Zoominfo

APRIL 24, 2020

We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the NBA suspended their 2020 season.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

Sales and Marketing Management

JUNE 29, 2020

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. Nearly eight in 10 (79%) B2B companies say they are very likely or somewhat likely to sustain these shifts for 12+ months post-COVID.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales and Marketing Management

JUNE 22, 2020

In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings. It ties in with her pricing advice for a pandemic?—?focus

Margin 194

Margin Discount Incentives Incentive 194

Sales and Marketing Management

JUNE 29, 2020

We don’t know how long the process will take, nor which point we are at within it. This same survey indicates that, on average, selling expense budgets are getting cut by 18% and, worse, as part of this, 35% of CSOs either have or will execute a reduction of force. The only certainty in customer’s minds right now is expense management.

Lead Rank 295

Lead Rank Face-to-face Travel Intent 295

Sales and Marketing Management

JUNE 29, 2020

Author: STEVEN KELLAM While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage. Reinforce channel support. are aligned in a post-coronavirus world.

Engineering 156

Engineering Revenue Incentives Incentive 156

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. I think COVID has humanized people. For example, in the U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. I think COVID has humanized people. For example, in the U.S.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Sales and Marketing Management

DECEMBER 14, 2020

Prior to COVID-19, reps could often pop in and see a prospect or existing customer without an appointment. COVID-19 has created a mask or veil for customers?—?existing Almost overnight, contacting customers, communicating and selling changed. Author: Charles Brennan Jr. Remember those days (less than a year ago)?

Margin 156

Margin Social Media Conversion Prospecting 156

Zoominfo

OCTOBER 20, 2020

Through just September 2020, companies have rolled out 7% more products than in 2019 and 19% more than in 2018. That’s despite — or maybe because of — a deadly pandemic, damaged economies in many countries, and massive joblessness. Innovation has remained healthy even during the toughest of times. Source: ZoomInfo.

Face-to-face 225

Face-to-face Enterprise Enterprise Trends 225

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Alice Heiman

FEBRUARY 13, 2024

Imagine taking over the CEO role of a company just as COVID hit. The Catalyst for Change: Pivoting in a Pandemic Harris’s tenure at Challenger began amidst the pandemic. Alice Heiman sat down with Andee Harris, the dynamic CEO of Challenger Inc., who did just that.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Sales and Marketing Management

NOVEMBER 6, 2020

Author: Nick Chasinov The ongoing COVID-19 pandemic has left millions unemployed, as businesses in nearly every industry have been forced to close up shop – and many won’t be reopening. Of course, brand messaging isn’t the only change that has come as a result of the pandemic. of purpose-driven advertising over time.

Marketing 166

Marketing Trends Government Face-to-face 166

Sales and Marketing Management

JUNE 29, 2020

By understanding how your buyers have been affected, you’ll be better positioned to sell in mid- and post-pandemic eras. By taking the time to find out how things changed , you’ll better understand how your product or service aligns with prospects’ needs. Selling to leads. But humans adapt quickly.

Lead Rank 177

Lead Rank Lead Scoring Leads Marketing Qualified Lead 177

Mr. Inside Sales

APRIL 25, 2020

Oh sure, the circumstances might be new (the Covid-19 pandemic is certainly new!) Oh sure, the circumstances might be new (the Covid-19 pandemic is certainly new!), So, how should you handle these stalls now? That’s how you should respond when you get these kinds of email stalls during this pandemic.

Face-to-face 159

Face-to-face Objections Gatekeeper Decision Maker 159

Sales and Marketing Management

OCTOBER 1, 2020

Author: Lauren Breslin The implications of COVID-19 have changed how businesses run forever. However, organizations are continuing to grow business despite the pandemic. In order to do that, salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients.

Webinar Metrics 177

Webinar Metrics Strategy Face-to-face Skype 177

Sales and Marketing Management

DECEMBER 14, 2020

Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate. The result isn’t just that they sell more of your product; it also helps them grow their business (if they’re. My answer: sales training initiatives.

Incentives 295

Incentives Incentive Training Channels 295

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. Now we must get prepared—for COVID-19 and for selling in an economic downturn.

Referrals 326

Referrals Cold Calling How To Call-back 326

Zoominfo

MAY 25, 2021

Imagine if, 30 years from now, business leaders are still scratching their heads about how to use artificial intelligence. The problem, it turns out, is that the people who need those tools the most simply don’t know how to use them. It’s nearly impossible to believe that will be true. A Lack of Training.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales and Marketing Management

DECEMBER 21, 2020

However, reports show more than three-quarters of buyers and sellers favor remote human engagement over face-to-face interactions and only 20% of B2B buyers say they hope to return to in-person sales, meaning remote selling may continue well past 2020. With 2020 behind us, here’s what I expect to see in 2021.

Face-to-face 177

Face-to-face ROI Proposal Fashion 177

Pipeliner

OCTOBER 7, 2022

Today, in this expert insight interview, Rachel and John discuss “Impact of Covid on Mental Health.”. Relationship importance during Covid-19. Impact of Covid-19 on Children and Relationships. Covid-19 is one of the most severe global crises in generations. Struggle to return to the Workplace.

Video 52

Video Social Selling System CRM 52

Chorus.ai

SEPTEMBER 22, 2020

But COVID-19 has drastically changed this environment. The recent pandemic has changed sales best practices, too. Selling as though the past half-year never happened is unlikely to end well for your sales team. The New Post-COVID-19 Sales Best Practices COVID-19 has disrupted conventional sales logic across the board.

ROI 118

ROI Buyer Persona Churn Follow-up 118

Sales and Marketing Management

MAY 10, 2020

to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19. This shift to the home office has become the new normal for many of us for the foreseeable future as we wait out the pandemic. Author: Dave Gerry From the U.S. and the U.K.

Face-to-face 302

Face-to-face Lead Rank Lead Scoring Hiring 302

Sales and Marketing Management

JUNE 22, 2020

Sales managers are in a unique position to create a clean slate during the recovery because nearly everyone is. Sales managers are in a unique position to create a clean slate during the recovery because nearly everyone is. Author: Tim Houlihan Our behaviors and decisions change regularly to a very large degree because of context.

Margin 156

Margin Incentives Incentive Trends 156

Crunchbase

AUGUST 19, 2021

The global pandemic took the world by surprise. The list of hardest-hit industries and companies that thrived during the darkest days of the pandemic didn’t contain many surprises, either. How did companies that emerged from the COVID-19 crisis unscathed prosper? What made the difference?

Marketing 105

Marketing Telecommunications Pivotal Study 105

Sales and Marketing Management

JULY 13, 2020

They’re shaped by numerous factors, but the risks they face during the COVID-19 pandemic are significant. Wherever they are, your sales force is a dynamic team that's unique to you. All precautions should equally consider both employee interactions as well as client communications. Determine the Where.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

SBI

SEPTEMBER 16, 2020

SELLING AS A BUYING EXPERIENCE. Q: HOW SHOULD COMPANIES DECIDE WHICH BUYING EXPERIENCE IMPROVEMENT INITIATIVES TO START WITH - ASSUMING THEY CAN'T DO ALL AT ONCE? . As such, companies should prioritize understanding what works and replicating it. But, a quota-crushing sales team isn’t built overnight.

Lead Rank 172

Lead Rank Lead Scoring Call-back Hiring 172

Sales and Marketing Management

SEPTEMBER 28, 2020

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. During the period of Feb. During the period of Feb. Assertive businesses have taken the lead and have handled the crisis with resilience. million to 5.1 million to 4.7

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Pipeliner

DECEMBER 27, 2020

Thanks to the COVID-19 pandemic in 2020, things have shifted rapidly. The way you do business today and how your marketing works is remarkably different than it was just one year ago. What kinds of changes do you need to implement to capture the market post-COVID-19? Sales Strategy in Times of COVID-19.

Pivotal 98

Pivotal Strategy Face-to-face How To 98

Zoominfo

FEBRUARY 15, 2023

Broad economic and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are resulting in longer sales cycles, more discerning buyers, intensifying competition, and lingering uncertainty. GTM Plays Automated go-to-market plays that can rapidly scale your business.

Survey 130

Survey Prospecting Customer Face-to-face 130

Zoominfo

APRIL 24, 2020

We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. Over a jarring two-day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the NBA suspended their 2020 season.

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

Zoominfo

JULY 6, 2020

With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. Here’s a highlight reel of some of our content this quarter: How To Shorten Turnaround On Inbound Lead Generation. We explore where most companies run into problems and how to overcome them. How To Shorten Turnaround On Inbound Lead Generation.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Hubspot Sales

AUGUST 24, 2020

But if you’re considering setting up an online store, or changing your focus in response to the current climate, you might be wondering what you should sell. The COVID-19 pandemic has had an enormous impact on the ways we live, work, socialize, and shop. I’ll start by providing you with a snapshot of the ecommerce sector.

Retail 123

Retail Pivotal Jigsaw Consumer 123

Salesmate

MARCH 31, 2020

Besides fear and anxiety, we’ve experienced a massive hit on sales in these last few weeks due to COVID-19. However, we need to find ways to survive the COVID-19 crisis. However, we need to find ways to survive the COVID-19 crisis. Along with our lives, even our businesses are at risk. Clement Stone.

Face-to-face 123

Face-to-face How To Pivotal Motivation 123

Salesmate

APRIL 17, 2020

COVID-19 pandemic has turned the world upside down. COVID-19 has wreaked havoc across all the industries. All is not lost- simple steps to get past the COVID-19 crisis. It’s time to change your approach as things are not the same due to the Coronavirus pandemic. Create a new game plan.

Small Business 116

Small Business Small Business Follow-up Motivation 116

Miller Heiman Group

APRIL 13, 2020

During this crisis, sales managers play an even more critical role than usual in your organization’s strategy: because they typically oversee 8 to 10 sellers , sales managers exert tremendous influence over whether your organization’s approach to the crisis succeeds or fails. Get the Study. Keep the Lines of Communication Open.

Top of Funnel 110

Top of Funnel Sales Management Strategy Funnel 110

Pipeliner

MAY 24, 2020

COVID-19 has significantly altered the way that things are done, on many different levels. One of the things that is a challenge to people now, and will continue to be challenging in the future, is how to effectively lead an organization, and yourself, out of this crisis and into a new reality. We are in the midst of a crisis.

Leads 93

Leads Marketing Qualified Lead Social Selling CRM 93

Gong.io

FEBRUARY 22, 2022

Now you can pretend you were there too… Read on to learn why Gainsight took a ‘current-customer approach’ during the pandemic, and get the scoop on five key strategies to reduce churn that worked. HOW TO MOVE FROM “SURVIVE” TO “THRIVE”: FOCUS ON CURRENT CUSTOMERS. to “ How do we thrive? ”.

Churn 115

Churn Webinar Metrics Strategy Customer 115