Zoominfo

FEBRUARY 17, 2020

Enter, sentiment analysis. What is sentiment analysis? Sentiment analysis is the process of gauging the attitudes, opinions, and emotions an audience expresses about a brand, product, or a specific topic. As a marketing technique, sentiment analysis can be as complex or as simple as you make it.

Analysis 130

Analysis B2B Airlines Marketing 130

The Center for Sales Strategy

MAY 25, 2020

A conversation about desired business results (needs, challenges, and opportunities) is an essential part of the sales process. When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. Needs analysis is a central and critical part of making the sale.

Analysis 125

Analysis Tools Sales Process Meeting 125

Zoominfo

AUGUST 29, 2018

Enter, sentiment analysis. What is sentiment analysis? Sentiment analysis is the process of gauging the attitudes, opinions, and emotions an audience expresses about a brand, product, or a specific topic. As a marketing technique, sentiment analysis can be as complex or as simple as you make it.

Analysis 176

Analysis B2B Airlines Marketing 176

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? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Janek Performance Group

JULY 19, 2022

For most sellers, there is a distinct difference between qualifying and need-analysis questions. However, with need analysis often called “discovery,” it’s easy to confuse the two. After all, isn’t qualifying a prospect a type of discovery? Qualifying prospects is an essential part of the sales process.

Analysis 62

Analysis Sales Qualified Lead Decision Maker Lead Rank 62

Crunchbase

MAY 22, 2023

Sales prospecting is an integral part of the sales process. When done manually, it can be time-consuming and demand substantial effort — but automated sales prospecting can help. What is automated sales prospecting?

Maximizer 98

Maximizer Prospecting Lead Rank Lead Scoring 98

The Center for Sales Strategy

JUNE 18, 2020

Once you have an appointment with a strong prospect, it’s time to prepare for a successful needs analysis so all the effort you spent getting the appointment isn’t wasted.

Analysis 92

Analysis Conversion Prospecting Sales Meeting 92

Zoominfo

MAY 31, 2022

Know Your ‘Why’ The energy that comes with launching a new product or kicking off a fresh campaign can make sales and marketing teams eager to dive into the details. Getting beyond the numbers is the key: once you truly understand the characteristics of your market, you will begin to ask what motivates your prospects.

Analysis 130

Analysis Marketing Vendor How To 130

The Center for Sales Strategy

JULY 23, 2020

We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? When speaking with a prospect for the first time, you must ask the right questions. Today's buyers are complex. Their needs are perplex and they're hesitant to share information. First, you have to know what questions to ask.

Analysis 94

Analysis Meeting Buyer Sales Process 94

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. My life would be a nightmare without it,” says Wing, a ZoomInfo global sales manager who focuses on Europe, the Middle East, and Africa. Turn insights from prospect and customer communications into immediate action.

Analysis 130

Analysis Territories Scale SalesForce 130

Sales Hacker

JANUARY 30, 2023

Bad news: you may have noticed that your win rates have started to decline, sales cycles are getting longer, and pipeline is shrinking. (the the last couple of months have been a doozy) Good news: win-loss analysis can help.

Analysis 66

Analysis How To Sales Cycle Pipeline 66

Nutshell

APRIL 18, 2023

To create an effective sales strategy, you need to know who your competitors are and how you stand out from them. With this knowledge, you’ll be better able to create a strong value proposition, develop compelling messaging, and choose the right sales techniques. Table of Contents What is a competitive market analysis?

Analysis 48

Analysis Webinar Metrics Strategy Marketing 48

SalesProInsider

MARCH 17, 2021

We offer 30 minutes of free coaching focused on a specific sales situation of the person’s choice, which we call Sales Strategy Conversations. A Simple Solution for Helping Prospects “Get It”. Whats to WiifTs in Action: Cash Flow Analysis. 13 out of 20 – so obviously this is a very important topic!

Lead Rank 147

Lead Rank Lead Scoring Prospecting Analysis 147

Hubspot Sales

OCTOBER 4, 2023

When I think of sales, I picture friendly handshakes, lively chatter, and the spark of human connection. Yet, it can actually give us a better understanding of our prospects, making that human connection stronger. Yet, it can actually give us a better understanding of our prospects, making that human connection stronger.

Prospecting 93

Prospecting Buyer Intent How To Intent 93

Hubspot Sales

MAY 5, 2020

And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Sales Analysis Reports.

Analysis 113

Analysis Report Churn Collateral 113

Close.io

JANUARY 28, 2020

If you want to achieve your sales goals month after month, then guesswork and intuition aren’t your best friends. You need cold hard data, and your sales CRM must capture all necessary information on the deals closed by your reps. What is sales analysis and why is it key to your sales strategy? ?

Analysis 89

Analysis Top of Funnel How To Analytics 89

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. ZoomInfo’s vast B2B company database can help you find prospects that meet specific criteria.

Analysis 273

Analysis Marketing Lead Rank How To 273

BuzzBoard

NOVEMBER 17, 2023

These two elements are radically redefining how marketers customize customer engagement strategies, positively impacting sales and fostering customer loyalty. Hyper-Personalization and Sales: A Dynamic Duo Sales is a numbers game, and hyper-personalization can offer a significant competitive advantage.

Analysis 52

Analysis B2B Marketing Top of Funnel 52

The Center for Sales Strategy

FEBRUARY 22, 2022

Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series. There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.

Analysis 115

Analysis Influencer B2B Competition 115

Pipeliner

MAY 17, 2021

Sell Better With Behavioral Analysis Tools. There are many different behavioral and value analysis tools out there, like the Meyers Briggs and Enneagram tests, emotional intelligence tools, and others. Whatever you do, be it leadership, sales, management, or marketing, trust is the most foundational part of any relation.

Analysis 81

Analysis Tools System Up-Sell 81

BuzzBoard

FEBRUARY 20, 2024

The role of AI becomes critical, particularly in sales prospecting, where conducting efficient, extensive, and result-driven efforts are pivotal in executing a successful marketing campaign. AI boasts an unparalleled ability to enhance your sales prospecting process.

Prospecting 52

Prospecting Small Business Small Business Pivotal 52

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. Sales conversations. The Mechanics.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

Zoominfo

MARCH 16, 2017

A win/loss analysis reveals why and how a sales opportunity turned into a new customer (or not). Making the most out of this feedback, by creating a report, is crucial to improving future sales processes. What Is A Win/Loss Analysis? Focusing on one group of prospects over the other will give you skewed results.

Analysis 100

Analysis How To Hiring Report 100

Customer Centric Selling

SEPTEMBER 11, 2018

At the most basic level, win loss analysis helps sales, marketing, and product leaders understand the reasons for their organizational wins and losses so that they can increase their win rates and capture more business in the future. Win loss analysis” can mean different things to different people. “Win Win Loss in Practice.

Analysis 75

Analysis Discount Report Buyer 75

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. All sales organizations need new business. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Familiar names pique interest.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Selling Energy

JANUARY 11, 2023

As we discussed in yesterday’s blog , too many of your prospects are fascinated with Simple Payback Period, and it makes NO sense to focus on that metric in situations where you’re comparing mutually exclusive solutions (i.e., situations where your prospect has two or more solutions to pick from, but at the end of the day can pick only one).

Analysis 84

Analysis Prospecting Marketing Sales 84

The Center for Sales Strategy

JUNE 13, 2019

Running a race without adequate training is no different than showing up to a first time meeting with a new prospect unprepared. Preparing yourself to ask better needs analysis questions will help you not only finish the race, but to finish with the intended outcome: to get an assignment from the prospect. Yet, it happens.

Analysis 79

Analysis How To Motivation Training 79

Pipeliner

MAY 3, 2020

There are many different behavioral and value analysis tools out there, like the Meyers Briggs and Enneagram tests, emotional intelligence tools, and others. Steve Gavatorta, interviewed by John Golden, explores how to use these behavioral and value analysis tools to become a better salesperson, sales leader, or sales manager.

Analysis 59

Analysis Tools Social Selling System 59

SugarCRM

NOVEMBER 2, 2021

Plus, you have no information about the prospects who weren’t interested in taking your survey. Our society experiences an empathy deficit due to cultural and environmental factors, so introducing sentiment analysis software to register positive and negative feelings might be the new challenge. Closing Thoughts.

Analysis 46

Analysis Customer Service Customer Survey 46

Pipeliner

MAY 7, 2020

There are many different behavioral and value analysis tools out there, like the Meyers Briggs and Enneagram tests, emotional intelligence tools, and others. Steve Gavatorta, podcast interviewed by John Golden, explores how to use these behavioral and value analysis tools to become a better salesperson, sales leader, or sales manager.

Analysis 52

Analysis Tools Sales Management Prospecting 52

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. B2B sales organizations may often find that this process is highly time-consuming and requires significant investments in manual labor. And poorly managed prospecting lists will result in seller fatigue. B2B sales prospecting in a nutshell.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Understanding the Sales Force

JULY 21, 2021

In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms. Below I've shared another top/bottom analysis with different findings. In an article last week we discussed how data can help you hire the ideal salespeople.

Decision Maker 310

Decision Maker Hiring Analysis Data 310

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

The Center for Sales Strategy

DECEMBER 18, 2018

If you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Here’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

Analysis 74

Analysis Lead Rank Prospecting Meeting 74

Product Management University

FEBRUARY 12, 2021

SWOT analysis is far from a new concept, especially for individual products. It offers a macro view of your portfolio’s performance and provides valuable insights that drive your go-to-market strategy and ultimately impacts your product, marketing and sales investment priorities. What is a Product Portfolio SWOT Analysis?

Analysis 59

Analysis Segment How To Face-to-face 59

The Pipeline

OCTOBER 15, 2020

The challenge is that most salespeople and sales organizations tend to focus on one over the other. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. Focus on the “Why,” not “What” or “How” of sales. Leading with an actionable definition of value.

Survey 235

Survey How To Analysis Lead Rank 235