Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. The original displayed the logos of 140 prominent marketing tech brands. Think buying signals, engagement, and account-based marketing.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

Zoominfo

JUNE 9, 2022

When his biggest lead at that time showed interest, he couldn’t pass up the opportunity to sell. There was a list of objections that you would get and responses to those objections, and a little bit of a training manual too. But the construct is the same, right? That construct, that framework exists today. SAM BALTER OK.

Construction 130

Construction Up-Sell Exact Objections 130

Women Sales Pros

JULY 20, 2018

Ever since CEB/Gartner published The Challenger Sale in 2011, the book has attracted much publicity. The book also presents the concept of Challengers building “constructive tension” using three elements: Teach – Offers unique perspective and maintains two-way communication. Tailor – Knows customer value and economic drivers.

Ideal Customer Profile 87

Ideal Customer Profile Hiring Analysis Face-to-face 87

Sales Training Connection

AUGUST 24, 2012

A Sales Training Connection Classic. This small difference yields a huge dividend in sales training. We’ve all attended countless sales training programs – as participants, facilitators, and observers. We’ve all attended countless sales training programs – as participants, facilitators, and observers.

Face-to-face 100

Face-to-face Lead Rank Coaching Training 100

Sales Training Connection

SEPTEMBER 21, 2011

This small difference yields a huge dividend in sales training. Practice + Feedback = Effective Sales Training. We’ve all attended countless sales training programs – as participants, facilitators, and observers. Who does play the buyer and lead the feedback session? Practice + feedback makes perfect is more accurate.

Face-to-face 109

Face-to-face Lead Rank Training Buying Cycle 109

Sales Training Connection

SEPTEMBER 30, 2011

As the Sales Training Connection readership grows, we decided to reprint some of our most popular posts. The traditional sales coaching model says, “I’m the manager – I’ll diagnose what’s wrong and suggest what you should do to improve your performance. This model is about teaching people how to fix a performance problem.

Sales Coaching 98

Sales Coaching Coaching Lead Rank Face-to-face 98

Sales Training Connection

AUGUST 10, 2011

Translating these three core performance skills into action can most effectively be achieved by remembering this simple construct: ask, listen, and then talk. You leave having created a small piece of value for the customer so a solid foundation is established for future interactions. . ©2011 Sales Horizons™, LLC.

Lead Qualification 67

Lead Qualification Sales Qualified Lead Face-to-face Construction 67