Sales and Marketing Management

OCTOBER 26, 2020

The flowering of virtual sales channels and tools flies in the face of four myths, as documented by Bain & Company’s recent survey, conducted with Dynata, of more than 300 B2B buyers and sellers in the US, UK and Canada. Getting virtual sales right involves far more than using digital tools.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Allego

JUNE 19, 2020

Putting the right tools in place for training, communication, and collaboration is essential. Product Demo: How Virtual Training Will Drive Results for Remote Teams. The post Top 15 Sales Training Webinars of 2020 (So Far) appeared first on Allego. How to Train Smarter, Not Harder .

Webinar Metrics 98

Webinar Metrics Training Hiring Face-to-face 98

Close.io

NOVEMBER 19, 2019

Don't have your 2020 sales plan in place yet? Actionable tools and content so you can have your best sales year yet: Yearly sales goal calculator. Product demo checklist. Yes, I want the 2020 Sales Kit. We've got you covered—with templates, scripts, checklists and other resources to help you hit the ground running in Q1.

Hiring 50

Hiring Referrals Forecasting Follow-up 50

Zoominfo

DECEMBER 15, 2020

A Guide for 2020,” post covers the types of intent data, where it comes from, how to use it. Because in 2020 we should all know that data-driven strategies get you ahead of your competitors. Crush Your Software Sales Demo and Convert More. Read more: Best Practices for Software Sales Demos.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Mr. Inside Sales

DECEMBER 21, 2020

Save 70% from right now through December 31 st , 2020 on my Bestselling CD Series: “How to Double Your Income Selling Over the Phone.”. Thursday, December 31 st , 2020. This sale is good starting the moment you read this and will last until 11:59 P.M. Not sold yet?

Gatekeeper 178

Gatekeeper Face-to-face Decision Maker Licensing 178

Hubspot Sales

MARCH 3, 2020

2020 Sales Strategies. To succeed in 2020 and beyond, your sales approach needs to make similar strides. Now that we are well into 2020, data is only going to become more and more important. With the right tools in place, sales reps can target the ideal prospects for their business in less time. Scheduling tools.

Outsourcing Services 84

Outsourcing Services Strategy Remedy Consumer 84

Hubspot Sales

APRIL 10, 2020

Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. At Mount Arbor , our team has found success using simple webcam and smartphone videos in outreach, contracts, demos, and other creative applications. When you’re in the right place at the right time, selling becomes a whole lot easier.

Buyer 126

Buyer Top of Funnel Ideal Customer Profile Inbound 126

Zoominfo

JANUARY 28, 2021

That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams. Our sales operations team created the dashboard using the data visualization tool Geckoboard. We also spotlighted our company-wide charitable efforts, which netted $650,000 for local nonprofits in 2020.

Hiring 228

Hiring Sports Nonprofit Segment 228

Salesmate

MARCH 17, 2020

In this article, I am going to tell you how you can equip yourself better for handling potential customers by creating a winning sales process for your startup in 2020. This tool helps visualize all the research and discussion of the customer into a map. Ask these questions to yourself. What is a Sales Process? Tasks Pain points Gains.

Sales Process 125

Sales Process Top of Funnel Buyer Persona Lead Rank 125

SalesLoft

DECEMBER 11, 2019

This is part one of a three-part series on what Forrester Predictions 2020 means for sales organizations in the coming year. So says Forrester in their B2B predictions for 2020. . Hence the soul-sucking cycle of research, demos, vetting, and so on. . Buyers don’t need sellers for product education, right?

Scale 52

Scale Pivotal Buyer Research 52

Close.io

NOVEMBER 7, 2019

And, if you’re an inside sales rep or leading an inside sales team, here are the metrics that you should be tracking as you prepare for 2020. With Close app, you can accelerate communication using built-in automation tools like the Predictive Dialer. Number of meetings or demos scheduled. Number of meetings/demos completed.

Inside Sales 65

Inside Sales Lead Rank Lead Scoring Face-to-face 65

LeadBoxer

DECEMBER 12, 2019

But of the hundreds of tools out there, how do you know which one is best for you? We’ve compiled this list of 25+ email tracking apps and multi-functional tools with email tracking abilities, many of which work with Gmail, Outlook, and your CRM of choice. The tool integrates with Salesforce, Slack, and a few other platforms.

Lead Rank 111

Lead Rank Lead Scoring SalesForce Hubspot 111

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. At the beginning of the year, we found that conference activity is down 57% in early 2021 compared to the same time period in 2020. Get Comfortable With Virtual Events.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Chorus.ai

MAY 29, 2020

Now everyone is taking advantage of Zoom and other tools to get the job done. The sales process has changed,” he said, “because we used to do in-person demos or meetings, and not everyone’s old process works anymore. Sales executives says: ‘Let’s do it,’ and the rep says ‘Great, let’s do a demo. They don’t want to see a demo.”

Outbound 62

Outbound Referrals Buyer Call-back 62

Hubspot Sales

DECEMBER 15, 2020

How did your leadership priorities change in 2020? According to recent HubSpot research, 65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts instead of making it an initiative someone works on off the side of their desk. says Pope. "We

Sales Enablement 124

Sales Enablement Revenue Top of Funnel Hiring 124

Sales and Marketing Management

FEBRUARY 22, 2021

Regardless, 2020 will have an indelible impression on business operations for quite some time. Our company, like others, canceled plans to participate in near-term trade shows only to learn that all 2020 events were soon to be canceled as well. In closing, demand gen tactics and tools keep changing.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Chorus.ai

MAY 26, 2020

I think we’re used to asking our youngest members to follow their script and run through the demo,” said Lauren, “and that’s just not going to work anymore.”. It’s not a standard pitch, it’s not a list of features and benefits, and it’s not a demo. You’re not selling the tool anymore, you’re selling the decision.”

Scale 62

Scale Coaching Pivotal Call-back 62

Zoominfo

AUGUST 8, 2022

Compare that to the average of $1,678 per employee that midsize companies spent on training in 2020. Equipping them with the tools and information to progress in their career promotes workplace happiness, employee productivity, and overall engagement. ZoomInfo built our Trojan AE program for this very reason.

Hiring 130

Hiring Top of Funnel Promotion Compensation 130

Sales Hacker

FEBRUARY 9, 2024

If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: Bad data. That’s because these tools are built on static databases, playing cat-and-mouse to keep up with job titles changes, employee turnover, and bouncing emails. View the launch live demo on demand. Sponsor shoutout: Wiza.

Top of Funnel 67

Top of Funnel Real Estate Ideal Customer Profile B2B 67

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. and establish brand awareness by inviting customers to connect through a meeting, webinar, free trial, or demo. A study by Barilliance, an eCommerce personalization suite, found that in 2020, the average email conversion rate based on click-through across the surveyed industries was 15.11%.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

InsideSales.com

APRIL 15, 2021

In 2017, 2018, and 2020, the ratio has declined from 3.0 with 2020 marking an average of 2 account executives for every 1 supporting SDR. In 2020, 75% of SD teams now report to sales, 15% report to marketing, and 10% report to revenue or sales ops. In 2020, these teams were 15.2% Schedule a demo here.

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

InsideSales.com

APRIL 1, 2021

When asked about their top technical tools, Customer Relationship Management (CRM) tools rose to the top. In 2017, we predicted that CRM adoption would increase by 38%, but in 2020, all respondents used a CRM. That’s why a tool that can automatically update your CRM with a real-time bi-directional sync is so powerful.

Trends 98

Trends Scale CRM Report 98

Zoominfo

JANUARY 8, 2021

For instance, your B2B blog is a powerful tool for attracting prospective customers. Engaging blog posts with clear, persuasive calls to action (such as asking them to sign up for a demo or register for a webinar) will bring prospects closer to your brand. In the last 6 months of 2020, there were 6.5 Take Twitter, for instance.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Groove.co

OCTOBER 20, 2020

Salesforce’s 2020 report reveals that in today’s world, understanding prospects’ pain, establishing trust, and building relationships are paramount to closing deals. Today, a majority of high-performing sales teams leverage automation tools to take manual tasks off of their sales reps’ plates so they can focus on high-value activities.

SalesForce 36

SalesForce Trends Report Face-to-face 36

Crunchbase

JANUARY 26, 2021

While it’s impossible to predict what 2021 and the years beyond may bring to sales, assessing the confusing marketplace in 2020 does give us some useful insights to use as a launchpad. Even before the pandemic began in 2020, the sales journey was growing increasingly complex. AI plays a bigger role.

Trends 98

Trends Social Media Discount Decision Maker 98

SBI

DECEMBER 9, 2020

December 9, 2020 – Allego , the leader in sales learning and enablement solutions, today announced its acquisition of Refract , a UK-based leader in sales engagement and multilingual conversation analytics. Supported by a wide range of integrations with tools such as Hubspot, Aircall, Salesloft, Zoom and many more.

Marketing 109

Marketing Analytics Ideal Customer Profile Coaching 109

SBI

SEPTEMBER 15, 2020

Needham, MA – Sept 15, 2020 –. According to Forrester’s Now Tech: Sales Enablement Automation, Q2 2020 report, teams that invest in sales enablement automation are better equipped to evolve selling processes and skills to reflect buyer preferences. About Allego. Allison Rynak 781-374-5846 arynak@allego.com.

Distribution 87

Distribution Face-to-face Sales Enablement Coaching 87

Zoominfo

JANUARY 28, 2021

That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams. Our sales operations team created the dashboard using the data visualization tool Geckoboard. We also spotlighted our company-wide charitable efforts, which netted $650,000 for local nonprofits in 2020.

Hiring 130

Hiring Sports Nonprofit Segment 130

Sales Hacker

JUNE 1, 2022

Obviously, the COVID-19 pandemic changed the game for virtually every business in early 2020. Know your prospect’s current tech stack and create a customized video to explain how your proposed solution will add value or increase effectiveness of their tools. Put care into your demo. Present a solution to demonstrate value.

Buyer 93

Buyer Collateral Case Study Follow-up 93

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Close.io

NOVEMBER 26, 2019

Unfortunately, the same brilliant marketing that gets us excited to “accelerate sales” can promise results we’ll never achieve if we fall victim to these three challenges when implementing sales tools. The obvious answer is, “When the tool pays for itself.” But tools don’t do things; people do things. Fail to get user buy-in.

Sales Technology 89

Sales Technology Top of Funnel Outsourcing Services Outbound 89

SalesLoft

JANUARY 28, 2020

Demos held. Invest in sales operational excellence via tools and personnel. It has a few “founder/VC/family” customers, but no real sales process to speak of despite recently making its first few sales hires. . Sound familiar to anyone? History would tell you to start here: Dials. Unique selling conversations. Closed Won. Closed Lost.

Ideal Customer Profile 61

Ideal Customer Profile Hiring Lead Rank Lead Scoring 61

Groove.co

SEPTEMBER 16, 2020

The American Association of Inside Sales Professionals (AA-ISP) just announced the winners of its 2020 Service Provider of the Year Award, and Groove is proud to have been named service provider of the year. Bruce Recht, Admissions Counselor, 2U “This tool is a must for teams that are out trying to close business!”

Inside Sales 26

Inside Sales SalesForce Vendor Field Sales 26

Salesmate

APRIL 17, 2020

Here is a small example: You had a call with one of your prospects, and he agrees to take a product demo with you. The most effective step is to send a confirmation email with a link to your calendar, so the prospect can schedule a demo right away. This small activity can increase the chances of scheduling a demo. Dave: Sure.

Face-to-face 101

Face-to-face Follow-up Social Media Examples 101

Sales Hacker

MARCH 16, 2020

5 Tactics for Effective Sales Follow-Up in 2020. Whether the buyer filled out a Request-a-Demo or Contact form or progressed to an MQL based on behavior scoring will change your messaging per tactic, but best practices for each will remain the same. For example: A Social Media Manager requests a demo of your social listening tool.

Follow-up 108

Follow-up Examples Lead Rank Marketing Qualified Lead 108

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. In these conditions, without the right knowledge, tools, and team assistance at their fingertips, your sales reps will find consistent sales success hard to come by.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100