Sales 2.0

MAY 1, 2020

Big fish have big wallets. Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. I showed in my last blog post that the big guys have the money. When you don’t have them as your clients, you are swimming in a pool of little money. Are you willing?

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Sales and Marketing Management

JANUARY 9, 2020

Author: Tim Riesterer Getting meetings with senior executives has never been more important, but it’s also harder than ever. Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results. But does this conventional wisdom?—which

ROI 156

ROI Study Vendor Promotion 156

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Gong.io

OCTOBER 20, 2021

But just blasting out cold email after cold email without a plan, without direction, without heeding our advice (based on data), would be silly … no matter what Oprah says: Fortunately, I have some good news: Cold emails still work. And we have the data to prove it. After all, humans have a shorter attention span than goldfish.

Cold Calling 118

Cold Calling ROI Call-back Buyer 118

Zoominfo

JULY 18, 2022

One of the primary rules of sales is to talk to someone who has the power to make a buying decision. If you don’t do that, you can’t close the deal — no matter how well you do your job. You can present your pitch to other managers, who can then check with the CFO or recommend your product or service to them.

Gatekeeper 130

Gatekeeper Social Media How To ROI 130

Gong.io

JANUARY 11, 2022

So you want to write better sales emails? Grow your career in sales (and top the leaderboard)? If that doesn’t describe you, maybe you should not be in sales? But if it sounds aligned with your goals, keep reading. But how do you actually write that sales email that gets opened, read, and clicked?

Data 112

Data ROI Negotiation Top of Funnel 112

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities. Traditionally, CEOs, presidents and business owners were the group that benefited the most from executive sales coaching.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Mindtickle

NOVEMBER 1, 2022

Given how much investment companies make in coaching sales reps, it’s not great to know that, commonly, 20% of sellers generate 80% of sales. Imagine the ROI that could be achieved if every seller were empowered to reach their monthly sales quota. This is why you’ve invested in sales enablement.

ROI 98

ROI Sales Enablement Lead Rank Marketing Qualified Lead 98

Gong.io

APRIL 2, 2021

Sales prospecting is dead. Deals don’t just fall into your lap – if they do, tell me how. Sales prospecting is an essential part of your process. . That’s why I stole these 10 sales prospecting techniques from the best-of-the-best sales pros. Want to totally level up your sales prospecting game?

Meeting 124

Meeting Prospecting Cold Calling ROI 124

No More Cold Calling

MAY 3, 2018

At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Zoominfo

AUGUST 25, 2020

But what does it mean to actually be productive when it comes to marketing? Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use. Aligning with sales departments ensures that everything marketing does is in line with sales goals. You fall to the level of your systems.”

Marketing 130

Marketing Campaigns ROI Scale 130

Zoominfo

NOVEMBER 22, 2019

Discover your best marketing account segments from within your current customer base. Who are your best customers? Most of the time, you don’t actually have to spend much time sorting out your Ideal Customer Profile (ICP) , because it already exists within your own customer data. When your deal closed?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. Today, sales is driven by insights. In an increasingly competitive business environment, organizations of all sizes are turning to sales engagement platforms to manage this workload.

Scale 130

Scale Sales Automation Hiring ROI 130

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up.

Training 62

Training Face-to-face Education Negotiation 62

Zoominfo

JANUARY 22, 2021

There are a million reasons why personalized content is widely promoted as a sales and marketing best practice, one of them being that it’s more effective than any kind of ‘spray and pray’ method. Before you can personalize any content or messaging, you need to identify your target market. How To Identify Your Target Market.

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

Sales and Marketing Management

SEPTEMBER 18, 2020

What does it mean when a full day at the office goes by and only a fraction of your tasks get done? The problem that poor time management creates is much bigger than the missed meeting with the sales team or the email that never got sent. Figure out your priorities. Pay attention to your behavior.

Marketing 194

Marketing Motivation Follow-up ROI 194

Vengreso

MAY 28, 2020

Think about this scenario: Your organization is ready to invest (or renew) hundreds of thousands of dollars (or perhaps millions) in your sales technology stack and tools for your team, but the executives and the finance department want you to calculate the ROI to justify the expense of each tool. The result?

ROI 122

ROI Sales Tools Tools How To 122

The Pipeline

MAY 21, 2019

What I have to report that it wasn’t a great experience. What I have to report that it wasn’t a great experience. I understand that vendors need to realize an ROI, as a result we should expect to be “sold.” Some of them could have applied to me, but I never got a chance to explore. After I asked, “what do you do?”

Trade Show 232

Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

Gong.io

JUNE 25, 2021

Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting. Sales Stat #1: DON’T use ROI in cold emails.

Cold Calling 93

Cold Calling ROI Call-back Negotiation 93

Zoominfo

AUGUST 18, 2021

In sales, as with any other field or practice, sometimes you need to think outside the box to come out on top. Knowing the rules for a sales call is vital; so is knowing when to break those rules. Our research has shown how much sales calls have changed in the last year. Longer sales cycles.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth. Host your own events around the trade show.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Zoominfo

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. 5 Ways to Facilitate Better Marketing and Sales Alignment.

Marketing Qualified Lead 223

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

Zoominfo

AUGUST 15, 2022

We’ve all heard the adage that it can cost five times more to land a new customer than it does to maintain an existing one. Sustainable revenue growth comes when you engage with the best-fit accounts that have the potential to grow over time. Now think about your worst customer experience. What made it stand out?

Hiring 130

Hiring Customer How To Small Business 130

Allego

AUGUST 18, 2022

Ask people what they think sales enablement is, and you will get multiple, varying answers. They might say it’s anything your company does to help your sales team be effective. And others say it’s the process of helping sales teams. Sales enablement is an all-encompassing term that involves many components.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

Data 122

Data Insurance Insurance Cold Calling 122

Growbots

FEBRUARY 10, 2022

and more… Meet Melvis, founder @ SpikePlugg. People hire me to do three basic things, – Find Wealthy ideal clients, – Pitch them through cold emails, – Get them to book a meeting. Her primary interests are probably not ROI, cost reduction, and efficiency, so it is not relevant to position those.

Outbound 75

Outbound ROI Hiring Face-to-face 75

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality. TIP #1: Say THIS when your buyer tells you they “need to think about it.”.

Data 96

Data Top of Funnel ROI Video 96

Highspot

MARCH 18, 2024

Sales teams often face hurdles in hitting targets and meeting revenue growth expectations. Luckily, tech advances have paved the way for new solutions to refine sales processes and improve performance. Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales.

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

Zoominfo

NOVEMBER 20, 2019

A winning B2B sales value proposition tells a story about a real problem – and puts real monetary value on the solution. The best way to create the kind of value proposition your prospect is looking for is by addressing a need. In B2B sales, value is the financial benefit you get from a solution beyond the price you pay for it.

B2B 187

B2B Prospecting Case Study Scale 187

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. We call this the “Last Mile of Pre-Sales Customer Analysis.” ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” That’s a tall order.

Report 130

Report Ideal Customer Profile Decision Maker Account Based Marketing 130

Hubspot Sales

APRIL 26, 2023

After all, you've spent time, energy, and resources building a relationship — and giving up means you have nothing to show for it. But in the long run, having a pulse on when to walk away and disqualify leads will help you refine your efforts and make you a much more efficient, effective salesperson.

Prospecting 112

Prospecting Decision Maker Lead Rank Lead Scoring 112

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. We call this the “Last Mile of Pre-Sales Customer Analysis.” ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” That’s a tall order.

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. But many of the people taking your swag – and the attention of your sales reps – are NOT good fits for your product.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Zoominfo

JULY 2, 2020

Read any “how-to” guide, and 9 times out of 10 the first step is something having to do with planning or strategizing. But if you feel like you’ve fallen into the category of companies who have marketing automation platforms, but are not using them to their fullest potential, we’ve got you covered. How Does Marketing Automation Work?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Zoominfo

AUGUST 1, 2023

While it’s undeniable that generative AI is already changing how businesses engage with the world, sales and marketing leaders are quickly realizing that AI alone isn’t the solution to all their problems. Start thinking about your data as an infrastructural element of your technology stack,” Schuck says.

Data 130

Data B2B Harvest Scale 130

Zoominfo

OCTOBER 5, 2021

There are a million reasons why personalized content is widely promoted as a sales and marketing best practice. Before you can personalize any content or messaging, you need to identify your target market. What is a Target Market, and Why Do You Need to Identify Yours? But how do you know who to personalize content for?

Ideal Customer Profile 130

Ideal Customer Profile Marketing Buyer Persona B2B 130

Gong.io

DECEMBER 14, 2021

Sales emails are easy. You’ve done it your entire life. It turns out you are just sending emails based on what works for you … not using data, not incorporating science, not leveraging all the work Gong has done to give you a better chance that your emails will get acted upon. Personalize your cold outreach emails.

ROI 62

ROI Negotiation Sales Cycle Buyer 62