face-to-face Lead Rank Trends 90

SBI Growth

JULY 20, 2020

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

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Meeting Face-to-face Prospecting Customer 272

The Pipeline

MARCH 5, 2020

Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. Asking the fast-food main-stream variety discovery questions leads to that level of nutritional value to a sales conversation for a buyer. The Sales Scrum Podcast – Ep. #3. My Guest will be Tim Herron.

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Lead Rank Lead Scoring Buyer Relationals 383

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020.

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Lead Rank Buyer Influencer Outbound 103

SBI Growth

FEBRUARY 11, 2021

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

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Sales LinkedIn Revenue Buyer 358