Crunchbase

JUNE 24, 2021

B2B tech sales in 2021 has seen some big changes. You could hold back demos until a prospect sat through a discovery call, or set a meeting with their manager or decision-maker. Now prospects can do extensive research on your product and your competitors without ever talking to a salesperson. The biggest by far?

Buyer 122

Buyer B2C Gatekeeper B2B 122

Gong.io

DECEMBER 27, 2021

And the (counter intuitive) ideal length for a follow-up prospecting email. To help you get the most out of your year end, I pulled together the 5 best data-backed tips of 2021. . Tip #3: Write longer prospecting emails. So it’s easy to think “the shorter the better” when it comes to prospecting emails. . Share ‘em. (I

Data 127

Data Negotiation Call-back Decision Maker 127

Zoominfo

JANUARY 15, 2021

After a year like no other, here we are in 2021 still standing. 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.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

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

Zoominfo

AUGUST 5, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

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

Mr. Inside Sales

DECEMBER 21, 2020

Give yourself the gift that will keep on giving in 2021 and beyond: A proven way to make more money, with less rejection, selling over the phone! Then these word-for-word, proven techniques and scripted responses will make your job easier and make you more money in 2021 than you have ever made before! Why risk it? Get Access Today.

Gatekeeper 178

Gatekeeper Face-to-face Decision Maker Licensing 178

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. Suddenly it became almost impossible. Unless … Breaking News.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

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. Get ready for the sales signals of 2021. Channels in the sales playbook are evolving.

Trends 98

Trends Social Media Discount Decision Maker 98

LeadFuze

AUGUST 13, 2021

Stay Ahead With These Sales Training Courses this 2021! As previously stated, the B2B purchasing path involves several decision-makers, each of whom has been assigned a unique task linked to the ultimate purchase. An ABM marketer’s objective is to provide content that is stage-specific.

Course 98

Course Ideal Customer Profile Training Account Based Marketing 98

Zoominfo

AUGUST 5, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. Show your sales reps the latest approaches to reach decision-makers.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales Hacker

MARCH 5, 2021

As we move into 2021, buyer intent data will help you gain ground on competitors and connect with prospects. Research by McKinsey confirms that today’s decision-makers will, in their ideal post-pandemic world, continue to research and make purchase decisions remotely. The remote sales landscape is getting stuffy.

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

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. Your decision-makers are probably younger than you think too.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

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. Decision-maker types, such as marketing, product, or sales. But all this new technology doesn’t help us if we don’t have a plan to use it. What is sales territory mapping?

Territories 131

Territories How To Demographics Software 131

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What Are Prospecting Insights? What Are Prospecting Insights? It turns out they’re pretty important.

Ideal Customer Profile 100

Ideal Customer Profile Data Strategy Prospecting 100

Crunchbase

DECEMBER 18, 2020

Ensuring that prospects travel through the cycle to the point where they not only make purchases but become advocates for the brand has now become even more important. In this article, we’ll take you through each step of the cycle to outline how sales teams can make the sales cycle work for them in 2021. Step 1: Prospecting.

Ideal Customer Profile 111

Ideal Customer Profile Sales Cycle Sales Qualified Lead How To 111

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. One powerful example of this is the research phase — a stage in which buyers will often spend the equivalent of an entire workweek making purchasing decisions.

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

Gong.io

APRIL 7, 2021

When it comes to ROI, even if prospects believe your numbers are true, they won’t necessarily find them persuasive enough to book a meeting with you. . But prospects don’t care about either of those statements (at least, not yet). . Instead of talking about your product, talk about your prospect. . You’re great. . Themselves!

ROI 118

ROI Negotiation Real Estate Forecasting 118

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

MARCH 6, 2021

With the correct firmographic data, marketers can target campaigns based on industry, decision-maker roles, or revenue. . If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. link] — ZoomInfo (@ZoomInfo) January 27, 2021.

Segment 204

Segment Account Based Marketing Lead Rank Lead Scoring 204

Pipeliner

JULY 23, 2021

Lead Generation in 2021. In 2021, it’s getting more difficult to reach potential customers because the flow of information has multiplied. If that doesn’t work either, you’ll have to keep your decision-makers on their toes. More money will be spent on being able to compete on the Web.

Lead Generation 98

Lead Generation Tools Leads Marketing Qualified Lead 98

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. Let’s start with that dream customer. Awareness stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Mr. Inside Sales

NOVEMBER 27, 2020

Enjoy and all the best for 2021! So, while you’re contemplating that second piece of pecan pie, make sure you eat it while reading one of the most important books you’ll find in years. Need More Proven Responses to the Selling Situations You Face Every Day? ON DEMAND SALES TRAINING THAT GETS RESULTS! Get Access Today.

Motivation 180

Motivation Face-to-face Gatekeeper Decision Maker 180

Zoominfo

JANUARY 4, 2022

In fact, 70% of marketers reported using account-based marketing (ABM) in 2021, and we expect that number to grow in 2022. According to research firm Ascend2 , about 70% of marketers either had intent strategies in place or were introducing intent as part of their toolkit in 2021. It’s an antiquated system. “In

Account Based Marketing 130

Account Based Marketing Trends B2B Marketing 130

Zoominfo

FEBRUARY 14, 2021

Conversely, point-in-time data leaves sales and marketing professionals with inaccurate data, causing issues with go-to-market strategies and individual prospect outreach. link] — ZoomInfo (@ZoomInfo) February 9, 2021. As fresh data feeds into the CRM, reps can prospect with greater accuracy. Let’s look at some examples.

Data 162

Data Decision Maker Demographics Sales Qualified Lead 162

Zoominfo

OCTOBER 5, 2021

Marketing qualified lead (MQL) is the term marketers give prospects who interact with their brand’s content. Fast forward to 2021, and this number has almost doubled to 81%. You do this by zeroing in on the prospect’s needs and providing the right content at the right time. Budget: the prospect can afford your product.

Lead Rank 130

Lead Rank Marketing Qualified Lead Sales Qualified Lead Intent Data 130

Mr. Inside Sales

DECEMBER 4, 2020

If you prospect by phone for a living, then you’re no stranger to rejection. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Gift yourself—and your team—a copy of this powerful book, and watch your confidence and results soar in 2021! Response Eight: “No problem.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

OnePageCRM

JANUARY 15, 2021

Meetings will likely stay virtual in 2021, but this doesn’t equate to a lackluster performance or challenges for your team. The report continues: “70 percent of B2B decision-makers say they are open to making new, fully self-serve or remote purchases in excess of $50,000, and 27 percent would spend more than $500,000.”.

B2B 52

B2B Top of Funnel Strategy Social Media 52

Vengreso

DECEMBER 4, 2020

Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field. What is Sales Prospecting? Click To Tweet.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Crunchbase

FEBRUARY 23, 2021

But how do you design a winning presentation that wins clients in 2021? We share three steps that will help you create and present a deck that no prospect can turn down. The whole point of creating a sales presentation is to give your prospect a personalized experience that sells them the idea of a partnership with your brand.

Study 64

Study Decision Maker Case Study ACT 64

Mr. Inside Sales

JUNE 14, 2020

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. Disappointing, isn’t it? Listen to their response here.

Face-to-face 157

Face-to-face Call-back Gatekeeper Objections 157

Chorus.ai

JANUARY 29, 2021

That’s why putting plenty of focus on sales enablement will be crucial for 2021. Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. Show your sales reps the latest approaches to reach decision-makers.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Zoominfo

OCTOBER 13, 2021

We don’t require prospects to take a meeting to claim the gift. At ZoomInfo, the value of the gift cards we offer prospects depends on the target segment, funnel stage, and our own tests. For example, we offer a $7 gift card to prospects who sign up for a demo to bolster show rates. How do you determine gift value?

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

FEBRUARY 14, 2021

Conversely, point-in-time data leaves sales and marketing professionals with inaccurate data, causing issues with go-to-market strategies and individual prospect outreach. link] — ZoomInfo (@ZoomInfo) February 9, 2021 On the sales side, live data provide sales teams with prospecting insights for nurturing and converting qualified leads.

Data 130

Data Decision Maker Demographics Sales Qualified Lead 130

Act!

APRIL 25, 2024

Whether your small business caters to everyday consumers or C-suite decision-makers , you have to compete for every prospect’s attention. It’s the key to making each prospect feel valued instead of treating them like another sales target you need to tick off your to-do list. The answer is personalization.

Social Media 52

Social Media How To Case Study ACT 52

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. Let’s start with that dream customer.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130