Zoominfo

DECEMBER 16, 2019

Don’t worry: today’s blog post isn’t another rehashing of the same tired argument sales reps hear on a near-daily basis. First, from a business perspective, a concentrated call blitz was a strategic tactic to get ahead of the curve as we looked forward to a busy Q4. Here’s how we did it. Is cold calling dead?

Cold Calling 200

Cold Calling Call-back Competition Scale 200

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

Zoominfo

MARCH 9, 2021

Demand Generation vs Lead Generation: What’s the Difference? To successfully execute a demand gen strategy, demand generation managers must facilitate collaboration between marketing and sales teams. A demand generation manager must work cross-functionally with teams across the organization to build out a demand generation plan.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

JULY 25, 2023

Sales and marketing work to build on existing interest by identifying key customer profiles and selling the right value proposition to each of them through various strategies. But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Sales 2.0

JULY 7, 2014

If you haven’t checked out Louis’ blog , you should. The way I see it is trigger events are nearly always useful to your selling because they are changes in your buyer’s environment that can create instability and that instability can create a need that your product or service can address. Oh, I’m it, hopefully that’s a plus.).

InsideView 301

InsideView Hiring Cancellation Account 301

Zoominfo

FEBRUARY 7, 2023

Try it Now What’s the Difference Between Inbound and Outbound Sales? Inbound sales are when customers initiate contact with your business to inquire about the product or service you sell. You educate the customer about your brand through different engagement tactics and channels. What is a Sales Strategy?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

SalesforLife

AUGUST 12, 2019

The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. The challenge, as we’ve talked about in previous blogs , is that you won’t get better results from this approach.

Strategy 115

Strategy Face-to-face Government Pipeline 115

HeavyHitter Sales

JULY 1, 2011

Heavy Hitter Sales Blog. If Sigmund Freud Was Your Sales Manager. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Recent Posts. Categories.

Study 163

Study Lead Rank Lead Scoring Penetration 163

SBI

AUGUST 1, 2019

Revegy , a leading provider of account revenue optimization technology, and FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, announced today their collaboration through a new partnership alliance. Revegy and FinListics Announce Partnership Alliance. ????Revegy

SAP 86

SAP Sales Enablement Webinar Metrics Sales Methodology 86

MTD Sales Training

NOVEMBER 18, 2019

Building goodwill in business is a pre-requisite for companies to advance in their strategic forward planning. Here’s what one of their managers said: “If we rely on value alone, we’ll get considerable success. This relationship level can make a huge difference in they view you now and in the future. Sounds like good advice.

Customer 163

Customer Travel Customer Service Up-Sell 163

Zoominfo

FEBRUARY 25, 2021

Things start to get a little messier when sales and marketing don’t necessarily agree upon what “buying behavior” actually means,—and truthfully, this kind of buyer interest can be expressed in many different ways. What is lead generation, and why is it a source of contention for sales and marketing teams? What is Lead Generation?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Partners in Excellence

JANUARY 15, 2021

She said, “Dave, it seems the only way to advance in my sales career is to be a manager. But I love selling, I love working accounts and doing deals. Not everyone wants to be or should be a manager. We need to have a richer strategy on talent management, development, and retention.

Territories 87

Territories Hiring Account Coaching 87

Pointclear

MARCH 22, 2018

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. Value selling is PointClear's bread and butter. The challenge is that some companies and some roles do not lend themselves to selling value.

Lead Rank 157

Lead Rank Lead Scoring Sales Qualified Lead Company 157

SBI

AUGUST 2, 2019

Revegy , a leading provider of account revenue optimization technology, announced today their collaboration through a new partnership alliance. Revegy provides a premier platform for Key Account Management, focused on helping companies optimize revenue growth for their most valuable customers.

SAP 80

SAP Webinar Metrics Sales Enablement Sales Methodology 80

SBI

DECEMBER 9, 2019

Smart Selling Tools Announces Top Sales Tools of 2019. Smart Selling Tools, Inc. ” - Nancy Nardin, Founder, Smart Selling Tools. 26, 2019 /PRNewswire/ — — Smart Selling Tools, Inc. Management Reporting. Targeting Accounts. About Smart Selling Tools. SAN FRANCISCO, Feb. Media Contact.

SAP 65

SAP Webinar Metrics Software Software 65

Showpad

MAY 7, 2020

If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and heart to establish a thorough understanding of sales enablement. . Probably not.

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

The Pipeline

FEBRUARY 3, 2012

By shrinking your territories, strategically where it make sense. This concern applies to coverage for existing accounts, or harvesting the new business opportunities. It is true that the economy has had a real impact on leaders ability to properly respond, but there is still room for data driven creative approaches.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

Showpad

JUNE 9, 2020

Driving sales enablement impact requires the right set-up: strategic, formal and charter-based. The more strategic and formal sales enablement is set up, the better the results you can achieve. Let me discuss a few guiding principles using different scenarios to illustrate. It depends. Context matters.

Sales Enablement 121

Sales Enablement Lead Rank Strategy Guidelines 121

Partners in Excellence

OCTOBER 19, 2020

Several things struck me: The approach for most of these, regardless of how politely the suppliers phrase them, tends to be: “Here are the things we do to the customer… ” They focused on our selling activities and less on the customer buying process. These are very different types of situations. They are all linear.

Sales Methodology 103

Sales Methodology Face-to-face Retail Consultative Selling 103

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. If Sigmund Freud Was Your Sales Manager. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. If Sigmund Freud Was Your Sales Manager » September 09, 2011. If Sigmund Freud Was Your Sales Manager » September 09, 2011.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Partners in Excellence

AUGUST 27, 2020

” What’s the difference between good and bad revenue? It is from deals where we know we can delight the customer, helping them achieve their goals, enabling us both to grow future business and creating accounts that are proud to share their delight in working with us. ” They cast wider nets in their prospecting.

Revenue 112

Revenue Margin Buying Cycle Opportunity 112

Zoominfo

OCTOBER 5, 2021

Get a Demo Demand Generation vs Lead Generation: What’s the Difference? To successfully execute a demand gen strategy, demand generation managers must facilitate collaboration between marketing and sales teams. Messaging, distribution, reach, and optimization. These are just a few pillars that define demand generation.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

Emissary

OCTOBER 12, 2021

If you’re taking a strategic account management approach with your clients in the financial services industry, the challenges they face are a primary concern. What Is Strategic Account Management? Strategic account management is proactive. Strategic account management is proactive.

Industry 52

Industry Account Face-to-face Data 52

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? Upon their first 90 days, the best VPs of Sales will even bring over an army of sales reps, sales managers, and business development professionals who would follow them to the ends of the earth from previous experience as either peers or reports of this individual.

Hiring 93

Hiring Retention B2C Demand Generation Targets 93

Partners in Excellence

SEPTEMBER 14, 2021

We were talking about an account strategy. I’d been asked to help strategize this and help figure out how they attract the attention to the top executives. In the case of this particular account, looking at the same 10-K, then looking at their most recent analyst report, we were critically important to the customer.

Customer 87

Customer Meeting Account Strategy 87

Zoominfo

OCTOBER 22, 2019

Planning a sales kickoff depends on many different factors, from the size of your sales team to the location of your company, and more. “We have different people lead sessions, so it’s not just sales leadership. That’s what makes the annual sales kickoff meeting so important. Let’s get into it.

How To 182

How To Follow-up Scale Up-Sell 182

Revegy

FEBRUARY 4, 2020

In the age of customer-centricity, B2B companies are fighting for a competitive advantage through strategic relationship building. Less than 20% of the participants polled indicated that they considered themselves a trusted advisor within their key accounts. And senior executives surely don’t care about the features and benefits.

Webinar Metrics 64

Webinar Metrics Customer Conference Analytics 64

The Spiff Blog

SEPTEMBER 1, 2022

In fact, five years ago, the components of a good sales compensation plan were dramatically different from what makes a good sales compensation plan now. Nearly 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management ( source ). Ready to learn more? All other: $33,200.

Compensation 81

Compensation Salary Incentives Incentive 81

Crunchbase

MARCH 1, 2023

In celebration of Women’s History Month this year, we’re thrilled to highlight sales directors, account executives and other women who embody what it means to be a leader, innovator and changemaker. Full methodology details are available at the end of this article. They’re taking the reins at their companies and driving explosive growth.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

SBI

SEPTEMBER 27, 2019

The Golden Bridge Awards celebrate the world’s best in organizational performance, products and services, executives, management teams and more. Brainshark also provides an award-winning artificial intelligence (AI)-powered engine that processes these videos – helping streamline coaching and supplementing manager feedback.

Training 86

Training SAP Webinar Metrics Sales Enablement 86

Anthony Iannarino

JULY 21, 2019

The principles leave room for you to make different choices instead of limiting the actions you might take in pursuit of following these laws. Be other-oriented : The more you focus on serving your client, the easier you make selling. Control the process : When you are prospecting, you sell a meeting.

B2B 98

B2B Decision Maker Lead Rank Lead Scoring 98

HeavyHitter Sales

NOVEMBER 25, 2011

Heavy Hitter Sales Blog. If Sigmund Freud Was Your Sales Manager. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. Your solution might be purchased by the information technology department and used by accounting and human resources. Recent Posts. Categories.

Software 103

Software Software Strategy Hiring 103

Anthony Iannarino

FEBRUARY 13, 2020

The fourth level of value is the strategic outcome you provide or enable (Level 4). The difference between level three and level four is transformational, as it speaks to the vital result your clients need—and what you sell. Four Levels of Value. The first level of value is the value found in your product or service (Level 1).

Competition 100

Competition Guidelines Software Software 100

Sell Integrity

APRIL 5, 2021

You don’t have to tell your salespeople that selling in the current business environment has become increasingly challenging. Underscoring this complexity is the fact that clients and prospects are expecting more strategic value from the organizations they partner with. By Bruce Wedderburn. 3 Keys to Success in Complex Sales.

Up-Sell 64

Up-Sell Account Margin Influencer 64

SBI

OCTOBER 28, 2019

New features in the Revegy account planning platform help leading companies drive revenue. With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Whitespace+.

SAP 52

SAP Penetration Enterprise Enterprise 52

Sales Hacker

MARCH 1, 2024

Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. So, owned media. What is it? Why are SaaS companies embracing it?

Media 71

Media Company Distribution How To 71

Zoominfo

FEBRUARY 25, 2021

Things start to get a little messier when sales and marketing don’t necessarily agree upon what “buying behavior” actually means,—and truthfully, this kind of buyer interest can be expressed in many different ways. What is lead generation, and why is it a source of contention for sales and marketing teams? What Is Lead Generation?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177