Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. If you plan to sell in 2020 and beyond — and that should be all of us — then you’ll want to see this. Account-Based Sales can help you target your ideal accounts with greater precision, improve rep performance, and execute optimized playbooks across teams and channels.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Allego

MAY 25, 2021

AI has become an essential part of the tech industry, helping solve many challenging problems in computer science, software engineering and operations research. Buyers now prefer to do research before meeting with sellers. B2B sales is evolving and the Zoom-boom of 2020 has only accelerated those changes. Blade Runner?

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Zoominfo

DECEMBER 5, 2019

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 100

Marketing Retail Channels Social Media 100

Sales and Marketing Management

APRIL 26, 2020

An April 2020 Gartner survey of chief financial officers (CFOs) confirms that 41% of companies were requesting longer payment terms. With this in mind, it serves to reason that the easiest and most expected reply is a directive to give a lower price and longer payment terms with shorter lead times.

Lead Rank 207

Lead Rank Survey Face-to-face Study 207

Zoominfo

SEPTEMBER 15, 2020

Using intent data in lead management and outreach helps remove some of these obstacles by digging into their product research activity. A Guide for 2020. Tailored (or even untailored) content can then be repurposed and spread across various channels to reign in more prospects. What is Buyer Intent Data?

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. We can’t give you an exact playbook for sales growth next year.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Crunchbase

JANUARY 27, 2021

Fintech Companies with a Leadership Hire in Q2 2020 Companies that have recently changed CEOs Software companies that have recently changed their Head of Marketing. Another interesting trend that emerged in 2020, and is likely to continue in 2021, was companies going public via SPAC rather than taking the traditional IPO route.

Hiring 122

Hiring Lead Rank Lead Scoring Ideal Customer Profile 122

Allego

JULY 31, 2023

Further, sellers spend 11 hours a month looking for and modifying content for buyers, Forrester’s Q4 2020 Global Sales Enablement survey found. Sales reps say they spend 51% of their time on non-core selling activity, according to the Forrester Sales Enablement Society 2022 survey. Content tends toward chaos—anyone can create it.

Buyer 62

Buyer Collateral Scale Survey 62

Crunchbase

FEBRUARY 22, 2021

In the United States alone, there were 171 million registered users on LinkedIn in 2020, with 57 percent and 43 percent male and female, respectively. Research by Sales Insights Lab states that 82 percent of top performers devote at least four hours every day just to prospecting. Choose more than one channel for the outreach.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Highspot

DECEMBER 6, 2019

As SiriusDecisions’ Senior Research Director Peter Ostrow explained during his keynote : “We’re still trying to figure out what it means, who should do it, where should its reach extend.” Which is why the Sales Enablement Soirée will be returning in 2020, bigger and better than ever before. A Star Is Born.

Sales Enablement 40

Sales Enablement Sports Scale Analytics 40

Sales Hacker

AUGUST 19, 2021

From the ubiquitous Zoom calls to the billions of hours of Netflix streamed, 2020 was truly the year of video. Vidyard’s latest research shows a 93% year-over-year increase in the number of businesses using video for sales prospecting and customer engagement. Video usage for sales teams was no exception. Making screen recordings?

Video 82

Video How To Face-to-face Sales Cycle 82

Sales Hacker

JUNE 5, 2018

By 2020, the customer experience will surpass both price and product as the key brand differentiator. Combining market research and your customer personas to personalize from the ground up is the blueprint for powerful prospect and customer outreach. Your market research is ideally done while your business is in the planning stage.

Outbound 70

Outbound Segment Marketing Social Media 70

Nutshell

MAY 4, 2020

With the global switch to digital channels, content marketing will remain critical for inbound lead generation. For example, Leadfeeder has been producing webinars that help viewers improve their outbound sales during COVID-19 , while DataBox is using its resources to publish trending research on how businesses are dealing with COVID-19.

Lead Generation 119

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 119

Hubspot Sales

MARCH 23, 2020

It's almost like a rite of passage to take heat from your elders and give it right back to them — only to do the exact same thing they did once you're their age. It might stand to reason that a generation that grew up without the Internet might be more inclined to shop in-person than online — but research shows otherwise.

Social Media 76

Social Media Buyer Persona Retail Study 76

Appbuddy

OCTOBER 20, 2021

Email continues to dominate as the #1 preferred channel for communication with customers. Email became a truly business-critical channel during the pandemic. As businesses have relied more and more on digital channels throughout the pandemic, it has become even more important for companies to deliver a trustworthy experience.

Email Marketing 52

Email Marketing Marketing How To Consumer 52

Vengreso

NOVEMBER 18, 2020

A 2020 study by the RAIN Group found that pre-pandemic, only 27% of respondents reported conducting more than half of their sales activities virtually. In May 2020, 71% said they were conducting more than half their sales virtually. They prefer to do independent research and compare vendors online. That’s an increase of 163%.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

The Spiff Blog

NOVEMBER 3, 2022

billion in 2020 ( source ). There is a wealth of research in support of the claim that positive reinforcement motivates employees better than punishment ( source ). There now exists an entire market for intuitive, customizable sales leaderboard software that allows organizations to reap the full benefits of gamification.

Motivation 69

Motivation Lead Rank Lead Scoring Cold Calling 69

The Digital Sales Institute

JANUARY 6, 2021

2020 will go down in history as the year that drastically changed the way all of us, business and consumers buy. It is the leaderships team to ensure that growth enablement is delivered to improve the sales experience to all customers across a multi-channel selling environment. Sales insights data. The advent of “growth enablement”.

Lead Rank 66

Lead Rank Negotiation Face-to-face Buyer 66

Sales Hacker

MARCH 2, 2020

Here they are… The 97 Best Sales Books in 2020. Insight Selling: Surprising Research on What Sales Winners Do Differently. Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales).

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Connext Digital

FEBRUARY 24, 2021

In the second quarter of 2020, mobile app usage grew 40% to an all-time high of over 200 billion hours during April. According to Forrester Research, we can expect brands to send consumers more emails, texts, and push notifications than ever before. Impact on Marketing. So, what does this mean for marketers?

Trends 52

Trends Marketing Advertising Advertising 52

Close.io

FEBRUARY 6, 2020

Orbit Media has performed an annual blogging research study over the past few years, polling thousands of company bloggers to compare (1) what they do vs. (2) what actually works. Growth in 2020 looks a lot different than 2000. Fewer than ten shares and zero links! Here’s exactly why this happens: ? This ain’t 2005. They need less.

Lead Rank 101

Lead Rank Lead Scoring Distribution Scale 101

Connext Digital

FEBRUARY 22, 2021

In the second quarter of 2020, mobile app usage grew 40% to an all-time high of over 200 billion hours during April. According to Forrester Research, we can expect brands to send consumers more emails, texts, and push notifications than ever before. Impact on Marketing. So, what does this mean for marketers?

Trends 52

Trends Marketing Advertising Advertising 52

Chorus.ai

MARCH 5, 2021

However, they’re likely to have very strong in-depth knowledge of the field (they use reviews and third-party research) and be highly discerning. Chorus’s research shows that deals will take longer depending on their size. Be creative with your social media game — be visual, be funny, go cross-channel.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Nutshell

MAY 4, 2020

With the global switch to digital channels, content marketing will remain critical for inbound lead generation. For example, Leadfeeder has been producing webinars that help viewers improve their outbound sales during COVID-19 , while DataBox is using its resources to publish trending research on how businesses are dealing with COVID-19.

Lead Generation 62

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 62

Cience

OCTOBER 27, 2020

Don’t get me wrong, I do like all these channels to generate demand and leads. This tendency has been going on for the last couple of years, and 2020’s almost complete reliance on digital marketing means more competition for keywords and ad space than ever before. The Go-To Channel: Cold Emails. So, which ones exactly?

Outbound 63

Outbound Campaigns Channels Ideal Customer Profile 63

Nutshell

NOVEMBER 25, 2020

Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., Email marketing is the strategy of emailing marketing content—like blogs, videos, and webinars—to a specified audience, and is relied on by 81% of small-to-medium businesses as their primary acquisition channel.

Marketing 143

Marketing Webinar Metrics Email Marketing Top of Funnel 143

Chorus.ai

MARCH 18, 2021

The actionable insights your sales managers and enablement professionals draw from sales analytics can make this exact kind of impact at a time when they’re most needed. Whether that means making new investments in content strategy or changing your marketing channels, you can make the decision more easily using analytics.

Analytics 62

Analytics Top of Funnel Buyer Persona Marketing 62

LeadFuze

JUNE 9, 2020

billion at the start of 2020. Recent research conducted by GlobalWebIndex concluded that around 27% of people discover new brands on social media globally, while about 43% of people research new products on social media. The consumption of social media has crossed 4.5 6 Share Discount Coupons With Your Social Media Followers.

Social Media 52

Social Media Media Discount Ideal Customer Profile 52

PandaDoc

SEPTEMBER 14, 2022

According to research conducted by the RAIN Group , 69% of all buyers surveyed have received and accepted cold calls during the last year, and 82% of them have accepted meetings with sellers. This means cold calls are still a powerful sales channel that shouldn’t be overlooked. Research thoroughly. Overcome the objections.

Cold Calling 52

Cold Calling Outsourcing Services Decision Maker Hiring 52

Artesian Solutions

APRIL 9, 2018

According to a study by Narrative Science 61% of businesses using AI believe they are spotting opportunities in data that would otherwise have been missed, and by 2020 they could be stealing as much as $1.2 But in the same way as AI is boosting proactive behaviours it is also serving to nurture and channel curiosity.

Lead Rank 40

Lead Rank Ideal Customer Profile Data Sales Qualified Lead 40

Nutshell

JULY 9, 2021

I researched the company and the reviews were stellar. I was working in advertising for Channel 7 and I hated my job. I read the requirements and did some research on the job title. I scoured the internet looking for an opportunity to best serve my skills with a like-minded philosophy in Ann Arbor.

Retail 118

Retail Scale Education Study 118

Sales Hacker

JUNE 8, 2022

Rather than packing the evening with sessions, we shared some data from research done by Outreach and Forrester and most of the night was then spent discussing the data and networking. What does it take to be a top rep or leader today, and how is that different from ten or twenty years ago? Prioritization is different than it used to be.

Face-to-face 91

Face-to-face Data Groups Commission 91

KO Advantage Group

DECEMBER 2, 2021

Based on what we’ve seen since 2020 and 2021 the digital transformation will start to normalize and many of the technologies we have been using will adapt to the hybrid models and focus on how we can communicate and meet in client and seller interactions faster. Ensure you’re creating value and not using the channel to be self-promotional.

Trade Show 62

Trade Show B2B Hiring Social Media 62

Allego

FEBRUARY 7, 2024

In late 2020, we conducted an employee pulse survey, which highlighted some pain points, particularly around finding information. Carolyn, for example, shepherded us through this process, helping us build channels and use Allego effectively. In sales enablement, we often ask if there’s a better way. Mark Lonzo: Exactly.

Outsourcing Services 62

Outsourcing Services Sales Enablement Groups System 62

SalesHandy

APRIL 25, 2021

They are probably the most important and impactful communication channel for your sales team. As per KBCM survey , companies using inside sales as a primary sales channel enjoy a 10% higher median growth rate. You have to find and fetch prospects to talk to, vs Inbound which is the exact opposite. Research and Deep Dive.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Zoominfo

JUNE 24, 2018

Self-service is quickly becoming the preferred customer support channel. Think of it this way—human representatives spend most of their time using support channels to solve complicated customer issues. In today’s blog post, we reveal five quick ways to improve your customer relationships. Keep reading! Enable self-service support.

Customer 133

Customer Social Media Discount Knowledge Base 133

PandaDoc

MARCH 13, 2023

In the Demand Gen Report 2020 , 68% of B2B respondents stated that their purchasing cycle is longer when compared to the previous year — which clearly contributes to all sales, on average, taking longer to close. It serves as a roadmap for all sales reps — they know the exact steps and processes they need to follow to close a sale.

Sales Cycle 52

Sales Cycle Decision Maker Proposal Case Study 52