Partners in Excellence

SEPTEMBER 22, 2023

If I pose this question to sellers, the responses I get are usually about what their products do. To effectively engage our customers in business conversations, we have to understand the and be able to talk to them about their business problem first. What business problem is your customer solving? Are they a certain size?

Customer 104

Customer Face-to-face Enterprise Enterprise 104

Hubspot Sales

JANUARY 23, 2024

Let's dive into some winning strategies for upselling backed by data. In fact, 29% of salespeople who upsell say establishing trust and rapport is the most effective upselling strategy — outranking any other strategy. Keep asking open-ended questions about their process and a day in their life." Where does that lead go?

Data 85

Data Strategy Customer Social Media 85

Zoominfo

FEBRUARY 9, 2022

In this role, Simon will advance one of our core missions: providing transparency about how we collect and use professional contact data, while upholding individuals’ rights to privacy. s independent authority that upholds information rights and promotes data privacy for individuals and transparency by public entities.

Meeting 130

Meeting Policies Scale Data 130

Sales Hacker

JANUARY 12, 2024

Partner love: Sales Authenticity Where does sales authenticity originate and how can sellers embrace it Understanding Buyers want to be more than heard, they want to understood. Are they genuinely curious to learn more about the prospects business and how they can help support strategic priorities? Let’s get into it.

Sales 90

Sales Software Software SalesForce 90

SBI Growth

JUNE 9, 2013

Sales Reps who are behind in Q2 risk missing their number for the year. But when a big opportunity is slipping away, Reps ask this question: Can I win the big account back? Can I close the big deal and make my number? Top Sales Reps are successful closing the big deals with a plan. The Big Deal War Room.

Buyer 267

Buyer Sales Cycle Commission Follow-up 267

Gong.io

DECEMBER 27, 2021

This article is part of the Gong Labs series, where I publish findings from our data research team. By analyzing MILLIONS of sales data points. To help you get the most out of your year end, I pulled together the 5 best data-backed tips of 2021. . Make an initial offer, then suggest connecting to talk about it. . (PS:

Data 127

Data Negotiation Call-back Decision Maker 127

Smooth Sale

FEBRUARY 14, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: How To Create A Company That Will Thrive Being a business owner is a big job with many responsibilities. Identify your target audience and know who you are trying to reach with your messaging. There are also numerous moving parts that you must manage daily.

Company 113

Company Hiring How To Face-to-face 113

Zoominfo

MARCH 29, 2023

As budgets remain tight and layoffs loom, more care and consideration is put into every purchasing decision. Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. We are in a measured buying environment.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

Marc Wayshak

DECEMBER 21, 2022

We’ve got sales tips based on our brand-new data to show you exactly how. Our latest research study analyzed about 24,000 sales conversations to determine what top-performing reps are doing to close more deals than everyone else. Check out this video, where you’ll learn 5 closing sales tips based on our brand-new data: 1.

Data 93

Data Closing Case Study Call-back 93

Gong.io

FEBRUARY 15, 2022

Not even 20 years ago, “collecting data” was something few companies did. Nowadays, people talk about everything they will do with big data. But back then, companies didn’t even care about small data. Data is exploding. Over the past few decades, the data evolution has been gaining speed.

Data 118

Data How To Scale Hiring 118

Gong.io

AUGUST 12, 2021

It has everything we think we know the data tells us. Big reveal. They’re the ones who hold the fate of your deal. Showcase how your solution impacts the results they care about most. Assumption: Everyone’s impressed by your big-name clients. Talk about other companies with whom they identify. #5:

Proposal 109

Proposal Buyer Examples Discount 109

SBI

JANUARY 6, 2022

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. And that is precisely what we are going to tackle today and try to answer the question of what sales enablement is and why it will play such a big role in 2022.

Sales Enablement 150

Sales Enablement Engineering Scale Tools 150

SBI Growth

MAY 21, 2013

But what else does your CSO care about? Think about your most valued sales ops team members. At the core, your best sales ops employees: Deliver insight, not just data. But there are other demanding questions your CSO needs answered. We know this because we hear them ask these questions all the time.

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Hiring Collateral Comparison Territories 300

DiscoverOrg Sales

MARCH 29, 2018

There’s a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which goes into effect May 25, 2018, l eaving a lot of people wondering how it impacts them as a B2B marketer. Is your processing of personal information related to the offering of goods or services to those data subjects in the EU?

Marketing 198

Marketing Outbound Government Data 198

Zoominfo

AUGUST 16, 2019

There was a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which went into effect on May 25, 2018! Is your processing of personal information related to the offering of goods or services to those data subjects in the EU? Are you monitoring the behavior of data subjects in the EU?

Marketing 165

Marketing Government Data B2B 165

John Barrows

FEBRUARY 25, 2020

If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate? Ryan Reisert: But the data that you’re seeing right now is way better than what we’ve seen. Subscribe on Spotify.

Prospecting 126

Prospecting Cold Calling Engineering Gatekeeper 126

Zoominfo

MARCH 3, 2019

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. AngelList’s tagline says it all– where the world meets startups. Let’s get into it! Check it out!

Research 233

Research B2B Tools Company 233

Product Management University

AUGUST 15, 2023

Product Management In a product management model, product managers assess markets where their products can best succeed and they create plans accordingly to support the company’s strategic and financial goals. Traditional Product Management Here’s the other problem.

Segment 98

Segment B2B Data Marketing 98

Mindtickle

FEBRUARY 29, 2024

In this video, Mindtickle Principal Product Marketing Manager Christian Pieper outlines how orgs can build a content strategy using data from your CMS, DSRs and CRM. A content strategy that’s driven by data and perfectly aligned with the buyer journey. The result?

CRM 52

CRM Strategy How To Data 52

DiscoverOrg Sales

JULY 10, 2018

You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. So often, feel-good conversations are with lower-level tire-kickers who don’t want to give you negative news. If you’re dealing with an objection, congratulations! I seek them out.

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Objections Buyer Persona Study Decision Maker 243

Hubspot Sales

JUNE 7, 2023

It's not uncommon for your prospect to ask about costs, contract lengths, and possible discounts on the first or second call. While you shouldn't evade their questions (which will make it harder to earn their trust), be careful not to get pulled into a negotiation until you're ready. Where are you willing to compromise?

Negotiation 107

Negotiation How To Buyer Face-to-face 107

Gong.io

DECEMBER 10, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. I’m talking about Decision Makers. Sidebar: About Gong Labs. Before we dive into some next-level number crunching, here’s a quick explanation of how we get our data at Gong Labs. . You know who they are.).

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

Gong.io

OCTOBER 19, 2021

Sales Enablement is about to become your priority (if it isn’t already). Let’s start by answering this simple question: “What is Sales Enablement?”. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. And yes, it’s been helpful.

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

Crunchbase

JUNE 28, 2022

There’s no point in talking to people who aren’t a good fit for your product. The process begins with thorough research and careful nurturing , and that’s where sales development representatives, or SDRs, come in. Careful research also shows prospects that the SDR has taken the time to understand their needs.

Sales Qualified Lead 111

Sales Qualified Lead Social Media Commission Salary 111

Zoominfo

NOVEMBER 15, 2019

As it turns out, your ability to actually get your email in front of your intended recipient is a pretty big deal. In today’s post, we’re going to offer two truths and one lie about email bounce rates — and you shouldn’t have much trouble spotting the lie. But first, let’s talk about sender reputation.

Email Marketing 200

Email Marketing Campaigns Scale eBook 200

SBI

DECEMBER 15, 2020

But technology can also be a key distractor from the focus of discussions if we’re not careful, especially now that sales teams are using much more technology during the sales cycle. Prior to 2020, sales development reps used about 6 tools on average. Why so many tools? Don’t Let Flashy Features Erode Seller Confidence.

Conversion 127

Conversion Sales Cycle Energy Tools 127

Sales Hacker Training

JUNE 17, 2020

And that’s not where hiring managers should be spending their time during the candidate evaluation process. Where Hiring Managers Get Off-Base. I stopped asking because of a more important reason: I don’t care if the candidate hit quota in their last job. I don’t care. The Question of Quota. That’s right.

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Quota Hiring Cold Calling Sales Methodology 123

Marc Wayshak

APRIL 7, 2022

Ever been in a sales situation where things suddenly seem to fall apart out of nowhere ? If you go on a date and do something the other person doesn’t like, they’re not going to give you specific feedback about how you can improve. All sales prospects really care about is getting value from you. That’s it.

Prospecting 62

Prospecting Discount Intent Closing 62

Partners in Excellence

MAY 3, 2022

” Readers of the blog, also, know that I’m a huge fan of data. A sales people and leaders, we are fortunate to have more data than we have ever had access to in the past–and some of it is actually useful and informative. When I meet with managers, I ask them, “What data do you use to monitor performance?”

Data 90

Data Report Quota Pipeline 90

Anthony Iannarino

MAY 22, 2020

Dunbar has studied evolution, including early humans and primates, and discovering human beings can manage about 150 relationships. Any complaints about using a CRM to manage your relationships must be viewed through Dunbar’s number and against the massive advantage it provides you. The Limits of Dunbar.

CRM 134

CRM How To Follow-up Tools 134

Marc Wayshak

OCTOBER 16, 2021

I don’t know what it is about sales that makes so many people want to figure it out the hard way—on their own. I don’t know what it is about sales that makes so many people want to figure it out the hard way—on their own. Are you new to sales? I call this the survival phase of sales. Check it out: 1. They can’t hurt you.

Follow-up 100

Follow-up Up-Sell System Prospecting 100

Zoominfo

OCTOBER 5, 2022

He put forth the idea that managers must cultivate “responsible workers” who contribute meaningfully to the business by achieving the tasks required of them with interest and passion. That’s because quiet quitting drains creativity from an organization and diminishes the performance of its employees. What is Quiet Quitting?

Salary 130

Salary Face-to-face Compensation Trends 130

Hubspot Sales

JUNE 29, 2023

In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. No matter how shy you are about selling insurance, you help people in ways they will never know unless they get into a life-changing accident,” says Paul Moss, Founder of HeyDriver.

Insurance 94

Insurance Insurance Salary Policies 94

Sales Hacker

JUNE 24, 2021

To find this simple solution, you need to ask yourself a simple question: Are there gaps in your sales ops activities that may contribute to your deals getting stuck? To find this simple solution, you need to ask yourself a simple question: Are there gaps in your sales ops activities that may contribute to your deals getting stuck?

Top of Funnel 108

Top of Funnel Closing Decision Maker Proposal 108

Zoominfo

OCTOBER 8, 2019

Modern marketing and sales professionals have a wealth of business intelligence at their disposal, from proprietary customer data to public market intelligence reports. Modern marketing and sales professionals have a wealth of business intelligence at their disposal, from proprietary customer data to public market intelligence reports.

Report 130

Report Ideal Customer Profile Decision Maker Account Based Marketing 130

Zoominfo

AUGUST 16, 2019

There was a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which went into effect on May 25, 2018! Is your processing of personal information related to the offering of goods or services to those data subjects in the EU? Are you monitoring the behavior of data subjects in the EU?

Marketing 100

Marketing Government Scale Data 100

SalesLoft

OCTOBER 26, 2023

Customer churn is a big problem for SaaS companies because it impacts so many different parts of the business. More importantly though, it is important to understand within the customer team who you are engaged with. Now, we’re seeing three to five people who need to approve and sign off on vendors, even existing vendor relationships.

Churn 52

Churn Vendor Account Decision Maker 52