Sales 2.0

APRIL 16, 2020

We’re starting to get familiar with how our lives are affected by the health issues inherent in this COVID-19 crisis but the economic consequences are just kicking in. As you may know, recessions are when the differences between companies actually change the fastest. Data from Bloomberg’s economists say we are in a recession.

Face-to-face 243

Face-to-face Social Media Discount Lead Rank 243

Allego

MARCH 28, 2024

What separates the best sales teams from the rest in today’s unpredictable market? For David Ashe , director of sales development at Allego, it’s about ensuring your SDRs retain their human approach. Your team’s success also depends on you, the sales director. Are you staying on top of new sales techniques?

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Zoominfo

AUGUST 1, 2022

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession. Sales is tough enough as it is, and prolonged economic uncertainties make the job even harder. Budgets are reduced or eliminated.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

Emissary

SEPTEMBER 27, 2021

It was hard to get the right data, hard to build a case for value, hard to predict success and alter implementations. . Otherwise, you may become complacent and miss out on subtle cues for pending churn. But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

No More Cold Calling

JUNE 6, 2019

That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. Turn off your computer.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Steven Rosen

SEPTEMBER 25, 2021

How are your sales to date? Every sales leader I have spoken with could easily answer this question. For the last 20 years, experts have talked about the challenges with business execution. If you are like most of the VPs of sales and marketing that I work with, you love developing marketing strategies and tactics.

Strategy 227

Strategy Objections System Meeting 227

Zoominfo

APRIL 20, 2020

As we approach May, the ongoing economic stress caused from the COVID-19 pandemic still has every company in the world asking themselves the same question: “What can we do to be successful this quarter ?”. Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

No More Cold Calling

JUNE 30, 2021

I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. I wrote about saying thanks this past November. Ready to read more about referral selling? Plus, what you might have missed from No More Cold Calling. People told me how much I impacted their lives and businesses.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

Steven Rosen

OCTOBER 25, 2018

How are your sales to date? Every sales leader I have spoken with could easily answer this question. For the last 20 years, experts have talked about the challenges with business execution. If you are like most of the VPs of sales and marketing that I work with, you love developing marketing strategies and tactics.

Strategy 373

Strategy Objections System Meeting 373

No More Cold Calling

JUNE 29, 2019

Standing on the great expanse of Omaha Beach and learning about that infamous day, June 6, 1944, was surreal. I also learned about the intense training that our allied troops underwent and the critical importance of ongoing training. I also know there’s a lot of bad advice that’s proffered about referrals.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Zoominfo

JANUARY 15, 2021

Depending on your industry, this might be harder or easier in the status quo. They may even extend to your social media and email strategy. Get Comfortable With Virtual Events. One thing is clear — lead generation has never been more central to a business’ success. Make Content King. Not all content is created equal.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Sales and Marketing Management

APRIL 23, 2018

Author: Mark Kosoglow Every year, sales reps quotas continue to climb and simultaneously get harder to hit – an unfortunate fact straight from the horse’s mouth. Continuing with the trend, 2018 is forecasted to be no different, with research revealing 42 percent of today’s buyers are less likely to spend time with sales reps.

How To 263

How To Lead Rank Cold Calling Channels 263

Zoominfo

OCTOBER 18, 2022

I spoke with Mitchell Hanson , ZoomInfo’s senior director of demand generation, to learn more about how startups can maximize the impact of their lead-generation initiatives and make every marketing dollar work harder. Nothing gets people riled up like a good old-school rivalry. The good news? But while the lead-gen-vs.-demand-gen

Lead Gen 130

Lead Gen Lead Rank Sales Qualified Lead Leads 130

Sales and Marketing Management

SEPTEMBER 7, 2020

You may notice that your campaigns move too quickly or slowly, indicating that your marketing team has become distracted. They are often meaningless, inflated numbers that tell you little about your campaign’s ROI. Getting 10,000 opens may sound more exciting than having 100 conversations, but conversations will convert more reliably.

Outbound 177

Outbound Marketing Ideal Customer Profile Campaigns 177

Sales and Marketing Management

JULY 6, 2020

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques.

Scale 298

Scale Top of Funnel Hiring Strategy 298

Zoominfo

OCTOBER 3, 2022

The CEO of cryptocurrency exchange Binance tweeted that of the 7,000-plus LinkedIn profiles claiming to be Binance employees, only about 50 actually work there. The CEO of cryptocurrency exchange Binance tweeted that of the 7,000-plus LinkedIn profiles claiming to be Binance employees, only about 50 actually work there.

Ideal Customer Profile 130

Ideal Customer Profile LinkedIn Social Media Campaigns 130

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. To craft an effective modern sales playbook , data and analytics must reign supreme. What is a Sales Strategy?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Hubspot Sales

JUNE 7, 2023

Every step of your sales process is a struggle in its own right, so by the time you reach the negotiation stage, it can feel like you've run a marathon — but you still have a ways to go. Let's say price has started to come up relatively early in the sales process. Start negotiating too early. Don’t prepare. First, know your goals.

Negotiation 107

Negotiation How To Buyer Face-to-face 107

Emissary

SEPTEMBER 20, 2022

Most technology revenue teams include a sales enablement function, but its mission has been evolving over the last several years. Recently, enablement has flexed to provide better support for sales in the face of the post-pandemic business environment and increasingly demanding technology buyers. Train Early, Often, and in Small Doses.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Shari Levitin

APRIL 21, 2022

After all, they could hear the sincerity of my voice, and I made my offering about them. (Ok, Why Building Trust in Face-to-Face Sales is Easier. The way I figure it, if I can get a customer to put something in their nasal cavity, they already trust me! How to Build Trust in Virtual Sales. Ok, I didn’t start that young!)

Face-to-face 133

Face-to-face How To Decision Maker Conference 133

SalesProInsider

JUNE 29, 2022

Have you met with prospects who had very specific questions about the what , how , and when of working together? If so, you may have heard questions such as: What happens then? Your answers to those important “how to’s” are important to the Reflector buyer Tribal Type during sales conversations. When will that be addressed?

Meeting 114

Meeting Customer Lead Rank Analysis 114

Partners in Excellence

APRIL 21, 2023

But what about Seller FOMU/FOFU? Sellers and Leaders, while they may not be expressing it, work every day in FOFU! We see CEOs in public rants, like the MillerKnoll CEO publicly complaining about concerns about bonuses, “just do your jobs!” I need to go on record with my preferred version being FOFU.).

Face-to-face 95

Face-to-face Ideal Customer Profile Resources Up-Sell 95

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. This question gets to the heart of prospecting challenges. Also, get on the prospect’s social media before sending a direct message.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 117

Data Discount How To Quota 117

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. You can always upgrade later.

Training 62

Training Face-to-face Education Negotiation 62

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. And comparative data about running times.”. Is that any way to win a sale? Well, yes, actually, according to authoritative research on the B2B sales process from the advisory firm Gartner Inc.

Customer 59

Customer Analysis Buying Cycle B2B 59

Nutshell

FEBRUARY 28, 2023

It can help you organize your customer information, speed up your sales process, and close more deals, ultimately helping you earn more revenue and grow your business. Not all CRMs are created equal, and you may face certain CRM issues as you set up and use your relationship management system.

CRM 71

CRM Face-to-face How To Report 71

Hubspot Sales

DECEMBER 11, 2023

Plus, you can be more inclusive, eliminating physical challenges that may affect employees. However, questions about effectiveness remain. Sales is a famously extroverted job. Many virtual training programs include both elements for self-paced learning and coaching that take place when you’re being trained by a sales manager.

Training 95

Training Hubspot Hiring Call-back 95

Partners in Excellence

OCTOBER 18, 2021

Sales people used to be a primary source of information for customers. They learned about new approaches to business, they learned about what other similar organizations were doing, they learned about new products and services they might consider through sales people. Those days are long gone.

Customer 77

Customer Face-to-face Channels Retention 77

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Hubspot Sales

MAY 10, 2023

Getting multiple stakeholders to arrive at a consensus is hard enough on its own, and bringing an additional decision-maker into the fold means adding a potential detractor to the mix. As you’ve probably seen first-hand, there’s normally at least one blocker in every company — and they can do a lot to sabotage your sales efforts.

Decision Maker 115

Decision Maker Scale How To Hiring 115

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. By stressing long-term relationships over short-term sales, sellers should form partnerships and work with buyers to achieve the best outcomes. In addition, be alert to casually dropped names.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. In fact, I have a free webinar you can watch if you’re finding it harder to close large enterprise deals. Today, I want to share six actions sales leaders can take to manage complex sales – even while working remotely.

Hiring 140

Hiring Quota Call-back Webinar Metrics 140

Mindtickle

OCTOBER 25, 2023

You’ve probably heard of the Challenger Sales methodology. With such an evocative name, you may wonder if it could be a fit for your business. Before you decide that, though, you need to ask yourself a few questions — such as “What is challenger sales?” What is the Challenger Sales model?

Sales Methodology 59

Sales Methodology Scale Sales Cycle Construction 59

SalesLoft

MARCH 31, 2022

The sales industry is advancing more quickly than ever before. . These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included. These changes are positive, but now sales leaders have new challenges that are keeping them up at night – myself included.

Ideal Customer Profile 105

Ideal Customer Profile Hiring Lead Rank Scale 105

Vengreso

DECEMBER 8, 2022

There’s a seismic, yet quiet, shift that’s taking place within the sales industry. Not only are modern buyers becoming more sophisticated and harder to sell to, but the modern seller is also evolving. Her innovative inside sales training tactics and proven approach gets her clients results every time.

Customer Service 85

Customer Service Motivation Top of Funnel Customer 85