Highspot

JANUARY 20, 2022

The integration enables streamlined and personalized communications, improving rep efficiency and their ability to engage with prospects at scale. “Our integration with Outreach helps our customers make reps more efficient and effective in their buyer engagements, which increases revenue growth potential.” About Outreach.

Scale 98

Scale Company SAP Enterprise 98

Vengreso

JANUARY 3, 2019

This podcast is brought to you by SAP Sales Cloud, the solution that enables your sales team to be more efficient, effective, and intelligent. Sell more with SAP Sales Cloud by visiting visit www.calliduscloud.com/vengreso. Sell more with SAP Sales Cloud by visiting visit www.calliduscloud.com/vengreso.

SAP 111

SAP Google Ideal Customer Profile Twitter 111

Vengreso

DECEMBER 20, 2018

Justin Shriber is Vice President of Marketing for LinkedIn Sales and Marketing solutions, where he helps buyers, sellers, and marketers connect via the world’s largest professional network. This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. MSO Creates Social Content That Engages With Real Buyers.

SAP 100

SAP Marketing Ideal Customer Profile Siebel 100

SBI

MAY 21, 2019

Through Story Mapper, sellers can instantly pivot to relevant content in their presentation to better address buyers’ needs and questions. This allows them to create buyer-focused conversations through an interactive and value-add interaction. In fact, six in 10 buyers want to discuss pricing on the first call.

Sales Enablement 75

Sales Enablement SAP Pivotal Industry 75

SBI

NOVEMBER 2, 2017

Russ: Research is showing that B2B buyer loyalty isn’t primarily driven by pricing, brand or the product. And, today’s B2B buyers are very intolerant of a poor experience. To be successful, companies must deliver a sales experience that is equal to or better than what buyers expect or risk getting quickly left behind.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Vengreso

NOVEMBER 29, 2018

This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud’s modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. It’s Easy For Buyers To Know Why You Suck. It’s easy for #buyers to know why you suck. Listen to learn from a master!

SAP 103

SAP Face-to-face Google Twitter 103

Hubspot Sales

MARCH 2, 2021

Recently, sales teams have been leveraging virtual meeting tools like Zoom to conduct calls and face-to-face meetings to help build relationships with prospects or interact with colleagues. No matter what the situation, buyers are still economically driven. How are sales teams impacted by remote work? Lean on remote learning.

Face-to-face 120

Face-to-face Lead Rank SAP Call-back 120

SBI

JULY 24, 2018

As we enter into the world of the next generation of buyers who are smarter and more resourceful than ever, sales reps need to keep up. Selling is similar to dating, except every encounter with a customer or prospect is like a first date. Instead, it’s only created more manual processes. IT HASN’T AUTOMATED THE SALES PROCESS, SO WHAT?

CRM 95

CRM SAP Forecasting Incentives 95

Vengreso

DECEMBER 6, 2018

This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud’s modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. During sales conversations, we do so by speaking to buyers in ways that demonstrate our genuine concern and care for them and their needs.

Closing 111

Closing SAP Pivotal Harvest 111

Highspot

MAY 12, 2020

And while this may have been dismissed by buyers when business was booming, during periods of uncertainty, these fractures become fault lines — capable of leveling renewal and expansion efforts when they matter most. But, customers have different needs than prospects, and enablement efforts must be tailored accordingly.

Customer 98

Customer SAP Sales Enablement Face-to-face 98

The Pipeline

FEBRUARY 16, 2015

But if you’re a complete B2B sales professional, you’re probably making cold calls even if it is nice warm and sunny, cause that’s what pros do, not like those cheap plastic replicas that are afraid of picking up the phone and talking to a buyer. Pursuit Cadence – It takes a lot more effort to get the attention of buyers these days.

Call-back 120

Call-back Cold Calling SAP Face-to-face 120

Showpad

MAY 12, 2022

When a prospect required something more tailored or specialized, it was up to the sales rep to think on their feet. It’s energy-sapping and eventually leaves reps feeling unsupported and burned out. Sales reps are also empowered to easily create their own microsites for prospects with Showpad’s Shared Spaces.

Industry 98

Industry Sales Enablement Hiring Telecommunications 98

DiscoverOrg Sales

JANUARY 29, 2019

Own win rate increases by 300% when we know key parts of a prospect’s technology stack. If your offering integrates with your prospect’s tech stack, it’s not a matter of whether a prospect can use a solution like yours: They can, and they do. Don’t creep out your prospects by acting like a stalker.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

No More Cold Calling

FEBRUARY 28, 2017

Can you really convert 70 percent of prospects into customers with referral selling? At least 67 percent of the buying process is complete before buyers ever contact your company. Your account-based sellers have one job and one job only—to get in early before a prospect knows they have a need.

Referrals 120

Referrals Cold Calling SAP Decision Maker 120

SBI

DECEMBER 9, 2019

Video sales apps, sales onboarding, buyer engagement, e-signature solutions, deal management, white-space analysis, reference management and more. Engaging Leads & Prospects. Revegy today announced that its Account Planning and Opportunity Planning platforms are now available on the SAP® App Center, the digital marketplace for SAP.

SAP 65

SAP Webinar Metrics Software Software 65

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. 2 Digital Marketing: Better Prospecting with AdTech & MarTech Technologies …the martech space has received outsize attention and grown prolifically to over 8,000 tools in recent years. SAP SE, UKG Inc.

Marketing 98

Marketing Lead Rank Trends Scale 98

SBI

JANUARY 31, 2020

Priority Engine, a 2019 CODiE award winner for Best ABM and Best Sales & Marketing Intelligence Solution is a SaaS-based platform that provides technology vendors with the most active accounts and prospects researching technologies in their market. Opportunity Management. Industry News. Sales Enablement.

Engineering 74

Engineering Territories Opportunity Intent 74

InsideSales.com

NOVEMBER 4, 2019

The XANT platform enriches CRM data with collective buyer data to optimize each and every sales engagement with a customer. This innovative offering combines AI with data from the leading CRM platforms including Salesforce, Microsoft, SAP and Infor along with nearly 10 billion revenue interactions between buyers and sellers.

Revenue 62

Revenue Infor SAP Ideal Customer Profile 62

SBI

JUNE 12, 2019

OppSource helps B2B sales organizations more effectively engage with buyers to drive profitable revenue growth across the entire sales team. Their next-gen sales engagement platform is designed to help B2B salespeople orchestrate the myriad of touch points required to engage with today’s buyers. Opportunity Management. Industry News.

Hiring 63

Hiring Enterprise Enterprise Leads 63

Hubspot Sales

OCTOBER 8, 2019

Attach helps you track how prospects engage with materials you send them, empowering you to make relevant follow ups. Best for: Identifying prospects. Clearbit’s prospecting tool allows sales reps to instantly build their pipelines. Best for: Using video to connect with prospects. Best for: Collateral tracking.

Sales Enablement 90

Sales Enablement Tools Top of Funnel Collateral 90

Sell Integrity

JULY 20, 2021

If your salespeople aren’t comfortable engaging with buyers in a digital environment, they’re going to lose deals, and their confidence is going to plummet even further. Just as important, they need to understand how to keep virtual buyers engaged. Inner Conflict Saps Sales Confidence.

Decision Maker 117

Decision Maker Face-to-face Coaching Lead Rank 117

InsideSales.com

NOVEMBER 5, 2019

The XANT platform enriches CRM data with collective buyer data to optimize each and every sales engagement with a customer. This innovative offering combines AI with data from the leading CRM platforms including Salesforce, Microsoft, SAP and Infor along with nearly 10 billion revenue interactions between buyers and sellers.

Revenue 52

Revenue Infor SAP Ideal Customer Profile 52

SBI

JUNE 17, 2019

Seismic aligns sales and marketing on the right content and messaging needed to engage a buyer in any given selling situation. Advanced content analytics tells sellers how best to interact with a buyer next, and it tells marketing which training, assets and content are resonating with sellers and prospects. Industry News.

Sales Enablement 50

Sales Enablement Lead Rank Lead Scoring SAP 50

SBI

JUNE 19, 2019

Our rich account level insights, active named contacts and intent-driven services are powering new levels of performance for demand generation, ABM, sales prospecting, channel enablement and more. Priority Engine provides B2B marketing and sales teams the real, observed purchase intent they need to act with speed and confidence.

Account Based Marketing 50

Account Based Marketing Engineering Ideal Customer Profile Account 50

Sales Hacker Training

NOVEMBER 21, 2022

There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. Create your ideal customer profile(s) and automatically find leads from a proprietary database of 400 million verified prospects. Bombora Know what your prospects are thinking.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

SBI

DECEMBER 4, 2019

The ClearSlide® unified sales enablement platform empowers organizations to strengthen customer relationships, engage prospects, and deliver value through meaningful conversations and effective content. Increase email opens and reads to stay connected with customers and prospects. Nancy Nardin, Founder, Smart Selling Tools, Inc.

Data 65

Data Webinar Metrics SAP Lead Rank 65

SBI

MAY 16, 2019

More than ever, it’s imperative we help organizations drive real change and arm them with the technology, systems, and analytics required to maximize every prospect and buyer interaction. We look forward to further sharing our vision with customers across North America and EMEA via our Upland Sales Enablement Roadshow.”.

Enterprise 57

Enterprise Enterprise Sales Enablement Software 57

Sales Hacker

JANUARY 20, 2021

Marketing is responsible for campaigns that are focused on up to 500 industry accounts and on account clusters where prospects display similar intent signals, have similar characteristics, and are in the similar buying stage. After you gain interest and awareness, you need to challenge the status quo and then convince prospects to commit.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

No More Cold Calling

MAY 28, 2015

Can’t travel across the world to meet with your international prospects? Something in Common: The Key to Connecting with Your Sales Prospects My birthday is January 19. ” Jonathan Becher, chief digital officer of SAP, talks about the research behind this phenomenon—and what it means for salespeople. When is yours?

Referrals 120

Referrals Social Media Lead Rank Skype 120

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. 2 Digital Marketing: Better Prospecting with AdTech & MarTech Technologies …the martech space has received outsize attention and grown prolifically to over 8,000 tools in recent years. SAP SE, UKG Inc.

Marketing 52

Marketing Lead Rank Trends Scale 52

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. 2 Digital Marketing: Better Prospecting with AdTech & MarTech Technologies …the martech space has received outsize attention and grown prolifically to over 8,000 tools in recent years. SAP SE, UKG Inc.

Marketing 52

Marketing Lead Rank Trends Scale 52

Pointclear

MARCH 12, 2013

In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. In that article and elsewhere, you've suggested that many buyers get as far as 70 percent through the sales cycle before they find it useful to engage the sales teams. The buyer just isn’t at that stage, yet.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

Showpad

FEBRUARY 5, 2021

You need material that compellingly portrays the value props of your products or services, be it illustrated decks, videos or case studies, and you need to get it into prospects’ hands. There’s still a lot to be said for the value of conversation and spontaneous verbal pitches in sales — but in 2020 and beyond, content is king.

Sales Enablement 52

Sales Enablement Microsoft Lead Rank Pivotal 52

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Sales Hacker Training

FEBRUARY 13, 2020

From a collateral perspective, you may only have a core deck, which doubles as a leave-behind for prospects. Your marketing needs to be dialed in to your new prospect’s needs, which includes a lot of internal selling that happens after your rep has left the meeting. Uses the language of the different buyer personas.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

Sales Hacker

JUNE 14, 2021

Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing. The content and messaging had no commercial impact on the buyer. Content was created to show the effects of working with an “Outside SAP ?

Account Based Marketing 79

Account Based Marketing Top of Funnel Ideal Customer Profile Account 79

Sales Hacker

MAY 29, 2018

Simple strategies to drive deeper sales engagement with your prospect. I did Computer Associates, I did SAP. Companies were going to the SAPs and the Oracles of the world and saying, “Rip out what I’ve got. He came to SAP for like three months, went to a startup, and then cashed out for a million bucks!

SAP 41

SAP Lead Rank Lead Scoring Call-back 41