Blog - Sales Pro Central

May 2018 B2B Blog Post Round-Up

Zoominfo

MAY 9, 2018

Welcome back to our B2B Blog Post Round-Up series—these monthly blog posts published by ZoomInfo highlight some of the great work our writers have contributed to outside publications. A data-driven business is one that requires the use of data to inform all business decisions. Let’s get into it!

B2B

B2B Sales Cycle Hiring Forecasting

10 Most-Read Sales Articles of 2018

Zoominfo

JANUARY 15, 2019

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge.

Social Selling

Social Selling Cold Calling Social Media B2B

10 Sales training techniques every manager should know

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. It can also offer insight into automating sales processes to free up more of your team’s time.

Training

Training Hiring Construction Case Study

Here are the 7 BEST Data-Backed Sales Tips of 2019

Gong.io

DECEMBER 19, 2019

There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. So when we share an article that includes the “7 best data-backed sales tips,” we mean business.

Data

Data Insurance Insurance Cold Calling

7-Step DIY Data Segmentation For Account-Based Marketing

Zoominfo

NOVEMBER 22, 2019

When your deal closed? A bit further on, as part of your ABM strategy , you’ll fully recreate the journey for these companies – and identify key points where the marketing and sales processes made progress. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started.

Account Based Marketing

Account Based Marketing Segment Ideal Customer Profile Account

The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

The Brooks Group

DECEMBER 4, 2017

The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their Q4 target. With many clients and prospects out of the office, however, there are opportunities for your entire sales team to assess what’s going well and where there’s room for improvement.

Territories

Territories Pipeline Follow-up Meeting

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Sales Career Advice.

Trends

Trends Decision Maker Study Analysis

Generate Outbound Prospects: What Does Sales Role SDR Stands for & Help Scaling Revenue

LinkedFusion

OCTOBER 6, 2023

One of the finest strategies to expand your organization is to make an investment in a good sales team. Your success is ultimately influenced by how you organize your sales staff and manage your leads. SDRs use software that automate the repetitive task and optimize the sales process. How Does Sales Team Do Lead Generation?

Scale

Scale Outbound Sales Qualified Lead Revenue

7 Key Elements of a High-Converting Sales Funnel

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. What is a sales funnel? That number varies depending on who you ask, but we’ll just say 7 for now.)

Paid Content

Paid Content Top of Funnel Funnel Ideal Customer Profile

The Top 35 Sales Podcasts for Sales Professionals

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring

Hiring Top of Funnel B2B Lead Rank

Heavy Hitter Sales Blog: Are Top Salespeople Born or Made?

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Sales Career Advice.

Decision Maker

Decision Maker Penetration Influencer Sales Cycle

The Ultimate List of YouTube Channels for Sales Professionals

Zoominfo

DECEMBER 13, 2018

Thanks to the influx of information made available online in the last decade or so, modern business professionals are thriving. Although Google is widely known as both a professional and personal resource, YouTube—a Google subsidiary—is seen mostly as a personal resource and has yet to earn the same reputation with business audiences.

Channels

Channels Face-to-face Video Hubspot

What is Sales Analytics? A Complete Guide

Highspot

AUGUST 15, 2023

Sales analytics ultimately outlines where your strengths and weaknesses are in terms of your sales process and each individual rep, and does so in three key areas: productivity, proficiency, and performance. In this blog post, we will delve into sales analytics and how it relates to sales enablement.

Analytics

Analytics Top of Funnel Lead Rank Forecasting

When Business Is Slow, It's Time to Work on These 13 Things

Hubspot Sales

OCTOBER 11, 2019

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. So when you experience slow business, remember that slow and steady wins the race. Below, you'll learn why slow business can be a good thing and what to do when business is slow to grow better. Slow Business.

Scale

Scale Hubspot Buyer Persona Social Media

Using Automation to Address Sales Burnout

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. We answer these questions and more in today’s blog post.

Commission

Commission Lead Rank Lead Scoring Hiring

9 B2B Sales Closing Techniques You Can Use Today

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. So how can you make sure your future customer wins – and feels like they won – while winning business yourself? Let’s explore this conundrum with nine tips from our top sales closers. Closing should be a win for both sides.

Closing

Closing B2B Scale Decision Maker

7 Sales Prospecting Tips You Wished Your Sales Team Knew Earlier

Pipeliner

JULY 5, 2019

Believe it or not, generating highly-qualified leads is a challenging task for nearly every business. Though, the marketing department plays a key role in generating good leads for the sales department. It doesn’t mean that the sales team should not invest their efforts to find high-value prospects. Let’s get started.

Sales Qualified Lead

Sales Qualified Lead Prospecting Buyer Persona Social Media

7 Sales Prospecting Tips You Wished Your Sales Team Knew Earlier

Pipeliner

JULY 5, 2019

Believe it or not, generating highly-qualified leads is a challenging task for nearly every business. Though, the marketing department plays a key role in generating good leads for the sales department. It doesn’t mean that the sales team should not invest their efforts to find high-value prospects. Let’s get started.

Sales Qualified Lead

Sales Qualified Lead Prospecting Buyer Persona Social Media

Using Digital Marketing Channels for Lead Generation

LeadBoxer

DECEMBER 12, 2020

A business must generate leads to be successful. The Digital Marketing Sales Process. Why is Digital Marketing Crucial for Sales? Digital media is most effective when it includes personalized content. Personalized content is also good for improving the visibility of your business website. What is Digital Media?

Lead Generation

Lead Generation Channels Lead Rank Lead Scoring

12 Easy Fixes for Your Bad Sales Habits

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). Less than 1% of cold calls result in a sale. of the time.

Cold Calling

Cold Calling Top of Funnel Direct Mail Referrals

Your Questions Make a Difference in Sales Success

Anthony Cole Training

JANUARY 16, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Hiring

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead

Heavy Hitter Sales Blog: WHAT GREAT SALESPEOPLE SAY.

HeavyHitter Sales

OCTOBER 15, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Sales Career Advice.

Penetration

Penetration Study Decision Maker Software

Prioritizing Sales Prospects: A Step-By-Step Guide

Crunchbase

JUNE 7, 2023

According to Marketing Insider Group, salespeople who used prioritized sales lists took 20% more actions per lead , meaning they were able to make more contact attempts and increase engagement time. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals.

Ideal Customer Profile

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent

Fixing the Sharp Stick(s) in the Eye - 10 Obstacles to Sales Success

Anthony Cole Training

FEBRUARY 14, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Hiring

Hiring Ideal Customer Profile Webinar Metrics eBook

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

HeavyHitter Sales

NOVEMBER 25, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Sales Career Advice.

Software

Software Software Strategy Hiring

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

Anthony Cole Training

DECEMBER 14, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Sales Coaching

Sales Coaching Hiring Coaching Sales Qualified Lead

15 best cold calling books to take your sales team to new levels

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. We’ve already introduced you to amazing sales books. Let’s get started. Gap Selling.

Cold Calling

Cold Calling Negotiation Sales Qualified Lead Top of Funnel

The Pipeline ? 7 Must-Have Lead Nurturing Recipes for B2B.

The Pipeline

MARCH 26, 2011

The Pipeline Renbor Sales Solutions Inc.s 7 Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. January 2008. December 2007. Download the latest version here.

Lead Nurturing

Lead Nurturing Sales Qualified Lead B2B Pipeline

The 7 Steps of the Sales Process: What You Need to Know

Hubspot Sales

APRIL 30, 2020

The training program, called "Professional Selling Skills," took a then-new consultative approach to sales. But although sales terminology might have changed, the basic principles of the selling process haven’t changed that much. While every business is different, most follow a progression with comparable sales stages.

Sales Process

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead

9 Coaching Keys to Sales Success

Anthony Cole Training

DECEMBER 12, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Coaching

Coaching Hiring Ideal Customer Profile eBook

10 Sales training ideas that increase team readiness

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training

Training Hiring Objections Coaching

5 ways to tell when you should use lead generation or sales prospecting

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll be better equipped to implement a strong lead generation strategy within your business. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business.

Lead Generation

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring

Heavy Hitter Sales Blog: The Three Critical Win-Loss Objectives

HeavyHitter Sales

SEPTEMBER 25, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Sales Career Advice.

Objections

Objections Hiring Vendor Sales Cycle

How to Overcome Failure and Succeed in Sales?

SendBuzz

MAY 2, 2023

The fear of rejection is a common factor in the hatred of sales. And while failure is a part of any job, it happens more frequently in sales than in other professions. Strategies to lift the spirit of your sales team Use these strategies the next time you need to lift your spirits after a sale and are feeling sad.

How To

How To Top of Funnel Consumer Lead Rank

Heavy Hitter Sales Blog: The Six Real Reasons Why VPs of Sales.

HeavyHitter Sales

APRIL 1, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Sales Career Advice.

Hiring

Hiring Forecasting Oracle Revenue

18 Sales Podcasts Every Rep Should Check Out

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Scale

Scale Sage Lead Rank Lead Scoring

Life Success, Sales Success, Management Success - 24 Thoughts

Anthony Cole Training

OCTOBER 7, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Hiring

Hiring Ideal Customer Profile Webinar Metrics eBook

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

Anthony Cole Training

DECEMBER 16, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Sales Coaching

Sales Coaching Hiring Coaching Ideal Customer Profile

8 Steps for More Effective Closing - Sales Solution #10

Anthony Cole Training

AUGUST 2, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Closing

Closing Hiring Ideal Customer Profile Sales Qualified Lead

The 30 best sales resources on the internet

Nutshell

AUGUST 4, 2020

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. Sales Podcasts. The Sales Hacker Podcast. Sales Gravy.

Resources

Resources Hiring Channels Cold Calling

7 Great Coaching Tips for Great Sales Success

Anthony Cole Training

FEBRUARY 6, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Coaching

Coaching Hiring Ideal Customer Profile Journal

The Neuroscience Benefits of a Virtual Sales Training Program

Vengreso

JUNE 16, 2022

Google, Facebook, Microsoft, Adobe, SalesLoft, Outreach, and every other sales organization of companies globally have as a result of Covid-19 been forced to pivot. A virtual sales training program can and will help remote selling teams and sales management grow sales opportunities and close more sales pipeline.

Benefit

Benefit Training Retention Ideal Customer Profile

Multiple Choice Questions - "THE KEY" to Sales Success?

Anthony Cole Training

OCTOBER 25, 2011

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. Sales Core Competencies I.

Hiring

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics

LinkedIn Training Program: Create More B2B Sales Conversations

Vengreso

APRIL 4, 2022

With almost 800 million users, LinkedIn isn’t only for showcasing your professional skills, researching new employers, looking for jobs, or for getting career advice! The platform has quickly become a vitally important resource for B2B sales professionals too! Can LinkedIn Support Your Sales Goals for Your Team?

LinkedIn B2B Conversion Training

May 2018 B2B Blog Post Round-Up

10 Most-Read Sales Articles of 2018

Trending Sources

10 Sales training techniques every manager should know

Here are the 7 BEST Data-Backed Sales Tips of 2019

7-Step DIY Data Segmentation For Account-Based Marketing

The 10 Blog Posts Sales Leaders Found Most Helpful in 2017

Heavy Hitter Sales Blog: Top 7 Critical Sales Trends for 2012

Generate Outbound Prospects: What Does Sales Role SDR Stands for & Help Scaling Revenue

7 Key Elements of a High-Converting Sales Funnel

The Top 35 Sales Podcasts for Sales Professionals

Heavy Hitter Sales Blog: Are Top Salespeople Born or Made?

The Ultimate List of YouTube Channels for Sales Professionals

What is Sales Analytics? A Complete Guide

When Business Is Slow, It's Time to Work on These 13 Things

Using Automation to Address Sales Burnout

9 B2B Sales Closing Techniques You Can Use Today

7 Sales Prospecting Tips You Wished Your Sales Team Knew Earlier

7 Sales Prospecting Tips You Wished Your Sales Team Knew Earlier

Using Digital Marketing Channels for Lead Generation

12 Easy Fixes for Your Bad Sales Habits

Your Questions Make a Difference in Sales Success

Heavy Hitter Sales Blog: WHAT GREAT SALESPEOPLE SAY.

Prioritizing Sales Prospects: A Step-By-Step Guide

Fixing the Sharp Stick(s) in the Eye - 10 Obstacles to Sales Success

Heavy Hitter Sales Blog: IT Sales Strategy: Software, SaaS.

Debriefs Effectively - 2 of 9 Keys to Successful Sales Coaching

15 best cold calling books to take your sales team to new levels

The Pipeline ? 7 Must-Have Lead Nurturing Recipes for B2B.

The 7 Steps of the Sales Process: What You Need to Know

9 Coaching Keys to Sales Success

10 Sales training ideas that increase team readiness

5 ways to tell when you should use lead generation or sales prospecting

Heavy Hitter Sales Blog: The Three Critical Win-Loss Objectives

How to Overcome Failure and Succeed in Sales?

Heavy Hitter Sales Blog: The Six Real Reasons Why VPs of Sales.

18 Sales Podcasts Every Rep Should Check Out

Life Success, Sales Success, Management Success - 24 Thoughts

Demonstrate Effective Selling - Keys to Successful Sales Coaching #3

8 Steps for More Effective Closing - Sales Solution #10

The 30 best sales resources on the internet

7 Great Coaching Tips for Great Sales Success

The Neuroscience Benefits of a Virtual Sales Training Program

Multiple Choice Questions - "THE KEY" to Sales Success?

LinkedIn Training Program: Create More B2B Sales Conversations

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