Sales Hacker

MARCH 8, 2020

Inside Sales Managers are getting too hung up looking for the perfect sales cadence formula — the perfect combination and spacing of phone/voicemail + phone/no voicemail + email + social touch that will generate results. Unfortunately they’re searching in vain because the simple fact is, IT DOES NOT EXIST. DAY 2: EMAIL #2.

Outbound 124

Outbound Ideal Customer Profile Sales Qualified Lead InsideSales 124

SalesLoft

JANUARY 22, 2020

They made it so easy for consumers to get what they want (and what they didn’t even know they wanted). And with that, Amazon made salespeople’s lives much harder. Free 2-day shipping and same-day shipping in major cities. Is a B2B sale more complicated than an Amazon transaction? Sales cycles are a grind.

Sales Process 122

Sales Process Buyer Buying Cycle Hubspot 122

Sales Hacker Training

AUGUST 25, 2021

Our sales team was hitting a wall. We knew our sales development team was full of extremely driven reps with winning personalities. And volume was not the problem; we were reaching out to prospects left and right. Our system had over 5,000 different messages going out to prospects. We decided on a four-step game plan: 1.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Don’t worry: today’s blog post isn’t another rehashing of the same tired argument sales reps hear on a near-daily basis. Here’s how we did it.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Spiff Blog

DECEMBER 7, 2023

Whether you’re a sales compensation manager struggling to get commission statements in order, or a sales rep trying desperately to hit your quota, the last month of the year often ends up being the most stressful. So, we figured it’s a good time to lighten the mood with some of our favorite sales commission memes.

Commission 80

Commission Banking Cold Calling Scale 80

Hubspot Sales

OCTOBER 3, 2022

To determine what your BATNA is, there are five steps you'll need to follow. These include: Step 1: Determine your best result and goal. Step 2: List alternatives if you can’t achieve that goal. Step 3: Evaluate your alternatives in value (financial and overall value). Step 1: Determine your best result and goal.

Negotiation 87

Negotiation Discount Customer Hiring 87

The Pipeline

MAY 11, 2012

There a host of things you can focus on to master to improve your sales execution and results, but none more than the need to master time. I have never heard a sales person, no matter how good, tell me they have run out skills, but at one point they have all run out of time. Simple, but you need to do it, and bank the time you save.

Banking 300

Banking Proposal Research Quota 300

Sales Hacker

JUNE 13, 2023

I hear this a lot from business leaders — and it’s always kind of sheepish: “Chris, how do we actually make a sales process?” Sales processes don’t just happen. And, sometimes last of all, they hire sales. sales reps who might be new to the business. And it results in a lot of backward sales processes. Here’s how.

Sales Process 87

Sales Process Hiring Ideal Customer Profile Call-back 87

Salesmate

DECEMBER 22, 2020

Managing your sales pipeline plays a vital role in the growth of your business. Getting prospects into the pipeline” is a widespread phrase you’d hear when you move through any sales circle. But what does it mean to ‘get’ prospects into a pipeline? Setting goals is what a sales pipeline helps you with.

Pipeline 116

Pipeline Sales Qualified Lead Lead Rank Marketing Qualified Lead 116

Growbots

AUGUST 4, 2021

Pitch decks are a tool to help make your sales calls more effective. If you’ve been having a hard time closing deals on recent sales calls, you may need to rework your pitch deck for more visual impact. Here’s our step-by-step process for making a successful sales deck — plus tools and examples to make it easy!

Examples 98

Examples How To Call-back Decision Maker 98

Mindtickle

JANUARY 29, 2024

It’s like a digital sales floor, where you still have that interaction you’d have in an office, but you have the data and the film to go back and watch. But having an easy-to-use platform like Mindtickle means you have one spot to review calls, forecasts, find content, train, get better, interact, etc. It’s so simple.

Closing 52

Closing Top of Funnel Forecasting Film 52

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. Let’s explore this conundrum with nine tips from our top sales closers. The Rule of Three.

Closing 191

Closing B2B Scale Decision Maker 191

Accent Technologies

JULY 18, 2023

Large Language Model AI technology like Custom ChatGPT represents the beginning of the Sales AI age. Drawing an analogy from Einstein's famous equation, E=mc 2 , we propose a new business equation: Value = Information 2. Our enhanced equation thus becomes: V = (I F C) 2. By asking questions, you get insightful answers.

Lead Rank 52

Lead Rank Customer Energy Forecasting 52

Zoominfo

JANUARY 22, 2019

While bad reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. 8 Steps to Handle Negative Business Reviews. Take a step back and analyze each negative review before you react.

Social Media 213

Social Media B2B Scale Follow-up 213

Zoominfo

AUGUST 5, 2020

But what is the key to c-suite sales? Basically, the C-suite is made up of the people who keep the company’s strategies and operations aligned with their mission and established policies. No pressure, though (as long as you abide by the following steps). Every step of the buying process should be easy.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

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

No More Cold Calling

JUNE 23, 2019

You won’t read that referrals are easy or that all you have to do is ask. Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. One reason is their sales teams don’t know how to ask for referrals.

Referrals 228

Referrals Scale How To Lead Rank 228

Apptivo

DECEMBER 7, 2022

Here are some key details that will make lead nurturing as easy as pie. Everyone entering the sales funnel does not end up becoming a customer, and in order to convert as many as possible, concerted efforts are needed by the marketing team. Qualify the Leads and keep updating the status as they become more and more prospective.

Lead Nurturing 96

Lead Nurturing Lead Rank Marketing Qualified Lead Lead Scoring 96

Zoominfo

MAY 8, 2018

A data-driven brand strategy is exactly what it sounds like—a strategy which requires the use of data to inform any and all decisions made about branding. Although it’s a simple concept to understand, data-driven branding isn’t always easy to put into practice. What is dirty data and how does it impact your brand strategy?

Data 183

Data Buyer Persona B2B Buyer 183

Marc Wayshak

JULY 1, 2021

Want to learn some easy phone sales tips that can actually increase your close rates? Since fewer salespeople are actually picking up the phone and calling prospects, you have an incredible opportunity to stand out with the right phone sales techniques. Don’t listen to what some gurus are saying: Phone sales isn’t dead.

Gatekeeper 115

Gatekeeper Call-back Campaigns Up-Sell 115

LeadFuze

MAY 25, 2021

Of course, you can’t tell people you work in sales and marketing. After all, when you have a qualified prospect on the phone with you—hot damn, you just want to CLOSE! Definition: Using questions (in an ethical way) to guide a sales discussion toward a positive outcome for both parties. Allow me to explain….

Top of Funnel 98

Top of Funnel Funnel Survey Sales Qualified Lead 98

Salesmate

JUNE 24, 2021

It’s easy to whip up a write-up and send it off without giving it a second thought, and the fact that we send and receive so many emails every day makes us think that not all individual emails hold much importance. But I would be wrong if I think that each of them made an impact on the reader as I wanted. Sales emails are no different.

Ideal Customer Profile 89

Ideal Customer Profile Top of Funnel Case Study Webinar Metrics 89

Sales Hacker

MARCH 28, 2023

Building an outbound sales strategy can be challenging. Keep reading for an in-depth guide on creating your ideal customer profile, including an ideal customer profile template, how to identify your ideal customer, and a simple three-step process for creating an ideal customer profile. The best place to start?

Ideal Customer Profile 107

Ideal Customer Profile Buyer Persona Customer Demographics 107

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. Prospects are busy, and your call is undoubtedly interrupting their work. It’s incredibly easy.

Buyer 103

Buyer Decision Maker Vendor How To 103

Apptivo

DECEMBER 25, 2022

How to nurture sales lead to conversion? Regardless of how long it takes, one must take steps to stay in touch with a lead to turn them into nurtured leads. Warm leads have so already made their way inside, but cold leads are lagging because they are not aware of the brand’s existence. Nurture leads. What are warm leads?

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Conversion 98

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. Get started with this three-step process.

Revenue 118

Revenue Proposal SalesForce Lead Rank 118

The Pipeline

APRIL 3, 2017

On Friday, I dropped a tongue in cheek, some might say sarcastic (or cynical) thought/comment on LinkedIn , observing how the last day of the quarter, month, and the week, made for B2B sales version of “ Triple Witching Hour ”. Time To Reduce. From there you can drill down to understand that for all the stages of your cycle.

Top of Funnel 181

Top of Funnel Sales Qualified Lead Pipeline Quota 181

Hubspot Sales

APRIL 17, 2018

(Appreciation and Time) [Prospect name], thanks for agreeing to meet today. Agenda) … to give you some recommendations on [improving X] at [prospect’s company]? A great sales call depends on what we at Sandler Training call an up-front contract. To use the technique successfully, follow these three simple steps.

Conversion 134

Conversion Inbound Follow-up Buyer 134

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). Less than 1% of cold calls result in a sale. of the time.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

Zoominfo

JANUARY 19, 2020

While bad online business reviews are inevitable, they can still incite panic within your organization—and it’s easy to understand why. In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. Take a step back and analyze each negative review before you react. Today we teach you how!

Social Media 130

Social Media Google Scale B2B 130

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Nutshell

JANUARY 17, 2023

Sales and marketing teams and other business units benefit from the key functionality of CRM systems. Today, businesses of all sizes can access easy-to-use, affordable CRM software options. When your business first started, tracking customers by email, address books and spreadsheets made sense. What can a CRM do?

CRM 62

CRM Software Software Report 62

Zoominfo

FEBRUARY 8, 2022

Account-based marketing is used by most B2B companies, and it’s easy to see why: it promises to bring marketing and sales closer together, target accounts as one revenue team, and drive bottom-line results. While both are powerful on their own, a combination of the two increases the likelihood of reaching the best possible prospects.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

Gong.io

JULY 7, 2022

Sales reps don’t need the latest sales automation tool , CRM, or email template to close deals. Modern tips, tricks, and software certainly have their place, but they help you maximize an effective sales methodology — they don’t replace it. Sales reps focus on qualification, not closing — and everyone is better off for it. .

Decision Maker 118

Decision Maker System Sales Methodology ACT 118

Zoominfo

NOVEMBER 13, 2019

Buyers want to feel good about who they’re buying from, and they want to walk away feeling good about the deal they’ve just made. Today we’re exploring this conundrum with nine tips from our top sales closers. Today we’re exploring this conundrum with nine tips from our top sales closers. Free Trial 2. Let’s get into it!

Closing 130

Closing B2B Decision Maker Scale 130

Alice Heiman

MAY 24, 2022

Every conversation your salespeople have with a prospect is because the leaders in that company have a need. Entry Point 2: Outbound. A concerted effort between sales and marketing by building a targeted list and systematically approaching the suspected decision-makers, which ended up in a conversation. . Find out here!

Decision Maker 62

Decision Maker Social Media Hiring Google 62

Sales Hacker

AUGUST 18, 2021

The 2×2 driving our customer success. The 2×2 driving our customer success. At the heart of our customer success process is a simple two-by-two grid. By combining whitespace and churn scores, we can categorize all customers on a 2×2. Our account management team steps in to see how we can help.

Churn 110

Churn Retention Education Webinar Metrics 110