Close.io

DECEMBER 3, 2019

Whether you’re a seasoned professional or completely new to sales, the following books will provide techniques and tips for improving the conversion rate of your cold calling efforts. The last update of the book came out in 2015, yet many of its research techniques remain relevant for finding information about your prospects on the web.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales Training Connection

JUNE 23, 2014

Those three adverbs seem to be part of any conversation about selling in the digital age. Second, Millennials will outnumber Gen-Xers by 2015 and 75% of them use social networking versus 50% of Gen-Xers (and 30% of boomers). We thought they were interesting so we are sharing it with our readers in its entirety. Your thoughts? _.

Lead Rank 108

Lead Rank Decision Maker B2C Trends 108

Hubspot Sales

APRIL 8, 2020

They can interact with multiple people in our organization, via multiple channels. Increasingly, customers are as loyal to the channel as they are to the brand. And if a salesperson does come visit you, it’s likely after several email and telephone conversations. And they like it that way! They have choices.

Inside Sales 119

Inside Sales Hiring Scale Face-to-face 119

Partners in Excellence

APRIL 7, 2021

Where we should be having deeper engagement and conversations, we never dive into the details. seconds in 2015 (and additional research shows it at about 8 seconds in 2020). Some is to increase the channels through which we are trying to capture attention. They prefer going through a lot of things at a very high level.”

Social Media 58

Social Media Media Microsoft Sports 58

The ROI Guy

JANUARY 11, 2017

The facts are that: Customers will significantly delay decisions and won’t get to “Yes” unless you help them understand and quantify your differentiating value Sales will struggle in communicating and quantifying your unique value without your providing provocative value messaging, tools and consulting support.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Partners in Excellence

DECEMBER 4, 2015

Coincidentally, I read a research report on The State Of Email Marketing 2015. It’s probably not unreasonable to think the same “thoughtfulness” is used in every other communication/engagement channel. And these are the marketing emails from well established organizations, sent by marketing and sales professionals.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

The ROI Guy

JANUARY 13, 2016

As a result, customer’s expectations for value conversations, and moreover, for quantifiable value have also increased proportionally. Just as the research shows the increased demand and importance of ROI, so too it shows that most organizations struggle delivering the right ROI content and tools to their sales teams and channel partners.

ROI 56

ROI Decision Maker Case Study Face-to-face 56

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Marketing provides air cover by nurturing and educating their known universe of prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

Increase Sales

FEBRUARY 17, 2015

LinkedIn continues to grow in popularity as a social media channel as well as sales leads tool. Wishing you a stunningly good 2015. I only endorse those with whom I have had conversations after reading their postings or those I have personally witnessed the demonstration of their skills. 1) LinkedIn Training. (2)

LinkedIn 70

LinkedIn Ideal Customer Profile Face-to-face Lead Rank 70

LeadFuze

JULY 16, 2019

In November 2015, Temkin Group published research indicating the CX maturity level of B2B organizations. Put simply, omnichannel refers to providing a consistent and personalised experience to your buyers to simplify their customer journey irrespective of the channel they choose to interact with you. Source: Temkin Group. Co-Browsing.

Influencer 63

Influencer B2B Customer B2C 63

Mereo

OCTOBER 29, 2020

According to a recent Salesforce report, “State of Sales,” 60% of sellers report an increase in virtual meetings since 2015, while sellers have increased their time connecting virtually with customers at a rate three times greater than connecting in person. For guidance on how to have these conversations, contact us.

Lead Rank 39

Lead Rank Revenue Opportunity B2B 39

Partners in Excellence

SEPTEMBER 24, 2015

Part of my reason is having just returned from Dreamforce 2015, as you would guess, a lot of the sessions talked about analytics. Some emerging tools in predictive analytics are incorporating events and actions our customers take, outside of interactions with us, that influence actions we might take with those people.

Lead Rank 48

Lead Rank Analytics Marketing Qualified Lead Insurance 48

Vengreso

MARCH 22, 2022

We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. It, however, was back in 2015. What sales tools do they know and use. Social Media Channels.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

We have helped many B2B companies create more opportunities with qualified buyers, start new sales conversations, develop effective sales strategies, improve their sales-oriented content, and optimize their presence on LinkedIn. It, however, was back in 2015. What sales tools do they know and use. Social Media Channels.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Crunchbase

MAY 14, 2020

From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. She is actively involved in advocacy and conversations about how to combat gender inequality in sales and hire more women , and is currently a mentee at #GirlsClub – we’re certain this is just the beginning for Brooke.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Customer Centric Selling

OCTOBER 14, 2015

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. Utilizing productivity tools like LinkedIn ‘activity’, Google Alert, PRNewswire, Lead411, etc.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Tenfold

SEPTEMBER 19, 2017

billion global population as of July 2015, more than 3 billion use the internet. The difference is that you do it online through focused useful content and active participation in social media conversations. However, as we’ve seen with other brands, things can get awry when it comes to social media’s real time conversations.

Social Selling 71

Social Selling Enterprise Enterprise Social Media 71

Circleback

JANUARY 30, 2018

2018 will see the development of more new tools and technologies powered by AI. Conversation intelligence platforms like Gong and ExecVision can help enhance team efficiency when used wisely. Boomtrain can also be deployed to engage customers in intelligent conversations at just the right time. Increased Omnichannel Experience.

Trends 20

Trends Account Based Marketing Social Media Face-to-face 20

Hubspot Sales

MARCH 10, 2020

As recently as 2015, a sales pipeline was a rudimentary look at your ability to meet or exceed your quota on an aggregate basis. A modern B2B pipeline should be updated automatically with technology that sets the appropriate stage via defined criteria ( Sales Hub is a great tool for this).

Pipeline 113

Pipeline Lead Rank B2B Marketing Qualified Lead 113

SalesLoft

JANUARY 17, 2018

Chris Smith joins today’s episode to share exactly how a Sales Engagement platform can unify your tools and help you execute each sale with the personality and empathy your prospects deserve. However, email came into play five or so years later, or five years or so back, email became the noisiest communication channel on the market.

Sales Process 52

Sales Process Call-back Lead Rank Lead Scoring 52

Appbuddy

JANUARY 9, 2023

The recessionary climate means we want to drive value by leading conversations offering solutions to mitigate risk and alleviate concerns tied to changing economic environments. Above all, we needed to send messages people wanted to see so we didn’t abuse the channel. . ” . We’re finally seeing its long-term effects.

Email Marketing 52

Email Marketing Marketing Insurance Insurance 52

Lessonly

JULY 8, 2020

Gender Parity at Lessonly 2015-Present. In this Zoom conversation, we started by talking about where we’re all working from (we’re all four in Indianapolis!), We’re working together to make Lessonly the strongest, most intuitive, helpful tool it can be for our customers, and a company our employees are proud to work for.

Groups 47

Groups Exercises Call-back Intent 47

SalesLoft

JUNE 16, 2016

Enabled by rigorous training, a depth of knowledge and next-generation tools, SDRs will become a channel for valuable content all their own. It will be done via several models, one of which will be updated in real-time based on the anticipated activities and conversion rates based on historical data.

Account Based Marketing 52

Account Based Marketing SalesForce Lead Rank Analytics 52

Artesian Solutions

JULY 19, 2018

Back in 2015 we wrote a blog on sales and marketing alignment entitled Sales & Marketing: The Peace Process , I re-read it the other day and it got me thinking about how much has really changed in the last three years. Does the disconnect still exist? Are the lines between sales and marketing still blurred?

Marketing 40

Marketing Retention Analytics Lead Rank 40

Close.io

SEPTEMBER 4, 2019

A sales dashboard is a tool used to provide a quick, visual representation of your most important sales data so your team can make good decisions faster. You might think we’d start with picking the right sales dashboard tool. Sales dashboards are living tools; just because you set them up doesn’t mean they’ll be good forever.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

NOVEMBER 10, 2020

It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens. We have a few thousand folks that use the tool every day. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR.

Call-back 75

Call-back Scale Compensation Ideal Customer Profile 75

Sales Hacker

OCTOBER 7, 2021

The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world. Melissa Murillo is an award-winning and highly skilled sales leader with over a decade of experience in marketing and business development specializing in the IT channel.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

MARCH 1, 2021

This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Think about it: if someone has seen your name elsewhere, or has had a previous conversation with you, they already trust you. Modern sales tools can help you set up your follow-up sequence in advance.

Data 121

Data Social Media Scale Follow-up 121

Sales Hacker

MAY 30, 2019

While Salesforce Ventures continues to invest heavily in the space, Salesforce’s last major acquisition was Steelbrick in December 2015. I had chosen the term thinking we would see three types of technologies blossoming: Orchestration of prospects engagement across email, voice, and other channels. Chat is being redefined by Drift.

Scale 100

Scale Intent Data Lead Rank Forecasting 100

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Build out a YouTube channel of customer testimonials. There's never been more data on your customers readily available in social channels.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63