SalesProInsider

JANUARY 20, 2022

Maybe it’s a tangent that the prospect takes you on, maybe it’s an objection, or maybe it’s a resource they need to review for proof or understanding that you don’t have available then and there. This has certainly happened to me. And it can also happen during our sales efforts. Component 1: Objective.

Resources 94

Resources Objections Sales Process Buyer 94

LeadFuze

JULY 20, 2021

We’ll have a bit of fun along the way using the cult classic “Hitchhiker’s Guide to the Galaxy” Getting the Email Response for Your New Product Launch Marketing Plan Is Exciting. I then said that I’d rather see some content resources. Professional response examples (and templates). Here’s the thing.

Call-back 98

Call-back Follow-up Resources Remedy 98

The Brooks Group

FEBRUARY 11, 2020

That why the Sales Research Performance Center (SPRC), powered by The Brooks Group, recently produced “The Ultimate Guide to Hiring Quota-Smashing Sales Reps,” a groundbreaking white paper to address this exact issue. Loss of resources (travel expenses, equipment, etc.). Just How Costly Is Sales Turnover? Value structure.

Hiring 52

Hiring Sales Talent Quota Travel 52

The Pipeline

AUGUST 23, 2013

Those actions might include: Downloading a white paper on your site. This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. It’s about how you treat them once they’re there. Direct leads into the appropriate funnel. Signing up for your emails.

Pipeline 292

Pipeline Sales Qualified Lead Lead Rank Lead Scoring 292

Corporate Visions

NOVEMBER 5, 2018

You always want to ensure that your business is getting the most from your sales resources. How it creates more effective sales: Having a distinct point of view moves you out and to left of the bake-off and puts you in a position of guiding the customer buying cycle. Our Top 7 Sales Tips And Tricks To Drive More Effective Results.

Demographics 79

Demographics Face-to-face Buying Cycle Motivation 79

DiscoverOrg Sales

AUGUST 29, 2018

Get the guide: Cold Calls, Warm Leads: The Ultimate Guide For Turning Cold Calls Into Leads. My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. That’s mistake number one. Voicemail Don’ts. DON’T leave a long voicemail.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

Allego

DECEMBER 22, 2020

It’s not enough to simply make assets available, sellers must know how to use these resources. Great sales content drives conversations—and results. To keep sellers ahead of the competition and hitting their targets in 2021, they need access to the most timely, relevant, and impactful materials. Why is that? Presentation Decks.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

SBI

NOVEMBER 2, 2017

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. Nancy: Why does the industry need your solution? Russ: Enterprises today are focused on profitable growth. Robust and interoperable.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Allego

APRIL 18, 2024

Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. With its rapid adoption, everyone’s on the hunt to use this technology for a competitive edge.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

LeadFuze

JULY 3, 2023

We will also explore how effectively communicating problem-solving abilities can guide prospects toward purchase decision-making. By learning to adapt within this framework and enhancing perceived worth through resource provision, you’re sure to elevate your sales conversations and overall performance.

Lead Rank 52

Lead Rank Lead Scoring Webinar Metrics Case Study 52

Miller Heiman Group

OCTOBER 23, 2019

Dekiba joined CSO Insights earlier in 2019 after using the group’s research throughout her career, excited to discover and share best practices that guided her through her career as a seller and a sales operations practitioner. Subscribe to the podcast on your favorite podcast network: iTunes | Stitcher | Spotify | Google Play.

Data 52

Data Strategy Case Study Sales Operations 52

DiscoverOrg Sales

AUGUST 29, 2018

Get the guide: Cold Calls, Warm Leads: The Ultimate Guide For Turning Cold Calls Into Leads. Reading Time: 5 minutes My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. That’s mistake number one. Voicemail Don’ts.

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

Apptivo

MAY 10, 2021

Further, nurturing their relationships with customers requires a dedicated pool of resources to make it easy for your customers to make decisions. So providing proper resources such as case studies wouldn’t only help you in this situation but also enable you to get in touch with shareholders effortlessly.

Collateral 53

Collateral Conversion Case Study Comparison 53

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

Training 52

Training Hiring Coaching Course 52

The ROI Guy

JUNE 27, 2018

Back in the day, as a product line manager, I was responsible for launching several new computer storage management products, and always leveraged the 4Ps of Marketing as my guide. As buyers have evolved to be more in-control, cautious and economic-focused, as Cold as ICE, the 4Ps of Marketing have evolved too.

Marketing 58

Marketing ROI Ideal Customer Profile Proposal 58

Sales Hacker

SEPTEMBER 24, 2022

Related: Step By Step Guide to Creating Your Ideal Customer Profile. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. What is a sales funnel? In B2B sales orgs, you’ll encounter two common models of the journey from prospect to closed deal.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Allbound

JANUARY 30, 2019

For example, training materials on your products, important company details, and sales collateral, such as playbooks and white papers, should all be easily accessible to your partners on the channel. If your channel is feeling a little bit stagnant, it may seem like your channel partners have also gone into hibernation this winter.

Channels 60

Channels Collateral Motivation Analytics 60

The ROI Guy

SEPTEMBER 13, 2011

On average, Interactive White Papers require 25% more content to be developed than a traditional white paper. The qualitative content such as relevant case studies, recommendations and next steps often exist, but needs to be properly organized for use in the Interactive White Paper.

Ideal Customer Profile 40

Ideal Customer Profile Pivotal Case Study Customer 40

Miller Heiman Group

MARCH 15, 2019

Every sales organization wants to offer resources that can help their sales teams win more deals. This is triple the percentage of companies that offered sales enablement resources just five years ago. Use it to set expectations for the c-suite and other stakeholders on the required resources, as well as targeted return on investment.

Sales Enablement 69

Sales Enablement Face-to-face Resources Coaching 69

SBI

AUGUST 2, 2018

Darryl: VanillaSoft provides a sales engagement platform that enables sales development teams to respond to new leads faster, interact with leads more consistently, across more channels, and generate more qualified sales opportunities. That’s why sales engagement platforms, like VanillaSoft, change the game for sales organizations.

VanillaSoft 95

VanillaSoft Sales Qualified Lead Marketing Qualified Lead Lead Rank 95

Pointclear

JUNE 28, 2012

This implies a continuous dialog or conversation helping to guide that buyer to the right educational and information resources. Rich earned his MBA from Harvard Business School, and he’s twice been named to BtoB Magazine’s Top 100 Most Influential people.

Marketing 247

Marketing Outbound Inbound Vendor 247

The Pipeline

DECEMBER 16, 2011

Free Resources. Home About The Pipeline. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

Pipeline 230

Pipeline Training Twitter Hiring 230

Cincom Smart Selling

MARCH 30, 2016

Marketing spends a lot of time and effort crafting direct-selling product collateral, web pages, campaign support materials, white papers and blog posts. I was talking with a friend of mine recently, one of those rare individuals who has managed to avoid working in the “business world” for most of his career. What do they really mean?

Marketing 72

Marketing Demographics Collateral Discount 72

Cincom Smart Selling

APRIL 19, 2016

Marketing facilitates this Guided Selling process by making high-value content available and accessible via website content, white papers, blogs and other SEO-empowered resources. Guided Selling for You – a Day in the Life of a Sales Rep. CPQ Is Your Guided Selling Toolbox. Nope, your day will be different.

Buying Cycle 67

Buying Cycle Cold Calling Buyer Distribution 67

Mereo

DECEMBER 16, 2020

There will be a white rabbit or some other form of rodent he will “magically” yank out. You reach inside the hat and find a slip of paper that reveals the magician’s secret. No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Are they pushing products?

Fashion 56

Fashion Lead Rank Lead Scoring Travel 56

Pointclear

JANUARY 26, 2012

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Outbound telemarketing The telephone is the Swiss Army knife in the B-to-B marketer’s backpack: a flexible, personal, dependable resource with infinite applications. Every business needs new customers.

Media 233

Media Direct Mail netFactor Trade Show 233

Nutshell

AUGUST 27, 2018

To get you started, here are a few helpful resources that cover researching and finding potential leads: “6 Sales Prospecting Strategies You Should Be Using” by PhoneBurner. “12 If you want to step up your cold calling game, check out the following resources: “The Ultimate Guide to Cold Calling” by Nutshell. Prospecting.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

LeadBoxer

JULY 15, 2020

This guide will cover all of that and more. Prospects then give some of their personal information in exchange for a special offer, such as a white paper, demo, or free trial of your product. Lead enrichment is about as close as you can get to know how to turn specific prospects into customers, without having a crystal ball.

Lead Rank 81

Lead Rank Lead Scoring Sales Qualified Lead Benefit 81

Mindtickle

MAY 2, 2023

Here’s how to make the most of limited resources and get every seller on track to hit their quotas. Sales enablement is a strategic approach that aims to empower sales teams with the tools , information, and resources they need to engage with prospects and close deals effectively.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Babette Ten Haken

MARCH 17, 2017

Sales operations insights become key to translating end user experience to the C-Suite and sales organization. First, these insights become critical factors influencing customer loyalty. Then, they impact customer retention within complex industrial Internet of Things (IIoT) selling environments. That scenario is where the rubber meets the road.

Sales Operations 64

Sales Operations Hiring Outsourcing Services Decision Maker 64

Distribution Pricing Journal

SEPTEMBER 20, 2023

Even distribution companies – long held up as examples of companies who require large amounts of on-premise work – have turned to remote and hybrid work for certain types of employees. Remote work was once only the domain of a select few job titles but now it has gone mainstream.

Distribution 97

Distribution Infor Face-to-face Hiring 97

The ROI Guy

AUGUST 17, 2012

The good news is that you are already off to a great start, engaging your frugal buyers with the interactive white papers and financial calculators they need to help justify “Why Change?, “Why and “Why You?”. But just developing these tools and posting them to your website is not enough.

Lead Rank 69

Lead Rank Lead Scoring Campaigns Lead Nurturing 69

Allbound

OCTOBER 17, 2018

Save time and money by putting all of your content in one place so your partners have constant access to all of your resources and feel empowered to sell more efficiently and effectively. Pain Point #4: “Our partners don’t even know how many resources we have.”. Pain Point #2: “Our channel partners don’t save the files we send.”.

Top of Funnel 48

Top of Funnel Vendor Case Study Channels 48

Allbound

AUGUST 15, 2018

By creating a persona for your ideal partner, you can begin to craft relevant, useful content such as blog posts, white papers, press releases, newsletters, and more. Currently, 60 percent of channel partners report needing better systems and processes to ensure quality, which means you need to have a solid recruitment plan in place.

Channels 48

Channels Top of Funnel Hiring Webinar Metrics 48

Sales Hacker

OCTOBER 22, 2018

In sports, a playbook charts out potential in-game scenarios, containing your team’s strategies and guiding your path from where you are in the “game” to where you want to to end up. In sales, it’s not much different. According to Salesforce via The TAS Group, “Almost half of all sales team don’t have a playbook. Getting Started.

Ideal Customer Profile 98

Ideal Customer Profile Hiring Face-to-face Buyer Persona 98

Cincom Smart Selling

APRIL 30, 2020

These clues may include online behaviors such as white paper downloads, browsing product literature, selected video or other content perused on your webpage. Showstoppers and deal breakers can pop up anytime during the selling cycle. If you are lucky, the issue is identified early enough in the transaction to allow you to address it.

Collateral 62

Collateral Lead Rank Lead Scoring Scale 62