Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

SBI Growth

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

SBI’s March 2019 CEO Newsletter

SBI Growth

2019 Q1 CEO Research Report Your 2019 strategic plan may already be in jeopardy. Two-thirds of well-formulated corporate strategies fail due to poor execution. In this report, we provide a roadmap for CEOs to identify and close execution gaps across the organization… Get. Article Go-To-Market Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Report 152
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

As you move forward into 2019, make sure your customer data is accurate and complete. Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin. To stay ahead of the competition and thrive, it’s essential to identify and adopt sales techniques that can boost your productivity and results. So we’ve developed a list of the hottest trends.

Trends 238

Here’s Why Changing Your Comp Plan Could be Your First Mistake of 2019

SBI Growth

Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. The primary takeaway? Forrester found only 1.2% of companies achieved a score indicating maturity in data management practices. However, organizations are fighting back - and winning.

SBI’s December 2019 CMO Newsletter

SBI Growth

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

May 2019 B2B Blog Post Round-Up

Zoominfo

And there you have it– the May 2019 B2B Blog Post Round-Up. The post May 2019 B2B Blog Post Round-Up appeared first on ZoomInfo Blog. Welcome to the May edition of the ZoomInfo B2B Blog Post Round-Up series. For those of you who are new to this series, we use each monthly round-up to feature content created by the ZoomInfo writers for outside publications. These blog posts typically explore topics related to B2B marketing, B2B sales, recruiting, or business growth.

B2B 158

Top Performers - May-June 2019

Sales and Marketing Management

10-12, 2019. Author: Staff The Los Angeles ad agency Omelet has an employee recognition program they call 60/60, which grants employees two hours every week to work on a project they’re passionate about?—?and and it doesn’t even have to relate to a client. Through the program, employees have been able to work on anything from sports sites to food blogs. When you value an employee’s passions, they know you value them as a unique individual.

Outreach at Ramp 2019

InsightSquared

We’re excited to announce that Outreach , the #1 Sales Engagement Platform, is sponsoring Ramp 2019, the revenue ops event of the year! Ramp by InsightSquared will be held in Boston at the Revere Hotel on June 13-14, 2019. Articles B2B conference Boston conference insightsquared Outreach Ramp 2019 Ramp Boston Ramp by InsightSquared revenue operations revenue ops Revenue ops event of the year sales operations Sales Ops

July 2019 B2B Blog Post Round-Up

Zoominfo

8 Ways to Collect Better Customer Testimonials in 2019. And there you have it— our July 2019 B2B Blog Post Round-Up. The post July 2019 B2B Blog Post Round-Up appeared first on ZoomInfo Blog. Welcome new readers and ZoomInfo regulars to the latest edition of our B2B Blog Post Round-Up series.

B2B 147

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

SBI’s February 2019 CPO Newsletter

SBI Growth

Your Product Does Not Sell Itself — Why Clarity Between Product Management & Marketing is Critical Don’t let confusion between product management and product marketing responsibilities risk your product’s success. Devote time early on to clarify these within your team and. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

3 Takeaways from ZoomInfo’s 2019 Technographic Data Report

Zoominfo

Thus, The 2019 Technographic Data Report for B2B Sales Organizations was born. The 2019 Technographic Data Report for B2B Sales Organizations. To create the 2019 Technographic Data Report, we surveyed approximately 250 B2B sales professionals about technographics. The post 3 Takeaways from ZoomInfo’s 2019 Technographic Data Report appeared first on ZoomInfo Blog. For those who aren’t familiar with the concept of technographics, allow us to explain.

Report 181

A Gift to Our Readers: MIS Wins 2019 Service Provider Award!

Mr. Inside Sales

Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. The post A Gift to Our Readers: MIS Wins 2019 Service Provider Award! Closing & Objection Scripts Cold Calling Scripts aaisp award winner 2019 award winner sales leader award winning sales program and scripts

2019 Workforce Disruption Prediction - Hiring Non-tech Roles in Tech

Score More Sales

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond. One of those points – “The New Era of Tech Hiring Will Be For Non-Tech Jobs” (which includes SALES) supports our point of view about NOW being the time for more women and people of color to consider a career in B2B sales. Hiring sales leadership

B2B 160

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

April 10th, 2019 11:00AM PST, 2:00PM EST, 7:00PM GMT eLearning cannot be a “one size fits all” proposition.

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. We don’t have a crystal ball, but here’s what we’re expecting in 2019: Prediction #1: B2B will get serious about customer engagement data. We think 2019 is the year Intent Data moves into the sales and marketing stack, and the skills will follow.

Data 170

SBI’s March 2019 Pricing Newsletter

SBI Growth

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Key Takeaways from the 2019 ZoomInfo Call Olympics

Zoominfo

The sales team at ZoomInfo believes in the power of the phone, and they recently put that belief to the test during the 2019 ZoomInfo Call Olympics: a three-hour call blitz with one purpose — connect with as many prospects and customers as possible before the clock hits zero.

SBI’s March 2019 CSO Newsletter

SBI Growth

Is Poor Execution Endangering Your Sales Strategy? Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise. And those whose only response is “stick to the plan” Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Legendary Presentations: eLearning, Sales Collateral, and Defeating Death-by-PowerPoint

Speaker: Richard Goring, Director, BrightCarbon

June 10th, 2019 11:00 AM PST, 2:00 PM EST, 7:00 PM GMTPresentations have a well-earned reputation for being terrible snooze-fests full of boring bullets and Death by PowerPoint.

SBI’s February 2019 CMO Newsletter

SBI Growth

Should Your Field Marketing Team Own a Number? Of the myriad marketing roles in today’s workforce, none is more widely misunderstood than field marketing. The bad news is marketers tend to have a blind spot to how they’re perceived in the. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s February 2019 CSO Newsletter

SBI Growth

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan. Your product road map provides validated ideas that deliver real value. It sets your organization up to capture more market share. But having. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s February 2019 Private Equity Newsletter

SBI Growth

Why Do PE Firms Care About Customer Experience? PE firms invest because they know that additional capital will drive EBITDA and revenue, or they would not do it. So how does customer experience play into that investment strategy? It is a. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Lucidchart Returns to Ramp 2019

InsightSquared

This year, Lucidchart will also showcase an exciting new partnership at their Ramp 2019 booth with more details to be announced in May. Stop by our booth at Ramp 2019 to find out why sales leaders turn to the Lucidchart Sales Solution to enable their sales orgs to deliver clarity at every stage of the sales cycle. Ramp by InsightSquared will be held in Boston on June 13th and 14th, 2019.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

April 24, 2019 11:00 AM PST, 2:00 PM EST, 7:00 PM GMTMost sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.”.

SBI’s March 2019 CMO Newsletter

SBI Growth

How Does the Marketing Leader Know If They Are Aligned to Sales? Often, companies miss their number because Marketing and Sales are not aligned. As a Marketing leader are you aligned with your sales counterparts? Are you driving towards the same. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s February 2019 Pricing Newsletter

SBI Growth

Ending Sales Team Resistance to Your Pricing Initiatives Too many B2B companies today fail to activate pricing initiatives because they don’t focus on overcoming resistance from the sales team. The key stakeholder in pricing execution is the sales organization. Without them, Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

B2B 146

SBI’s February 2019 CEO Newsletter

SBI Growth

A Sales Enablement Tool for the CEO CEOs with a “bet-the-company” new product launch cannot afford even the hint of failure. Most CEOs do the basics of launch planning, but many neglect to properly enable their sales force ahead of time. Article Go-To-Market Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s January 2019 CSO Newsletter

SBI Growth

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Buyer 146

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

SBI’s December 2019 Private Equity Newsletter

SBI Growth

Are Your Portfolio Companies Optimizing Their GTM Resources? Waste and inefficiency are the enemy of growing enterprise value. It isn’t enough to simply have an org chart, budget plan, and strategy laid out. You must match up the right people, with. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s December 2019 Product Officer Newsletter

SBI Growth

UX Isn’t Enough – Why an Integrated CX Strategy Will Help Drive Growth You are already focused on User Experience to drive product success and adoption. Applying an integrated Customer Experience strategy creates an opportunity for the agile organization to drive. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s December 2019 CEO Newsletter

SBI Growth

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content… Customer Experience – How. Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Buyer 146

5 incentive travel trends for 2019

Sales and Marketing Management

The British-based C&IT Magazine recently summarized five incentive travel trends that will impact programs in 2019. In 2019, we need to start listening to what’s actually impacting our world and incorporate these into our incentive programs,” Grant says. In 2019, we will continue to see the impact of millennials,” says Grant. Favelle expects wellness programs will be one of 2019’s biggest incentive travel trends. “We

Travel 120

7 Must-Have Automated Documents for Sales Success

The 7 must-have automated.

Automated Data Hygiene: 2019 Database Maintenance

Zoominfo

The post Automated Data Hygiene: 2019 Database Maintenance appeared first on ZoomInfo Blog. Our stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. Think about it, without contact information, how would you sell, market, or provide quality customer service? The short answer is—you wouldn’t be able to.

Data 117

#ChatZoomInfo: 2019 ZoomInfo Twitter Chat Schedule

Zoominfo

In 2019, ZoomInfo is taking to Twitter to host a series of 12 Q&A-type discussions. The 2019 #ChatZoomInfo Line-Up. The post #ChatZoomInfo: 2019 ZoomInfo Twitter Chat Schedule appeared first on ZoomInfo Blog. Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. The ultimate goal of #ChatZoomInfo is to engage with the diverse group of professionals, customers, and partners who follow ZoomInfo on Twitter.

Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. The post Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019 appeared first on DiscoverOrg. Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be?

February 2019 B2B Blog Post Round-Up

Zoominfo

But, we’re back and better than ever with our February 2019 installment. And there you have it, our February 2019 B2B Blog Post Round-Up! The post February 2019 B2B Blog Post Round-Up appeared first on ZoomInfo Blog. Welcome back to our B2B Blog Post Round-Up series. We took two months off to plan for the upcoming year. For those of you who aren’t familiar with this series, let us explain.

B2B 117

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.