SalesLoft

FEBRUARY 4, 2016

It’s almost time for Rainmaker 2016 , the the one and only conference dedicated 100% to all things sales development. Our Rainmaker 2016 speakers want to answer the question: what’s next in sales development? clickToTweet tweet=”“Decision maker selling has been lost. ’ Gary Vaynerchuk”].

Decision Maker 52

Decision Maker Consumer Conference B2B 52

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

The ROI Guy

SEPTEMBER 22, 2015

If you are in IT sales and marketing, there are three significant challenges of which you should be well aware when setting up your budgets and plans for 2016. Devices – PC and tablet sales are struggling, with smartphone spending and a Windows 10 upgrade cycle unlikely to make up for the expected 5.7% growth in 2014).

Decision Maker 74

Decision Maker Marketing Proposal Channels 74

SalesLoft

DECEMBER 9, 2015

Teams are setting initiatives, setting budgets, and planning for 2016 — and you need to get on their calendar. Each sales tip from Salesloft Director of Sales Anthony Zhang and VP of Sales Derek Grant will help you get in front of the right people at the right time. Win the sale. Find the decisionmakers.

Decision Maker 52

Decision Maker Video Call-back Objections 52

The ROI Guy

JANUARY 3, 2017

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016: Gartner: buyers Demand Less Pitch, More Value-Story According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

Decision Maker 45

Decision Maker ROI Survey Consumer 45

SalesLoft

FEBRUARY 27, 2016

We are beyond excited for Rainmaker 2016. With over 500+ modern revenue and tech leaders there — not to mention, Gary Vaynerchuk on keynote — this conference is going to be the one and only place for your team to learn more about all things sales development. Jean and Cristi Kaib proving that 2016 is undoubtedly the year of the phone.

Scale 52

Scale Marketo Hiring Decision Maker 52

Sales and Marketing Management

MARCH 26, 2018

High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

The ROI Guy

MARCH 1, 2016

Cautious – buyers are Risk averse, afraid of making a wrong decision, not willing to spend as much per project, and more often than not, choosing to remain with business as usual / status quo rather than considering projects they view as too risky. And its not just your direct sales reps that have the issue.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Pointclear

JUNE 9, 2017

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. One opportunity we turned over to a client took 42 touchpoints across 3 months to nurture to sales-qualified status.

Lead Qualification 183

Lead Qualification Sales Qualified Lead PointClear Leads 183

No More Cold Calling

MARCH 24, 2016

Sales leaders’ chief concern is lackluster lead generation, according to new CSO Insights study. Greg had barely taken his seat when he told me his greatest challenge was getting his sales reps to generate enough qualified sales leads. The Universal Sales Challenge. Every sales leader wants to change these metrics.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

Hubspot Sales

JANUARY 21, 2021

Sales isn't always intuitive, so from time to time, you're bound to need a little guidance to set you straight — expert advice, everyday hacks, and different strategies to help you step up your game a bit. Morgan J Ingram is one of the foremost thought leaders in sales development. But where does that come from? Janice Mars.

Influencer 130

Influencer Twitter LinkedIn Decision Maker 130

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. What are the capabilities for marketing and sales intelligence? Customer experience solutions.

Trends 184

Trends Advertising Advertising Survey 184

Increase Sales

JANUARY 2, 2016

This is the fourth direct mail marketing postcard I have received from this particular Realtor without any sales follow-up. For me expertise is results and preferably using real sales results numbers. First, as the decision maker I would be do the interviewing. Goal #2 – Showcase Qualifications. Big whoop!

Real Estate 70

Real Estate Direct Mail Marketing Decision Maker 70

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

Gong.io

MARCH 17, 2021

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Samantha and our sales manager sat down and dialed into the call. . It was the last day of Q1 2016, and they were going into battle on a closing call. . In fact, it’s a highly valuable skill that many women in sales have. .

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

DiscoverOrg Sales

MARCH 30, 2017

Cracking a tough sales account was once like striking oil. The first good sales rep on site won exclusive mining rights. All of that changed with access to high quality sales intelligence and emphasis on Account-Based Everything (ABE). Sales reps are no longer locked out of an account by longstanding business relationships.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

No More Cold Calling

DECEMBER 7, 2017

If your sales reps miss quota this year, they might not deserve the blame. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail?

Account 189

Account Referrals Sales Qualified Lead Quota 189

Sales Hacker

MAY 24, 2023

In this episode, we dive into this renewed trend with Tito Bohrt, the CEO of AltiSales, the one-stop shop for world-class sales development. He also shares how company culture impacts productivity and morale, primarily within sales teams. Company : AltiSales Noteworthy : Tito is an expert in sales development and all things sales.

How To 84

How To Decision Maker Retention Referrals 84

Janek Performance Group

JANUARY 31, 2023

“I don’t have time for any distractions,” a CEO replied many years ago to my sales call. His comment was impactful because it made me think about my sales approach. I thought of myself as a helpful, well-intentioned sales professional. When we lose a sale, we say, “They don’t get it.”

Influencer 62

Influencer How To Decision Maker Incentives 62

DiscoverOrg Sales

OCTOBER 26, 2017

With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Each Scoop contains an important piece of information, including: Decision-maker moves. Vendors, take note. Hiring initiatives.

ACT 120

ACT Data Hiring Decision Maker 120

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. Fastest sales cycles? Bridge the Gap between Sales and Marketing.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. This does not mean I’m advocating for the elimination of email as a sales communication channel. Sales is about nurturing opportunities into something more. Avoid clichés.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

InsightSquared

MARCH 9, 2020

This International Women’s Day, we’d like to give a shoutout to women leaders in the tech industry, especially those in sales leadership positions. Looking for sales leaders to follow for inspiration and best practices? Jill Konrath is one of the most recognized women in sales. Jill Konrath. Tiffani Bova.

Energy 87

Energy SalesForce LinkedIn Decision Maker 87

Bernadette McClelland

JANUARY 15, 2017

Very much like the sales profession. On my return home, I was asked to prepare for an interview and one of the questions was whether I had seen any changes over the past few years in the B2B sales space and if so, what were those changes? Although I’m not sure selling, per se, has changed!

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Sales Training Connection

FEBRUARY 8, 2016

It sounds simple – but it struck us with a few word of substitution these steps would provide a straightforward framework for sales managers to use when working with their sales teams to review sales strategy. Delineate their interpretation and analysis of the sales situation – is this a viable opportunity and why?

Sales Management 50

Sales Management Strategy Decision Maker Analysis 50

DiscoverOrg Sales

MAY 15, 2017

Interested in the breakdown of Gender Diversity in Sales Roles? Download the DiscoverOrg’s 2016 Gender Diversity In Sales Organizations Report. Our mission at DiscoverOrg is to power our customers’ growth. and 20%, respectively. region was New England (ME, NH, VT, MA, RI, CT), posting an average of 28.3%.

Hiring 206

Hiring Lead Rank Lead Scoring Research 206

SalesLoft

DECEMBER 14, 2015

From the first annual Rainmaker conference in Atlanta, to AA-ISP meet ups across the country, and another amazing San Fran Dreamforce week on the books — we’re already tapping our toes for the first big tech conference of 2016. Here are 13 of Jon’s key steps to dominating a tech conference in 2016: 1. Let’s talk.”.

Conference 52

Conference Decision Maker Case Study Sports 52

Pointclear

JULY 20, 2016

The result of this process is what we call a disposition: our term for completing contact with a decision maker or company. To put these numbers into perspective, in 2016 we will disposition roughly 70,000 companies on behalf of our clients. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? During an earnings call on February 24th, 2016, Salesforce CEO Marc Benioff credited their success to their ability to target the CEO. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

The ROI Guy

MAY 18, 2017

Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. According to analyst firm SiriusDecisions, this is where the highest performing content marketing and sales reps definitely do things differently when it comes to Value.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

DiscoverOrg Sales

MARCH 31, 2016

Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016. Subscribe to DiscoverOrg’s sales triggers to receive hot opportunities delivered to your inbox. Developing a backup website of www.lawa.com to enable communications in the event of an emergency.

Microsoft 120

Microsoft Government Health Care SAP 120

Tenfold

JULY 18, 2017

To grow a business these days, one needs to understand why traditional sales and marketing strategies are failing and how to develop a sales marketing strategy that works. What is Sales Marketing? A well-crafted combination of sales and marketing is necessary for successful business growth. What is the sales process?

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Hubspot Sales

AUGUST 15, 2018

Instead of coming to the CEO as a credible sales rep, you’re now approaching them as a curious student, and you’ll likely find that they’re much more willing to engage on this level. But in 2016, executive assistants are extraordinarily competent in a plethora of areas, and their duties extend far beyond administrative tasks.

Decision Maker 97

Decision Maker Call-back ROI Scale 97

Jeff Davis

MARCH 27, 2018

This guest post was originally published on the Linkedin Sales Blog There has been a lot of talk lately about the news that CEB released some time ago that shows us that the typical B2B buyer is already 57% through the purchase process before reaching out to sales. according to Brent Adamson, Principal Executive Advisor at CEB.

Top of Funnel 48

Top of Funnel Buyer Decision Maker Scale 48

Customer Centric Selling

OCTOBER 21, 2015

Sales Tips: Bad Assumption #5 - Proposals Sell. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Of all the closing techniques I’m aware of, the least effective is issuing proposals to non-decision makers who will then distribute it to members of the buying committee.

Proposal 40

Proposal Decision Maker Distribution Buyer 40

Hubspot Sales

JANUARY 12, 2018

In 2016, direct mail received a 5.3% For example, if you were using this idea for HubSpot Sales, your press release might read: Sales for [prospect’s company] doubled this quarter, thanks to a major increase in sales productivity and …. Average email ROI is $28.50 compared to $7 for direct mail. for prospect lists.

Direct Mail 136

Direct Mail Lead Rank Campaigns B2C 136

Cincom Smart Selling

SEPTEMBER 13, 2016

Dealstorming: The Secret Weapon that Can Solve Your Toughest Sales Challenges. Copyright: 2016 Portfolio Penguin. The premise is that sales cycles run their course under the eye of the designated seller and buyer. More than ever, salespeople must be faster at solving every little obstacle in the sales process.

Sales Process 81

Sales Process Top of Funnel Decision Maker Engineering 81