DiscoverOrg Sales

MARCH 27, 2017

The longer the sales cycle and the more complex the deal, will increase the the need for more metrics that lend insights into an account’s progress through the funnel. And in context with the shift in sales cycles, “You can’t wait a year to see results [in ABE].”. Start with an alignment workshop.

Account Based Marketing 120

Account Based Marketing Account Top of Funnel Webinar Metrics 120

The Pipeline

JULY 29, 2011

Sales and marketing lead generation tools follow this suit. It’s usually marketing’s job to create campaigns and messaging, and set social media and web strategy. But the smaller a company is, the more their internal people need to do and the less tools they will have to help them. About Shannon Bryant.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

APRIL 1, 2011

Take the Long View - See it as a Campaign: Accept that it is going to take multiple messages to get a call back. Use a slightly different snippet of your sales story with each message. So plan to make it a campaign. I like the idea of making a campaign out of it. Sales Bloggers Union. Sales Compensation.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

The Pipeline

JUNE 3, 2011

Go ahead, do it, its good for you and your sales! Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment. Sales Leadership.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

JUNE 17, 2011

I am totally aghast at companies that think that their social media campaign is going to be the answer to ALL of their sales issues. Forget about the fact that they have no sales process in place, that their sales reps do not really have the basic competencies and, oh well, I could go on and on. Sales Bloggers Union.

Pipeline 240

Pipeline Cold Calling Twitter Social Media 240

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons.

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The Pipeline

MARCH 26, 2011

As you would expect the topics covered many aspects of lead nurturing, lead conversion, and interaction between sales and marketing not only in nurturing leads, but nurturing prospect/opportunities. Sales Bloggers Union. Sales Compensation. Sales Cycle. Sales eXchange. Sales Force Alignment.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

Chorus.ai

SEPTEMBER 12, 2019

Be clear about any changes you’re making to the tech stack , offering how-to-use workshops if necessary, and demonstrate how your reps’ performance will be assessed. There’s a battle within the war here to find out what motivates your individual sales reps. Step 4: Give your team the tools they need to succeed.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

The Pipeline

APRIL 8, 2011

Promote sales, throw out freebies, offer free shipping for certain orders. This is the first step of a campaign – investment is high and the immediate returns may be low, but remember, this is an integral part in building a population of consumers who not only know about you, but absolutely love your deals. Sales Bloggers Union.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

NOVEMBER 28, 2011

They compared the battle to that of a political campaign, with platforms, the gamble, upside and risks for organizations and manufacturers take on in selecting one over the other. Reminded me of the debate between Sales 2.0 and Sales Un-dot, especially when you are exposed to the passion and noise from all these camps.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

MAY 13, 2011

What you should do: Arm the sales team with buyer-helpful content that they can both speak to and provide for the client. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. Sales Bloggers Union. Sales Compensation.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The ROI Guy

FEBRUARY 2, 2011

The Buying Lifecycle according to SiriusDecisions, highlighting how CFOs and other executives are involved early in the decision making, helping to drive change, and then again later in the sales cycle when the purchase must be financially justified.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices.

Top of Funnel 197

Top of Funnel Lead Rank Lead Scoring Marketing 197

Act!

JANUARY 30, 2024

Unlike established global corporations, you may not be able to afford fancy, high-budget marketing strategies and campaigns to reach target markets and potential customers or create brand awareness. That makes thought leadership content an excellent tool for establishing your authority, credibility, and reputation in your industry.

Ideal Customer Profile 52

Ideal Customer Profile Closing Lead Rank Lead Scoring 52

Mindtickle

JUNE 21, 2023

By applying conversation intelligence, sales teams can gain a deeper understanding of customer needs, improve sales effectiveness, and enhance coaching and training efforts. It serves as a powerful tool for optimizing sales strategies, improving customer interactions, and driving overall sales performance.

Lead Rank 52

Lead Rank Top of Funnel Lead Scoring Sales Qualified Lead 52

Close.io

JUNE 24, 2019

Sales development analytics and goals. Other great tools and software to use. Data source tools. Standalone email tools. Standalone calling tools. 4 important sales development FAQs. Overview of sales development. What is sales development? Successful campaigns = more leads.

Outsourcing Services 91

Outsourcing Services Lead Rank Hiring Sales Qualified Lead 91

Showpad

NOVEMBER 11, 2019

The right sales enablement platform, however, could be used to unify Marketing and Sales in a single digital ecosystem, providing team members with a robust solution for collaboration, coordination, and communication. Traditional tools just don’t cut it. But it’s challenging to realize.

Sales Enablement 40

Sales Enablement Marketing Hiring Collateral 40

Pipeliner

SEPTEMBER 29, 2020

Remote selling is the art of selling synchronously from a remote location, leveraging technology like the internet, phone, or other tools. The buying cycle in virtual selling is complex as most of the sales conversations happen between the buyers and sellers are located at different physical locations! Selling At Large Scale.

Strategy 98

Strategy Top of Funnel Face-to-face Hiring 98

Sales Hacker

MARCH 2, 2020

Sales Models and Fundamentals. The Transparency Sale. It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Todd Caponi. Agile Selling. Jill Konrath. SalesTruth. Mike Weinberg.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Close.io

OCTOBER 29, 2018

Sales productivity can be a pretty nebulous term. It’s an expression that’s taken on various different roles, definitions and interpretations over the years as new tools, methodologies, and techniques come to redefine modern selling with increasing regularity. Get access to The Sales Library now.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Costello

JANUARY 15, 2019

“At Resolute , we’ve been working to tie our marketing and sales initiatives closer together and have seen some very promising results including gaining more focused opportunities that are a fit for our business, a busier deals pipeline, and shorter sales cycles,” says Colton De Vos. The impact has been a well-oiled machine.

Lead Rank 105

Lead Rank Revenue Top of Funnel Lead Scoring 105

Hubspot Sales

JULY 1, 2019

4) How long is our average sales cycle? Deal complexity and sales cycle are highly correlated. If your average sales cycle lasts three or more months, ABS makes sense. Finally, ask Sales Ops for conversion rate, sales cycle, and close rate data. 5) What’s the nature of our product?

Ideal Customer Profile 84

Ideal Customer Profile Account Demand Generation Targets Top of Funnel 84

LeadFuze

AUGUST 5, 2021

Craig also conducts training and workshops primarily in social selling and communication skills. Sales Technology Blog (Smart Selling Tools). Provides great resources to learn about B2B sales and marketing solutions. Sales Execution 101: Creating Account Visibility. Web tools to improve your business performance.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98