Bernadette McClelland

FEBRUARY 20, 2023

In my opinion, (no matter how humble, at times, I think that opinion is ), I know we all have more to give – and I have more to give over and above training sales teams just as you have more to give, too. Do I enjoy sales training? 64% of buyers are seeking ideas and perspectives, but only 44% of sellers are delivering.

Travel 195

Travel Telecommunications Sage Buyer 195

Understanding the Sales Force

SEPTEMBER 18, 2023

Three of this year’s (2023) Hurricanes took unusual paths for hurricanes. One major key to success in sales is a salesperson’s ability to reach decision makers. In my space, that is our buyer and signer. However, working with them also lengthens the sales process.

Decision Maker 193

Decision Maker Insurance Insurance Call-back 193

Sales Hacker

NOVEMBER 3, 2022

Which is why today’s winning leaders implement strategies that accelerate pipeline and empower their reps to find success, no matter where the sale occurs. In this article, I’ll unpack the playbook for winning in the new world of hybrid sales. For more on the new world of work, check out my last Sales Hacker article: Is Rapport Dead?

Examples 85

Examples Strategy Face-to-face Lead Rank 85

Emissary

AUGUST 16, 2022

Sales enablement functions can serve organizations in multiple ways, from helping to craft the content sales teams need at each point in the funnel to training and coaching individuals. In celebration of the coming year, we’ve selected the 23 best sales enablement tools for revving up revenue this year and next. . .

Sales Enablement 52

Sales Enablement Tools Top of Funnel Hiring 52

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Tools 106

Tools Ideal Customer Profile Prospecting Intent Data 106

Allego

JULY 31, 2023

Sales reps say they spend 51% of their time on non-core selling activity, according to the Forrester Sales Enablement Society 2022 survey. Further, sellers spend 11 hours a month looking for and modifying content for buyers, Forrester’s Q4 2020 Global Sales Enablement survey found. They are the orchestrators.

Buyer 62

Buyer Collateral Scale Survey 62

Alice Heiman

JANUARY 24, 2023

Whether they are near the beginning or the end of their journey it’s always interesting to learn why they started and how they grew sales. In this Season Finale we revisit some of the main themes that are essential for every CEO to take into 2023 and beyond. The changing role of the CEO in the sales process was another recurring theme.

Cold Calling 128

Cold Calling Guarantee Networking Lead Generation 128

Smooth Sale

MARCH 10, 2024

Photo by Andrea Schit z via Pixabay Attract the Right Job Or Clientele: Do You Know How To Increase B2B Sales? As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands.

B2B 106

B2B Top of Funnel How To Sales Qualified Lead 106

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) This is largely influenced by the changing expectations of buyers, which have seen considerable shifts in the past few years. Sales professionals need to become influencers — kind of. Let's dive in.

Hubspot 95

Hubspot Lead Rank Data Social Media 95

Pipeliner

APRIL 20, 2023

With that in mind, we’ll dive into eight important marketing trends that you absolutely can’t afford to ignore in 2023. This helps to create a sense of community around your brand and provides valuable social proof that resonates with potential buyers. Sure, some of these ideas are nothing new.

Trends 52

Trends Social Media Marketing Media 52

Hubspot Sales

APRIL 7, 2023

Identify Your Target Audience and Buyer Personas It is integral to figure out who you’re marketing your digital products to. As your conduct, market research, gather the insights to determine your target audiences and buyer personas (shown in the image below). Create a buyer persona using HubSpot’s free tool.

Buyer Persona 107

Buyer Persona eBook How To Social Media 107

Lead411

DECEMBER 13, 2023

Unlocking Success in 2024: The Imperative of Aligning Sales and Marketing Teams In the ever-evolving landscape of B2B sales and marketing, the convergence of strategies between sales and marketing teams is critical for success. Misalignment in goals and KPIs can result in a fragmented strategy that hinders overall performance.

Marketing 52

Marketing Top of Funnel Buyer Persona B2B 52

BuzzBoard

OCTOBER 12, 2023

Even so, there is no denying that software buying and selling is becoming complex, as certain challenges keep forming on both buyer-seller ends. And what are B2SMB buyers really looking for? In other words, trials and tribulations are a part of their day-to-day sales efforts; the buying-selling harmony seems lost.

Software 52

Software Software Trends Vendor 52

Hubspot Sales

NOVEMBER 16, 2023

I sat in the virtual crowd at INBOUND 2023, eagerly absorbing the keynote speech from Yamini Rangan, CEO of HubSpot. Ebsta and Pavilion recently shared in their 2023 B2B Sales Benchmark Report that: Win rates decreased by 15% in 2022 Average deal values dropped by 32% The length of sales cycles increased on average by 32% And that’s not all.

Hubspot 77

Hubspot Scale Inbound Sales Qualified Lead 77

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. Regalix It’s been long that the competition has spread online, and today almost 70% of American buyers prefer to shop online. To be more specific, 268 million digital buyers existed in the U.S. reaching USD1.03

Marketing 98

Marketing Lead Rank Trends Scale 98

Hubspot Sales

APRIL 1, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Seller Sentiments About Inbound Lead Flow Fell Year-Over-Year Here’s some data we were looking at recently that shows the difference in seller sentiments for inbound lead flow comparing Q4-2023 to Q4-2022.

Ideal Customer Profile 82

Ideal Customer Profile Inbound Lead Rank Lead Scoring 82

Pipeline

MARCH 12, 2024

From making the first contact to nurturing a lead, sales prospecting is a delicate art. The method your sales reps use to contact the leads affects your bottom line and customer relationships significantly. After all, 43% of buyers think impression matters , and you get only one chance to make a memorable first sales impression.

Cold Calling 52

Cold Calling Prospecting Buyer Persona How To 52

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. Consider the overnight success of a celebrity-owned product.

Media 71

Media Company Distribution How To 71

Sales Hacker Training

MARCH 14, 2023

These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts. 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

BuzzBoard

NOVEMBER 22, 2023

Capgemini ) The data shared above is of 2023 and it’s only increasing! AI-driven tools and automation streamline processes, allowing for the swift analysis of vast datasets to deliver content that resonates on a deeply personal level, increasing sales significantly. In 2024, the stakes are higher!

B2B 105

B2B Strategy Demographics Social Media 105

Emissary

SEPTEMBER 13, 2022

The days are starting to shorten, grocery shelves are stocked with Halloween candy, and annual sales goals are quickly coming due. Throw in some 2022-2023 economic uncertainty and it’s a stressful time of year for sellers and their leaders! Lean on Past Successes to Meet This Year’s Annual Sales Goals . Clarify the ROI .

Sales Goal 52

Sales Goal Strategy Decision Maker Social Media 52

Highspot

FEBRUARY 1, 2024

In 2023, we spent lots of time listening to our customers, from our customer advisory board to the thousands of 1:1 conversations we have every day within our Customer Success teams. Two recent research findings validate the category’s importance and growth: Spending on sales enablement technology grew 35.7%

Scale 64

Scale Customer Decision Maker Government 64

Smooth Sale

JANUARY 17, 2023

Attract the Right Job Or Clientele: Can You Use Ideas to Leverage Twitter for Sales ? Note: Oliver Thyra provides today’s guest post, Can You Use Ideas to Leverage Twitter for Sales? Leverage Twitter for Sales. What makes Twitter one of the most valuable social media sales channels? Photo by Geralt via Pixabay.

Paid Content 78

Paid Content Twitter Hiring Social Media 78

Mindtickle

MAY 2, 2023

Odds are, if you’re a sales enablement leader right now, you’re operating your team much differently than you did less than a year ago. According to our 2022-2023 Sales Enablement Outlook Report , almost 40% of sellers achieve below 75% of their quotas. Less (or no) budget. More pressure. Heightened competition.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

Allego

MARCH 17, 2023

Sales teams move quickly. But traditional learning content and sales collateral can take weeks or months to create. Here at Allego, we use agile approaches to sales enablement to quickly empower reps with content captured “in the wild” by other reps and subject matter experts (SMEs).

Collateral 62

Collateral Exercises Video Channels 62

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. Regalix It’s been long that the competition has spread online, and today almost 70% of American buyers prefer to shop online. To be more specific, 268 million digital buyers existed in the U.S. reaching USD1.03

Marketing 52

Marketing Lead Rank Trends Scale 52

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. Regalix It’s been long that the competition has spread online, and today almost 70% of American buyers prefer to shop online. To be more specific, 268 million digital buyers existed in the U.S. reaching USD1.03

Marketing 52

Marketing Lead Rank Trends Scale 52

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Pipeliner

NOVEMBER 18, 2022

What’s changed with my markets in 2022 and where are they headed in 2023? In sales, we our love frameworks – simple and direct guides that take us from murkiness to solid understanding. And while you may yearn to return to in-person selling, research shows your buyers feel differently. Knowledge, as they say, is power.

Real Estate 97

Real Estate Government Face-to-face Transportation 97

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. 2023 is halfway over. In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. What a waste!

Referrals 177

Referrals Channels Cold Calling Scale 177

Zoominfo

MARCH 15, 2023

While things may feel unsettled, the good news is that there are clear priorities for B2B marketers to focus on in 2023. To be a strategic revenue partner in 2023, B2B marketers need to prioritize sales and marketing alignment, increase efficiencies, and scale consistently.

Top of Funnel 130

Top of Funnel Lead Rank Ideal Customer Profile Scale 130

Smooth Sale

JANUARY 6, 2023

If you are eager to take your business to the next level in 2023, our collaborative blog offers strategic ideas to be one step ahead of your competitors. _. Be clear about your target buyer and the campaign’s aims during the planning stage. If you run a company and you’re looking to get ahead in 2023, follow these steps.

Outsourcing Services 78

Outsourcing Services Lead Rank Lead Scoring Hiring 78

Sales Hacker

MARCH 23, 2023

Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. On a sales call, attitude and conviction are your two superpowers.

Closing 98

Closing Harvest Top of Funnel Lead Rank 98

Apptivo

JUNE 8, 2023

Sales Funnel: A gist! How does a sales funnel work? Sales Funnel Lifecycle 4. Every step of the sales funnel explained 5. How does Apptivo CRM software help to build sales funnel stages? Footnotes Sales Funnel: A gist! Sales funnel has always been a buzz among the marketers and salespeople.

Top of Funnel 52

Top of Funnel Funnel Lead Rank Marketing Qualified Lead 52

Highspot

FEBRUARY 4, 2024

In this comprehensive guide, you’ll discover the essentials of guided selling, industry examples, and how it can transform your sales process. Guided selling personalizes the customer journey by giving sales reps real-time information to influence buyer decisions. What is Guided Selling? How Does Guided Selling Work?

Lead Rank 52

Lead Rank Benefit Lead Scoring B2C 52

Apptivo

MAY 16, 2023

From seeds to success: Journey of leads and prospects in sales 2. What is a sales lead? Seed to sales: leads and prospects in business growth From seeds to success: Journey of leads and prospects in sales Leads and prospects are like seeds in the world of sales, waiting to be nourished and grown into blossoming plants.

Lead Rank 52

Lead Rank Sales Qualified Lead Marketing Qualified Lead Lead Scoring 52

Emissary

JULY 10, 2022

Through our work with high-growth sales and marketing leaders from companies such as Pure Storage, Splunk, IBM, and Workday, we’ve rounded up 11 creative ABM tactics that our clients leverage Emissary advisors to inform their strategic planning and align their sales and marketing teams. . INDUSTRY STRATEGY SESSION.

Account Based Marketing 52

Account Based Marketing Scale Webinar Metrics Ideal Customer Profile 52