Sales 2.0

MAY 1, 2023

This is the fifth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Scott is the Founder of Sales Success Media and hosts the Sales Success Stories and Daily Sales Tips podcasts.

Scale 221

Scale Top of Funnel Territories Sales 221

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? However, there are a handful of solution categories that any sales ops team needs to focus on for success.

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

InsideSales.com

MARCH 27, 2019

Learn how you can use technology to scale your sales team from Christopher Fago, Cloud Security Sales Manager of Palo Alto Networks. The post How To Use Technology To Scale Your Sales Team w/Christopher Fago @Palo Alto Networks appeared first on The Sales Insider.

Scale 61

Scale Networking How To Sales Technology 61

Zoominfo

MAY 22, 2024

Like countless companies, Apricorn uses email as a cornerstone of its sales playbook. We’re in sales. That changed dramatically when McGriff’s team began using ZoomInfo Copilot. They actually get more out of the sales process, at scale and faster than ever. Sell Smarter. Win Faster.

Scale 130

Scale Ideal Customer Profile Intent Signal ACT 130

Sales and Marketing Management

JANUARY 18, 2021

With the pandemic pushing change in consumer behavior, marketing and sales teams specifically have seen a huge shift in how they must reach current and potential customers. So, how will we see video continue to evolve in 2021, and how can marketing and sales teams best use it to their advantage?

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Video Scale Marketing Face-to-face 317

Sales Hacker

SEPTEMBER 5, 2019

So you’ve perfected your sales onboarding and training, but what are you doing to keep your reps at the top of their game every day after that? A growing team makes it even more difficult to give your reps the coaching they deserve.

Scale 49

Scale Coaching How To Training 49

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales Hacker

AUGUST 23, 2024

Join us for a training on a framework for high-performing sales managers and leaders. Kevin “KD” Dorsey has built multiple $100MM+ ARR orgs, trained 1500+ sales reps, and more. In this session, he’s breakdown down a training into a sales leadership training framework.

Sales Leadership 89

Sales Leadership Scale System Study 89

Sales Evangelist

MAY 17, 2017

Getting a sales team from the ground to the top takes a little bit of work. Today’s guest is sales architect, Nigel Green, and he shares his insights into what you can do to scale your sales team to the next level. Getting a sales team from the ground to the top takes a little bit of work.

Scale 40

Scale How To Sales 40

Zoominfo

AUGUST 6, 2024

Copilot automatically pulls in all useful information about a prospect from ZoomInfo’s robust data asset and your connected CRM to generate personalized and relevant email in just seconds,” says Dominik Facher, chief product officer at ZoomInfo. Sell Smarter. Win Faster.

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Scale Buyer Intent Intent Data Intent 130

Highspot

JUNE 11, 2024

B2B sales reps forget 87% of what they learn within 30 days of training. No matter how solid your sales training program is, it won’t make a lasting impact without coaching. The problem is, many organizations still don’t know what good sales coaching looks like.

Coaching 105

Coaching Scale Sales Coaching Buyer 105

Smooth Sale

AUGUST 19, 2024

Photo by RENE RAUSCHENBERGER via Pixabay Attract the Right Job Or Clientele: How to Scale Your Delivery Business the Right Way Scaling a delivery business is a complex endeavor that requires careful planning, strategic thinking, and efficient execution. Build a Reliable Fleet Your fleet is the backbone of your delivery business.

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Scale Hiring How To Lead Rank 96

Sales Hacker

SEPTEMBER 18, 2024

This is a special edition of The GTM Newsletter by GTMnow – read by over 52,000 revenue professionals weekly to stay up-to-date on go-to-market and scale their companies and careers. Help your team close more deals. The State of Sales Jobs From week to week, it can feel like sales roles are up, and the next down.

Hiring 82

Hiring Scale Sage Trends 82

Sales Hacker

SEPTEMBER 13, 2024

Hello and welcome to The GTM Newsletter – read by over 52,000 revenue professionals weekly to stay up-to-date and scale their companies and careers. If your sales team has 20 plus reps, we’re confident Apollo could be a game changer for you. Topping the list of most-loved sales platforms, Apollo has a 4.8

Hiring 84

Hiring Scale Lead Rank Lead Scoring 84

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence.

Follow-up 112

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 112

Zoominfo

AUGUST 7, 2024

Go-to-market teams need seamlessly integrated tools that can deliver smoother workflows, break down data silos, and make the most of their tech stack. You can view both recent account activity in the Account Activity Feed, including key details from your recorded calls.

Account 130

Account Scale Analysis Sales Cycle 130

BuzzBoard

DECEMBER 13, 2023

We have already discussed in our last post how managing a large sales team creates hurdles at tracking performance, analyzing sales data, providing personalized coaching, etc. And the first step is clear—team managers and leaders must understand and admit that obsolete management practices are resisting innovations outright.

Scale 105

Scale Remedy Maximizer Analytics 105

Zoominfo

JUNE 21, 2024

In a ruthlessly competitive market, deep account knowledge can tip the scales between a stalled deal and a successful sale. Enter ZoomInfo Copilot , an AI-fueled sales tool that effortlessly summarizes the essential information for any account, giving sellers the ability to engage confidently and win more deals.

Account 130

Account Scale Call-back Competition 130

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Alice Heiman

SEPTEMBER 10, 2024

In a recent episode of Sales Talk for CEOs , Vineet shared how these principles helped him grow Egnyte into a leading cloud-based content collaboration and governance platform, serving over 23,000 customers. Selling with Integrity Jain’s approach to sales is simple: don’t oversell, and don’t treat customers like a quick win.

Lead Rank 62

Lead Rank Scale Lead Scoring Inside Sales 62

Vengreso

JULY 25, 2024

Incorporating external sales experts through outsourced sales can lead to cost savings, access to premier talent, and rapid scaling capabilities for your business. By leveraging the expertise of seasoned sales professionals, companies can benefit from specialized skills that might not be available in-house.

Outsourcing Services 68

Outsourcing Services Sales Outsourcing Webinar Metrics Scale 68

Alice Heiman

JULY 9, 2024

Complex Sales Require Technical Expertise Marko emphasizes the need for deep technical understanding when selling intricate compliance solutions. Marko states, “In our industry, sales cycles are very long and involve numerous technical evaluations and integrations. He recalls, “We went from 32 people down to six.

Engineering 130

Engineering Hiring Scale Government 130

Alice Heiman

JULY 2, 2024

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. In this episode, Alice Heiman talks with Sujan Patel, co-founder of Mailshake, about his journey from solving his own sales problems to building a successful bootstrapped company. His solution?

Scale 71

Scale Hiring Pivotal Face-to-face 71

Hubspot Sales

SEPTEMBER 19, 2024

When I joined a SaaS startup as the Head of Sales, we were an emerging upstart in a crowded space. Table of Contents What Is a Sales Enablement Framework? Align Siloed Departments HubSpot’s 2024 Sales Trends Report points out that just 30% of sales professionals believe sales and marketing are strongly aligned in their organization.

Sales Enablement 72

Sales Enablement Top of Funnel Ideal Customer Profile How To 72

Sales Hacker

JULY 8, 2024

David Greenberger leads CHEQ’s North America sales team. CHEQ is a cybersecurity platform primarily focused on protecting the Go-to-Market organization (preventing fake leads to sales team, skewed analytics from bots/malicious users etc). Prior to that he’s built teams at Foursquare, Yext, Angi and Splash.

Scale 104

Scale Hiring Enterprise Enterprise 104

Lessonly

JUNE 24, 2021

This is one of those sales training topics that’s for all of you out there who’ve suffered through one too many semi-helpful workshops, role play exercises, instructor-led training sessions, or online learning modules. Scaling is both a joy and a struggle. Free sales training programs just don’t cut it anymore.

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Scale Software Software Training 26

Hubspot Sales

SEPTEMBER 6, 2024

Even when talks progress all the way to a signed contract, they will never be as engaged as they were in that initial moment when a problem arose and curiosity about your solution struck. By using HubSpot’s AI chatbot builder, we enabled our prospects to get answers to their questions 24/7/365, regardless of sales rep availability.

Closing 101

Closing Ideal Customer Profile Top of Funnel Lead Rank 101

Alice Heiman

JUNE 11, 2024

Episode Summary Ever felt the frustration of navigating customer service bots that just don’t get your problem? He shares his journey from working to build Angie’s list to cofounding Regal.io, getting customer feedback in the early days and growing sales to $3M ARR in the first year. Alex Levin of Regal.io and its mission.

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Scale Hiring Revelation Lead Rank 77

Hubspot Sales

JUNE 22, 2023

You see, it's not really a matter of if you should scale your business — it's more a question of when. Instead, what we need to focus on is not only how fast to scale but when to scale. Welcome to the Science of Scaling , a new podcast from the HubSpot Podcast Network, all about how to scale your revenue and sales.

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Scale Hiring Hubspot Engineering 125

Sales Hacker

JULY 30, 2024

Sam Blond is the former Chief Revenue Officer at Brex, where he scaled revenue from $1M to hundreds of millions in ARR. Prior to Brex, Sam served as VP of Sales at Zenefits, growing revenue from $1M to $70M in just two years. Discussed in this Episode: Why investing early in sales ops and rev ops is critical for scaling revenue.

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Scale Hiring Campaigns Advertising 84

Force Management

APRIL 4, 2024

John McMahon and John Kaplan were joined by guests experienced in building and scaling elite sales teams, who shared insights on hiring great sales teams, leading them to success, and helping them execute next-level go-to-market strategy.

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Scale Revenue Hiring Strategy 127