Partners in Excellence

OCTOBER 1, 2016

For example, you and I might enter exactly the same query into Google, but we are likely to see very different things. Many of the tools we leverage every day, the workloads we impose on ourselves and people, and how we do our tasks limit our impact and effectiveness. I’ve just started reading his book: The Filter Bubble.

Top of Funnel 48

Top of Funnel Conference Funnel Inside Sales 48

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 106

Lead Rank Hubspot Microsoft Lead Scoring 106

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

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

Zoominfo

DECEMBER 11, 2020

Companies that made significant investments in WFH technology will not drop the tools once COVID-19 vaccinations are widespread. This approach opens the talent pool for organizations while letting employees have better control over housing costs (take a peek at house prices in Dubuque, Iowa, compared to San Francisco, for example).

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

SalesLoft

JUNE 12, 2017

Technology tools have become a ubiquitous part of modern business. When a new strategy or project is assigned to a business manager, their first reflex is often to look for a tool to help them accomplish it. However, there are certain strategies that can’t be accomplished with the simple addition of a new tool.

Sales Enablement 52

Sales Enablement Tools Distribution Face-to-face 52

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. Do you have access to the right tools? Are there any tools you’d like to try out?

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

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 114

Video Face-to-face Real Estate Intent 114

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

Janek Performance Group

JUNE 20, 2023

This Top Workplace Award serves as a reminder of the numerous factors to consider when building a successful sales organization. Culture is the ultimate tool in shaping a thriving company. It has become the vital fuel that drives sales growth and the biggest lever to improve performance.

Hiring 62

Hiring Lead Rank Sports Influencer 62

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. Top players like Salesforce and Microsoft have rolled out AI-driven tools. What to Look For in a Sales AI Vendor.

Lead Rank 97

Lead Rank Software Software Lead Scoring 97

Janek Performance Group

NOVEMBER 8, 2021

Since its acquisition by Microsoft in 2016, it has evolved into the go-to-platform for sales professionals. Updated data is critical for sales success. As great a tool LinkedIn is for sales professionals, there are hazards companies need to be aware of. Just because you can, doesn’t mean you should.

Social Selling 117

Social Selling LinkedIn Guidelines Ideal Customer Profile 117

Mindtickle

MAY 1, 2023

It’s the same idea behind sales certifications. It’s your way to measure whether a new hire is ready for actual sales — how much knowledge they retained, where the gaps are, and what they’ll be able to utilize when face-to-face with a customer. All you have to do is determine which key skills a sales rep must demonstrate to pass.

Hiring 52

Hiring Face-to-face How To Case Study 52

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

Zoominfo

DECEMBER 11, 2020

Companies that made significant investments in WFH technology will not drop the tools once COVID-19 vaccinations are widespread. This approach opens the talent pool for organizations while letting employees have better control over housing costs (take a peek at house prices in Dubuque, Iowa, compared to San Francisco, for example).

Nonprofit 130

Nonprofit Hiring Marketing Face-to-face 130

Hubspot Sales

JANUARY 28, 2020

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. Let’s take some time to establish what a sales matrix is and how you can use one to improve your prospecting efforts.

Inbound 105

Inbound Hubspot Case Study Cold Calling 105

Sales and Marketing Management

JUNE 16, 2017

The most famous example? Titled “ We don’t sell saddles here ,” the memo stated Slack’s mission: “Despite the fact that there are a handful of direct competitors and a muddled history of superficially similar tools, we are setting out to define a new market. Airbnb penetrating Craigslist’s marketplace. What did Butterfield mean?

Penetration 153

Penetration Case Study Lead Rank Hotels 153

DiscoverOrg Sales

JANUARY 22, 2019

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’ve been optimizing DiscoverOrg’s process for gathering firmographic data since 2016. Why is employee count important for sales? I would know.

Social Media 179

Social Media Media LinkedIn Data 179

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.). I’m in Sales and/or Marketing. Download a PDF of this document.

Data 215

Data Marketing Ideal Customer Profile B2B 215

Zoominfo

AUGUST 14, 2018

billion spent on social marketing efforts in the United States alone in 2016 ( source ). Social media tools: Posting to each individual social platform may be free, but it isn’t unusual for a marketing team to implement other paid resources to streamline social efforts. Average sale: How much is the average purchase through your site?

Social Media 133

Social Media ROI Media B2B 133

Hubspot Sales

DECEMBER 26, 2017

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. My team uses Vidyard -- an easy-to-use tool that lets you quickly create videos using your webcam and screengrabs. It no longer works well.

Hubspot 144

Hubspot Lead Rank Call-back Sales Qualified Lead 144

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. 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. AltiSales takes company culture quite seriously.

How To 88

How To Decision Maker Retention Referrals 88

Hubspot Sales

MAY 4, 2020

When HubSpot originally released HubSpot Sales — its free email tracking and sales automation tool —I decided to give it a try, and started to create base templates that I could personalize. Sales Email Template #1. Sales Email Template #2. Sales Email Template #3. Now, let's discuss the email templates.

Hubspot 72

Hubspot Call-back Research Follow-up 72

Hubspot Sales

MAY 6, 2024

Your favorite graphic design software or AI tool may just be a unicorn startup dazzling in plain sight. Unicorn Valuations Unicorns and Venture Capital Examples of Unicorn Companies What is a unicorn company? Personal computers and smartphones are just two examples of new market disruptions. Unicorns can lose their horns.

Data 74

Data Scale Hubspot Social Media 74

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. Those are what allow you to tweak your sales process and fill gaps in knowledge as needed. Sales Analysis Reports. Image Source.

Analysis 117

Analysis Report Churn Collateral 117

No More Cold Calling

AUGUST 31, 2017

There are many misconceptions that trip up modern sales leaders. For example, if you believe that 57 percent of the buying process is complete before buyers ever contact account based sales reps, you’ve lost the deal before you’ve begun. Rather, it’s a step, an action, a conversation missed earlier in the sales process.

Referrals 149

Referrals Cold Calling Account Video 149

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Many sales organizations exclusively compete for and capture these buyers. The 360 Habit, not the tool, allows you to capture the Why of reason are buying. Sales cannot do it alone,” says Shanto. “It Put a lot of “leads?”

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

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 What I find interesting is the number of sales people that do not know any or all of the above, when you ask, they respond: “ depends ”; on what? million, a 12.5%

Proposal 120

Proposal Quota Sales Qualified Lead Lead Rank 120

Zoominfo

JUNE 10, 2022

Responsible business leaders should have a comprehensive understanding of GDPR, including what it is, how it relates to them, the most commonly asked questions about GDPR and data usage, and how to remain GDPR compliant with B2B marketing and sales. What is GDPR? How are GDPR fines assessed? What Does GDPR Mean for Consumers?

B2B 130

B2B Data Ideal Customer Profile Intent 130

Sales Training Connection

AUGUST 1, 2016

Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. The presentation was developed as a comparison to what is happening in 2026 versus ten years earlier in 2016. Let’s tune in and listen to what Dr. Beckett has to say.

Training 50

Training Lead Rank Trends Ideal Customer Profile 50

MEDDIC

MARCH 11, 2022

I have always been fascinated by the magic of LEVERAGE and want to share my view about how leverage applies to learning, particularly to MEDDPICC ® sales training. The MEDDPICC leverage is about using the MEDDPICC ® Sales Methodology and Training to achieve extraordinary results in a sales team, often unimaginable.

Real Estate 52

Real Estate Quota Hiring Sales Qualified Lead 52

Salesmate

SEPTEMBER 15, 2021

Despite social media being the most preferred marketing tool with 83% of the marketers using it, many still believe in the myth and don’t implement social media strategy in their marketing process. Social Media B2B Sales are my primary source of project level work, including new sales into new markets. Michelle Ebbin .

Social Media 98

Social Media Media B2B B2C 98

Mindtickle

MAY 2, 2018

Plus, according to CSO Insights 2016 Sales Enablement Optimization Study, only 49% of study participants had Sales Enablement Content Management solutions with adoption rates of 76% or better. What is sales content management? A broad variety of content is needed for salespeople throughout the sales cycle.

SalesForce 52

SalesForce Sales Cycle Study Sales Enablement 52

Chorus.ai

JULY 16, 2020

In 2016, the NBA’s Sacramento Kings completed construction and moved to Golden 1 Center, a state-of-the-art indoor arena complex in an emerging lifestyle, entertainment, and retail neighborhood in Sacramento, known locally as DOCO, or Downtown Commons. It’s hardly surprising then that the Kings sales organization is big on technology tools.

Sports 62

Sports Coaching Call-back Inside Sales 62

Increase Sales

NOVEMBER 30, 2012

By strategically locating their establishments on Main Street or near busy intersections, they would receive countless exposure and increase sales. Tablets and smart phones are becoming the primary search tools especially for local searches. For years, small businesses heard to be successful was all about location location.

Small Business 133

Small Business Small Business Retail Engineering 133

CloserIQ

APRIL 23, 2019

Technology is essential in sales today. For buyers, finding the right sales technology can be a baffling process. Photo source: The 6 biggest sales-tech trends to watch in 2016. There will be heavy internal costs if you have to stop or slow sales. 3) Conduct sales post mortems. 1) Find a champion.

Lead Rank 88

Lead Rank Scale Top of Funnel How To 88

Partners in Excellence

APRIL 6, 2016

It was entitled, 2016, The State Of Marketing. Let’s take my recent experience as an example. Instead, the sales person was directed to ignore my expressed interest, instead choosing to talk about what her company wanted her to talk to me about—marketing automation. It’s a fascinating piece of work.

Objections 48

Objections Face-to-face Study Prospecting 48