Pipeline

APRIL 1, 2024

Are you a financial advisor looking to get more leads into your pipeline? Add cold calling to your sales outreach strategy. You can get up to 82% of buyers to accept a meeting by starting a series of communication with sales cold calls. But calling might not be the issue–it’s what you say to the prospect next.

Cold Calling 52

Cold Calling Lead Generation Leads Marketing Qualified Lead 52

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however.

Social Media 62

Social Media Media ACT Follow-up 62

Nutshell

MARCH 25, 2024

Regardless of your business type or industry, a well-thought-out and structured client onboarding process is the secret to long-term customer retention. It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. Why is customer onboarding essential?

Positioning 127

Positioning Customer Churn Face-to-face 127

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales.

Case Study 244

Case Study Referrals B2B Social Media 244

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. Why look for a solution now? How did you hear about us?

B2B 252

B2B Closing Scale Guarantee 252

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. While you’re at it, assess your other sales team members.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Why are SaaS companies embracing it? A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. The B2B playbook is changing. What is it?

Media 71

Media Company Distribution How To 71

Lead411

MARCH 27, 2024

The Lost Art of Empathy in B2B sales In B2B sales, where measurements, targets, and bottom lines frequently take precedence, empathy has unfortunately become a lost skill for many people. The persistent pursuit of results can sometimes overwhelm the human aspect of sales encounters.

B2B 52

B2B Quota Motivation Churn 52

Sales and Marketing Management

DECEMBER 12, 2018

Trends come and go, strategies arise and disappear, and businesses launch and fade away quicker than ever before. Finding new prospects to buy your products is surely a key factor of the entire sales process. Remember: people mostly buy results that your product/service can offer! Pay attention and apply!

Marketing 196

Marketing Social Media Scale Case Study 196

Hubspot Sales

MAY 26, 2023

Your phone rings and you decide to pick this one up instead of letting it go to voicemail. You are greeted with a pitch from a pushy sales rep. Even if you do, the pushiness is a turnoff and you might buy the product elsewhere or through a different sales rep. That’s why mastering an outbound call is so important.

Outbound 95

Outbound Inbound Cold Calling Buyer Persona 95

Hubspot Sales

SEPTEMBER 6, 2022

Change is unavoidable in sales. HubSpot surveyed 1,000+ sales professionals to get a better picture of the sales landscape in 2022. These powerful insights can inform every aspect of your sales process — from pitching to customer retention. More interaction with prospects throughout the sales process.

Hubspot 76

Hubspot Trends CRM Retention 76

Anthony Iannarino

JANUARY 24, 2020

One of the more challenging commitments you must gain in sales is the commitment for time. To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a framework and a strategy that produces results.

Prospecting 113

Prospecting Campaigns Harvest Lead Rank 113

Julie Hanson

APRIL 2, 2024

Social selling with video, especially on platforms like LinkedIn, can revolutionize your B2B sales strategy. However, despite the increasing number of videos posted by sellers, many find their videos either going unwatched or failing to produce results. Treat your video like an audition. Why an audition?

LinkedIn 48

LinkedIn Video Social Media How To 48

Zoominfo

JANUARY 12, 2022

In a recent webinar hosted by the Global Inside Sales Association , several women from the ZoomInfo sales team shared why sales was the right career move for them and discussed ways to be successful as a female in a male-dominated industry. Be Comfortable with Change — and Failure Sales isn’t for the faint of heart. “The

Lead Rank 100

Lead Rank Lead Scoring Hiring Leads 100

No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

Vengreso

JUNE 9, 2022

If your team is having trouble prospecting and building the sales pipeline , because they are failing at starting sales conversations, then this article is for you. What is a Sales Conversation? But how much thought do you actually put into how your sellers start a conversation with a prospective client?

Conversion 105

Conversion Outsourcing Services How To Ideal Customer Profile 105

No More Cold Calling

JUNE 9, 2019

Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around. Successful sales professionals understand that technology is a must-have business tool. But very few understand how to incorporate technology into their prospecting strategy. Don’t believe me?

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

MAY 12, 2020

They’re attending networking events, following your company on social media, and applying for your open positions. However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce—by building a pipeline of passive candidates.

Hiring 278

Hiring How To Networking Salary 278

SBI

JANUARY 6, 2022

5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel.

Sales Enablement 150

Sales Enablement Engineering Scale Tools 150

Hubspot Sales

AUGUST 21, 2023

You've started a new business, and your customer base is starting to expand. There's a whole world of untapped potential around you — prospects you know would benefit from your product or service. And the issues you're running into are less about your solution's soundness and more about how you can reach your potential base.

Proposal 98

Proposal Examples How To Social Media 98

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

Prospecting 62

Prospecting Hiring Face-to-face Pipeline 62

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Before you close this tab to panic-update your resume, wait till you hear which fifth: writing cold emails, entering call notes in your CRM, and scheduling calls. How much time?

Lead Rank 102

Lead Rank Lead Scoring Top of Funnel How To 102

Lead411

SEPTEMBER 28, 2023

9 Growth Hack Tips to Stay Out of the Spam Box in 2023 Sending cold outbound emails can be a tricky endeavor, with the dreaded spam box often standing in the way of your message’s success. Instead, invest time in building your own list of target contacts who are genuinely interested in your offering.

Outbound 98

Outbound Lead Rank Lead Scoring Buyer Intent 98

Salesmate

FEBRUARY 4, 2020

Business owners always employ sales playbooks, frameworks, and various strategies. Sales methodologies have played a significant role in helping businesses realize the revenue goals. Sales have gone through many changes in the past decade. The methodology intends to guide sales professionals while selling.

Sales Process 135

Sales Process Sales Methodology Decision Maker Scale 135

The Pipeline

JANUARY 14, 2020

People who work with me know I believe in leaving your product in the car, makes for a better conversation. Assuming your target buyer was one of these commuters, what are they thinking about while in routine traffic? Versus the common practice of starting with the product, then shoehorning in the prospect. Put a lot of “leads?”

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales Hacker

MAY 15, 2023

It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. Perhaps not surprisingly, about 40% of new companies go out of business because they run out of cash or fail to raise capital, reports CB Insights. How do you know you’re ready to hire a sales team?

Hiring 85

Hiring Outsourcing Services Pivotal Ideal Customer Profile 85

LinkedFusion

OCTOBER 11, 2023

Every company’s growth strategy must include lead generation, which has developed considerably in the digital age. It is the critical first step in the sales funnel and a pivotal factor in business success. Lead generation is an important component of every effective marketing and sales plan.

Lead Generation 52

Lead Generation Small Business Small Business Ideal Customer Profile 52

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Janek Performance Group

DECEMBER 7, 2022

For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. Sales reps need fresh strategies to neutralize the status quo. This article provides the antidote to one of the most common ailments in sales. ” Prospects know their situation could be better.

Decision Maker 62

Decision Maker Face-to-face Buyer Scale 62

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? Why are they the only ones interested in building referral skills? Because they got where they are by investing in their professional development. So, the default communication for account based sales reps is either social media or cold emails.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

Zoominfo

JUNE 17, 2019

You don’t have to be in the B2B sales world to be familiar with the term “cold calling.” Though just about everyone knows of cold calling as a concept, it has been given several different definitions and interpretations as a sales practice. To start, cold calling is defined as an unsolicited call to a prospect. Keep reading!

Cold Calling 189

Cold Calling Direct Mail Social Media Face-to-face 189

Alice Heiman

DECEMBER 21, 2022

In today’s competitive business landscape, having an effective sales strategy is more important than ever. Many companies manage their sales teams separately from other departments such as marketing, operations, and customer enablement. The goal of sales is getting to revenue.

Lead Rank 131

Lead Rank Marketing Qualified Lead Sales Qualified Lead Churn 131

SBI Growth

JULY 28, 2013

Trust is the name of the game in sales. You are the SVP of Sales at your company. After much frustration you’ve decided your current guy is costing you money. You’ve trained your assistant to prevent them from getting through. You’re going to call one of your friends. What do you do? Go to a website?

Social Selling 328

Social Selling Decision Maker Social Media Cold Calling 328

Nutshell

MARCH 18, 2024

Customer relationship management (CRM) systems have become vital in managing customer data, creating effective sales processes, and boosting sales team efficiency. So, how do sales managers and their teams overcome this challenge? Why is a high CRM adoption rate beneficial? Why is a high CRM adoption rate beneficial?

CRM 71

CRM Face-to-face Software Software 71

Score More Sales

MAY 9, 2014

There are dozens and dozens of resources showing ways to use LinkedIn to help sales grow. Just like anything, though – having resources does not mean you are actually taking action each week to help you improve your online presence. Here is a page I created to help sales professionals with a variety or resources.

LinkedIn 222

LinkedIn Ideal Customer Profile Webinar Metrics Decision Maker 222

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

Salesmate

APRIL 9, 2021

Thanks to the marketing team, your sales pipeline is filled with enough deals to fulfill your quota. However, despite having a pipeline filled with deals, are you able to meet your sales quota? Sadly, most of the deals do not convert into sales. Well, why does this happen? Why do deals get stuck?

Pipeline 98

Pipeline Segment Follow-up Quota 98