Zoominfo

NOVEMBER 20, 2023

Early successes we’ve noted include assistance in analyzing campaign performance, creation of email sequences that reflect the company brand, and the summarization of core content into derivative assets, such as video scripts and social media posts. The data underlying customer outreach needs to be incredibly accurate, enriched, and deep.

Data 130

Data Scale Lead Rank Marketing 130

Marc Wayshak

OCTOBER 28, 2021

Do you find yourself using the phone a lot to sell these days? If so, that’s really good…because I’m finding that the phone is still our best friend in sales. I know there’s a ton of focus on other selling technologies right now—whether it’s email, social media, or Zoom. Data is everything.

Cold Calling 101

Cold Calling Social Media Gatekeeper Call-back 101

Autoklose

FEBRUARY 26, 2024

Sales is challenging. Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. We’ve analyzed all that data and come up with these 10 tips for building and managing a high-performance sales development team. Table of Content 1. Scale Carefully 3.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Mr. Inside Sales

FEBRUARY 15, 2018

Are you still ad-libbing a response to the “your price is too high,” objection? Let’s face it, buyers have been using this objection way before you or your father or great grandfather got into sales, and you’d think that by now we’d all know how to effectively handle it. That’s way too much money for that!”.

Objections 153

Objections Face-to-face Call-back Vendor 153

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). You try to do too many things at once. of the time.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

Smooth Sale

JULY 13, 2022

Someone likely made an inaccurate assumption about you at some point. Someone likely made an inaccurate assumption about you at some point. If so, you know it can be very irritating and memorable. Now imagine doing the same to a prospective client; it will likely kill the possibility of a new sale.

Hiring 78

Hiring Energy Networking Conversion 78

Partners in Excellence

MARCH 30, 2022

They don’t take the time to figure out what they need to change, how they get better, how they achieve more. It’s someone else’s job to figure that out–they complain to managers, sales enablement, or point their fingers at the customer, saying it’s the customer’s problem.

Hiring 96

Hiring Revelation Compensation Up-Sell 96

CloserIQ

APRIL 2, 2019

Research continually finds them at the bottom of the list of trusted professions , and anyone who’s ever been on the receiving end of a bad sales experience will know why. Putting aside the bad eggs who are blatantly conning their way through deals, there are plenty of other poor sales behaviours that put customers off.

Company 100

Company Scale Guidelines Call-back 100

Partners in Excellence

JULY 12, 2022

Universally, we hear, “We just need to be talking to more customers!” ” More seems to be the universal answer to all sales problems. We need more emails, more dials, more LinkedIn InMails, more of everything to produce the same volumes we achieved only a year ago.

Customer 68

Customer Face-to-face Survey Analytics 68

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Zoominfo

JUNE 4, 2019

Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Keep reading!

Case Study 244

Case Study Referrals B2B Social Media 244

Smooth Sale

JULY 25, 2023

Photo by The Digital Artist via Pixabay Attract the Right Job Or Clientele: Will You Study How to Implement AI to Increase Business? News about AI is in our everyday conversations, including potential ethics violations. Their research indicated that companies investing in AI have already seen a 10 to 20 percent sales ROI increase.

Study 78

Study Scale How To Hiring 78

Partners in Excellence

JULY 12, 2022

The singular exception seems to be selling, we seem to have a predilection for one of two things–winging it or sticking to the script. They want to learn everything they can–their strengths/weaknesses, how they respond, how they think. Profession after profession, we observe two things about the highest level performers.

Outsourcing Services 125

Outsourcing Services Face-to-face Segment Ideal Customer Profile 125

LeadFuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills? Close more deals.

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Zoominfo

NOVEMBER 18, 2018

First impressions are important – especially as a sales rep trying to win more business. When you get on the phone with a potential buyer for the first time, every word you use can make or break a future sale. We’ve put together some tips that will help you hook your buyers and win more business right from the start.

Cold Calling 113

Cold Calling B2B Decision Maker Buyer 113

Anthony Iannarino

JUNE 19, 2020

What makes a call “ cold ” is that the person you are calling is not expecting your call. Because they are not expecting your call, you interrupt their day, even if they aren’t doing anything important when you call them. It’s Not About You. I also learned not to sound scripted.

Cold Calling 114

Cold Calling Call-back Face-to-face Exercises 114

Marc Wayshak

JULY 8, 2021

Do you ever look at your calendar and think to yourself, “I wish I had more high-quality appointments on my calendar”? The reality is that most salespeople simply don’t have enough appointments on their calendar in order to hit their sales goals. In this video, I’m going to show you 9 keys to abundant sales lead generation.

Lead Generation 116

Lead Generation Lead Rank Lead Scoring Leads 116

The Pipeline

AUGUST 23, 2012

Sales people are tasked with some of the biggest challenges in the working world. Adaptation and the ability to learn quickly about a variety of topics are job requirements. A great sales person sells things, but also combines an air of expertise with a genuine feeling of concern for the client. Guest Post – Megan Totka.

Trade Show 243

Trade Show Small Business Small Business Call-back 243

Partners in Excellence

JUNE 22, 2021

Sales people have always had a bit of a weird mindset on objections. We do everything we can to avoid them. We rehearse scripted responses to those we anticipate might arise, crossing our fingers, hoping they won’t. And they care enough about these issues that they ask them. Yet sometimes we need to disagree.

Objections 93

Objections Training Customer Relationals 93

Anthony Iannarino

AUGUST 20, 2020

It takes a long time to become a consultative salesperson if you are not given the training, development, and coaching that would speed up your development. As you pass through the development stages to become a consultative salesperson, you will become a very good and effective salesperson long before you become consultative.

How To 120

How To eBook Software Software 120

LeadFuze

MAY 11, 2021

What is B2B Sales Experience. B2B sales experience is the experience that a business-to-business customer has while they work with you. It is the customer’s opinion of the company that they are buying from, based on how well you handled their needs. B2B Sales Vs. B2C Sales: 4 Differentiators.

B2B 95

B2B B2C Sales Cycle Top of Funnel 95

Nutshell

APRIL 13, 2020

Nutshell’s BOUNDLESS 2020 virtual event was chock-full of amazing sales, marketing, and customer success advice from some of the top minds in their fields. One of those minds belonged to John Barrows , the CEO of JBarrows Sales Training as well as an in-demand speaker and author. Could you just do 1% better? Earn Everything.

Top of Funnel 133

Top of Funnel Objections Call-back Follow-up 133

CloserIQ

FEBRUARY 19, 2019

Prospecting is a vital aspect of sales success. Inbound enterprise buyers are a rarity, and you end up pursuing them with outbound sales prospecting. So I’m telling you straight: ditching cold calls is BAD for business. So I’m telling you straight: ditching cold calls is BAD for business. How do you do that?

Prospecting 91

Prospecting Cold Calling Outbound Inbound 91

Partners in Excellence

JANUARY 6, 2023

Some of you may have been following my adventures and experiments with ChatGPT. The SDR has a script, it may be well constructed and delivered, but the moment one tries to dive deeper, the SDR can’t respond. We think you can do much better.” Everything I expected. But nothing new.

Ideal Customer Profile 68

Ideal Customer Profile Construction Channels Face-to-face 68

No More Cold Calling

JANUARY 29, 2017

Here’s what you might have missed from No More Cold Calling this month. Did you make any New Year’s resolutions? If so, how’s that working out for you? When will referral selling become the way you work? And that poor sales rep wasted his time and mine. You already know my point of view on cold calling.

Referrals 120

Referrals Cold Calling Lead Rank Lead Scoring 120

Pointclear

JUNE 30, 2015

Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing management must travel with salespeople and listen to a few dozen sales presentations. Inside sales? Survey the sales reps. Telemarketing scripts. The result? Listen in on the phone calls.

Sales Qualified Lead 100

Sales Qualified Lead Telemarketing Trade Show Hiring 100

Partners in Excellence

SEPTEMBER 1, 2022

We were talking about the importance of business relevance and acumen in engaging customers. I’m so happy these undergraduate students, looking toward careers in sales, are tackling this issue (I wish experienced sales people were as sensitive to this, as they.). The session was fascinating, the questions were great.

Automotive 93

Automotive Face-to-face Ideal Customer Profile Industry 93

Vengreso

JUNE 9, 2022

If your team is having trouble prospecting and building the sales pipeline , because they are failing at starting sales conversations, then this article is for you. What is a Sales Conversation? But how much thought do you actually put into how your sellers start a conversation with a prospective client?

Conversion 105

Conversion Outsourcing Services How To Ideal Customer Profile 105

Sales Hacker

APRIL 18, 2023

If you want to get a leg up and 10x your job hunt results, then stay with me for the whys and hows of sending video as a job hunter. Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! I had no official sales or business experience. Remember: How much sales experience did I have?

Video 78

Video Hiring Follow-up Lead Rank 78

Anthony Iannarino

MAY 31, 2019

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

Partners in Excellence

DECEMBER 1, 2021

It’s that time of year where it’s fashionable to make predictions about the big issues for sales, marketing, and customer experience. Quota performance continues to decline, customers are finding alternatives to working with sales people and even leveraging our content. But we don’t seem to be.

Face-to-face 91

Face-to-face Fashion Customer Promotion 91

Marc Wayshak

DECEMBER 16, 2020

Have you ever totally committed to making tons of sales dials … only to find it leads to nothing? If so, chances are that you ended up feeling disheartened and quitting. You probably thought to yourself, “I’ve just got to find a better way to generate meetings.”. Phone Sales Tip #2: Personalize every call.

Meeting 62

Meeting Call-back Cold Calling Lead Rank 62

DiscoverOrg Sales

MARCH 27, 2017

This post is an original piece from guest author, Brandon Redlinger, and first published on DiscoverOrg’s blog on 3/27/2017. Brandon is the Director of Growth at Engagio, the Account-Based Everything platform that orchestrates human connections. You can follow him on twitter @brandon_lee_09 or connect with him on LinkedIn.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

Hubspot Sales

MARCH 22, 2021

Perfect sales calls don't happen by accident. And while you can't execute one without thinking on your feet, you can't just jump on a call blindly, banking on your improv skills and natural charm to get the job done. You need some direction — a general plan that keeps you on track. Do your research.

Cold Calling 101

Cold Calling Sales Qualified Lead Call-back Social Media 101

The Sales Hunter

JULY 19, 2012

If you feel you don’t have the telephone skills you should have to be successful in sales prospecting, don’t feel bad. You’re not alone. First is knowing what it is you’re going to say. A sandwich is only a sandwich when you have meat, peanut butter, or something else on it.

Prospecting 198

Prospecting Follow-up Motivation Tools 198

CloserIQ

DECEMBER 10, 2018

If you lead an SDR team–or are considering building one–you’re inevitably going to hire some green salespeople. Once you’ve taken the time to hire the right people, it’s in your best interest (and theirs!) You’ll train them on your product and sales process, then put them on the phones.

Hiring 86

Hiring Lead Rank Lead Scoring Decision Maker 86

Marc Wayshak

OCTOBER 16, 2021

Are you new to sales? I call this the survival phase of sales. The survival phase is the most difficult place to be from a sales perspective—but once you break through to that next level, things get a lot easier. Moving from that beginner stage to the next level is everything. They can’t hurt you.

Follow-up 100

Follow-up Up-Sell System Prospecting 100