Lead411

FEBRUARY 8, 2024

Mastering the Art of Overcoming Cold Call Objections in Sales Cold calling can be a daunting task for many sales professionals. However, with the right strategies and mindset, you can turn objections into opportunities and improve your success rate in cold calling.

Cold Calling 97

Cold Calling Objections Case Study Call-back 97

Zoominfo

JUNE 16, 2020

Looking back, I remember feeling relieved that evening. I’m sure David Chen looks back fondly on his homemade Digiorno Supreme Frozen pizza. We believe that businesses will define their go-to-market systems by the data that’s housed inside of them. Insightful data can instantly allow businesses to expand to new markets.

Nonprofit 182

Nonprofit Cancellation Face-to-face Pivotal 182

Hubspot Sales

JANUARY 30, 2024

Instead of primary information sharers, reps will pivot to consultative relationship builders who solution sell. The pandemic lifted virtual selling to new heights, and new sales tools emerged that made it easier to sell in the “new normal” because virtual channels were often the only way for work-from-home salespeople to contact prospects.

Trends 98

Trends Social Media Lead Rank Lead Scoring 98

Zoominfo

JUNE 16, 2020

Looking back, I remember feeling relieved that evening. I’m sure David Chen looks back fondly on his homemade Digiorno Supreme Frozen pizza. We believe that businesses will define their go-to-market systems by the data that’s housed inside of them. Insightful data can instantly allow businesses to expand to new markets.

Nonprofit 147

Nonprofit Cancellation Face-to-face Pivotal 147

Sales Hacker

SEPTEMBER 13, 2021

The results of account-based marketing (ABM) , content marketing, in- or outbound marketing, on- and offline marketing, and branding, have to be monitored and presented more than in the past. Many claim “Half of my marketing budget is wasted, but I don’t know which half!” The risk or return ratio.

ROI 95

ROI Account Lead Rank Marketing 95

Chorus.ai

MARCH 28, 2022

As part of RevOS, ZoomInfo’s unified revenue operating system, Chorus is a critical tool for any organization looking to replicate the winning behaviors of their best salespeople and sharpen customer interactions through conversation and pipeline insights.”. Now any length of call can be transcribed in less than a minute.

Report 118

Report Revenue Lead Rank Lead Scoring 118

Mindtickle

AUGUST 9, 2023

Video summary Juniper Networks relies heavily on Mindtickle for revenue enablement, viewing it as an indispensable tool. Empowering channel partner engagement: The introduction of Mindtickle to channel partners has been a game-changing move in Juniper Networks’ go-to-market approach.

Networking 52

Networking Revenue Pivotal Channels 52

Sales and Marketing Management

FEBRUARY 15, 2021

Many sales organizations have pivoted to virtual events rather than simply canceling major sales events. Consider setting up an internal, social channel by business unit to create excitement about first-quarter activity, sales competitions, new programs, or tools that can virtually connect those who feel disconnected. Drive Results.

Education 194

Education Film Channels Cancellation 194

Hubspot Sales

MAY 7, 2024

As a marketing business owner whose revenue primarily comes from my writing services, late 2022 to mid-2023 was… unnerving, to say the least. Call me short-sighted, but I didn’t see the ChatGPT train a comin’ to the degree that it did. While the product didn’t change much, the market, use case, and value proposition completely shifted.

Outsourcing Services 90

Outsourcing Services Scale Pivotal Examples 90

Sales Hacker

JUNE 16, 2022

From layoffs at Redfin and Tesla to the plummeting crypto markets , companies are starting to tighten their belts — and the economy has shifted from the so-called “Great Resignation,” with a job market heavily favoring employees, to the “ Forced Resignation.”. What do the changing market conditions mean for RevOps and sales?

Cost per Lead 93

Cost per Lead Demand Generation Agencies Lead Rank Lead Scoring 93

Alice Heiman

JANUARY 31, 2023

Within a few months, Bob pivoted the in-person event platform into a virtual one. But in reality, you want to make sure you have product market fit and selling is the best way to determine that. [13:10] 13:10] EventMobi is a bootstrap company and so very different from a VC backed company. [13:43] His strategy worked.

Hiring 131

Hiring Lead Rank Promotion Cancellation 131

Zoominfo

SEPTEMBER 23, 2020

It’s a unique, product specific, customer focused go-to-market strategy. A go-to-market strategy , more than anything, is a plan. Specifically, it’s a plan that maps out the way a company introduces a new product or service to the market. It’s more than a product launch, but slightly less than an entire business model.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

Alice Heiman

MARCH 7, 2023

A typical B2B sales strategy relies on Sales Development Reps (SDRs) making cold calls or cold emails to try to set up an appointment for an Account Executive (AE) to deliver a sales pitch. At that time, digital marketing efforts were focused primarily on building websites and email marketing campaigns.

Referrals 131

Referrals Top of Funnel Closing Strategy 131

Emissary

OCTOBER 19, 2021

For tech companies, marketing to the financial services industry is a specific niche and employing account based marketing tactics give you a strategy for more successful conversion. You’ll find a lot of information out there on marketing in general. What Is Account Based Marketing? How Does ABM Work?

Account Based Marketing 52

Account Based Marketing Account Marketing Company 52

Sales and Marketing Management

SEPTEMBER 15, 2019

A while back, my son was applying for a job in Manhattan for a position in the financial marketplace. Let’s transition to sales, if an interview is highly predictable, the same could be suggested for a sales call or customer/prospect interaction. I believe there is a difference between pre-call planning and strategic preparation.

Sports 184

Sports Call-back Pivotal Intent 184

Zoominfo

OCTOBER 2, 2019

Before establishing themselves as market disruptors or category creators, future unicorns start by creating a minimum viable product (MVP). One of the things that sets unicorns apart from typical market leaders is their desire to disrupt. In fact, the more narrowly you can define your market, the better.

Scale 182

Scale Promotion Face-to-face Lead Rank 182

Crunchbase

MAY 18, 2022

Imagine your marketing and sales team working in tandem, seamlessly pursuing and closing on the kinds of businesses your company exists to serve. That’s the premise behind account-based marketing (ABM). Topics covered in this article include: What is ABM marketing? What is account-based marketing (ABM)?

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

Janek Performance Group

DECEMBER 12, 2023

For sales professionals experiencing a dip in their sales momentum, there could be an opportunity to reassess strategies beyond external factors like product quality, market competition, or economic conditions. Embracing change and revisiting approaches could be pivotal. What they found was [specific benefit].

Decision Maker 62

Decision Maker Face-to-face Pivotal Call-back 62

Hubspot Sales

NOVEMBER 2, 2020

To do this, many brands looked to data to help them make tough calls and build new strategies. Luckily, sales intelligence tools can help teams make quick data-driven decisions while only focusing on the key metrics they need. Focus on the right sales metrics. But, with a lot of activity comes a lot of overwhelming data.

Analytics 136

Analytics Enterprise Enterprise Pivotal 136

LeadFuze

SEPTEMBER 2, 2023

Whether you’re a digital marketing specialist, an eCommerce business owner, or simply someone looking to grow their online presence, the debate between Google Ads leads vs website traffic is likely on your radar. Pay special attention to unique selling propositions (USPs) they highlight or specific calls-to-action (CTAs) they use.

Cost Per Click 52

Cost Per Click Google Lead Rank Lead Scoring 52

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. A survey of more than 3,900 U.S. of respondents. Gift cards to the rescue.

Incentives 227

Incentives Incentive Face-to-face Survey 227

No More Cold Calling

OCTOBER 16, 2014

Murrow, played by David Strathairn , you’ll be transported back to a pivotal era in TV broadcasting: the early 1950s. This was the generation of so-called “latch-key” kids. Marketing automation, CRM, social media, and other technological tools enable us to sell more efficiently and cost effectively.

Face-to-face 291

Face-to-face Transportation Pivotal Social Media 291

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

BrainShark

MAY 2, 2024

Example sales rep Scorecard metrics are: calls, demos set, opportunities created, deals won, bookings, ASP, close rate. For this use of Scorecards, basic sales metrics are all you need: number of calls, emails, demos set, any opps opened or deals closed. Review each rep’s metrics quickly to make sure things are on track.

Sales Qualified Lead 62

Sales Qualified Lead Lead Rank SalesForce Inbound 62

Showpad

SEPTEMBER 23, 2021

Were their marketers still generating demand? Even veteran field sellers had pivoted to inside sales. They’d replaced their steak dinners with phone calls, their site visits with emails. Even though in-person will come back, video isn’t going anywhere. Modern sellers need new tools. What we heard wasn’t good.

Channels 72

Channels Video Pivotal Scale 72

Showpad

NOVEMBER 28, 2021

Meet Leea Huffine, Creative Marketing and Communications Manager at Atlas Copco. In this interview, Leea shares with us how she’s implemented marketing automation, digital deal rooms, and digital media content to support the sales team in a hybrid sales environment. . “We Technology Leea uses: Showpad, Outreach, and ZoomInfo.

Face-to-face 98

Face-to-face Decision Maker Pivotal Distribution 98

DiscoverOrg Sales

JUNE 6, 2017

The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. As a Senior Sales Development Representative (Sr.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Sales and Marketing Management

MAY 18, 2017

Be willing to admit when you missed the call. You can go back and look at it, say “I missed this play, here’s why.” The umpiring crew would have an understanding that “hey, this one is out of hand – let’s call more strikes and get out of here.” The more experience I had calling games, I got a bit wiser and had fewer ejections.

Call-back 276

Call-back Film ACT Fashion 276

Hubspot Sales

DECEMBER 26, 2017

The standard process for SDRs or BDRs (whatever your organization calls them) of sending out sequenced emails, calling, leaving voicemails, rinse and repeat? My team uses Vidyard -- an easy-to-use tool that lets you quickly create videos using your webcam and screengrabs. It no longer works well. 1) Video prospecting.

Hubspot 144

Hubspot Lead Rank Call-back Sales Qualified Lead 144

Chorus.ai

MAY 28, 2020

While both have adapted to being distributed leaders, they are excited to get back into the office. “I I think we’re all going to figure out that there’s a hybrid way to come back into the office,” said Jon. The data shows that managers taking more coaching actions on calls, up to a 53% increase since before COVID-19 hit.

Scale 71

Scale ROI Pivotal Distribution 71

Hubspot Sales

MARCH 7, 2023

A RevOps team can help align your sales, marketing, and customer success departments and keep each department accountable for driving revenue growth for your business, while identifying potential areas of friction in your business at-large. As she told me, "It's been really difficult to measure customer success metrics.

Revenue 104

Revenue Hiring Lead Rank Ideal Customer Profile 104

Sell Integrity

MAY 12, 2020

But it will take more than tools and technology to do that. As we continue to progress through this disruptive new reality, we’re entering into a new phase, one that I call “compassionate urgency.” Those tools, along with things like managing activities, processes and training, are all part of it.

Sales Enablement 124

Sales Enablement Webinar Metrics Strategy Coaching 124

Gong.io

JANUARY 31, 2022

And often, it’s captured via call recording software. Back in the day (see: pre-2018 for some, even early for others), we used to meet in person exclusively. This shift, especially over the past few years, has meant sales teams (and sales managers) have also had to pivot. You must meet your customer where they are.

Software 118

Software Software Sales Management Sales Forecasts 118

Zoominfo

SEPTEMBER 23, 2020

It’s a unique, product-specific, customer-focused go-to-market strategy. A go-to-market strategy , more than anything, is a plan. Specifically, it’s a plan that maps out the way a company introduces a new product or service to the market. It’s more than a product launch, but slightly less than an entire business model.

Ideal Customer Profile 100

Ideal Customer Profile Strategy Buyer Persona Lead Rank 100

Partners in Excellence

MAY 1, 2020

For example, emails and phone calls helped identify prospects, so when we need more prospects, we just do more emails and phone calls to more people. We need to step back, asking ourselves, “Why is this happening? Only then can we identify the highest leverage activities to get back on track and achieving our goals.

Pivotal 86

Pivotal Call-back Pipeline Territories 86

Sales and Marketing Management

NOVEMBER 6, 2017

That spirit, which was alive and well at our founding, is back again and gaining traction. To activate this ambitious initiative, our teams are using a program at GE called FastWorks, which is based on Lean Startup principles. Sure, we could have created a shiny new tool that would be an impressive part of our digital transformation.

ACT 200

ACT Lead Rank Software Software 200

Sell Integrity

MAY 25, 2021

As Bruce pointed out, “businesses are sitting on a pile of cash” today after pulling back dramatically on spending last year. Now that the pandemic is beginning to wind down, just like consumers who are anxious to get back out there, businesses are loosening up the purse strings and releasing budgets.

Call-back 113

Call-back Comparison Margin Pivotal 113