Zoominfo

MARCH 15, 2022

If you’re in marketing, you might think of search engine advertising platforms as your “frenemy.” “The more profitable experience for search engines is more people clicking on ads. And if people are clicking on your ad but not converting, the search engine is still getting paid and you’re still getting charged.

Lead Rank 130

Lead Rank Marketing Qualified Lead Account Based Marketing Engineering 130

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Yet while 82 percent of buyers accept meetings with sellers who proactively reach out, 58 percent of them say these meetings are not valuable, according to Rain Group.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Sales Hacker

JANUARY 30, 2023

Sales conversations as a way to get customer feedback My guiding light has been Y Combinator’s mantra of “build something people want.” Use sales conversations as a tool to get product feedback. As I started to have sales conversations, I noticed the best prospects were in sales or customer success roles (and mainly at tech companies).

Ideal Customer Profile 88

Ideal Customer Profile Conversion Marketing Hiring 88

Chorus.ai

MARCH 17, 2020

Our Native Zoom Integration to create a seamless recording experience while ensuring legal compliance Coaching Initiatives to tie ROI to Sales Enablement efforts Provided our customers with actionable benchmarks on call and deal best practices through the State of Conversation Intelligence 2020.

Engineering 62

Engineering Scale Licensing Sales Qualified Lead 62

Vengreso

APRIL 4, 2022

This on-demand LinkedIn training for sales professionals program teaches you how to leverage the site to create more sales conversations and build your book of business. As such, making connections is an important part of fueling your LinkedIn engine. Did you know that #Linkedin has over 800 million users? M_3Jr Click To Tweet.

LinkedIn 71

LinkedIn B2B Conversion Training 71

Babette Ten Haken

OCTOBER 13, 2020

Especially when founders, salespeople and engineers cut off discussion flow prematurely. Versus continuing the discovery conversation to determine the complete set of needs that customer has yet to articulate. Beyond your own need to sell products or engineer solutions. Just a conversation. Sound familiar? Is this you?

Customer 106

Customer Engineering Automotive Pharmaceuticals 106

The Pipeline

MAY 3, 2018

I recently read about two groups, one from national health care provider, the other from a leading airline. When the study ended, each group still learned valuable and practical lessons they applied right away. I still have an engineer’s mind, however. The commonality, safety, more specifically safety, and the value of time.

Airlines 206

Airlines Sports Health Care Analysis 206

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. Engineers have all sorts of ways to try to minimize this but too often, while each part fits it’s specs, the assembled parts fail.

Case Study 88

Case Study Marketing Qualified Lead Scale Engineering 88

MTD Sales Training

JULY 23, 2019

Demandwave.com states in one of its research papers that, of a group of B2B marketers surveyed, 59% were able to confidently say LinkedIn is generating leads for them. In a HubSpot study, LinkedIn generated the highest visitor-to-lead conversion rate at 2.74%, almost 3x higher than Twitter at 0.69% and Facebook at 0.77%.

Ideal Customer Profile 161

Ideal Customer Profile LinkedIn Google How To 161

Corporate Visions

SEPTEMBER 21, 2018

There’s something so clean, clear, and economical about grouping things in threes. Together, the three value conversations spanned the entire customer acquisition side of marketing and sales. This side of the customer conversation demands provocation and disruptive insights. Or, When and Why to Break the Rule of Threes.

Conversion 59

Conversion Face-to-face Retention Negotiation 59

Partners in Excellence

DECEMBER 26, 2023

Since there were a small number of people in the word processing group, with about 75 sales people competing for their attention, we could only got through that cycle once every few weeks, seldom sending more than 30 letters a shot. In the old days, to have 10 conversations, it usually took 10-15 letters and the follow up phone calls.

Retention 128

Retention Maximizer Buying Cycle Social Media 128

Zoominfo

MAY 31, 2023

With increased investments in intent data, targeting capabilities, buying committee concepts, and integrated ABM technology tools, creating a solid ABM engine is more accessible than ever. But too many marketing leaders still report that they haven’t built a complete ABM tech stack to deliver the automation they need. The good news?

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Highspot

MARCH 2, 2022

Highspot and Smartsheet both believe in internships as important levers for hiring and building diverse teams, as springboards for people entering the engineering field, and as worthy investments in the future of tech workers. Networking is challenging — organic conversations are rare on digital channels. Why Internships Matter.

Engineering 96

Engineering Face-to-face Networking Software 96

Allego

MARCH 7, 2023

Each month meet with the group, share your content ideas, and get feedback from your sales champions. Listen to sales calls: Using a conversation intelligence tool , listen to sales call recordings to get closer to the voice of the customer. Invite them to be the voice of sales and give feedback to marketing.

Marketing 115

Marketing Sales Enablement Collateral Microsoft 115

Nutshell

MAY 18, 2023

Better audience targeting When you advertise online, whether on social media or in a search engine like Google, you get to customize your ad targeting. By reaching the right audience, you can increase your conversion rate and drive more sales for your business. Then you can create separate campaigns targeted to each group.

Paid Content 118

Paid Content Social Media Advertising Advertising 118

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Yet while 82 percent of buyers accept meetings with sellers who proactively reach out, 58 percent of them say these meetings are not valuable, according to Rain Group.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Sales Hacker

SEPTEMBER 24, 2022

As you learn more about your ideal client, you can optimize your sales funnel to achieve higher conversion rates. Go one step further and segment your audience into smaller groups based on: Age. and other traits so you can tailor your marketing messages for each customer group. 7 elements of a high-converting sales funnel.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Highspot

MARCH 18, 2021

As our Vice President of Engineering Operations & Reliability, I had the opportunity to address the incredible audience at AdieCon , the annual conference for alums and allies of Ada Developers Academy, and one of our favorite events to sponsor and attend. Or sponsoring an Employee Resource Group. What a fantastic investment!

How To 108

How To Engineering Face-to-face Up-Sell 108

SBI

JUNE 22, 2021

These two metrics combined give a more comprehensive look at the effectiveness of demo automation by looking at the time it takes to engage a full buying group and how much of your team’s time is being wasted on unqualified demos. We call it “Selling in the Gaps”, meaning the gaps between the live conversations.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

Partners in Excellence

JANUARY 24, 2024

Properly used, with the right prompt engineering, AI can help us better understand potential issues our customers face. Are training them in leading collaborative conversations, helping the customers navigate their problem solving/change process? AI offers tremendous promise to help sellers become much more efficient.

Distribution 111

Distribution Lead Rank Face-to-face Analysis 111

Hubspot Sales

JUNE 30, 2020

For many companies, sales and marketing alignment efforts have been in place for a while, and in order for the business to grow, scale, and better support its customers, customer support organizations also need to be a part of the conversation. Alignment between these three groups is especially important for B2B companies.

Revenue 136

Revenue B2B Company Strategy 136

Alice Heiman

APRIL 10, 2024

Leverage Diverse Testing Groups: Beth’s experiences as an analog astronaut demonstrate the value of diverse test groups in gaining genuine product insights. 33:28] Tackling Space Junk – The conversation addresses the issue of space debris, the innovations aimed at cleanup, and the implications for businesses. [40:18]

Nonprofit 62

Nonprofit Education Lead Rank Lead Scoring 62

SBI

MARCH 17, 2020

SAN FRANCISCO–( BUSINESS WIRE )– Chorus.ai , the premier Conversation Intelligence Platform for high-growth sales teams, today announced Jim Benton as CEO. Business transactions drive the economy, and conversations drive those transactions. Conversation Intelligence is a must-have solution for go-to-market teams.

Scale 94

Scale Hiring Cold Calling Engineering 94

Pipeliner

FEBRUARY 19, 2024

With a doctorate in strategic leadership and a master’s in mechanical engineering. During our conversation, Dr. Simmons emphasized the critical role of human intervention in the application of technology. I hope you, as readers of this blog post, find as much value in these insights as I did during our conversation.

Video 64

Video CRM Engineering Pipeline 64

Babette Ten Haken

FEBRUARY 25, 2020

Customer discovery is a methodology used for building startups, new corporate ventures / intrapreneurial activities, design and engineering projects, and sales. There are two versions of a customer discovery conversation and both require storytelling patience. Either way, we end the conversation. Or depressed. Contact me here.

Customer 77

Customer Lead Rank Engineering Retention 77

Sales Hacker

MARCH 8, 2024

Candid, off-the-record conversations — no recordings here. A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Sales tactics like cold calls often have a low conversion rate. A chance to tour (and maybe even race on?) Austin’s F1 track.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Partners in Excellence

JANUARY 5, 2023

The competition for whatever funding is available will be much greater, so buyers will face internal competition from very different groups within the organization. Engineering projects will be competing with manufacturing, IT, and projects from every part of the organization. We need to engage customers in different conversations.

Face-to-face 97

Face-to-face Customer Cancellation Groups 97

Vengreso

JULY 17, 2020

That is the fascinating topic of conversation I had with my guest in this episode of the Modern Selling Podcast, Hang Black, VP of Global Sales & Technical Enablement at Juniper Networks. She holds a BS in Chemical Engineering from the University of Texas at Austin, plus three patents in semiconductor manufacturing. Click To Tweet.

Chemicals 115

Chemicals Trade Show Engineering Social Selling 115

Highspot

JUNE 28, 2022

From the joyous to the difficult, conversations are a reminder of who we are, how far we’ve come — and how far we have to go. Elia Grenier, Accelerate Engineering Manager. I began to search for support groups, and eventually found one for queer and trans youth. Iris Lux, Software Development Engineer.

Engineering 52

Engineering Groups Social Media Course 52

Mindtickle

JULY 24, 2017

It’s before they go to have a conversation with the client; it’s not punitive, it’s supportive,” explains Maluso. Maybe they’re not engaging their sales engineer properly. Coaching can also be done in groups, talking about individual needs so others can learn. That’s where the right tools are so crucial.

Conversion 52

Conversion Top of Funnel Coaching Webinar Metrics 52

Mindtickle

JULY 24, 2017

It’s before they go to have a conversation with the client; it’s not punitive, it’s supportive,” explains Maluso. Maybe they’re not engaging their sales engineer properly. Coaching can also be done in groups, talking about individual needs so others can learn. That’s where the right tools are so crucial.

Conversion 52

Conversion Top of Funnel Coaching Webinar Metrics 52

The Pipeline

OCTOBER 15, 2019

A lot of people in sales remind me of a conversation I had with Leon. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. They felt that if they can add 1,000 records to an automation engine, and come up with 2 – 3 leads, it was working. Do you run with it on your own?

Prospecting 212

Prospecting Influencer Buyer Education 212

Highspot

MAY 18, 2022

Conversations are powerful; they are how we connect, learn, and grow. As we honor Asian American Pacific Islander Heritage Month , we asked three Highspot employees to share stories of the conversations that have changed their lives, from finding your mentors to following your passions. Kate Mangubat, Software Development Engineer.

Microsoft 96

Microsoft Study Engineering Margin 96

Smooth Sale

JANUARY 10, 2023

Search Engine Optimization is vital in driving organic (unpaid) traffic to your site. SEO helps you by telling search engines like Google what your content contains. Supplement with Search Engine Marketing. When you create an ad, you inform the engine about your services. Keep Your Web Audience In 2023.

Social Media 78

Social Media Lead Rank Lead Scoring How To 78

Score More Sales

JUNE 27, 2014

Koka Sexton of LinkedIn posted his thoughts about helping to push this conversation further. Jill started asking sales conference leaders over 10 years ago to have more women sales experts on the main stage – it often fell on deaf ears and the conversation itself got misunderstood. Read his post here.

Study 231

Study LinkedIn Hiring Conference 231

Allego

SEPTEMBER 8, 2022

And in 2021, LinkedIn saw a 55% increase in conversations among connections. One group particularly prolific is sales professionals. Enablement Engine by Allego. Strategies for great virtual sales conversations. Radically Human: Today’s Sales by Shari Levitin , CEO, Levitin Group. Published biweekly.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

SBI

MARCH 18, 2019

Global Marine Group is a market leader in offshore engineering and underwater services. With Membrain as their new platform the nature of their customer conversations has started to change, and sales leaders are able to adopt a more focused approach to improving key performance indicators such as qualified lead velocity and win rate.

Industry 77

Industry CRM Sales Qualified Lead Case Study 77