Showpad

APRIL 3, 2020

Prioritizing the needs of your customers and prospects is always important, but in the current environment, we need to have even more empathy and humanity in customer interactions. Showpad helps organizations boost sales and marketing alignment and support their sales teams with tools for training, coaching and content management.

Sales Enablement 52

Sales Enablement Face-to-face Commission Webinar Metrics 52

SBI

AUGUST 31, 2020

Seismic Launches Interactive Content to Improve Digital Engagement for Marketers and Sellers in Summer 2020 Release. SAN DIEGO, CA (August 31, 2020) –. With our Summer 2020 release, we are bringing sales content to life.” Natalie Beaulieu Senior Public Relations Manager, Seismic nbeaulieu@seismic.com.

Marketing 65

Marketing Scale Sales Enablement Microsoft 65

Hubspot Sales

APRIL 10, 2020

Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. Video walkthroughs, visual case studies, screen shares and webinars are all great ways to communicate value before getting down to what your individual customer needs. 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 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Salesmate

JULY 28, 2020

25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals. Persuading the prospects to spend their precious dollars in your product/service is surely a challenging task. Fanatical Prospecting.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

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

Zoominfo

JANUARY 8, 2021

When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Once you have your ICPs mapped out, you can focus on building a stream of ready-to-buy prospects or marketing qualified leads. The overall goal is to stimulate prospects’ interest in your product or service. .

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Sales Hacker

MARCH 5, 2020

Sales tools using machine learning and deep learning are already widespread in the market today. In this article, we discuss the state of AI in 2020, especially for enterprise sales. Our recent, in-depth study showed that these simple definitions can instantly make you look good at sales meetings and cocktail parties.

Benefit 85

Benefit Tools Lead Rank Lead Scoring 85

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. You can engage prospects throughout the customer lifecycle One of the greatest benefits of email is the fact that it suits every stage of the customer lifecycle. Email can also be used to familiarize customers with your product and services by sharing content such as blogs or case studies.

Email Marketing 130

Email Marketing Benefit Webinar Metrics Marketing 130

Showpad

DECEMBER 16, 2019

It will be critical for Sales organizations to closely examine all such factors if they hope to optimize their Sales enablement program for substantial, ongoing success in 2020 and beyond. It then factors into a seller’s interactions with the prospect, characterized as lead scoring or opportunity ranking data.

Sales Enablement 52

Sales Enablement Trends Lead Rank Lead Scoring 52

Zoominfo

APRIL 24, 2020

Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the NBA suspended their 2020 season. Good question: Prospects are identified via a company’s IP address. Where does the data come from?

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

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

Hubspot Sales

APRIL 6, 2023

As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. Social Commerce Will Give Prospects New Shopping Options Take one scroll through Instagram and TikTok and you're guaranteed to come across one item you can buy. In a similar study by HubSpot. million people.

Trends 99

Trends B2B B2C Social Media 99

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? To answer this question, let’s start with some data: According to the latest HubSpot Research Study , we found that 40% of businesses will miss revenue targets this year. Instead, it was how teams used the tools that made the difference.

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

InsideSales.com

APRIL 15, 2021

The goal for any sales rep is to have a full calendar of highly qualified prospects to speak with each day. Since our last State of Sales Development study in 2017, we’ve seen a significant shift in the ratio of account executives (AE) to sales development reps (SDR). In 2017, 2018, and 2020, the ratio has declined from 3.0

Trends 110

Trends Lead Rank Hiring Sales Qualified Lead 110

Zoominfo

APRIL 16, 2022

On an average morning in early 2020, sales reps left their team huddles pumped up on yesterday’s success stories and a few cups of dark roast, ready to start dialing for the day. In today’s environment, it’s getting harder to connect with prospects on a cold call. Then the COVID-19 pandemic hit. Sound familiar? It’s not just you.

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

The Pipeline

DECEMBER 10, 2019

Digital natives will naturally see things differently than digital immigrants , especially when it comes to sales tools. The 2020 Nostradamus of Sales. If you look at the studies, the “why” has not changed in millennia. While they may resist some tools, working with younger reps learning how to benefit from simple tools.

Sage 218

Sage Up-Sell Buyer Benefit 218

Zoominfo

APRIL 20, 2020

With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? Now more than ever, it is critical that sales and marketing leaders establish a strategy and KPIs for short and long-term success in 2020.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. Case studies. But that’s not all. But that’s not all. Buyer’s guide.

Collateral 98

Collateral Case Study Retention Hubspot 98

Zoominfo

OCTOBER 5, 2021

billion in 2020 to $33.3 Social Listening: Monitor online conversations between customers and prospects to uncover important information related to your brand and industry. Whether you use a social listening tool or track important topics manually, this process can help gauge public perception of your brand and products.

Data 130

Data Marketing Scale Analysis 130

SalesHandy

SEPTEMBER 3, 2020

So to keep you productive high throughout the year, we have curated the latest and credible sales statistics from different research reports, analytical articles, and case studies of top-notch industries that can help you in building the best data-driven sales strategies for your business. The Best Sales Statistics of 2020.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Hubspot Sales

APRIL 5, 2023

When it comes to selling and sales calls, more than 50% of prospects want to see how your product works on the first call. Virtual meetings have remained popular since the 2020 pandemic, which could be because 63% of sales leaders find virtual meetings just as or more effective than meeting in person. billion by 2025.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

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. The number dropped by around 19percent.

Trends 98

Trends Social Media Discount Decision Maker 98

Zoominfo

AUGUST 8, 2022

It creates a better culture “Opportunities to learn and grow” is the strongest driver of work culture, according to a recent Glint study. Compare that to the average of $1,678 per employee that midsize companies spent on training in 2020.

Hiring 130

Hiring Top of Funnel Promotion Compensation 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. Case studies and client testimonials. Video introductions.

Buyer 93

Buyer Collateral Case Study Follow-up 93

SBI

JULY 1, 2020

Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. 5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.

Account 181

Account Revenue Top of Funnel Funnel 181

Sales Hacker Training

NOVEMBER 6, 2019

Our question: “What is your best advice for anyone starting their sales career in 2020?” My best sales advice comes in two parts: 1) Learn how to build your own dashboard, and take charge of the tools and resources you use to help you do your job. The post Career Advice from the Pros: Starting a Sales Career in 2020? Josh Allen.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Chorus.ai

JANUARY 29, 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 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Shari Levitin

DECEMBER 29, 2020

There are just two days left of 2020. I don’t know about you but I’m definitely ready to put 2020 behind me. They are loaded with tips and tools to supercharge your sales in the new year. They are loaded with tips and tools to supercharge your sales in the new year. We’ve almost made it!

Study 62

Study LinkedIn Objections Video 62

SalesHandy

APRIL 11, 2020

The study of Cappco Partners , found that 92% of Salespeople who follow processes achieve their quotas. Once you do have a reliable sales process in place, start measuring the average time it takes to get from prospecting to closing a lead. You might come across prospects that might get stuck in a particular stage of a sales cycle.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Sales Qualified Lead 52

Close.io

FEBRUARY 20, 2020

Which features are more likely to convince a prospect to buy? In short, sales battle cards are comprehensive but concise pieces of essential information that your reps can refer to when talking with prospects. Having sales battle cards enables reps to respond quickly and convincingly to the questions that their prospects ask.

Competition 95

Competition Comparison Sales Enablement Case Study 95

Zoominfo

APRIL 24, 2020

Over a jarring two-day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the NBA suspended their 2020 season. Good question: Prospects are identified via a company’s IP address. Where does the data come from?

Outsourcing Services 100

Outsourcing Services Intent Data Transportation Intent 100

Hubspot Sales

JANUARY 8, 2020

While sales proposals may seem like a formality, they are another sales tool for closing deals. When a prospect is waiting for your email reply, you risk the chance of losing them to one of your competitors, simply by not having the answer ready when they need it. 22% of Reps Rarely or Never Audit their RFP Content Library.

Data 72

Data Proposal Survey Software 72

Sales and Marketing Management

SEPTEMBER 26, 2018

For example, one study by Marketo found that 79% of buyers “are only likely to engage with a brand… if those promotions are directly tied to how they have interacted with the brand previously.” According to Marketing Insider Group , 78 percent of U.S. internet users said that personally relevant content increases their purchase intent. .

Ideal Customer Profile 246

Ideal Customer Profile Buyer Buyer Persona Marketo 246

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. But there are a couple major caveats: Too much time online means not enough face time with clients, prospects, and referral sources. He advises: “Make friends first, do business last.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. This was one of the surprises of the 2021 Modern Selling Study: 45% of participants said that it has been more difficult to close deals than before, while 42% said it’s about the same as before.

Face-to-face 96

Face-to-face Study Survey Coaching 96

Hubspot Sales

NOVEMBER 15, 2019

You will stay in front of prospects and differentiate yourself if you do some research and get personal. Write a brief closing paragraph , guiding the prospect to a piece of company content. Offer to provide any other materials that the prospect wants, and make yourself available for questions or feedback. Regards, Meg.

Meeting 104

Meeting How To Case Study Relationals 104