Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

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Sales Process Decision Maker Sports Construction 182

Zoominfo

MAY 23, 2019

On the ZoomInfo blog we often discuss the use of data in sales, marketing, and recruiting. But, how do you generate the data you need to make a compelling pitch? Example: A hypothetical marketing agency might collect demographic and firmographic data through form submissions on their website. Simple enough, right?

Data 188

Data Strategy Survey Retail 188

Showpad

DECEMBER 5, 2021

In this interview, Tom shares how the partnership between marketing and sales made all the difference in rolling out a new digit al sales strategy. . “If I’ve worked myself into a marketing job, but 80% of my career has been in sales, account management, and creating marketing programming and other services to support sales teams. .

Conversion 98

Conversion Top of Funnel Lead Rank Ideal Customer Profile 98

BuzzBoard

FEBRUARY 16, 2024

Importance of a Strong Sales Pitch for Local and Small Businesses In a competitive business environment, small and local businesses are constantly tasked not only with survival but also growth. A strategic and robust approach to sales is fundamental in meeting this challenge.

Small Business 52

Small Business Small Business Face-to-face Lead Rank 52

No More Cold Calling

OCTOBER 12, 2023

Even the best sales technology isn’t as valuable as business relationships. But that is sales tech that doesn’t work. We’re missing out on the human, person-to-person connections that drive sales. For example, check out the Salesforce blog, and you’ll find articles about relationship selling and customer intimacy.

Social Media 177

Social Media Wireless Social Selling Cold Calling 177

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications. What are examples of data-based buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

G2Crowd - Sales Blog

JANUARY 24, 2019

After months of research and light stalking, you finally have a meeting with the prospect you’ve been chasing.

Examples 49

Examples How To Research Meeting 49

BuzzBoard

OCTOBER 13, 2023

Well, with the right art of pitching digital marketing to local businesses, your marketing agency can contribute better towards harnessing the limitless power of digital marketing to take that flourishing local scene to new heights. Imagine… a bustling main street, where local businesses are thriving, and customers are pouring in.

Marketing 105

Marketing Automotive Scale Small Business 105

Marc Wayshak

APRIL 10, 2024

If you really want to succeed in sales , then you’ve got to start selling to individuals at the highest levels of an organization. However, C-suite sales can be intimidating —even if that’s where the biggest rewards lie in sales. This keeps the C-suite sales process moving forward smoothly. Lock in next steps, always.

How To 92

How To Decision Maker Face-to-face eBook 92

Growbots

AUGUST 4, 2021

Pitch decks are a tool to help make your sales calls more effective. If you’ve been having a hard time closing deals on recent sales calls, you may need to rework your pitch deck for more visual impact. Here’s our step-by-step process for making a successful sales deck — plus tools and examples to make it easy!

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Examples How To Call-back Decision Maker 98

Mr. Inside Sales

APRIL 22, 2019

In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. For example, a sales rep may continue pitching and say, “And our warranty covers 90 days of live support, and if you want to continue that afterwards, it’s only $49 a month.”. “And And on and on.

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Closing Face-to-face Inside Sales Gatekeeper 169

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal.

Collateral 96

Collateral Top of Funnel How To Distribution 96

BuzzBoard

DECEMBER 13, 2023

We have already discussed in our last post how managing a large sales team creates hurdles at tracking performance, analyzing sales data, providing personalized coaching, etc. Today’s blog starts right there! Practical examples follow. Take Atrium for example. But what’s next?

Scale 105

Scale Maximizer Remedy Analytics 105

Zoominfo

JANUARY 11, 2021

Ultimately, your sales and marketing strategies depend on it. Identifying customer pain points is crucial to the success of both your sales and marketing strategies. Salespeople need to determine pain points in order to customize their pitch and present their product or service as the best possible solution to their challenges.

B2B 277

B2B Intent Signal Customer How To 277

No More Cold Calling

JUNE 25, 2020

Are you looking for your B2B sales leads in all the wrong places? Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? There’s a better way, but it takes guts and conviction from every sales leader. They’ll drive new revenue the fastest.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

G2Crowd - Sales Blog

JANUARY 24, 2019

After months of research and light stalking, you finally have a meeting with the prospect you’ve been chasing.

Examples 40

Examples How To Research Meeting 40

Zoominfo

JANUARY 11, 2021

Ultimately, your sales and marketing strategies depend on it. Identifying customer pain points is crucial to the success of both your sales and marketing strategies. Salespeople need to determine pain points in order to customize their pitch and present their product or service as the best possible solution to their challenges.

B2B 246

B2B Intent Signal Customer How To 246

Zoominfo

FEBRUARY 18, 2021

Share your knowledge in blog articles to get people to your website. Propel them further down the sales funnel with white papers and webinars. For example, home builders will want to know about timber production and tariffs, because that will affect home building costs. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Gong.io

FEBRUARY 14, 2022

Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. Cold emailing (SPAM) to blogging.

Examples 121

Examples Strategy Hiring Cold Calling 121

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. Whether you’re starting from scratch or looking to revamp an existing sales strategy, creating campaigns based solely on instincts or assumptions is no longer acceptable. To craft an effective modern sales playbook , data and analytics must reign supreme.

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Awarathon

APRIL 12, 2024

Understanding the role of Generative AI in training The rise of Generative AI is transforming fields with the ‘adapt or perish’ mantra, and sales training is no exception. Generative AI is on the cusp of revolutionizing sales training programs. Let’s go through this in detail.

Coaching 52

Coaching Training Ideal Customer Profile Face-to-face 52

Hubspot Sales

DECEMBER 23, 2021

A customer's revenue potential doesn't immediately end at the point of sale. Here, we'll take a closer look at cross-selling and upselling, go over the difference between the two, take a look at how to do both, and see some examples of what they look like in practice. Cross-Selling Example. Upselling Example.

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Forecasting Knowledge Base Buyer Persona Software 139

BuzzBoard

FEBRUARY 28, 2024

Within one year, their growth through digital marketing was extraordinary – with a commendable 150% increase in online sales. These examples underscore the potential pathways to digital marketing success for small businesses. For additional insights on digital marketing strategies and trends, feel free to explore our blog.

Small Business 52

Small Business Small Business Demand Generation Agencies Case Study 52

Autoklose

FEBRUARY 6, 2024

Turning every no into a yes in sales is a must. Here are some ideas on how to handle rejection in sales that are the result of my close to 20 years of sales experience. If you listen to them carefully, you’ll be able to learn a valuable lesson that you can later use when crafting your sales pitches.

How To 52

How To Follow-up Motivation Objections 52

Partners in Excellence

NOVEMBER 22, 2021

Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords.

Cost Per Click 120

Cost Per Click Conference Discount Sales 120

Partners in Excellence

DECEMBER 1, 2021

Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. Sales and marketing is filled with buzzwords.

Cost Per Click 118

Cost Per Click Conference Discount Sales 118

Sales Hacker

APRIL 18, 2023

Table of contents Joel’s background: 80% interview rate, 0 sales experience Burn your resume! Here’s why Statistics: Video pitches vs. resumes How to make a video pitch Video pitch + follow-up cadence Real success stories Hone your mindset My story: How I landed an 80% interview rate with 0 sales experience It was early 2020.

Video 78

Video Hiring Follow-up Lead Rank 78

Marc Wayshak

FEBRUARY 8, 2024

In this article, I’ll guide you on how to make a follow-up call that gets sales meetings. Just as first impressions matter in dating, those initial moments are make-or-break in sales. The tonality you employ during sales conversations is of paramount importance. Check it out: 1. Nail the first 17 seconds. Get them talking.

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Follow-up Sales Meeting Meeting Real Estate 121

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

BuzzBoard

FEBRUARY 20, 2024

Utilizing artificial intelligence (AI) in your sales strategies can significantly boost your agency’s standing in the market, enhancing your prospects. Implementing AI in sales activities can greatly augment the prospecting process. It can enhance customer experience, make marketing pitches more effective, and improve operations.

Outsourcing Services 52

Outsourcing Services Sales Process Small Business Small Business 52

Anthony Iannarino

JANUARY 23, 2020

Dear Salespeople That Straight Pitch Me, While I consider you my sisters and brothers, we need to talk. Every day, you fill my inbox and my LinkedIn inbox with notes straight pitching me what you sell. When the sale you make is about you, it’s about the result that you want for you. Selling Is Other-Oriented.

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LinkedIn Lead Rank Lead Scoring Social Selling 134

Crunchbase

DECEMBER 6, 2020

A sales trigger event is crucial because it distinguishes hot leads from cold ones. It gives you the opportunity to maximize the effectiveness of your sales pitch and help you close a deal. Boost your sales prospecting with Crunchbase Pro — try it free today. Photo Credit: B2B Lead Blog.

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Outsourcing Services Hiring Closing Ideal Customer Profile 106

Partners in Excellence

DECEMBER 13, 2022

We know pitching is not creating value for our customers. They don’t want us to be pitching, they have more effective ways of learning, or they simply may not care (though possibly they should). We know to effectively engage customers, we have to move away from pitching, we have to engage them in collaborative conversations.

Sales Management 73

Sales Management Face-to-face Maximizer Exact 73

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. With a proven sales prospecting process. In this article, we’ll explain what sales prospecting is and why it’s important. In this article, we’ll explain what sales prospecting is and why it’s important.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Marc Wayshak

JUNE 14, 2023

Effective selling ultimately comes down to a few key sales skills. By having the right skillset , salespeople can significantly increase both their sales and their take-home income. In this video, I’m going to show you the most important sales skills you must master now. But in sales, there’s no big test.

Cost per Acquisition 99

Cost per Acquisition Face-to-face Up-Sell Follow-up 99

Mindtickle

JANUARY 11, 2024

Every sales team aspires to close more deals. But leaving sales reps to their own devices isn’t the best way to achieve that goal. Instead, sales organizations must define a sales cycle. What is a sales cycle? At this point, you may be asking yourself, “What is a sales cycle?” How long is a sales cycle?

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Sales Cycle Sales Process Ideal Customer Profile How To 52

PandaDoc

AUGUST 18, 2022

Top sales leaders use sales battle cards to build their businesses. Sales leaders who want to maximize the effectiveness of their sales process and keep up with their competitors use sales battle cards to identify customer pain points and gain valuable market insights. What are sales battle cards?

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Sales Cycle Closing Ideal Customer Profile How To 96