Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. One major telecommunications provider in Scandinavia, for example, has migrated B2B sales to virtual channels, using marketing automation to create leads and installing an online self-service portal.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Allego

DECEMBER 13, 2023

According to Bizzabo’s 2023 State of In-Person B2B Conferences Report : 47.2% of organizers reported increased attendance at their B2B in-person conferences 76.6% According to Bizzabo’s 2023 State of In-Person B2B Conferences Report : 47.2% of organizers reported increased attendance at their B2B in-person conferences 76.6%

Conference 77

Conference Sales Enablement Biotechnology Insurance 77

No More Cold Calling

JUNE 29, 2019

Don’t miss this opportunity for your own training in the Virtual Referral Selling Workshop Series beginning Tuesday, July 16. To Get B2B Leads, Pick Up the Damn Phone. Successful sales professionals understand that technology is a must-have business tool. They don’t fill your pipeline with qualified B2B leads.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

The Pipeline

MARCH 26, 2011

7 Must-Have Lead Nurturing Recipes for B2B Marketers. The insight you brought to the Roundtable and the Cookbook from a sales perspective is invaluable for b2b marketers and organizations working on improving their overall lead management strategy. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

SBI Growth

AUGUST 31, 2013

A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. A bonus tool is included to help create a common vision. Sales Rep turnover at AdzaTran (a B2B transportation equipment supplier) has been increasing lately. Implemented standardization of tools and processes.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Zoominfo

OCTOBER 15, 2019

Example 1: Selling B2B Software. “Hi (First Name), I noticed you are using (competing software tool). Best, (signature) P.S. I’m asking because my company actually developed a similar tool that helps solve (problem) and I’d love to hear your feedback on this.” Books, courses, seminars, workshops, etc.?).

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Highspot

JUNE 1, 2023

Major advances include: generative AI for sales enablement, enterprise-class training and coaching, and ​​services and success resources that empower revenue teams to scale what good looks like in business-to-business (B2B) selling. Highspot prepares our team with the skills, knowledge, and tools they need to excel.

Scale 98

Scale Infusion Enterprise Enterprise 98

Zoominfo

JANUARY 15, 2021

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. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Allego

DECEMBER 28, 2022

Forrester B2B Summit North America – June 5-7, Austin, Texas, and virtual digital experience. At B2B Summit North America, B2B sales, marketing, and product leaders get information and insight to help them build growth and drive measurable impact. Forrester B2B Summit EMEA – Oct.

Conference 62

Conference Sales Enablement Biotechnology Insurance 62

Sales Hacker

JUNE 7, 2021

Now you have to get commitment from people to participate in the overall process; get commitment from a core group to attend workshop sessions; and get commitment to participate on separate calls or online. Don’t leave the discussion on segments, workflows, and personas to the first workshop. Produce workshop pre-read.

Conversion 107

Conversion Ideal Customer Profile Customer Face-to-face 107

Sales Hacker

MARCH 22, 2018

In this article, I will summarize what I’ve learned about B2B sales outsourcing. Inside sales are sales specialists that can present and sell products over the phone and web conferencing tools. Because not following up with calls after emails or not doing a technical workshop after a demo will hurt your business.

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13. Sales Tool. PROACTIVE PROSPECTING!

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Score More Sales

NOVEMBER 26, 2014

The things we once predicted futuristically are coming to fruition thanks to new tools and strategies to help convert data into insights, improve sales rep on-boarding and give a new twist to getting and staying connected to those you’re collaborating with in business. Throughput instead of “just get it done”. Efficiency instead of volume.

Workbooks 232

Workbooks Analytics Territories Ideal Customer Profile 232

Zoominfo

OCTOBER 15, 2019

Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Example 1: Selling B2B Software Hi (First Name), I noticed you’re using (competing software tool). Books, courses, seminars, workshops, etc.?) We offer the most intelligent B2B contact database on the market.

Scale 113

Scale Intent Face-to-face B2B 113

The Pipeline

FEBRUARY 11, 2013

Today, in many workshops, you still hear people demonizing closed ended questions. If you look at questions as tools of the trade, there is no such thing as one tool fits all; there may be tools that are appropriate to various tasks, others may be useful less often. There are very few if any absolutes in sales.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

Sales Hacker

FEBRUARY 18, 2021

B2B Summit North America. The conference will have it all: training sessions, workshops, smaller breakout sessions, keynote speakers, networking opportunities, and virtual parties – yes, really, they have it all. B2B Summit North America. Step Up to B2B Marketing’s New Destiny. Unleash 2021. Digital Shift by Seismic.

Conference 104

Conference Sales Enablement Networking B2B 104

SBI Growth

DECEMBER 18, 2013

This tool is 10 questions to give you problem clarity (50% of solving). Were they given training and tools to address the above issues? Almost 100% of sales training in B2B companies is focused on reps. Tools and job aids for sales managers. Follow-on workshops for continued development. Why Sales Managers Fail.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Julie Hanson

APRIL 8, 2021

According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. For the past year, companies have been trying to stuff technology and tools into a skills-shaped hole. Other than having new tools and turning on a camera, most salespeople are selling just the way they did in person. Don’t believe me?!

Video 83

Video Up-Sell Report Tools 83

InsightSquared

FEBRUARY 19, 2020

And when it comes to B2B selling, there can be hundreds of unexpected, unplanned turns. Take the time and invest in tools that can automate sales activity capture all the data from various tools and systems. Instead, when their deal reaches Stage 3 they are immediately alerted that it’s time to schedule the ROI workshop.

Travel 71

Travel Conference ROI Data 71

Hubspot Sales

JUNE 8, 2020

Well, content has become more important than ever for B2B buyers and decision-makers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. Use amazing sales enablement tools in combination with your sales collateral.

Collateral 98

Collateral Case Study Retention Hubspot 98

Mereo

APRIL 28, 2022

Every sports team has this unity — and B2B organizations also possess this culture and strategy. Salespeople are not even using the tools marketing creates for them. In what ways has your organization developed consistent tools and made these accessible to the important functions?

Lead Rank 36

Lead Rank Lead Scoring Revenue Leads 36

Sales Hacker

SEPTEMBER 29, 2023

Manny Ataebi (SVP of Marketing, Eureka – Seed) shares his perspective from experience with B2B enterprise from Seed through Series B/C: “In person dinners: Doing very well with these as we travel around the globe for locations. Most times working with another company or two, sometimes alone.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. Here are a few tools I use: . Free consultations or workshops for partners’ teams. They can provide companies with perpetual revenue, and they can solidify your organization’s reputation as a great company to work with.

Referrals 177

Referrals Company Scale Case Study 177

Vendor Neutral

JULY 16, 2021

Finally, discover how to implement sales tech solutions so your salespeople spend less time in the tool and more time selling…and driving revenue! He understands how to maximize today's sales and marketing tools to improve customer engagement without unnecessary disruption. Learn How to: Align stakeholders within your organization.

Sales Technology 52

Sales Technology Vendor Webinar Metrics Travel 52

The ROI Guy

OCTOBER 7, 2014

Consisting of how-to training videos and advancing to a one-day instructor led workshop and certification program, the Value Expert Sales Training is designed to help sales reps improve their customer conversations, evolving from a typical company / product-focused pitch to a more collaborative and effective challenge / value-focused approach.

Vendor 70

Vendor Training B2B Channels 70

Highspot

JANUARY 19, 2022

Here are a few you might recognize: B2B or business-to-business sales : Designed for B2B-style businesses that target their sales pitch toward key business decision makers (typically C-suite level leadership or managers) who are responsible for purchasing products, services, and software for their company. The Brooks Group. Challenger.

Training 92

Training Lead Rank Hiring Course 92

Sales Hacker

MARCH 1, 2024

The B2B playbook is changing. Learn through this example AudiencePlus , a platform that enables B2B marketers to build, engage, and convert audiences through owned media, used this very strategy. A similar trend exists in the B2B world, with audiences subscribing to a brand’s podcast or newsletter.

Media 71

Media Company Distribution How To 71

Score More Sales

MARCH 25, 2014

I am very humbled, and quite honored, since it seems that quite a process was put into place and many different tools to measure reach was used to take a list of 500 influencers down to the top 30. Just four years ago, I had a different target market and was giving workshops around the U.S. Close More Deals.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

Sales Hacker

APRIL 13, 2020

Conferences and workshops are obviously being canceled, and the associated costs are significant. Below are four cherry-picked stats : 73% of B2B companies say a webinar is one of the best ways to generate leads. B2B companies hosted 61% of webinars held using the GoToWebinar platform. How to Plan a Virtual Event.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Adaptive Business Services

MAY 25, 2022

For the past 15 years, I have owned and operated a for-profit B2B networking group. On top of this, I am willing to provide members with a number of free services like a company workshop, help with configuring their LinkedIn profiles, and a free behavioral assessment. How about some examples … . At one time, I had three.

Lead Rank 62

Lead Rank Lead Scoring Ideal Customer Profile Networking 62

The Pipeline

SEPTEMBER 21, 2012

Given the fact that most B2B sellers have less than a 50% close ratio, more like a 25% closing average, it is foolish to ignore your losses. As with most things in sales, it is less about the tools and more about the mindset and the discipline to do it, and do it consistently. What’s in Your Pipeline? Tibor Shanto.

Ideal Customer Profile 242

Ideal Customer Profile Objections Call-back Buyer 242

Close.io

DECEMBER 17, 2019

Inside sales training is different from traditional sales training as it focuses more on outreach, data and sales tools. B2B and SaaS salespeople rely on this training to become more successful in their roles. The must-have tools include: Customer relationship management (CRM). Reporting tools & software.

Inside Sales 72

Inside Sales Training Lead Rank How To 72

DiscoverOrg Sales

AUGUST 16, 2017

A few examples of CTA’s you can use: If you sell b2b software…. “Hi Hi {{FirstName}}, I noticed that you’re using {{competing software tool}}. P.S. I’m asking because my company actually developed a similar tool that helps {{solve this problem}}, and I’d love hear your feedback on this. Cold email template examples.

Conversion 186

Conversion How To Skype Film 186

Awarathon

SEPTEMBER 15, 2023

A productive coaching program equips sales representatives with the tools they need to succeed, enabling them to feel secure in every engagement with consumers while also pointing out potential development areas. Provide additional professional development opportunities B2B sales in particular are infamous for having high rep turnover rates.

Coaching 52

Coaching Webinar Metrics Decision Maker Sales Coaching 52

Sales Hacker

MAY 24, 2023

In the highly competitive B2B tech space, it’s easy to market your offer with so many tools and channels available. Where to find Tito : LinkedIn Key Insights It’s always people first, then tools and processes. Apart from offering a tool, the AltiSales team also provides consulting services.

How To 84

How To Decision Maker Retention Referrals 84

The Pipeline

AUGUST 24, 2011

The primary focus of the conversation is on various aspects of and best practices in B2B selling. Today’s segment is the first of two dealing with what the B2B rep can do to be better prepared to achieve consistent sales success. Sales Tool. B2B Lead Generation Blog. Sales Cycle. Sales eXchange. Sales Leadership.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

SBI

MAY 2, 2018

Helps B2B companies maximize the top- and bottom-line value of every customer relationship. Instead of trying to turn sales teams into analysts who spend countless hours digging through reports and business intelligence tools, with Zilliant, sales teams become strategic consultants who know every customer account like it’s their best account.

Revenue 139

Revenue How To ROI Case Study 139