Zoominfo

SEPTEMBER 20, 2021

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing.

Buyer 130

Buyer Data Intent Signal Decision Maker 130

Zoominfo

MAY 31, 2022

Account-based marketing (ABM) is now table stakes for B2B marketers and salespeople looking to hit — and exceed — their goals. It’s a scalable yet customized approach that places emphasis on the buyer experience. By targeting good-fit accounts, marketers can be sure that only the best and most sales-ready buyers enter their pipeline.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. The goal of account based sales development is to land and expand within named accounts. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

Sales Hacker

JUNE 23, 2022

How do you build a buyer experience that gives the modern buyer what they are looking for when they’re making purchasing decisions? You’ll learn: How the buyer experience has evolved. Why buyer experience matters. How to control your buyer experience. How to collaborate with buyer champions.

Buyer 80

Buyer Closing How To Sales Process 80

Force Management

JUNE 22, 2022

Companies that drive significant growth in their markets all have one thing in common — cross-functional alignment around buyer value and solution differentiation. However, misalignment can significantly impact your sales organization's ability to land high-value accounts.

Buyer 107

Buyer Margin Sales Qualified Lead Lead Rank 107

No More Cold Calling

JUNE 22, 2017

They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Account-based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then needs to be mapped to the buyers’ processes. Identifying and Focusing on Strategic and Major Accounts.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

Emissary

FEBRUARY 1, 2023

Sales account planning has been in practice for 30+ years. So most technology organizations have an account planner floating around somewhere. There are more decision-makers involved than ever before, longer sales cycles, and more demanding buyers. But whether these plans yield results varies broadly.

Enterprise 96

Enterprise Enterprise Account Decision Maker 96

Zoominfo

OCTOBER 5, 2021

Scenario To shake loose accounts that need an extra push to close, sweeten the deal by sending gift cards or targeted direct mail. Sending a gift is a gesture of goodwill to your buyer and shows your appreciation for their future business.

Closing 100

Closing Direct Mail Lead Rank Lead Scoring 100

Emissary

JANUARY 31, 2023

According to Gartner research, buyers facing moderate to high environmental uncertainty are 30% less likely to complete a purchase. But you can still conquer a slow market by taking a strategic approach to grow existing accounts. What messaging resonates best with this account/industry?

Account 96

Account Decision Maker Face-to-face How To 96

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. When your deal closed? Sound familiar?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

The Pipeline

APRIL 17, 2014

I recently saw an ad for a sales program, and that big bold letters enticing me to buy read: “How To Get Ahead Of Your Buyer”. One of the key things we help sales teams accomplish with the EDGE framework is alignment with the buyer. The idea of getting ahead of the buyer has an old school ring of pain and needs based selling.

Buyer 300

Buyer Objections Sales Leadership Sales Cycle 300

Alice Heiman

MARCH 7, 2023

If a referral closes up to 70% of the time, why are we spending most of our effort on strategies that close less than 1% of the time?! A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Zoominfo

DECEMBER 20, 2021

Conversational marketing is an audience engagement channel that lets buyers and sellers communicate in real time, using tools such as live chat, chatbots, voice bots, and audio conversations. With conversational marketing, sellers and buyers can exchange content and critical information at the right moment, accelerating the customer journey.

Account Based Marketing 130

Account Based Marketing Buyer Conversion Marketing 130

No More Cold Calling

SEPTEMBER 28, 2017

Every salesperson in their right mind wants to grab every possible tool to accelerate account based sales development, look smarter, shorten prospecting time, and score meetings with decision-makers. Artificial intelligence is the perfect account based sales development tool, or is it? No other prospecting strategy comes close.

Account 245

Account Lead Rank Lead Scoring Referrals 245

MEDDIC

MARCH 28, 2024

If you are an enterprise B2B account executive, the beginning of a quarter is a critical time to set the stage for success and to crush your goals. Here’s what a strong review process entails: Three Whys from Sales Wins: Ask the champions within the accounts you closed: Why did they sign anything? Why did they sign now?

Enterprise 52

Enterprise Enterprise Account B2B 52

Crunchbase

APRIL 11, 2023

In this guide, we’ll cover different prospecting tactics — including tips on how to identify and qualify leads more quickly and efficiently — that will have you closing more deals in no time. Implement account-based sales to target the right accounts Account-based sales enables you to focus on quality accounts over quantity.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

In this guide, we’ll cover different prospecting tactics — including tips on how to identify and qualify leads more quickly and efficiently — that will have you closing more deals in no time. Implement account-based sales to target the right accounts Account-based sales enables you to focus on quality accounts over quantity.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Allego

NOVEMBER 22, 2022

As sellers prepare to move prospects through each stage, they require resources to connect their solutions with buyer needs. Marketers create the content, such as solution briefs, product guides, and sales playbooks , that sales reps need to successfully maneuver buyer interactions. Enter conversation intelligence.

Pivotal 117

Pivotal Conversion Closing Buyer 117

No More Cold Calling

JUNE 15, 2017

It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. I was so close to nailing a million-dollar deal—something no one in my company had ever done. We had a stellar account-based selling team. Finally, the buyers chose the existing vendor. I knew everyone.

Account 257

Account Referrals Sales Qualified Lead Lead Generation 257

Gong.io

DECEMBER 14, 2022

It’s time to talk about target account selling, or TAS. Target account selling is a highly personalized, targeted approach to sales that sees your sales reps focus only on the very best accounts. What makes these accounts likely to close? What is the benefit of target account selling? What is TAS?

Ideal Customer Profile 62

Ideal Customer Profile Demand Generation Targets Account Buyer Persona 62

Pipeliner

MAY 12, 2023

I’m often asked how I define enterprise selling versus selling into small and medium-sized accounts. So, I define enterprise selling in terms of the unique pains and challenges that selling organizations face in seeking to do business with large accounts. But the payoffs of winning major account deals are huge.

Account 98

Account Enterprise Enterprise Insurance 98

No More Cold Calling

MAY 25, 2017

In this month’s guest post, Tim Hughes discusses social media offenses and how account-based selling teams can avoid them. You invite some close friends and ask them to bring guests you don’t know, so everyone can forge new relationships and expand their networks. You’re hosting a dinner party at your home.

Account 288

Account Social Media Social Selling Twitter 288

No More Cold Calling

DECEMBER 7, 2017

The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota. NASA wouldn’t let their mission fail, so why do sales leaders let their account based selling teams fail? Account based sales reps are only as good as their last deal, as the saying goes.

Account 189

Account Referrals Sales Qualified Lead Quota 189

DiscoverOrg Sales

SEPTEMBER 4, 2018

Closing should be a win for both sides. Hubspot details this sales closing technique with a few questions: Ask your prospect: “Think of a scale of 1 – 10, where 1 is ‘I would NEVER buy from you’ and 10 is ‘I wish you sold more so I could KEEP buying from you!' Being OK with Walking Away.

Closing 286

Closing B2B Decision Maker Discount 286

SBI Growth

JULY 15, 2013

You are managing a current account or a new opportunity. Ask yourself a question: “Who do I need to involve to close the deal?”. The modern Buyer continues to educate themselves even after you’ve made contact. Top Sales Reps quantify the level and quality of the influencers within the account. The 5 Types of Influencers.

Account 308

Account Influencer How To Margin 308

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. The closing call is all about controlling the controllable. In this article: What is a closing call? Why is the closing call so important?

Closing 105

Closing Proposal Call-back Vendor 105

No More Cold Calling

JANUARY 5, 2017

It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. For account-based sellers , it’s not only a waste of time. So, why are account-based sellers wasting time with cold calling and marketing-generated leads when referral introductions could get them the one-call meeting ?

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. This is also true of account management. If we didn’t need sales or account management skills, people would simply buy products or services—which they obviously don’t. They should plan for that existing account. Eliminating the Blind Spot.

Account 98

Account Customer Lead Rank Lead Scoring 98

Engage Selling

JUNE 10, 2022

??????? Is there such thing as an ideal buyer? The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader. I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More.

Buyer 125

Buyer Strategy Sales Closing 125

Emissary

SEPTEMBER 7, 2022

Check out the account based marketing infographic below to get started with your 2023 ABM strategy or improve your current program. Companies have more money to spend on technology these days, but with larger buying committees and labyrinthine purchasing processes, closing deals fast has remained a challenge.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

SBI Growth

MARCH 11, 2013

I discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. Frequently, Sales Reps are busy pitching their products without listening to their Buyers. They sometimes sell while the Buyer is still defining their problem.

Buyer 333

Buyer B2B Lead Rank Lead Scoring 333

Hubspot Sales

MAY 19, 2020

There’s no doubt that Account-Based Marketing (ABM) is hot right now. Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts. On the other hand, picking target accounts correctly is critical to the success of ABM campaigns. Let’s dive in!

Account Based Marketing 113

Account Based Marketing Ideal Customer Profile Hubspot Account 113

Partners in Excellence

DECEMBER 13, 2021

Because we are so familiar with working with people who are buying, because we deal with buyers every day, we tend to think our customers are a familiar with and comfortable with buying as we are. It may be running operations, or managing HR, accounting/finance. We tend to attribute the same things to our customers.

Buyer 123

Buyer Customer Face-to-face Proposal 123

Hubspot Sales

MARCH 8, 2021

He really did love those, so it's only fitting that there's a pros-and-cons-oriented sales closing strategy that bears his name. Here, we'll take a more thorough look at The Ben Franklin Close, go over the steps you need to take to nail it, and review the pros and cons of closing based on pros and cons.

Closing 123

Closing Retention Face-to-face Comparison 123

MarketJoy

APRIL 7, 2022

Why You Need Effective Buyer Personas for B2B Lead Generation. A buyer persona is a hypothetical customer that serves as a model of the buyer you want to target. Buyer personas can be created through research, surveys, and interviews. Use the Buyer Persona to Align Your Lead Gen and Sales Efforts. Why do they buy?

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

Zoominfo

NOVEMBER 11, 2019

Closing should be a win for both sides. Sales Closing Questions: The 1-to-10 Framework. Question 4: The Closing Question. “It Read More: 10 Discovery Questions to Uncover Buyer Need. Before we start talking about price points, I just want to make sure our top priority is executing an account-based marketing strategy.

Closing 191

Closing B2B Scale Decision Maker 191

Highspot

DECEMBER 8, 2020

To navigate these murky waters, salespeople are increasingly relying on the concept of buyer enablement – a sales approach that makes it easier than ever for buyers to champion your product, so reps can close new business. What are the four types of buyers. How do you engage a B2B buyer? What Is Buyer Enablement?

Buyer 98

Buyer Examples Top of Funnel ROI 98