Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.”. What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Bigtincan

OCTOBER 13, 2021

This year at Medforce Connect 2021 commercial excellence and marketing leaders from Europe’s top Medtech companies dug into the State of Medical Technology Sales. The companies, including BD, Baxter, and Zimmer Biomet met to exchange ideas and get input for commercial and marketing priorities for the rest of 2021 and beyond. .

Face-to-face 105

Face-to-face Scale Consumer Sales Cycle 105

SBI

APRIL 27, 2021

26 Top Sales Software to Drive Growth in 2021. For the top learning solutions in 2021, we’ve selected: Allego , Brainshark , Chorus , Second Nature , and Qstream. A better approach is to ensure that both the lead/prospect and the activity required for each produce better outcomes. By Nancy Nardin, Smart Selling Tools.

Software 143

Software Software Lead Rank InsideView 143

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). That’s why putting plenty of focus on sales enablement will be crucial for 2021. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. Find more prospects with Crunchbase Pro – try it free.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Revegy

JANUARY 8, 2021

When projecting 2021 revenue growth, you need to ensure your sales team’s forecast is accurate to ensure the company is budgeting properly. For example, a SaaS company knows to plan for a decrease in sales at the end of the year due to the holiday slow down. Strategic Sales Planning for 2021. You can’t escape it.

Forecasting 119

Forecasting Revenue Sales Forecasts Account 119

Sell Integrity

JANUARY 18, 2021

But before you barrel ahead into 2021 and look for signs of returning to the “good old days,” sales leaders and their teams have a lot to learn from 2020. In fact, your success in 2021 depends on it. Research from HubSpot shows that 68% of sales leaders plan to implement a hybrid or fully remote sales model in 2021.

Pipeline 116

Pipeline Lead Rank Lead Scoring Social Media 116

The Pipeline

NOVEMBER 14, 2020

Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. Save your spot for this timely program and set yourself up for prospecting and sales success 2021 and beyond.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Sales Hacker

FEBRUARY 18, 2021

Now that we’re well into 2021, we’re starting to get more value out of those 2×2 Zoom boxes. Note: We will add more conferences as companies announce their plans for 2021, be they virtual or in-person conferences. 9 sales conferences and events to attend in 2021. Unleash 2021. SaaStr Annual 2021.

Conference 104

Conference Sales Enablement Networking B2B 104

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). That’s why putting plenty of focus on sales enablement will be crucial for 2021. It’s about helping your sales organization do what they do best.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales Hacker

DECEMBER 30, 2020

Best Sales Statistics to Know in 2021. Still curious which sales trends will be on the rise in 2021? And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. Short on time? Just looking for the highlight reels?

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. Showpad’s 2021 Modern Selling Study proves that enablement is more important than ever. This trend is the same globally.

Study 111

Study B2B Face-to-face Report 111

No More Cold Calling

MARCH 31, 2021

Too many companies accelerated what they knew—send more and more emails—knowing that strategy was never really successful, even in the best of times. Now that we’re moving into the second quarter of 2021, the economy is beginning to improve, and vaccinations are helping us slowly approach herd immunity. Same old, same old in 2021?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

Zoominfo

FEBRUARY 10, 2022

After a Delta-ridden summer, businesses saw a rare glimmer of optimism in October and November 2021. Companies were forced to rethink their immediate strategy for returning to onsite work. Companies are delaying return-to-office (RTO) plans The Omicron surge forced businesses to quickly pivot their return-to-office plans.

Company 100

Company Guidelines Lead Rank Survey 100

Pipeliner

MAY 28, 2021

As tech companies grow and expand their business, customers start expecting more. Let’s find out why you need to step up your inbound marketing and a few strategies you can use to grow your business in 2021 and beyond. Inbound Marketing Strategies for Technology Companies in 2021 (and Beyond).

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

Allego

DECEMBER 17, 2020

But now, according to a survey from Bain & Company of more than 300 B2B buyers and sellers, 80% believe there will be a sustained increase in virtual interactions, even after the pandemic. Read on for six predictions for sales enablement and other trends in 2021. Enabling Success in 2021. Adapting to the Next Normal.

Hiring 93

Hiring Sales Enablement Coaching Video 93

Vendor Neutral

JUNE 2, 2021

The 20 Best Sales Podcasts for 2021. We recently reached out via LinkedIn to ask what sales podcasts helped people do just that throughout 2020 and into 2021. It pushes the envelope into the future of sales to help companies get ahead of the game. (We Learn from people who succeeded at some of the world’s top companies.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

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. Here’s what we discovered for 2021. The pandemic meant many companies were dealing with lower profit margins and a limited amount of spending budget.

Trends 98

Trends Social Media Discount Decision Maker 98

Vengreso

FEBRUARY 3, 2021

Take the best #sales podcasts with you to the gym to get even more value from your workouts in 2021. The Best Sales Podcasts for 2021. Host Kyle Racki, founder of Proposify, talks sales, funding, company culture, and many more startup topics. The hottest topic right now in successful B2B companies. Sales Leaders.

Scale 111

Scale B2B Lead Rank Outside Sales 111

Sales Evangelist

JANUARY 11, 2021

In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year. Important sales trends about prospecting #1 - 40% of businesses did not meet their target revenue in 2020. The idea of remote working wasn’t a huge thing in the beginning of 2020.

Trends 59

Trends Prospecting Survey SalesForce 59

No More Cold Calling

FEBRUARY 24, 2021

When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.”

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

SugarCRM

DECEMBER 15, 2021

2021 was all about being able to see customers and deliver experiences like never before. 2021 is the year we let SugarCRM make the hard things easier for marketing, sales, and service teams. 2021 is the year we let the platform do the work. 2021 is the year we let the platform do the work. What a year!

SugarCRM 49

SugarCRM Lead Rank Lead Scoring Ideal Customer Profile 49

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. For sellers, this makes access to prospective buyers the first chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Crunchbase

JUNE 15, 2022

Despite the overall fall in VC funding in May (from $45 billion in April to $39 billion in May), 15 companies closed on fresh funding and joined Crunchbase’s list of emerging unicorns. Why emerging unicorns should be on your radar: Emerging unicorns are private, high-growth companies valued between $500 million and $1 billion.

Lead Rank 98

Lead Rank Lead Scoring Company Sales Qualified Lead 98

Pipeliner

JANUARY 28, 2021

In Radical Value , I observe that every company exists only to deliver more value to customers than it costs to produce. Early in a typical customer journey, prospects interact with content (clicks, opens, downloads, contact-me requests, etc.). Once they do, that opportunty has “deal winning value” to the prospect.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Hubspot Sales

DECEMBER 28, 2020

Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track. Take time to think about how you can benefit both the company and the customer. But all this new technology doesn’t help us if we don’t have a plan to use it.

Territories 136

Territories How To Demographics Software 136

Hubspot Sales

DECEMBER 15, 2020

With 2021 right around the corner, intentional sales enablement is a must-have for organizations that want to remain competitive in the future. HubSpot recently sat down with Chris Pope , Director of Sales at Crayon, to discuss how companies can implement sales enablement strategies that can move the needle and drive revenue growth.

Sales Enablement 130

Sales Enablement Revenue Top of Funnel Hiring 130

Zoominfo

JULY 24, 2019

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. There will always be prospects who need B2B products or services. As bleak as this sounds for marketers, we remain hopeful.

Lead Generation 172

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 172

Crunchbase

FEBRUARY 9, 2021

Here We Are 2021… One of the truths in sales is that repetitiveness is the path to oblivion, both for your company and your role as a manager. This is your starting point for 2021. Find prospects that match your ICP with Crunchbase Pro – try it free. Don’t assume anything. Change is the new black.

Data 98

Data Forecasting Ideal Customer Profile ACT 98

Sell Integrity

JANUARY 6, 2021

With the stresses of the pandemic, uncertainty in the business environment, and pressures of working from home and juggling personal and professional lives, we’re all looking forward to a fresh start in 2021. In addition to burnout and feelings of isolation, some employees are losing their sense of connection and loyalty to the company. “A

Pivotal 71

Pivotal Loyalty Hiring Coaching 71

Gong.io

JANUARY 1, 2021

Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021. It’s easy to rationalize how a company is “kinda in our ideal account profile.”. Chris recommends interviewing 7-10 people for each persona — with a mix of prospects and customers (leaning on new customers). Without accounts, there are no sales.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Zoominfo

FEBRUARY 18, 2021

While building loyalty with existing customers continues to rank as a top priority for companies, 2020 was also a big year for acquiring new ones — as well as expanding into new markets — primarily because of the pandemic. We do not aggressively pursue the new prospect.”. Almost 10% of the top-earning companies in the U.S.

Loyalty 214

Loyalty Customer Analysis Trends 214

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! Create Content- After carefully laying out customer profiles and account data on a whiteboard, the next step is to develop a tailored content strategy depending on the type of your company, the phase of the sales process, and the buyer’s purpose.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Hubspot Sales

MARCH 29, 2021

Here, we've compiled a list of some of the most pressing issues many entrepreneurs will have to face in 2021 with some tips on how to overcome them. There's no guarantee prospects will be receptive to your company, but you have to give them a chance to make that call. Let's jump in. Challenges Entrepreneurs Will Face This Year.

Face-to-face 126

Face-to-face Data Guarantee Banking 126

Sales Hacker

MARCH 5, 2021

Companies that were unable to make the switch have suffered. As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. Across the table (or buffering screen on Zoom), sellers are embracing digital sales and prospecting. The remote sales landscape is getting stuffy.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.” What Are Prospecting Insights?

Ideal Customer Profile 100

Ideal Customer Profile Data Strategy Prospecting 100