The Pipeline

SEPTEMBER 28, 2021

Most people when challenged or pushed will revert to their comfort zone, and for sellers, comfort is their product. Most of the time the answer is a description of their product, and when it’s not, it’s usually no more than a feel-good statement, “I sell peace of mind,” “I sell myself.” I know what you’re thinking, “not my team.”

Lead Rank 201

Lead Rank Lead Scoring Face-to-face Objections 201

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. How would you position our product compared to Competitor X?”

Coaching 241

Coaching Video Hiring Trade Show 241

Sales Gravy

JANUARY 23, 2024

On this must-listen episode of the Sales Gravy Podcast, Jeb Blount sits down with Ryan Taft. Ryan is the author of the hit new sales book Story Getter. Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. I really enjoyed a round table discussion that I facilitated a couple of weeks ago.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Zoominfo

OCTOBER 10, 2023

ZoomInfo’s platform is fantastic — it’s the best tool for sales/cold business development. I rate the product highly and have seen valuable improvements in their global data coverage. The rapid adoption of modern go-to-market (GTM) is creating immense opportunity for businesses in every sector and vertical.

Data 261

Data Ideal Customer Profile Policies Networking 261

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. ” Most Common Sales Objections. How Do You Overcome Sales Objections?

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1:

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

Janek Performance Group

MARCH 26, 2024

In sales, a business development strategy is central to understanding and engaging with your customers. Thus, they can tailor their marketing and sales efforts accordingly. Thus, they can tailor their marketing and sales efforts accordingly. Crafting detailed buyer personas allows organizations to humanize their target audience.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

The Pipeline

OCTOBER 9, 2018

We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. I recently had two experiences that showed that how people respond to “non-sales” situations, gives a window to how they process things in other real-world settings. Seeing Not Digging.

Sales Qualified Lead 279

Sales Qualified Lead ACT Hiring Lead Rank 279

Zoominfo

OCTOBER 13, 2023

There are six ways to meet the lawful basis requirement : Consent Contract Legal Obligation Vital Interests Public Task Legitimate Interest The GDPR states that all lawful bases are equally valid, meaning that no one lawful basis takes precedence over another. Double opt-in is a two-stage process.

Telemarketing 130

Telemarketing Strategy Intent Signal Inbound 130

Gong.io

NOVEMBER 22, 2021

Cold call objections are par for the course for outbound sales reps. Overcome Cold Call Objections, Step #1: Validate their objection. People need validation. Validate it. These are all simple, direct, and reasonable ways to validate a buyer’s objection. But validation is just the first step. Objections.

Cold Calling 117

Cold Calling Objections Call-back Follow-up 117

Lead411

AUGUST 22, 2023

Maximizing B2B Data for an Unbeatable Sales Pipeline In today’s competitive business landscape, a robust and efficient sales pipeline is essential for B2B success. One of the key factors that can significantly impact the strength of your sales pipeline is the quality and utilization of B2B data.

Ideal Customer Profile 98

Ideal Customer Profile Maximizer Pipeline B2B 98

BuzzBoard

APRIL 10, 2024

To aptly employ case studies in your lead nurturing efforts, contemplate presenting them in your newsletters, on social media, or during sales conversations. Sales teams at digital marketing agencies worldwide have observed an increase in conversion rates by incorporating success stories into their lead-nurturing campaigns.

Case Study 52

Case Study Lead Nurturing Study Lead Rank 52

Force Management

MAY 4, 2022

Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale. Part of the beauty of a revenue-driving sales process is its simplicity.

Sales Process 78

Sales Process Revenue Sales Tools 78

Mereo

JANUARY 27, 2021

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. In fact, according to Harvard Business Review, each year more than 30,000 new products are launched — and a whopping 95% of them fail ( 2019 ).

Strategy 88

Strategy Airlines Decision Maker Case Study 88

Zoominfo

JANUARY 27, 2022

Data isn’t just an abstract concept at ZoomInfo — it’s the lifeblood of our entire suite of products and the engine that drives our customers’ growth. But to our engineering, data science, and product teams, B2B data is an entirely different animal from B2C that poses many unique obstacles and challenges.

Data 100

Data B2B Engineering B2C 100

Appbuddy

OCTOBER 4, 2022

In fact, studies show email automation can boost productivity by ~20 percent ! If you’re running a sale, especially during holidays like Black Friday, it can be frustrating for subscribers to keep receiving countdown emails if they’ve already made a purchase. Email automation. If you’re looking to save time, automation is key.

Email Marketing 98

Email Marketing Marketing Segment Hiring 98

The Center for Sales Strategy

MAY 6, 2022

Most companies spend countless hours working on strategy, sales and growth plans, financial plans, and 5-year forecasts, also known as HIP ( High-Involvement Planning™). They bring in macro and micro-financial gurus to validate their information. Who is going to lead the new product launch? Good question/s. >>>

Prospecting 110

Prospecting Forecasting Motivation Account 110

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Transportation 117

Transportation Marketing How To Webinar Metrics 117

Partners in Excellence

OCTOBER 5, 2023

From the very first sales training program I went through, through programs we have led for 1000’s of sales people, through 1000’s of deal reviews, we always ask, “What is the customer’s decisionmaking process?” In complex B2B initiatives, the reality is they probably don’t know!

Face-to-face 96

Face-to-face Buying Cycle B2B Customer 96

A Sales Guy

MAY 3, 2020

A sales discovery meeting is by far the most important part of a sales process. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in order to quickly get to the demonstration or presentation part of the sale. Yet, too many salespeople fail at it.

Insurance 128

Insurance Insurance Buyer Positioning 128

Mindtickle

FEBRUARY 12, 2024

In it, Elisha Zhang , one of our product marketing managers, shares insights on reducing chaos in sales onboarding by using CRM, enablement analytics, and conversation intelligence. Key takeaways Identify short-term deal risks Align competencies important to roles with different sales process stages.

Analytics 52

Analytics CRM Coaching Remedy 52

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Industry Face-to-face Education 52

Emissary

SEPTEMBER 27, 2021

You can carve out five minutes at the beginning of the session to confirm and validate resolution. Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. 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

Nutshell

MARCH 9, 2023

Unreliable or poor-quality data can lead to impractical, poorly developed sales, marketing, and customer service strategies. Impact on sales Quality customer data can help your business identify prime sales opportunities through trends in your data reports. Customer data should always be up-to-date and timely.

CRM 62

CRM Data Software Software 62

SalesFuel

APRIL 1, 2024

When was the last time you brushed up on your sales basics? SalesFuel’s Voice of the Sales Rep study revealed that many reps continue to struggle with basic skills. Master These 3 Sales Basics Sellers ranked challenging misconceptions/budget concerns as their top weakness. But, networking is vital to sales success.

Hiring 52

Hiring Lead Rank Lead Scoring Face-to-face 52

Alice Heiman

JUNE 9, 2022

Here’s the reality: you’ll make mistakes at every stage of building a company, especially when building a sales organization. Making mistakes—and learning lessons from them—is part of building a successful sales organization. Highlights of this Episode: [4:55] Validating the business idea. [9:24] Click to tweet.

Hiring 118

Hiring Software Software Vendor 118

Smooth Sale

FEBRUARY 15, 2024

Whether it’s a misquoted interview, a product mishap, or an unfortunate misunderstanding, unwanted press coverage can feel like the end of the business. Whether that means revising a policy, making a product safer, or improving customer service, show your audience that you’re committed to change. Celebrate Success!

How To 116

How To Social Media Webinar Metrics Media 116

Pipeliner

JANUARY 28, 2021

Lower scoring for content about company background/image, features/benefits and typical “product/service push” content. Deal Winning Value Identified & Validated by Buying Cycle Stage. Deal winning value (DWV) occurs when a customer validates value of your offer greater than its costs.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. 5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Create a sales process you enjoy buying from.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Allego

FEBRUARY 16, 2022

Imagine the wealth of information you’d gain if you were able to listen to sales reps’ calls with prospects. Specifically, they record, transcribe, and analyze sales calls to generate recommendations—creating a goldmine of information product marketers can use to create content that helps sellers close the deal. Probably not.

Conversion 117

Conversion Tools GoldMine How To 117

Hubspot Sales

APRIL 7, 2023

They're all digital products. These products aren’t tangible, but they play a role in our daily lives and are no less valuable than physical products. Because digital products are so ubiquitous, selling them can be profitable for your business. How can your business sell digital products? Why sell digital products?

Buyer Persona 104

Buyer Persona eBook How To Social Media 104

Hubspot Sales

JANUARY 25, 2023

The goal here is to identify and validate a profitable business idea. We’ll explain how you can validate concepts below. Idea Validation Ensuring the viability of your idea is essential. Idea Validation Ensuring the viability of your idea is essential. Entrepreneurship isn’t for the faint-hearted. The result?

Scale 62

Scale System Lead Rank Small Business 62

BrainShark

AUGUST 15, 2023

Sales role play exercises are one of the tried-and-true approaches that sales teams use to help reps practice and prepare for real-world buyer interactions. Now that many sales organizations are permanently adopting hybrid and remote work, there’s been a shift from in-person to virtual coaching sessions.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

BuzzBoard

APRIL 15, 2024

It not only validates marketing investments but also enables agencies to modify their services for peak results. It offers a measurable indication of how much digital marketing campaigns contribute to a company’s bottom line, providing clarity for stakeholders and potential investors.

ROI 52

ROI Case Study Marketing Campaigns 52