Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. Five ways to support your sales team and increase productivity.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. Ongoing training and continuous development are crucial to a rep’s and an organization’s success. After their initial 90 days, your new sales reps likely feel ready to interact with buyers and lead sales calls.

How To 122

How To Face-to-face Sales Enablement Retention 122

Highspot

OCTOBER 31, 2023

Push the envelope of sales enablement by driving efficiency through AI, scaling coaching with actionable insights, tying enablement efforts to business results, unifying the sales tech stack, and engaging buyers with digital experiences. Enablement needs to know if and how reps are driving strategic initiatives.

Scale 72

Scale Sales Enablement Buyer Coaching 72

Nutshell

DECEMBER 7, 2023

At Nutshell, we build artificial intelligence into our software to help your sales reps accomplish more in less time. HuggingChat: HuggingChat is a collaborative AI platform — like ChatGPT — designed by the leading developers at Hugging Face. You can use the power of AI to develop outlines and rough drafts. Copy.ai: Copy.ai

Tools 100

Tools Lead Rank Lead Scoring Software 100

BrainShark

SEPTEMBER 20, 2022

Convenience, and with over 2,000,000 podcasts there is a treasure trove of choices, giving listeners easy access to engaging shows that cover every topic imaginable – from sports and crime thrillers to business and comedy. The sales world is no exception. The best sales podcasts for 2022. Sales Influence. Sales Gravy.

Hiring 71

Hiring Negotiation Buyer Persona Influencer 71

No More Cold Calling

OCTOBER 5, 2017

Does your sales team struggle to get referrals? When I read a checklist of account based sales development strategies that omitted referral selling, I asked the creator why. Such a hot topic seemed worthy of sharing on my blog. Sales leaders don’t take time to implement a referral system. Here’s why.

Referrals 279

Referrals Top of Funnel Account Scale 279

Allego

JANUARY 10, 2024

Sales and marketing teams are reaping the benefits of this technology, as vendors add generative AI capabilities to their sales enablement platforms. One area where gen AI is having a profound impact is sales content creation, organization, and access. That delay can disrupt and slow down the sales process.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

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

No More Cold Calling

NOVEMBER 16, 2017

“I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog. This month, we’re looking to secure sponsorship placements with five prominent blogs and No More Cold Calling jumped straight to the top of our list.

Up-Sell 179

Up-Sell Account Cold Calling Referrals 179

No More Cold Calling

JANUARY 28, 2018

Ready to hone your account based sales development skills? Because they got where they are by investing in their professional development. In the meantime, check out this month’s blog posts from No More Cold Calling: 2 Reasons Your Account Based Sales Reps Leave. Yes, I’m one of them.) Check it out here.

Referrals 166

Referrals Cold Calling Lead Generation Sales Qualified Lead 166

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 62

Training Hiring Objections Coaching 62

Sales and Marketing Management

DECEMBER 6, 2019

For instance, many marketers understand the show can live as a separate resource on their website or can incorporate it into their blog. More than likely, you’ve already dedicated a blog post or two to the topics covered in your podcast. Additionally, your podcast can be used as content for your sales reps.

ROI 177

ROI Top of Funnel Channels Lead Nurturing 177

SBI Growth

JUNE 30, 2013

They missed because they did not ramp 500 new reps fast enough. In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. We have spoken to several recently hired reps.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

No More Cold Calling

OCTOBER 19, 2017

It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. So, I asked around on LinkedIn and got lots of answers, many of which I shared in a recent blog post. Sales leaders, here’s what you’re up against: 1. Are you wondering?

Referrals 265

Referrals Account Cold Calling Social Media 265

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. We call this the “Last Mile of Pre-Sales Customer Analysis.” ” An account-based strategy requires consistent messaging and positioning throughout the sales cycle. .” That’s a tall order.

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

Zoominfo

JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. It is our hope that our content helped spark your creativity, allowed you to discover something new, or made your life as a sales professional easier in some way. 12 Ways to Handle Sales Pressure.

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

DiscoverOrg Sales

APRIL 19, 2018

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. Expand with a Win/Loss SWOT.

Territories 181

Territories Outsourcing Services Ideal Customer Profile Buyer 181

Zoominfo

JULY 1, 2018

But—as B2B marketers and sales professionals—we have a lot to learn about social selling. Case in point: 72% of sales professionals feel that they are not proficient with social selling ( source ). 69% of sales professionals are self-taught and have no active social selling training program in place ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

Zoominfo

NOVEMBER 1, 2018

This tactic can inform every aspect of your content strategy, from the topics your cover to the format in which you deliver it. For a more comprehensive guide to social listening check out our recent blog post— The B2B Marketer’s Guide to Social Listening. Social media accelerates the sales pipeline.

Demand Generation Agencies 204

Demand Generation Agencies Demand Generation Demand Generation Targets Social Media 204

Showpad

APRIL 9, 2020

Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. Coaching is more of a challenge today, with sales reps often working remotely from their home offices. What is sales coaching?

Sales Coaching 111

Sales Coaching Coaching Face-to-face Sales Enablement 111

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re launching sales podcasts, YouTube channels and startups of their own. They’re creating safe spaces to empower female professionals and championing diversity in sales, both inside and outside their organizations.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? Read it: 7 Quick Wins for Sales and Marketing Alignment.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion? Awareness Stage 2. Interest Stage 3.

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Pipeliner

OCTOBER 24, 2023

The Power of Sales Leadership and Emotion in Sales Hello everyone, I’m John Golden, your host from SalesPOP! Online Sales Magazine and Pipeline CRM. In this blog post, I’m excited to share the insights from my recent podcast episode with John Crowder, the VP of Healthcare with Integrity Solutions.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. Sales Prospecting Techniques. Why is this so?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SBI Growth

SEPTEMBER 22, 2012

Whether its blog posts, social media updates, eBooks or webinars, the content serves to generate demand and produce quality leads for the sales force. If you want your content to resonate with your buyers and move them closer to purchase, follow these four steps: Develop your Buyer Persona(s). Develop Buyer Persona(s).

Maximizer 288

Maximizer Buyer Persona Lead Rank Leads 288

SBI Growth

FEBRUARY 12, 2013

Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. This topic centered on the sales rep’s dilemma. We thought a Q & A blog would add value to quota-carrying sales reps. Genesys recently implemented a new Sales Process which is aligned to buyer’s journey.

Case Study 314

Case Study Study Travel Quota 314

Vengreso

NOVEMBER 3, 2022

With the sales enablement industry exploding, why is it that B2B and B2C companies still struggle to hit quota? Because despite all of the sales technologies, improved sales methodologies, advanced sales training – there still seems to be a disconnect between how modern sellers sell and how modern buyers buy.

Top of Funnel 116

Top of Funnel Quota Trends B2C 116

Hubspot Sales

OCTOBER 14, 2020

Less frequently do we hear about social media being used by sales reps as a way to identify, connect with, educate, nurture, speak to, and convert prospects — this process is known as social selling. Social Media Training for Sales Reps. Why is it so important to train your sales reps in social selling?

Social Selling 136

Social Selling Training Social Media How To 136

Hubspot Sales

OCTOBER 11, 2019

However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. There are times when business is slow for a sales department. Every rep experiences ebbs and flows in their pipeline. Your sales department can be experiencing slow business for a variety of reasons.

Scale 125

Scale Hubspot Buyer Persona Social Media 125

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. Overwhelming stress.

Sales Enablement 52

Sales Enablement Hiring Buyer Persona Case Study 52

SBI Growth

JUNE 18, 2013

If so, consider your core competencies as a sales leader. Read on to learn what it takes to shift from individual contributor to sales leader. In the coming months interview activity will increase for executive sales leaders. In his blog Are You Good Enough to Win the SVP Job? 15 Competencies for Sales Rep Promotion.

Promotion 282

Promotion Comparison Policies Trends 282

No More Cold Calling

JULY 1, 2014

I’ve written several articles and blog posts on the topic, and included the following in my book, Pick Up the Damn Phone!: Sales, and only sales, can truly determine if a lead is qualified. Sales, and only sales, can truly determine if a lead is qualified. That’s the job of marketing.” That’s our job.

Sales Qualified Lead 261

Sales Qualified Lead Referrals Marketing Qualified Lead Cold Calling 261

No More Cold Calling

OCTOBER 29, 2017

No, Halloween isn’t so scary, but account based sales can be. Sales leaders and their teams have lots of fears: “We have a quota looming over our heads. Find out how in my blog posts from this month: Why Your Account Based Sales Team Will Never Be Good at Referrals. Such a hot topic seemed worthy of sharing on my blog.

Referrals 159

Referrals Cold Calling Webinar Metrics Direct Mail 159

Hubspot Sales

APRIL 25, 2023

Now Google, HubSpot , and Microsoft are racing to develop their own versions of AI chat tools to compete with ChatGPT. Here's the burning question: Does AI have a place in sales, and how does it affect our current sales processes? Here are three examples of how teams use AI to generate sales emails.

Tools 97

Tools Sales Tools Scale Lead Rank 97