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 make too many cold calls. of the time.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

Gong.io

MAY 20, 2021

The free samples were amazing and they made me buy more. And more.). You want the product to sell itself with just one taste. No more than nine minutes, btw. That means you have to get out of the way pretty quickly and let the product take centre stage. Wins begin in discovery. Well played, Costco.

Data 83

Data Infusion Call-back Exact 83

Gong.io

JULY 5, 2022

While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a bit more strategic and methodical about the steps that lead from initial interest through to getting the dotted line signed. The B2B sales funnel is a popular method for modeling this journey.

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Partners in Excellence

SEPTEMBER 27, 2021

We were talking about how to engage prospects and customers more effectively. They enthusiastically embraced the idea that we have to talk about what customers are interested in; we have to engage customers in issues critical to them and their business. Some of them tried to convert those features to discovery questions.

Exercises 120

Exercises Conversion Prospecting Customer 120

Zoominfo

JULY 25, 2023

But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game. Sales qualified leads (SQLs), who are further on their journey and have engaged in a way that indicates readiness for the purchasing discussion. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Vengreso

MAY 23, 2023

Salespeople and business owners aiming to expand their profits and businesses need to learn how to convert more prospects into customers with powerful and effective selling techniques and tactics. We’ll start by discussing the importance of unique value propositions in differentiating your product or service from competitors.

Social Media 52

Social Media Sales Qualified Lead Webinar Metrics Twitter 52

DiscoverOrg Sales

JUNE 19, 2018

But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Sales professionals have access – in between your cold calls and rejections – to priceless data that other teams do not: raw feedback from real life prospects.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Chorus.ai

NOVEMBER 7, 2018

Ask anyone in sales and they’ll tell you why discovery calls are a key step in the sales cycle. One, it’s a great opportunity to introduce yourself to the prospects and learn more about them in a way that builds trust. Sales discovery calls help make the rest of the sales cycle relevant to the prospect. The Chorus.ai

Sales Cycle 48

Sales Cycle Google Education Follow-up 48

Mindtickle

NOVEMBER 16, 2022

Managers are meeting with their teams as a whole, and individually to discuss open opportunities in flight, how they are progressing and how they can help get them to closed-won. That’s because skill coaching traditionally takes more prep, data, and tracking to be effective. And how it’s different from deal coaching.

Coaching 52

Coaching Sales Coaching Call-back Face-to-face 52

Chorus.ai

DECEMBER 15, 2020

These are tough questions to answer and even more so in a post-COVID selling climate. That’s why we’re going to show you how to craft the perfect follow-up email between your first call and the discovery phase that ticks all the boxes. It’s also one of the trickiest emails to get right. You need a pithy subject line.

Follow-up 118

Follow-up How To Call-back Social Media 118

Gong.io

JUNE 25, 2021

.” Our product gives sales leaders data-backed insights into their sales team. How do they do it? By analyzing millions of sales interactions captured by Gong’s Revenue Intelligence Platform across web-conferencing, phone calls, and emails. Then they look at how seller and buyer actions impact success rates.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Alice Heiman

APRIL 10, 2024

Not only that, we found out Alice is a bit of a space geek and she’s a huge fan of Beth’s having discovered her when she began her podcast Casual Space. A curious team is an innovative team, always on the brink of the next big discovery. A curious team is an innovative team, always on the brink of the next big discovery.

Nonprofit 62

Nonprofit Education Lead Rank Lead Scoring 62

Mindtickle

JANUARY 11, 2024

Every sales team aspires to close more deals. That way, sellers have a simple, repeatable framework they can follow for every deal and sales organizations have a more accurate way to predict revenue. For this blog, we’re specifically focusing on the B2B sales cycle. How long is a sales cycle?

Sales Cycle 52

Sales Cycle Sales Process Ideal Customer Profile How To 52

Partners in Excellence

SEPTEMBER 21, 2022

You may have a choice of a couple of salads, the server behind the counter hands you what you ask for, then you hit side dishes. If you have questions, it slows the line down. They answer questions you might have about the dishes. Do you have an allergy?” They may have people helping them.

Retention 106

Retention Customer Exact Study 106

Partners in Excellence

SEPTEMBER 27, 2022

What we do, why we do it, who it’s for… The reality is few training programs address these things well, focusing instead on how we do these things. We just do what we have always done, moving unconsciously through our and our customer’s days. It’s time we start acting more purposefully.

Meeting 107

Meeting Call-back Face-to-face Maximizer 107

Apptivo

OCTOBER 8, 2021

Companies across the world, irrespective of their industry type, often have a defined sales process. In this blog, we have broken down the sales pipeline vs sales funnel concept in detail for better understanding. In this section, we have discussed some of the common sales stages that are available by default in Apptivo.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

Gong.io

JANUARY 2, 2023

Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. How do you know if a potential customer is a good fit for your solution? Read on to learn more.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

Sales Hacker Training

OCTOBER 10, 2022

I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. After their initial 90 days, your new sales reps likely feel ready to interact with buyers and lead sales calls. Related: How to Run Sales Trainings Your Reps Will Actually Enjoy.

How To 122

How To Face-to-face Sales Enablement Retention 122

Gong.io

DECEMBER 19, 2019

We analyze sales interactions from our product users (anonymized, of course). That’s everything captured using Gong during web conference meetings, phone calls, and emails. Then we look for patterns to see how they impact deal success. Want to learn how to increase sales by using social proof the right way?

Data 122

Data Insurance Insurance Cold Calling 122

criteria for success

MAY 4, 2022

Looking for ways to sell more? Many senior executives in sales and marketing don’t know who their buyers are, and don’t know how to position a selling conversation. So, let’s explore this and discover how to sell more. Sell More by Understanding Who Your Buyers Are. Sell More by Understanding Who Your Buyers Are.

Buyer Persona 96

Buyer Persona Buyer Collateral Case Study 96

Shari Levitin

MARCH 9, 2023

Yes, one person’s actions can create a boomerang effect of happiness and productivity throughout the whole company. Often sellers confide in me, “I don’t have that much empathy; I’m not wired that way.” Often sellers confide in me, “I don’t have that much empathy; I’m not wired that way.” At least, that’s the case for me.

ACT 118

ACT Territories Sports Cold Calling 118

Shari Levitin

MAY 12, 2022

But do you stop to think of the effort, time and resources that went into perfecting the product or service you’re selling? Here are two stories that perfectly illustrate how having confidence in your offering and standing firm on your price can get prospects to see the true value of your offering and why it’s a fair deal.

Objections 117

Objections Examples Hiring Call-back 117

Sales Hacker

JULY 26, 2023

And AI (particularly ChatGPT) has supercharged my productivity and learning — and helped me get back some of my oh-so-precious time. I’ll walk you through how AI can make your job as an AE way easier — including specific ChatGPT prompts you can put to use in minutes. Intimidated by AI? Don’t worry.

Ideal Customer Profile 74

Ideal Customer Profile Lead Rank Lead Scoring Proposal 74

Apptivo

JUNE 8, 2023

How does a sales funnel work? How does Apptivo CRM software help to build sales funnel stages? It emphasizes the significance of capitalizing on a customer’s passion and interest while it is still fresh, allowing for a more seamless transition from awareness to conversion. How does a sales funnel work?

Top of Funnel 52

Top of Funnel Funnel Lead Rank Marketing Qualified Lead 52

Babette Ten Haken

SEPTEMBER 11, 2018

Have you noticed? Then again, how about social communication patterns between social connections. In spite of our having no prior professional or social relationship. We have looked each other in the eye and shared a meaningful conversation. Can she connect us up, so we can have a discovery conversation?

Social Media 205

Social Media Ideal Customer Profile LinkedIn SME 205

Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. An uncertain economy and changing professional landscape have only exacerbated the situation. What are their styles?

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Shari Levitin

APRIL 26, 2022

Potential buyers are three times more likely to open and view a video than read an email. A Forbes report showed that 65% of senior executives had visited a vendor’s website after watching a video, and 53% had conducted a search to locate more information. Today’s buyers are desensitized to your email and phone outreach. Save Time.

Video 62

Video Workbooks Top of Funnel Up-Sell 62

Chorus.ai

DECEMBER 12, 2018

In our last two blogs in the sales discovery series we answered questions like -. What is the ideal discovery flow? How do you deal with an educated prospect? Reps often wonder whether it makes sense to give prospects an early teaser of the product during discovery. Yes, you should demo during discovery.

Call-back 48

Call-back Sales Forecasts Forecasting Google 48

Marc Wayshak

DECEMBER 21, 2022

Would you like to be closing more deals in today’s marketplace? We’ve got sales tips based on our brand-new data to show you exactly how. Our latest research study analyzed about 24,000 sales conversations to determine what top-performing reps are doing to close more deals than everyone else. Demand more time.

Data 93

Data Closing Case Study Call-back 93

Shari Levitin

AUGUST 13, 2020

In 2000, Microsoft conducted a study measuring how long people can focus on one thing for a specific amount of time. They have 1,908,788,987 things on their mind at any given second–whether it’s picking up the dry cleaning, their date on Friday night, or the bill they forgot to pay! how about playing a game?

Microsoft 165

Microsoft Social Media Twitter Facebook 165

Crunchbase

JULY 23, 2021

When you’re promoting products and services or prospecting for ideal leads, taking the right approach to crafting an effective sales email template starts with getting to know your recipients. So, how do you get someone to not only read your email, but take action from it? You conduct research and take a personalized approach.

Ideal Customer Profile 98

Ideal Customer Profile Decision Maker Sales Qualified Lead How To 98

Crunchbase

DECEMBER 13, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. To meet the new operational needs of a virtual workspace, sales teams have dramatically adapted their sales techniques, and for the better. Sales teams are now able to sell more efficiently and effectively — and to an even wider audience.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

Gong.io

JANUARY 5, 2019

You often have to reverse your prior sales methodologies, even if they were once successful. For too long, outspoken sales leaders have “known” that such-and-such a sales methodology is always successful or never works. That means educating your buyer about a problem they either undervalue or don’t know they have.

Sales Methodology 131

Sales Methodology How To Inbound Lead Rank 131

Gong.io

OCTOBER 12, 2022

And how can teams other than sales benefit from actionable customer data and insights? . Feel free to browse our product page for the full breakdown, but the short version is this: . Feel free to browse our product page for the full breakdown, but the short version is this: . They have the answers! Just For Sales?

Revenue 62

Revenue Marketing Top of Funnel Call-back 62

John Barrows

MAY 6, 2018

This is a guest blog post written by Chris Orlob, VP of Sales at Gong.io. Here are five tips on how to ramp new hires faster. Make sure they know what “good” looks like in every important sales call or situation. Show them what a good discovery call looks like and what a poor one looks like. How do you do that?

Hiring 71

Hiring Lead Rank Scale Quota 71

Crunchbase

JUNE 24, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. B2B buyers used to be dependent on sales and marketing teams to get info about the product, technical specs, and demos of how the product actually worked. This article is part of the Crunchbase Community Contributor Series.

Buyer 122

Buyer B2C Gatekeeper B2B 122

Chorus.ai

NOVEMBER 19, 2018

During discovery we mostly think of the things we need from the prospect — budget, authority, next steps, timelines. But what about the value the prospect expects to get from the call? In our last article in the Discovery Call blog series , we called it an ideal discovery experience. the list goes on.

Education 48

Education Prospecting Case Study Google 48