The Sales Hunter
OCTOBER 22, 2019
The prospect agrees to take your meeting, and they even agree to your demo call. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect. Your goal is to build on the customer’s ego in the prospecting phase and not when you’re trying to close the deal.
DiscoverOrg Sales
JANUARY 2, 2019
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. Here are some data predictions we’re looking forward to. B2B big data is big business. BIG business.
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Zoominfo
MARCH 27, 2019
Most importantly, you’d have a list of highly-qualified, sales-ready prospects to reach out to. Thus, The 2019 Technographic Data Report for B2B Sales Organizations was born. The 2019 Technographic Data Report for B2B Sales Organizations. But first, let’s cover some important background information.
Zoominfo
DECEMBER 16, 2019
In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. If you want successful results calling, if you want your reps to actually talk to real buyers, you MUST arm them with accurate, direct dial phone numbers.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
Forrester Research Group reports that on average 70% of a buyer’s purchasing decision is made before engaging with a sales team. For many of us, that means we must become great educators and provide the best answers for our prospects at every stage of their journey. What videos work best to engage your buyers at each stage.
The Pipeline
OCTOBER 8, 2019
As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. Boomers, Millennials, and Gen Z’s, have failed to make the mental shift to leverage the phone in 2019 properly. Not Your Daddy’s Phone.
SBI Growth
JANUARY 17, 2019
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. You revisit a familiar framework that has always proved helpful in the past- People, Process,
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