Zoominfo

MAY 6, 2020

“We do not want to grow too fast,” said Eric Yuan, CEO of Zoom, in a 2017 interview with Saastr. We do not aggressively pursue the new prospect.”. This turn of events feels slightly ironic (and maybe even somewhat eerie) considering Yuan’s statements about the company’s commitment to sustainable growth back in 2017.

Video 207

Video Cancellation Microsoft Comparison 207

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Inside sales teams leverage technology to connect and engage with prospects. Consider that in 2017, 20% of industrial companies preferred digital interactions and purchases. What do inside sales reps do?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

Zoominfo

JANUARY 29, 2018

5 Reasons to Send Employees to Trade Shows and Conferences. There’s no way around it—industry conferences and networking events are expensive. Keep reading for our top five reasons to send your employees to industry conferences this year! From event planning to trade show design, there’s a little something for everyone.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Zoominfo

MAY 6, 2020

“We do not want to grow too fast,” said Eric Yuan, CEO of Zoom, in a 2017 interview with Saastr. We do not aggressively pursue the new prospect.” This turn of events feels slightly ironic (and maybe even somewhat eerie) considering Yuan’s statements about the company’s commitment to sustainable growth back in 2017.

Video 100

Video Cancellation Account Based Marketing Microsoft 100

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Circleback

JUNE 6, 2017

Sure, we show up, but in the back of our minds, we expect the summer slump—prospects on vacation, budgets firmly fixed from the January prior, decreased traffic, and, ultimately, not too much going on. Unfortunately, when everyone else has vacation brain, the prospecting tactics utilized during the rest of the year tend to fall a bit short.

Prospecting 29

Prospecting Fashion Conference Face-to-face 29

Adaptive Business Services

MARCH 23, 2022

Realized I didn’t want to do that forever, so I went back to school, got my MBA from the University of Minnesota Carlson School, spent 14 years in corporate marketing, 10 years with a small B2B-focused agency, then started my own consultancy in 2017. How about telling them a little bit about your business? Do you have regular routines?

Social Selling 101

Social Selling Social Media Twitter Networking 101

Sales Hacker

AUGUST 4, 2023

The meetups led to our first-ever, 300-attendee Sales Hacker Conference in San Francisco in September of 2013. Then we did a New York conference, launched the online publication SalesHacker.com, and organized paid public meetups in over 20 cities across 5 continents. I showed up on Monday and worked the conference for all three days.

Hiring 61

Hiring Scale Conference Call-back 61

Hubspot Sales

SEPTEMBER 18, 2023

These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role. If you contact a prospect right after they buy an expensive competitive product, they're not going to bite. Set up alerts for prospect names or business names and get notified whenever they are mentioned in news on the web.

Social Media 104

Social Media Google Hiring How To 104

Hubspot Sales

NOVEMBER 7, 2017

As sales reps, our tendency is to flatter prospects by pointing out their accomplishments. In addition to buttering up our prospects, these statements make us feel we've done our homework. 1) You’re assuming social media engagement = qualified prospect. 3) You’re a conference stalker. 6 Creepy Email Habits to Drop.

Conference 99

Conference Call-back Social Media Sales Qualified Lead 99

MJ Hoffman

APRIL 22, 2019

She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. They unanimously agreed it was convincing the prospect to read the email and summarizing its contents. However, in 2017 email subject lines have a different purpose. In other words, they over-qualify.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Crunchbase

AUGUST 11, 2020

Despite recent data showing the brimming optimism of sales and marketing leaders, my inbox is flooded with prospecting messages that start just like this. Everyone agrees that salespeople should have empathy right now, but many think adding some vague platitudes about “difficult times” to a templated prospecting email is the answer.

Face-to-face 86

Face-to-face Lead Rank Lead Scoring Discount 86

Gong.io

SEPTEMBER 1, 2020

We analyze anonymized B2B sales interactions from our product users, which includes everything captured by Gong’s Revenue Intelligence platform: web conference meetings, phone calls, and emails. And a dramatic increase from our previous post in 2017. Here’s a quick explanation of how we get our data. It’s a no-brainer.

Video 152

Video Data Face-to-face Call-back 152

SBI

SEPTEMBER 17, 2019

Keep every prospect engaged and seal every deal imaginable. Design customizable alerts to engage prospects, seal under-the-radar deals and get informed of trouble areas. Keep every prospect engaged and seal every deal imaginable,” said Vlad Voskresensky , CEO and Co-Founder of Invisible.io. MOUNTAIN VIEW, Calif.,

SAP 84

SAP Enterprise Enterprise Oracle 84

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

MJ Hoffman

OCTOBER 3, 2018

Field salespeople have one major advantage over inside reps: Establishing relationships with your prospects is far easier when you’re sitting across the table from them rather than talking to them through a computer screen. Ask your prospect if you can arrive 15 minutes early to set up. 1) Arrive Early. This has several benefits.

Sales Meeting 40

Sales Meeting Meeting Face-to-face Conference 40

MJ Hoffman

OCTOBER 3, 2018

Field salespeople have one major advantage over inside reps: Establishing relationships with your prospects is far easier when you’re sitting across the table from them rather than talking to them through a computer screen. Ask your prospect if you can arrive 15 minutes early to set up. 1) Arrive Early. This has several benefits.

Sales Meeting 40

Sales Meeting Meeting Face-to-face Conference 40

Gong.io

AUGUST 26, 2020

We gather (anonymized) B2B sales interactions from our product users, including everything captured by Gong’s Revenue Intelligence platform: web conference meetings, phone calls, and emails. Before we dive into some next-level number crunching, here’s a quick explanation of how we get our data at Gong Labs. . 3: Imagine. That means.

Hiring 122

Hiring Buyer Call-back Case Study 122

SBI

FEBRUARY 27, 2018

A 2017 study by LinkedIn said “Trust” is the number one factor in purchase decisions. Create company branded microsites to send to prospects that then provide sales instant sales intelligence on buyer committee asset consumption and engagement levels for smarter follow up conversations.

Sales Cycle 139

Sales Cycle Customer ROI Scale 139

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . Inside sales have one big advantage over outside sales — you don’t have to spend money on travel, conference tickets, and business lunches in order to close a deal.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

Hubspot Sales

NOVEMBER 23, 2017

I once sent a woman I sat next to at a conference in the sweltering desert heat an email with the subject line “Nice sweating next to you @ Inc. You want to demonstrate that you took time to look into your prospect before reaching out, but you definitely don’t want to overdo it. 4) Do your homework (but don’t be a creep).

Sales Process 106

Sales Process Real Estate Follow-up Insurance 106

Jeff Davis

SEPTEMBER 21, 2017

If interested in engaging more on this topic with your colleaagues and peers, make sure to check out their upcoming national conference in Dallas on 10/25 - Sales Enablement 2017 Beyond my presentation there was great conversation from some very passionate and knowledgable folks. Below are some of my key takeaways for the evening.

Sales Enablement 48

Sales Enablement Meeting Enterprise Enterprise 48

Pipeliner

DECEMBER 31, 2017

Based on what I’ve heard from sales leaders, 2017 wasn’t much better. Relied on social media and email to communicate with prospects. By including a referral program in your account based sales development plan, you can guarantee only qualified leads, increase conversions, decrease prospecting time, and attract new, profitable clients.

Referrals 75

Referrals Sales Qualified Lead Cold Calling Social Media 75

The ROI Guy

NOVEMBER 6, 2017

Alinean’s Dan Sixsmith recently attended the annual Sales Enablement Society Conference in Dallas, with a wealth of other sales enablement experts and practitioners. Buyers are looking for sales reps to be strategic partners and trusted advisors, yet prospects rate only 18% of sellers as measuring up to this new standard (USC, 2017).

Conference 11

Conference Sales Enablement Sage Decision Maker 11

The Brooks Group

AUGUST 23, 2017

A training that allows attendees to use their current accounts will improve their buy-in, since they can see how the new skills will immediately benefit them with actual prospects and customers. Choose a Theme that Inspires. You won’t get much buy-in or enthusiasm from your sales team if your meeting is based around a cheesy theme.

Sales Meeting 61

Sales Meeting Meeting Territories Face-to-face 61

SBI

FEBRUARY 19, 2020

Since 2018, the number of client set-ups at events has increased 76% – These global events represent tradeshows and conferences all over the world including prestige events such as Web Summit, Lisbon, and Collision in Toronto. Revegy more than doubled net new customers from 2017 for its SaaS-based subscriptions. Industry News.

ROI 68

ROI Industry Chemicals SAP 68

SugarCRM

OCTOBER 31, 2019

in 2009 to 52.99% in 2017. During meetings, seminars, and conferences, your employees meet new prospects. And they will need to access certain information from your CRM while working on the field. That’s where Mobile CRM comes to the rescue. And of course, their clients also expect real-time information for quicker decisions.

CRM 34

CRM SugarCRM Data Conference 34

Highspot

APRIL 12, 2019

With the conference around the corner, we dove into three of today’s — and tomorrow’s — hottest topics that are impacting the modern market. ” TOPO reports that 90% of sales leaders plan to invest in technologies and methodologies to help their sellers engage effectively with prospects and customers.

Trends 45

Trends Hiring Marketing Sales Enablement 45

Vengreso

NOVEMBER 18, 2020

In simple terms, remote selling is prospecting and engaging buyers and customers from a remote work location, generally, a salespersons home office. Xant’s The State of Sales Report shows that in 2017 outside sales reps were spending 45% of their time selling remotely. Leveraging sales-video messages to prospect and even close sales.

Hiring 111

Hiring Face-to-face Lead Rank Lead Scoring 111

Hyper-Connected Selling

APRIL 19, 2017

— Amy Heiss (@HeissofTexas) January 24, 2017. It can be as simple as: “It was great spending some time with you last week at the conference. If I run across a prospect that fits into your demographic, I’ll let you know. If you are writing to a prospect or customer, try to resist asking for something.

Networking 45

Networking Hotels Referrals Demographics 45

Showpad

APRIL 9, 2021

It’s hard to get your foot in the door on a video conference call, isn’t it? A July 2017 McKinsey survey found that 48% of respondents said they perceived lower costs as one of the top three factors that drive technology adoption across their company. At least in a literal sense. It just means that the rules of the game have changed.

Training 52

Training Hiring Lead Rank Lead Scoring 52

Hubspot Sales

OCTOBER 10, 2017

Like just 17% of salespeople think they're pushy -- compared to 50% of prospects. Sales Statistics [2017]. Sales prospecting stats. Do you find prospecting to be the most difficult part of your job? Devote time to prospecting each and every day. The vast majority of prospects want to read emails at 5 and 6 a.m.

Referrals 145

Referrals Hubspot Top of Funnel Sales Qualified Lead 145

Green Lead's B2B

JANUARY 25, 2017

The sales and marketing industry is flooded with events, conferences, web events, you name it. Join me at the TOPO Summit – Pier 27 San Francisco, April 12-13th, 2017. In the old pure outbound model, they could get credit for meetings they set from outbound prospecting. Pier 27 San Francisco, April 12-13th, 2017.

Account 0

Account Account Based Marketing Outbound Inbound 0

Mr. Inside Sales

APRIL 9, 2018

of Sales and presents at sales conferences, delivering keynotes and break-out sessions around the world. of Sales and speaks often at sales conferences, delivering keynotes and break-out sessions around the world. Mike has great pointers and scripts on handling cold-calling and prospecting that I’ve found to be very helpful!

Inside Sales 24

Inside Sales Hiring Scale Conference 24

Sales Hacker

JANUARY 23, 2018

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013.

Conference 92

Conference Webinar Metrics Hiring Vendor 92

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. Two years later in 2017, Outside Sales had already started spending almost half their time (45.4 What is Outside Sales? percent) selling remotely.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. Two years later in 2017, Outside Sales had already started spending almost half their time (45.4 What is Outside Sales? percent) selling remotely.

Outside Sales 130

Outside Sales Face-to-face Travel Cold Calling 130