Zoominfo

JULY 6, 2020

You’d be hard-pressed to find someone who didn’t have …. With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. We found ways to make WFH less of a dread and more of an opportunity. We wanted to make your day-to-day less hectic and more strategic. How To Build A Better B2B Sales Tech Stack.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Smooth Sale

APRIL 1, 2024

Pexels – CC0 License Attract the Right Job or Clientele: How to Handle Hard-To-Access Rural Property Owning property may seem like the ultimate asset but having that in your portfolio (however modest) is usually good. Our collaborative blog provides insights on how to handle hard-to-access rural property.

How To 93

How To Hiring Licensing Networking 93

Sales and Marketing Management

DECEMBER 1, 2020

Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce.

Training 326

Training Hiring How To Coaching 326

The Pipeline

JANUARY 7, 2020

At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? Reminds one of the old joke about a salesman introducing technology to a VP of sales. You’re A Prospect – I’ll Sell You.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Smooth Sale

APRIL 6, 2024

Your business stands to endure the test of time by getting help from professionals and delivering the value clients seek. It can be an excellent way to practice your selling techniques and showcase your abilities, as those who know us well can often be the toughest to sell to.

Real Estate 93

Real Estate Social Media How To Media 93

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. Let’s take a closer look.

Data 251

Data B2B Churn Buyer Persona 251

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

No More Cold Calling

OCTOBER 12, 2017

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No Yes, it’s a tough job, and the hard work doesn’t stop there. Teams need their own strategy with activities for each stage of the sales process. But sales is not a science. Click To Tweet.

Account 278

Account Cold Calling Segment Buyer 278

Janek Performance Group

JANUARY 16, 2024

With any job, a primary consideration is compensation. One common perk of a career in sales is the ability to earn more based on your own hard work and selling success. However, the types of sales compensation plans can be more complex than for other professions. We all want to be paid fairly.

Compensation 118

Compensation Salary Commission Margin 118

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. You couldn’t have a better product to sell.

Hiring 130

Hiring Face-to-face Lead Rank Lead Scoring 130

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. This is the time-tested practice of sales coaching.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Hubspot Sales

JANUARY 29, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. As a salesperson, you've probably gotten your fair share of career advice — and it goes without saying that some of those tidbits have definitely been more valuable than others. And you're in sales?

Remedy 77

Remedy Software Software Up-Sell 77

Smooth Sale

FEBRUARY 14, 2024

Instead, figure out in what areas you can improve and be willing to put in the hard work it will require to do better. Doing so will help keep you focused on the right matters and ensure you can overcome any challenges you will inevitably face. Doing so will help create a more personalized buying experience for your loyal customers.

Company 113

Company Hiring How To Face-to-face 113

Janek Performance Group

NOVEMBER 20, 2023

In the hustle and bustle of sales, it is easy to get caught up in targets, quotas, and deadlines. We often find ourselves chasing the next opportunity, deal, and sales milestone. Gratitude, often overlooked in traditional sales training, holds significant potential for enhancing our success.

Face-to-face 77

Face-to-face Chemicals Journal Quota 77

Zoominfo

NOVEMBER 18, 2020

Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. Time management is a pain point for any sales professional. We go together like lamb and tuna fish. (Or

Hiring 246

Hiring Scale Account Intent 246

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. Selling in today’s economy is tough enough.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It is our hope that our content helped spark your creativity, allowed you to discover something new, or made your life as a sales professional easier in some way. 12 Ways to Handle Sales Pressure.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry. I need a commitment!

Webinar Metrics 147

Webinar Metrics Industry Training Coaching 147

Hubspot Sales

AUGUST 8, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Sales is, in large part, the art of establishing trust in a tight window. What is authority in sales? Sales is a consultative practice. Authority is central to staying in control of the sales process.

Hubspot 87

Hubspot Prospecting Education Call-back 87

Hubspot Sales

MARCH 27, 2023

When we think about online selling, we usually think about selling products like clothing or electronics. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually. How to Sell Services Online 1. Below, we outline each step and provide examples.

How To 117

How To Social Media Intent Hubspot 117

Alice Heiman

SEPTEMBER 13, 2021

FACT or FICTION: Virtual Sales are HARD. . A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” But really, your salespeople are reporting that they are experiencing significant virtual sales challenges? How can this be?

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. Many sales professionals have come to appreciate the ability to connect with customers and partners remotely — whether that be online or over the phone. Create a community that’s "digitally on-call.".

Energy 122

Energy Social Media Face-to-face Call-back 122

Lead411

MARCH 14, 2024

Best Days and Times for B2B Sales Calls Timely outreach is crucial in the world of B2B sales. You may greatly improve your sales success by knowing the best days and times to make those important connections, since every call is an opportunity to engage new clients.

B2B 52

B2B Decision Maker Trends Motivation 52

Hubspot Sales

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. It's not that new or hard to access. If you're in sales, this result shouldn't be a big surprise. What's this magic tool?

Data 90

Data Tools Closing Hubspot 90

Vengreso

JUNE 12, 2023

There are many misconceptions about modern selling. Some sales leaders immediately disregard the principles, claiming it is just another buzzword. Others are caught in the constant grind of achieving quota and cannot fathom trying to implement a new sales plan. What Is the Modern Sales Approach?

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Sales Hacker

MARCH 8, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. What you’ll get at ELG Con: Case studies from companies like Data, Cloudera, and more. Access to more data. Sales tactics like cold calls often have a low conversion rate.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Vengreso

JULY 20, 2023

Being a sales superstar requires more than just knowing the key benefits and features of the product or services that you’re selling. Research has found that a successful salesperson has to do at least 8 outreach attempts before a prospect will book a sales call.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Partners in Excellence

MARCH 22, 2024

More seriously, Spence is one of a small number of people I include in my “kitchen table board of directors.” He and I share ideas about the state of selling and how we can drive improvement. He talks about how he wanders between different roles and experiences, sometimes avoiding selling, but always finding his way back to selling.

Call-back 77

Call-back Construction Up-Sell Research 77

Janek Performance Group

JANUARY 12, 2022

Of course, this is not only offensive; it’s also patently false for professional sellers! However, one lesson of the pandemic is that hard-sell techniques will not work. This starts with understanding buyers need more than products, and value supersedes price. If the solution fixes a problem, you have made a sale.

Sage 117

Sage Distribution Buyer B2C 117

Sales Gravy

JULY 27, 2022

I sat down with my good friend Daniel Disney, author of The Real Secret to Becoming a LinkedIn Selling Machine. He is a guru for using LinkedIn's marketing power, and as mentioned in Fanatical Prospecting, I believe that it is one of the greatest sales tools ever created - along with the car, Google, the internet, email, and the telephone.

LinkedIn 103

LinkedIn Marketing Channels Social Media 103

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

Hubspot Sales

JULY 27, 2023

It’s hard to argue with the fact that artificial intelligence has become an important element of our reality, affecting both our private and professional lives. In fact, it’s practically impossible to find a department that wasn’t affected by AI, with sales being no exception. Drafting up sales reports.

Data 83

Data Ideal Customer Profile Survey Report 83

Janek Performance Group

JANUARY 11, 2022

These often list things they can do to better themselves, such as joining a gym, reading more books, eating vegetables. While these are all great for self-improvement, they are typically not geared toward elevating professional performance. For many salespeople, along with personal resolutions, it’s helpful to set new sales goals.

Sales Goal 118

Sales Goal Lead Rank Lead Scoring Motivation 118

Hubspot Sales

SEPTEMBER 27, 2023

And the more I‘ve talked with the program, the more I’ve realized how polite and rational it seems to be — so I figured I'd try to see whether it would be willing to engage in a little good-spirited, healthy debate with me. I prompted ChatGPT to " Have a debate with me about whether AI can replace sales professionals.

Scale 104

Scale Face-to-face Analytics Analysis 104

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Lead Rank 102

Lead Rank Lead Scoring Ideal Customer Profile Customer 102

PandaDoc

AUGUST 9, 2023

LinkedIn has become the world’s standard professional network. There are more than 200 million LinkedIn users in the US alone. Most mistakes people make on their LinkedIn profiles stem from them treating the platform too much like other (non-professional) social networks. LinkedIn is like the Facebook of the professional world.

Ideal Customer Profile 83

Ideal Customer Profile LinkedIn Top of Funnel Networking 83

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71