DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Hubspot Sales

APRIL 7, 2021

See, your prospects are a lot like lasagna. There are three distinct layers of questions that correspond with the needs your prospect has: First Layer Questions. First-Layer Sales Questions. Examples of First-Layer Sales Questions. Second-Layer Sales Questions. Examples of Second-Level Sales Questions.

How To 129

How To Buyer Vendor Examples 129

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 99

Lead Rank Hubspot Microsoft Lead Scoring 99

SalesLoft

MARCH 8, 2016

Welcome to Rainmaker 2016! We are beyond thrilled that the one and only conference 100% dedicated to sales development is officially underway. This is the evolution of sales development. In the beginning days of the sales development movement, we were in the Pioneering era, with a new frontier of specialization to navigate.

Lead Rank 52

Lead Rank Sales Qualified Lead Scale Top of Funnel 52

DiscoverOrg Sales

JANUARY 31, 2019

The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. ” In sales, accuracy is paramount. This is most important when your sales team hears “news” about a target account – and that news seems to indicates that your prospect is about to make a purchase.

Data 133

Data Hiring Vendor Face-to-face 133

Hubspot Sales

SEPTEMBER 8, 2020

Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. When you look at sales statistics , you see that the CRM has already made a lasting impact on many organizations. Ask reps and sales teams to test different CRMs. CRM Adoption Rates.

Software 122

Software Software CRM Hiring 122

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? It’s a great way to immediately personalize your conversation and make your prospect more engaged. Rather than giving a knee-jerk response, your prospect will pause and think, “Hmm, how is my Wednesday going?”. You say, “Hey there, how are you?”

Follow-up 108

Follow-up Nonprofit Social Media Travel 108

Janek Performance Group

NOVEMBER 8, 2021

Since its acquisition by Microsoft in 2016, it has evolved into the go-to-platform for sales professionals. Salespeople can connect with prospects, research customers, and get notified of job changes and company updates. Updated data is critical for sales success. Updated data is critical for sales success.

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

Hubspot Sales

JANUARY 28, 2020

How do you know how much effort you should put into pursuing a specific prospect? Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. The sales matrix is a tool you can use to make sense of different opportunities. Why Make a Sales Matrix?

Inbound 99

Inbound Hubspot Case Study Cold Calling 99

Sales Hacker

NOVEMBER 14, 2022

When I retired from the Boston Ballet in 2016 due to an injury, I didn’t think body language would ever play as much of an important role in my life again. Sales + the pandemic = video. This means skills for impactful communication over video are an essential part of our updated sales competency toolkit. Boy, was I wrong.

Video 112

Video Face-to-face Real Estate Intent 112

Zoominfo

MAY 5, 2019

Email marketing is an inexpensive way to promote products, increase sales, and retain customers. More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too. For example, as your opt-in lists grow, your segmentation may get more granular.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Hubspot Sales

DECEMBER 26, 2017

Video prospecting. And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. 1) Video prospecting. Video prospecting” is a buzzword, but at HubSpot, we’ve seen great results. (Of

Hubspot 141

Hubspot Lead Rank Call-back Sales Qualified Lead 141

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Versus the common practice of starting with the product, then shoehorning in the prospect. Absent the product; the only thing left to talk about is what does the prospect wants to do? Sales cannot do it alone,” says Shanto.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Hubspot Sales

MAY 4, 2020

I get this question from fellow salespeople — both inside and outside my company — all the time: How do you reach out to prospects for the first time? What’s your best prospecting email template? However, before we go any further, some ground rules: Never write a prospecting emails unless you have a reason to reach out.

Hubspot 68

Hubspot Call-back Research Follow-up 68

Hubspot Sales

MARCH 8, 2020

Some of the latest — and possibly most promising — tools for sales teams use predictive analytics, a form of artificial intelligence technology that can optimize decision making around sales efforts. So how do you know which tool, if any, is the best bet for meeting your sales goals? What to Look For in a Sales AI Vendor.

Lead Rank 91

Lead Rank Software Software Lead Scoring 91

Hubspot Sales

MAY 5, 2020

And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Sales Analysis Reports. Image Source.

Analysis 113

Analysis Report Churn Collateral 113

Partners in Excellence

MARCH 28, 2016

These anxious sales people are already far down the road in trying to engage with you. I recently read the Bridge Group’s study, “Sales Development 2016.” Respondents were asked to classify their Sales Development Models, here’ the results: 38% are designed to Set Up Introductory Meetings.

Prospecting 48

Prospecting Follow-up eBook Study 48

DiscoverOrg Sales

JANUARY 29, 2018

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. General Data Protection Regulation, Regulation (EU) 2016/679, April 27, 2016 (“GDPR”), Article 3.). Perhaps a prospect provided their information when visiting your website.

Data 215

Data Marketing Ideal Customer Profile B2B 215

MTD Sales Training

MAY 3, 2017

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. The example they used was that of American Girl dolls. See what you can do to help prospects have an experience in working with and owning your products.

Customer 133

Customer Insurance Insurance Travel 133

Crunchbase

OCTOBER 21, 2022

I experienced these barriers firsthand when breaking into the tech sales industry, and that is what drives Us In Technology’s mission today. Starting a career in tech sales. He was a VP of sales for a small tech startup then; now he’s a sales VP with a major corporation.

Industry 126

Industry Hiring Intent Promotion 126

Hyper-Connected Selling

DECEMBER 13, 2016

Because I’ve been in sales and entrepreneurship my entire career, I have a slightly skewed view of the last days of the year. While my friends and family were often taking days off to calmly wind down the year, I’d usually be neck-deep in spreadsheets and napkins full of sales projections. Perform a post mortem on 2016.

Networking 45

Networking Ideal Customer Profile How To LinkedIn 45

Sales and Marketing Management

APRIL 24, 2017

Author: Andrea Hill, manager of innovation strategy, ReadyTalk It’s happened to all of us in sales and marketing. You’re working through the sales process with a prospect, and all of a sudden a competitor you’ve never heard of surfaces and you’ve lost the deal. An oft-cited example is steak versus pizza.

Hiring 189

Hiring B2B Demand Generation Agencies Demand Generation Targets 189

LeadFuze

MAY 24, 2021

Why You Should Learn How to Find Prospects. You send an email to a seeming prospect. 2016 research shows that people leave their jobs after an average of 4.2 How to Find Prospects that Leave Jobs. Now, all we have to do is figure out how to find prospects that switch jobs. 3 Steps on How to Find Prospects.

LinkedIn 52

LinkedIn Prospecting How To Top of Funnel 52

Zoominfo

OCTOBER 19, 2021

On a recent episode of the Business Breakdowns podcast , Schuck talked about lessons from ZoomInfo’s mergers and acquisitions, discussed how data influences today’s sales teams, and offered advice to aspiring business builders. By doing so, the sales process becomes not only quicker, but smarter.

Engineering 130

Engineering Hiring Software Software 130

Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

Will it help you close a sale or get more business? It’s complicated According to two studies on the subject, gift giving in sales can get complicated. But there’s another type of reciprocity that gift giving triggers—having to do with the relationship, not the sale—and it helps create a win-win for buyers and sellers.

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentives 52

DiscoverOrg Sales

NOVEMBER 17, 2016

Holger Schulze is an experienced B2B tech marketer and advisor for SaaS, marketing / sales automation and cybersecurity vendors. Recently, DiscoverOrg sat down with Schulze to uncover the momentum sales technology has gained over the past 12 months. We want to see how sales technology is evolving and what the trends are.

Scale 120

Scale B2B Trends Lead Rank 120

The Pipeline

SEPTEMBER 14, 2015

” Don’t panic, that would just be a waste of your time, and time is something you don’t have in abundance; instead, get prospecting. Prospecting in two ways, first reworking all your current assets, the second is going beyond to prospects and buyers that you will need to identify, engage and move through the process.

Cold Calling 120

Cold Calling Harvest Referrals Call-back 120

Highspot

DECEMBER 5, 2023

For dyed-in-the-wool, traditional sales reps, consultative selling can sometimes seem intimidating at first. This should come as no surprise, especially when you consider consultative selling takes the “normal” sales process and, for all intents and purposes, turns it on its head. Intrigued but slightly dubious? First things first.

Consultative Selling 52

Consultative Selling Closing Sales Qualified Lead Buyer 52

The Pipeline

MAY 22, 2018

For years people and “sales experts,” have been telling us that sales as a profession, was going to shrink dramatically and salespeople will be replaced by a host of more efficient and cost-effective alternatives such as automation, artificial intelligence, and more. Buyers vs Prospects. Time Reveals All.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

Hubspot Sales

NOVEMBER 21, 2019

These days, it seems as though there’s a new app or widget every week promising to make businesses and their sales reps more productive, efficient, and effective. Although some technology has proven to be more useful than others, one piece of sales technology that’s here to stay is customer relationship management (CRM) software.

System 109

System CRM Benefit Scale 109

SBI

SEPTEMBER 23, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Here’s my interview with Filip Witkowski of Crescendo a sales enablement solution that delivers easy content management.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Sales and Marketing Management

SEPTEMBER 14, 2017

SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. Sure, you may need to make a few tweaks here and there depending on the prospect, but most of a campaign remains intact.

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. She’ll want to restart the sales conversation -- so it’s a win-win. Hi [prospect].

Follow-up 111

Follow-up Hiring Webinar Metrics eBook 111

Gong.io

OCTOBER 19, 2022

When we launched Gong several months later, back in 2016, we introduced a Generation 2 solution, which revolutionized the revenue space. . With this, sales leaders could—for the first time—focus on specific conversations, based on the question that needed to be answered: . Generation 2 Tech: Keywords. Why are deals slipping? .

Conversion 62

Conversion Scale Call-back Revenue 62

MJ Hoffman

APRIL 22, 2019

Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? To give you an example, suppose a rep sells in a competitive landscape. I’ll give you the perfect example. The post The 3 Ways Experienced Sales Reps Typically Fail.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

criteria for success

DECEMBER 14, 2022

Think of events you will enjoy where you can also meet your prospects. Some examples might include holiday concerts, vendor events, and community events such as tree lightings or New Year’s celebrations. Take some time to analyze your business networking in 2015, and use that information to develop a plan for 2016.

Networking 98

Networking Referrals How To Meeting 98

The Pipeline

JANUARY 7, 2016

What you can control are activities that lead to specific and planned results, like exceeding quota for example. million in revenue, and your 2016 quota is $1.2 Number of real prospects required to generate a REAL proposal. Number of people/companies you’ll need to engage to land one REAL prospect. . million, a 12.5%

Proposal 120

Proposal Quota Sales Qualified Lead Lead Rank 120