Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? It’s not the biggest issue, right?

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Hubspot Sales

FEBRUARY 12, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Buyer beware.” We’ve all heard that expression before, and unfortunately, it’s because buyer-seller relationships haven’t traditionally been great. That’s why I’m not the biggest fan of the one-call close.

Hubspot 117

Hubspot Sales Process Buyer Churn 117

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

MTD Sales Training

JANUARY 4, 2018

These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. It means knowing what buyers would tell you if you would only listen.

Buyer 257

Buyer Cold Calling Objections Call-back 257

Sales and Marketing Management

MAY 19, 2019

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. A study from SiriusDecisions found that 81 percent of B2B buyers today make purchase decisions based on buying experience, rather than product or price.

Buyer 235

Buyer B2B Guarantee Data 235

Force Management

JUNE 22, 2022

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation. However, misalignment can significantly impact your sales organization's ability to land high-value accounts.

Buyer 107

Buyer Margin Sales Qualified Lead Lead Rank 107

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. But this is often easier said than done. How did you hear about us?

B2B 252

B2B Closing Scale Guarantee 252

Allego

NOVEMBER 22, 2022

Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. The Persistent Disconnect Between Sales and Marketing.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. And guess what?

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Enterprise 95

Enterprise Enterprise Ideal Customer Profile Sales Process 95

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

Closing 286

Closing B2B Decision Maker Discount 286

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. Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. A journey is planned.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

Lead411

MARCH 28, 2024

What is Buyer Intent Data and how can I use it? Understanding the Buyer Intent Data: Buyer intent data is information gathered from many sources that indicates a potential buyer’s interest or willingness to make a purchase. Understanding your target audience will allow you to better comprehend buyer intent data.

Buyer Intent 52

Buyer Intent Intent Data Intent Buyer 52

Lead411

SEPTEMBER 22, 2022

Buyer Intent Best Practices: How to Build a Successful Buyer Intent Process. You know buyer intent is important. So what are the first steps to get the most out of buyer intent data? It is easy to get overwhelmed at first with the thousands of topics available to choose from within the buyer intent platform.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

Gong.io

FEBRUARY 23, 2023

We analyze sales conversations and deals using the Gong Reality Platform’s proprietary AI, then share the results to help you win more deals. Be a sense-maker and confidence-builder for your buyers The number of interactions buyers have with sellers is decreasing. Today’s buyers are completing more of their journey solo.

Data 121

Data Closing Buyer Call-back 121

Highspot

JANUARY 29, 2024

Sales negotiations can be tense and anxiety-ridden. Sales negotiation is a skill that can be learned which is great news, because let’s be honest, not all of us are born sellers. There are certain strategies that many successful salespeople use to move the sales process forward and close more deals.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Alice Heiman

NOVEMBER 22, 2022

My next guest on Sales Talk For CEOs is Brent Adamson and he’s got some revolutionary ideas about B2B enterprise selling. Brent explains decision maker confidence is the main barrier for B2B teams to close deals. Stick around to learn what your sales teams need to do to overcome this crisis of confidence.

B2B 112

B2B Buyer Lead Rank Travel 112

Partners in Excellence

APRIL 18, 2022

Are you order, seller, or buyer centric? Increasingly, buyers are choosing rep-free buying experiences. Buyer centricity, starts in a very different place than order or seller centric sellers. Buyer centricity, starts in a very different place than order or seller centric sellers. As a result, we focus on the buyer.

Buyer 132

Buyer Face-to-face Groups Objections 132

Allego

NOVEMBER 2, 2021

B2B sales have changed—perhaps forever. Your sales reps have only about 5% of a customer’s time during their buying journey, according to Gartner. B2B sales are also much more complex and lengthy than those of the past, often taking months (even years) and numerous touchpoints to close. There is a better way.

Closing 125

Closing Strategy Video Collateral 125

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount.

Closing 191

Closing B2B Scale Decision Maker 191

Pipeliner

OCTOBER 27, 2023

During economic downturns or recessions, connecting with buyers at the beginning of their decision-making process can be a significant challenge. Jim Kraus: The Voice of Experience At the core of our exploration is Jim Kraus, President of Buyer Persona. His perspective revolves around the concept that marketers and sales professionals.

Buyer Persona 64

Buyer Persona Buyer Competition Influencer 64

Zoominfo

APRIL 20, 2022

Marketers have spent years making sure they get credit for the leads generated by their hardworking teams. But as B2B sales gets more competitive and complex, simply knowing who sourced a lead may no longer be good enough. Data from Forrester Research shows how rapidly marketing metrics are changing.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Zoominfo

SEPTEMBER 5, 2023

Predict Future Sales Trends By incorporating accurate firmographic data — industry, company size, location, and revenue — with relevant signals that reflect up-to-date buyer behavior, data teams are able to build AI models that can better predict future sales trends.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. In this guide, we’ll cover different prospecting tactics — including tips on how to identify and qualify leads more quickly and efficiently — that will have you closing more deals in no time.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Zoominfo

AUGUST 7, 2018

The digital nature of our current business landscape has caused a dramatic shift in the way companies market their products. As a result, SEO has become an essential skill for all modern marketers. Marrying the creative side of content marketing with the more technical parts of SEO is an art form many have yet to master.

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. In this guide, we’ll cover different prospecting tactics — including tips on how to identify and qualify leads more quickly and efficiently — that will have you closing more deals in no time.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Zoominfo

OCTOBER 5, 2021

Traditionally, marketing plans layout these steps, but we need to dig a little deeper. This is where a go-to-market (GTM) strategy comes in. With a quality data-driven strategy you can identify exactly how to approach target buyers. What is a Go-to-Market Strategy? Get a Demo Why Do You Need a Go-to-Market Strategy?

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Crunchbase

JULY 9, 2021

While pay-per-click ads and cold outreach are popular methods for generating leads — the future of lead generation lies in buyer intent data. Studies show 89% of people rely on research before making a purchase, which qualifies them as a potential buyer. What is buyer intent data? Establish a targeted lead generation strategy.

Buyer Intent 105

Buyer Intent Intent Data Intent Buyer 105

Mindtickle

APRIL 2, 2024

With AI, sellers can boost productivity and close more deals , and CROs are taking note by investing accordingly. Gartner predicts that by next year, 35% of chief revenue officers will add a centralized “GenAI Operations” team to their go-to-market organization. But what does AI for sales enablement look like?

Sales Enablement 52

Sales Enablement Closing Forecasting Scale 52

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. A buyer persona is a hypothetical customer that serves as a model of the buyer you want to target. Personas are based on an ideal customer profile (ICP), which is a set of metrics that guide your overall sales strategy. Why do they buy? The answer is yes.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

Hubspot Sales

OCTOBER 14, 2019

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process.

B2B 135

B2B Sales Qualified Lead Closing Face-to-face 135

Hubspot Sales

NOVEMBER 9, 2020

One of Hollywood’s most famous depictions of the sales world is found in Glengarry Glen Ross. After threatening and terrorizing a group of salesmen (no women allowed in this boiler room), Blake gets to his point – salespeople should "ABC": Always Be Closing. But is it the best sales advice for modern reps? Always be closing?

Closing 144

Closing Decision Maker Top of Funnel Scale 144