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

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. According to a study by the Kauffman Foundation , 60% of aspiring entrepreneurs cited finding mentors who can provide guidance as a challenge. According to the study, African?American

Face-to-face 125

Face-to-face Data Guarantee Banking 125

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. Inside Selling with Josh Braun Tune into this podcast for great insight on how to think and to behave in ways that attract the ideal prospects.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

No More Cold Calling

FEBRUARY 24, 2021

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.” In the same study, 71.4 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

Hubspot Sales

DECEMBER 28, 2020

A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. 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.

Territories 131

Territories How To Demographics Software 131

The Pipeline

NOVEMBER 18, 2020

Let’s step back, put a still on the shot, and look at our prospect at the start of their day. A study from the University of California showed that it takes the average adult over 20 to get back to their previous level of focus and productivity after an interruption. Much less so you or me specifically. The Answer.

Face-to-face 246

Face-to-face Quota Prospecting Buyer 246

Sales Hacker

MARCH 5, 2021

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. But what if you could identify the specific solutions that your prospects are researching?

Buyer Intent 98

Buyer Intent Intent Data Intent Top of Funnel 98

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. It’s about helping your sales organization do what they do best.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

The Pipeline

SEPTEMBER 27, 2021

He has also written more than 50 case studies about companies and numerous technical notes on various business topics, including strategy development and implementation, sales and marketing, leadership, pricing, and start-up issues. Boston, MA: Harvard Business Review Press, 2021. ( [link] ). Listen to other episodes here.

Journal 173

Journal Case Study Study Up-Sell 173

Hubspot Sales

NOVEMBER 17, 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. Ben Volkman of Zoom says, "It’s 34x more effective to sell using video in prospecting and calls than relying on phone or email.". But what does "growth" mean in 2020?

Hubspot 125

Hubspot Lead Rank Opportunity Lead Scoring 125

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Remaining mindful of these inevitably ineffective sales tactics will only help your case in 2021. Ortiz also warns against leaning on discounts when conducting sales efforts in 2021. Relying Heavily on Discounts.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Zoominfo

OCTOBER 13, 2021

A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. We don’t require prospects to take a meeting to claim the gift. The results? Anything but trivial.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Sales Hacker

JANUARY 20, 2021

In fact, a study by Terminus showed that in 2019, 23% of respondents had no active ABM program. Can this be why a recent ITSMA study shows that only 31% of ABM organizations are most effective in achieving significant improvement in business results? This year, that number dropped to just 5.8%. An overwhelming majority, 94.2%

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.). The B2B sales funnel depicts how prospective customers move through the buying process in stages. Let’s start with that dream customer. Awareness stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Pipeliner

MAY 28, 2021

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). They help show your prospects that other people have used your product and loved it.

Inbound 52

Inbound Webinar Metrics Company Lead Rank 52

The Center for Sales Strategy

JULY 2, 2021

Your prospects are inundated with information. So, you assume your prospects enter your sales pipeline armed with a clear understanding of their challenges and the available solutions. According to studies by Gartner, 77% of B2B buyers state that their last purchase was very complex. Or do they? >>> READ MORE.

Solutions Selling 71

Solutions Selling Hiring Study Research 71

Zoominfo

SEPTEMBER 24, 2021

Evidence suggests there will be increased adoption of this software and, similar to CRM, it will change how sales teams prospect and engage with leads. The Value of Sales Automation Automation brings greater efficiency to sales operations and gives reps more time to spend on prospecting and engaging with potential customers.

Face-to-face 130

Face-to-face Sales Automation Scale CRM 130

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

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.) The B2B sales funnel depicts how prospective customers move through the buying process in stages. Let’s start with that dream customer. Thank you, Marketing ).

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Vengreso

JANUARY 13, 2023

I published this list in 2019 with 33 books, added 17 new books for the 2020 edition, and now another 5 for 2021/23. M_3Jr's CEO of Vengreso 55 Best #Sales Books for 2021 and '101 Ways to Rock LinkedIn' by @LinkedInExpert made the list! MustRead Best Sales Book for 2021 from Vengreso Includes: 'Enablement Mastery' by @elaycohen.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

LeadFuze

FEBRUARY 23, 2021

These include removing reps from the human sales tasks you need to connect with prospects. Study your sales reps’ time logs or get feedback on the two or three tasks that take the most time. But if a template for email campaigns has a confusing typo, it will affect all your prospects. Prospecting. Start with big wins.

Examples 52

Examples Sales Process Scale Top of Funnel 52

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. Our 2021 Modern Selling Study gives us some hints regarding the challenges for buyer engagement specifically beginning with the changed buyer behaviors since the start of the pandemic.

Buyer 59

Buyer Face-to-face Churn Analytics 59

Vendor Neutral

APRIL 30, 2021

Financial services firms are the ideal case study for sales enablement technology. Financial professionals deal with people’s hard-earned money, and when they engage with prospective or existing clients, they need to enable their sales force with a customer-first mind-set. What does content look like in your sales process?

Sales Enablement 52

Sales Enablement Lead Rank Lead Scoring Webinar Metrics 52

Zoominfo

JANUARY 19, 2022

The 2021 Edelman Trust Barometer found that employees driven by personal beliefs are much more likely to work for an organization that makes commitments to human rights, healthcare access, economic equality, gender equality and climate change. You have to understand the data you have at your fingertips — and the right way to use it.

Trends 100

Trends Marketing Lead Rank Lead Scoring 100

Janek Performance Group

NOVEMBER 29, 2021

In a 2021 study by InsideSales.com on lead response times they found companies that wait longer than 5 minutes before responding to a lead, see an 8x drop in lead conversions. The study also found that only 1% of companies can respond to new leads in less than 5 minutes. Sales Velocity.

Lead Qualification 117

Lead Qualification Lead Rank Sales Qualified Lead Sales Cycle 117

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. With the term “content assets,” we mean all assets that customer-facing professionals need along the entire buyer journey to effectively serve their prospects and customers.

Face-to-face 59

Face-to-face Case Study Study Lead Gen 59

Zoominfo

FEBRUARY 1, 2021

These digital experiences can result in prospects filling out a form to try your free demo or signing up for blog alerts. Consider this: “Throughout your effort at finding and scaling your go-to-market, you need to be carefully studying your customers’ experience with the product ,” wrote Matt Munson, CEO coach, and angel investor.

Small Business 145

Small Business Small Business Ideal Customer Profile Lead Rank 145

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . Spread the Word. Turn These Practices Into Habits.

Scale 177

Scale Maximizer Strategy How To 177

Smooth Sale

MARCH 17, 2022

Janice is listed in the Top 50 Global Thought Leaders and Influencers on Customer Experience, 2020 and 150 Women B2B Thought Leaders You Should Follow, 2021 and LinkedIn Sales 15 Innovating Sales Influencers to Follow, 2021. The Covid-19 pandemic has led to a step-change in this trend. However, organizations still need to step up.

Scale 78

Scale Hiring Lead Rank Report 78

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . Spread the Word. Turn These Practices Into Habits.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Hubspot Sales

JANUARY 5, 2023

For many sales reps, it can feel like this breakdown of trust between sales and prospects has accelerated over time. But, as Buscemi points out, "I don't think trust has fundamentally changed, because you've always needed trust with your prospect or your customer in order to build a relationship that is founded in mutual respect.

Top of Funnel 104

Top of Funnel Buyer Data Buyer Intent 104

Hubspot Sales

DECEMBER 14, 2022

In 2021, credit cards and debit cards accounted for 21% and 13% of global e-commerce payment methods , respectively. Data from FIS Global Payments Report 2022 shows that by 2025, mobile wallets will be used for 53% of e-commerce transactions worldwide — rising from 49% in 2021. In 2021, BNPL accounted for 2.9% share — over $22.7

Tools 114

Tools Banking Retail How To 114

Zoominfo

AUGUST 3, 2022

A Gartner study shows that the average marketing budget has increased this year to 9.5% of total business revenue, up from 2021’s 6.4%. Look to Low-Cost/High-Return Options Email marketing is one of the cheapest ways to reach your prospects and one of the most effective at driving adoption.

Top of Funnel 130

Top of Funnel Marketing Advertising Advertising 130

Allego

DECEMBER 22, 2020

To keep sellers ahead of the competition and hitting their targets in 2021, they need access to the most timely, relevant, and impactful materials. The other thing to remember is that content in 2021 is not a once-and-done thing. Case Studies. A great tool for your company site and for sellers reaching out to new prospects.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

Zoominfo

OCTOBER 3, 2022

Another LinkedIn user — who happened to be a researcher who studied disinformation campaigns — reported they received a message from what seemed like a run-of-the-mill salesperson, only to find out the message came from a fake account with an AI-generated image. But how many of those are real accounts?

Ideal Customer Profile 130

Ideal Customer Profile LinkedIn Social Media Campaigns 130

Mindtickle

JANUARY 19, 2023

Forrester’s 2021 B2B Buying Study ). Callhippo ) Only 7 percent of companies respond within five minutes of a prospect’s form submission. Forrester’s 2021 B2B Buying Study ). Forbes ) Top sellers spend an average of 6 hours every week researching their prospects. Forbes ) Rep time management Only 35.2%

Strategy 52

Strategy Cold Calling Lead Rank Lead Scoring 52