Zoominfo

SEPTEMBER 16, 2020

As humans, we tend to apply narratives to everything. And it makes a lot of sense — we’re more engaged when we hear stories, because a story puts your whole brain to work. Narratives are the connection between cause and effect, and that’s how we think! What Does Good Brand Development Include?

B2B 261

B2B Social Media Hubspot Channels 261

Zoominfo

OCTOBER 15, 2019

The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host. Rather impressive considering we had zero connections in Japan, we had only 2 weeks to book 10+ meetings, and we didn’t speak Japanese.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. We‘ve compiled their answers in this post — so without further ado, we present five pieces of advice all sales leaders need for 2024.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Zoominfo

OCTOBER 8, 2020

“Ask not what your customer can do for you, but what you can do for your customers.” — Me, and probably a lot of other successful sales leaders. It should come as no surprise to hear that B2B sales have changed. In fact, only 29% of buyers surveyed want to talk to a salesperson to learn more about a product.

Prospecting 173

Prospecting Cold Calling B2B Education 173

Hubspot Sales

MARCH 18, 2024

Want more “Pipeline” Content? Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. What is this sales strategy, you ask? How we spend our time says so much more about who we are than how we spend our money does.”

Discount 103

Discount ROI Comparison Loyalty 103

SalesProInsider

AUGUST 16, 2023

We reviewed that my role was to only join in if she signaled me. We reviewed that my role was to only join in if she signaled me. Yes, we knew that they were going to try to sell her a warranty, and all these other things, and before even taking a seat in the finance office, she said, “I definitely don’t want that.

Opportunity 65

Opportunity Objections Guarantee Loyalty 65

Pipeliner

APRIL 20, 2024

Worse, our most challenging tasks can trigger anxiety, especially when we believe we lack the natural talent or the necessary skills to address them. From there, negative comments may make you feel like it’s time to jump off or quit upon hearing from others, ‘It’s time to give up; you will never make it!’

How To 75

How To Hiring Motivation Exercises 75

Shari Levitin

AUGUST 13, 2020

“Are we there yet? Mommy, when are we going to get there?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations. 2) Involve Your Customers : The more you involve your customers in your sales conversation, the more you’ll hold their attention.

Microsoft 165

Microsoft Social Media Twitter Facebook 165

Hubspot Sales

JANUARY 7, 2024

And today, I want to, um, share some of what I’ve learned with you — if that’s okay? When Leonardo DiCaprio wanted viewers to believe he was the Wolf of Wall Street, he had his whole body to prove the point. Ask a prospect what problems they’re having and they won’t know what to say first.

Hubspot 114

Hubspot Buyer Decision Maker Inbound 114

Zoominfo

JUNE 15, 2022

From the outside looking in, ZoomInfo’s success may seem like a cakewalk — we were at the right place at the right time and everything just came together. There have been plenty of hiccups, roadblocks, and even some massive mountains that we didn’t think we would overcome. But that’s not exactly the case. Work is work.

Hiring 130

Hiring Scale Engineering Exact 130

Partners in Excellence

NOVEMBER 3, 2022

We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people? How do we challenge and retain our people longer? For a few, possibly sales management.

Retention 103

Retention Engineering Coaching Face-to-face 103

Zoominfo

AUGUST 26, 2018

So we say, stop what you’re doing, take a break, and check out a few of our favorite marketing jokes. We hope these jokes help lighten your mood, relieve some stress, and maybe even spark some creative marketing ideas. What kind of marketing does Dracula do? What do you call a travel agency’s landing page?

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

Buyer 103

Buyer Decision Maker Vendor How To 103

Hubspot Sales

JANUARY 22, 2024

I often hear salespeople complain that prospects never return their calls after they’ve left a voicemail. Avoid generic, unhelpful messaging, like: “Hello [prospect], this is [name] from [company] and we provide [services]. I would like to schedule a meeting with you to see if you need what we provide.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

Sales Hacker

OCTOBER 31, 2022

Want to write sales emails like a pro? Kristina and Will look at common email mistakes (using real examples) and rewrite them so that you can learn what to do differently. Hey Will, A common theme I hear when speaking with Co-Founder and Coo’s is that they find it difficult to find and retain IT talent. It is a two way street.

Hiring 77

Hiring Scale Engineering Outbound 77

Hubspot Sales

JANUARY 15, 2024

It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. We sent them a proposal and even flew out for a second in-person follow-up. A deal we thought we had in the bag all of a sudden hit the skids. Things were looking good. The timing isn’t right.

Prospecting 113

Prospecting Follow-up Call-back Proposal 113

Partners in Excellence

AUGUST 18, 2021

We and our customers wasted huge amounts of time and resources on deals that are not and may have never been “real,” though both we and the customer thought they were. But we fail too often in poorly broadly defined ICPs. ” I then asked, what kind of technology company?

Ideal Customer Profile 165

Ideal Customer Profile Outsourcing Services Customer Enterprise 165

Rob Jolles

SEPTEMBER 8, 2023

You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. You need to hear more, because once you do, answering the objection will be a whole lot easier. These objections are often the last thing you want to have come up during a sales call.

Objections 52

Objections Call-back Up-Sell Referrals 52

Rob Jolles

SEPTEMBER 8, 2023

You need to hear the questions your prospect wants answered, and you need to answer those questions without talking too much when doing so. You need to hear more, because once you do, answering the objection will be a whole lot easier. These objections are often the last thing you want to have come up during a sales call.

Objections 52

Objections Call-back Up-Sell Referrals 52

Alice Heiman

NOVEMBER 18, 2020

It’s not unusual for me to hear a CEO or sales leader tell me they put in 12-hour days. Even when we love our work and the people we work with; we can feel overwhelmed and walk away from our desks leaving a mess and feeling exhausted. . You have to take a moment , stop what you are doing , and make a plan.

Hiring 164

Hiring LinkedIn Report Course 164

Alice Heiman

MARCH 12, 2020

If they haven’t already, your sales team is likely to hear some version of the following from customers: “We’re putting that purchase decision on hold because of restrictions related to the coronavirus.”. On the other hand, we don’t want to become victims of our own anxiety and panic. We are here to help.

Customer 150

Customer How To Objections Cancellation 150

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

Hubspot Sales

AUGUST 21, 2023

Here's what you should be doing if you want to write good email subject lines : Use personalization. Check out our post about the best sales email subject lines if you want to see some of these tips in action. No one wants to read a sales email. Spend some time on the subject line. It should grab them.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

The Accidental Negotiator

FEBRUARY 9, 2024

The challenge that we are all facing is that we don’t know how to go about doing this. Sure, we can go to courses, we can talk with other negotiators, and we can collect statistics on how our negotiations go. However, if we really want to become better negotiators what do we need to be doing?

Negotiation 52

Negotiation Face-to-face Education Positioning 52

Sales Hacker

JANUARY 27, 2024

If people are landing on your website and immediately bouncing, it’s possible they don’t understand what you’re offering or believe that you’re a genuinely competitive solution. If you’re repetitively hearing surprise when people learn what you do, that’s an indicator. See the difference?

Positioning 88

Positioning Top of Funnel Ideal Customer Profile Intent Signal 88

Sales Hacker

NOVEMBER 3, 2023

Hiring was a common thread in conversations at both community dinners we hosted this week – one in San Francisco and the other in Austin (included a picture further along – great time as always!). This week, I’m breaking down what we’re seeing and hearing in the market and what candidates can do to differentiate in the hiring process.

Hiring 87

Hiring Salary Call-back Intent Data 87

Alice Heiman

SEPTEMBER 13, 2023

If you want to grow your business, your entire go-to-market team has to be in perfect alignment. We’re a software company, and we build a product, and people buy the product. What we’re essentially doing for every user interaction that we have is we’re giving them an experience. Customer Success.

Marketing 88

Marketing Decision Maker Outbound Software 88

SalesHandy

MARCH 21, 2023

We have made sure that these are worth your time. Tips For A Successful Sales Email That Generates Responses We believe in the Chinese proverb – “You give a poor man a fish, and you feed him for a day. Therefore, as promised, we have brought you some of the most effective on how to write sales emails that will generate responses.

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

Gong.io

AUGUST 23, 2021

What is call recording? We’ve put together the all-time, most-asked questions about sales call recording. And are giving you answers so you know exactly what to expect if you bring call recording software into your team. Option 2: You run native recordings using your usual web conferencing tool (Zoom, GoToMeeting, etc.)

Face-to-face 118

Face-to-face GoldMine Software Software 118

Shari Levitin

NOVEMBER 22, 2021

What did he tell you?” What if, instead, you could listen to anybody? I always say, if you really want to make an impact, you need to be interest ed , not interest ing. The biggest mistake salespeople make is that we don’t listen, we don’t ask questions, and we rarely ask the right questions when we do.

Guarantee 118

Guarantee Proposal Follow-up Conversion 118

Hubspot Sales

MARCH 16, 2023

Why do you want this role? What drew you to the sales industry? What do you know about this company? What two to three adjectives would you describe yourself with? What was your previous team like at your last company? What do you imagine an average day is like in this position?

Account 91

Account Hiring Remedy Education 91

Jeff Shore

NOVEMBER 20, 2018

Buyers buy when they see personal benefit in what you are selling, and they feel good about the value. A buyer will buy at full price today but only if they’re not concerned about what they price will be tomorrow. Every buyer has a story, and all buyers want to be heard and understood. Buyers don’t want to hear ‘no’. ?The

Discount 109

Discount Follow-up Incentives Incentive 109

Alice Heiman

MARCH 2, 2022

What do your customers really think of your company, your service, your employees? We need to hear from our customers and we need an in-depth understanding of how they perceive us so we can strive always to make it easier to be our customer and harder to be our competitor. Have you done a survey lately?

Research 118

Research Customer Survey Retention 118

SalesProInsider

FEBRUARY 12, 2020

We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. That’s what happens when we feel threatened or unsafe.

Objections 117

Objections Opportunity Buyer Conversion 117

criteria for success

OCTOBER 20, 2022

If you want to make a real difference in sales performance, the key for many salespeople is coaching. Improving your team’s ability to ask great questions starts with knowing what the questions are. Or, “What would it mean for your business to reduce waste by 15%?”. Asking Great Questions. Listen Now. Tell Success Stories.

Consultative Selling 96

Consultative Selling Exercises Selling Skills Face-to-face 96

SalesProInsider

JANUARY 24, 2024

Sorry to hear about the Packer’s loss last weekend, what was your highlight of the season?” “How What do you think about those questions? Instead of worrying about what you should say, think about what you should learn and what they might want to talk about. What have you found most useful so far?

Sports 62

Sports Conversion Networking Travel 62

Gong.io

SEPTEMBER 3, 2020

What does good look like for my team ? Gong also shows you in which deals you have company, and at what stage your rivals are coming up. . And you’ll hear the talk tracks your top performers use in competitive deals. Here’s what it looks like: It’s competitive intel like this that has sales leaders lining up around the block. .

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143