Zoominfo

DECEMBER 13, 2018

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like sales prospect research , sales outreach, and professional development. So, if you’re in need of some new sales motivation , keep reading.

Channels 100

Channels Video Hubspot Face-to-face 100

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Mr. Inside Sales

APRIL 29, 2022

I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? Nothing breeds success like success, and prospects and clients can feel when you’re successful. ON DEMAND SALES TRAINING THAT GETS RESULTS! I closed that deal, too! And that’s when I got it. Get Access Today.

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you speaking to decision makers or gatekeepers or influencers?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Vengreso

JUNE 12, 2023

These barriers hurt the long-term success of sales teams because of one truth: the modern buyer has changed their decision-making process. The modern buyer has a longer journey that involves more decision-makers. Prospects do not want to be sold to. More on this later).

Ideal Customer Profile 122

Ideal Customer Profile Decision Maker Travel Social Media 122

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

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Training Lead Rank Hiring Course 92

Hubspot Sales

AUGUST 6, 2019

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same. Pre-week training. Product Training.

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Hiring Training Hubspot Inbound 119

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. 70 to 80% of B2B decision-makers prefer remote interactions.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Highspot

MAY 6, 2021

Unfortunately, there are some common prospecting mistakes that get in the way. But too many sellers go into a campaign blind, not using the tools at their disposal to identify decision makers, or the companies where their product or service would be a good fit. Changing the channel or message could make all the difference.

Prospecting 116

Prospecting How To Buyer Campaigns 116

DiscoverOrg Sales

MAY 1, 2019

This was just bang the phones, get the decision makers, sell the deals. And so we were trained to seek out a direct number for every prospect on our call list. Empower the sales team to target higher-level decision makers. And it this is valuable, please subscribe to our Youtube channel.

Decision Maker 120

Decision Maker Meeting Scale Outbound Sales Team 120

Sales and Marketing Management

DECEMBER 22, 2019

Sellers need to gather in-depth information about prospects and customers. Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? These discussions should carry over into training and enablement. Competitors? Customers they serve?

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Decision Maker Demographics Face-to-face Call-back 240

SalesFolk

MARCH 2, 2021

On average companies who generically define their buyer personas as “Marketing” or “Technical decision-maker” tend to get 10-30x worse results from their sales prospecting efforts than those with detailed ICPs. . Want help with cold email or sales prospecting efforts? Here’s what you can do…??.

Ideal Customer Profile 64

Ideal Customer Profile Buyer Persona Prospecting Hiring 64

DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Training, training, training. As much as 80% of marketing content goes unused by salespeople.

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Sales Enablement Collateral Decision Maker Study 295

Zoominfo

FEBRUARY 19, 2018

The truth is, most sales reps haven’t received any formal training in this area. 93% of sales executives have not received any formal training on social selling ( source ). Content shared by employees receive 8x more engagement than the same content shared by company/brand channels ( source ). Let’s get started.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

The Digital Sales Institute

JANUARY 23, 2019

Sales training online can transform the delivery of sales training programs to a greater number of sales people to boost sales performance in the short to medium term. One of the many benefits around sales training online is that salespeople can learn new sales skills at their own pace, wherever they are and at a time that suits them.

Training 61

Training Decision Maker Social Media Selling Skills 61

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. And so we were trained to find direct dial numbers for every prospect on our call list. Empower the Sales Team to Target Higher-Level Decision Makers. You definitely wanna have the direct-dial phone number!”

Meeting 166

Meeting Decision Maker Top of Funnel Funnel 166

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013. TURN REPS INTO MARKETING CHANNELS. DEVELOP CONTENT FOR SYNDICATION.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Zoominfo

SEPTEMBER 17, 2019

It was as simple as: “bang the phones, get the decision makers, sell the deals”. And so we were trained to find direct dial numbers for every prospect on our call list. Decision-makers are the folks who have purchasing power, who can actually sign the check – or who can ultimately say yes to bring a new solution onboard.

Meeting 130

Meeting Decision Maker Top of Funnel Funnel 130

DiscoverOrg Sales

NOVEMBER 27, 2018

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email , usually addressed to a decision maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 220

Examples Account Based Marketing Decision Maker Account 220

Gong.io

DECEMBER 14, 2022

The thought of closing a large enterprise deal with more than one decision-maker involved can sound intimidating. The Miller-Heiman framework offers sellers a more effective way to close enterprise sales — deals that involve large decision-making groups and long sales cycles. How can I get prospects to stay on the call?

Sales Process 62

Sales Process Decision Maker Sales Methodology Face-to-face 62

Zoominfo

MARCH 3, 2021

Prospecting When sales reps go hunting for new buyers at this stage, audiences already expect some sort of intervention. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. or “Who are your company’s decision-makers?”)

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Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 100

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. Train your reps to understand a lead’s challenge and offer solutions accordingly. Opt for logistics pipeline software with features to find and target the right prospects in seconds.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

SBI

MARCH 18, 2021

Allego allows sales teams to onboard new reps without having to meet face to face or rely on traditional classroom training. They can pre-board new hires by giving them access to onboarding channels within Allego containing company and product information, welcome videos from the team, and examples of what good looks like.

Hiring 164

Hiring Face-to-face Video Distribution 164

SalesHandy

MAY 6, 2021

Inside sales is the process of prospecting, qualifying, nurturing and closing sales deals remotely. Field sales deals in communicating with and closing the prospects on the field, face-to-face. These tools, along with documented processes help facilitate the same tasks over online channels. Sales Hiring & Training.

Inside Sales 75

Inside Sales Ideal Customer Profile Benefit Top of Funnel 75

Mereo

FEBRUARY 18, 2021

They are more engaged in online channels in 2020 than in 2019, at 88% vs. 54% ( ITSMA, 2020 ). While a “researcher” may still serve as a buffer on the buying committee, your sales teams now must prepare to sell directly to the key decision makers. Research your prospect like a diligent scientist. They are 2.2

Decision Maker 88

Decision Maker Campaigns Channels Up-Sell 88

eGrabber

JUNE 18, 2021

They empower sales folks with quality training including expert books, videos, tools and skills to make them succeed. It is one place where you can find millions of prospects, decision makers and companies that match your ideal customer profile. Build a List of Decision Makers.

Energy 52

Energy Hiring Decision Maker Ideal Customer Profile 52

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. That’s still true, but cold calling has evolved as sales channels have evolved.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Cience

NOVEMBER 6, 2019

Why has a multi-channel approach become more important? Buying is now a continuous and dynamic process in most industries, not a linear funnel ; it’s an on-going motion picture, not a selfie or snapshot in one channel. Multi-channel selling is required here and in most industries. Buying a car is an example. Answer: Yes.

Channels 42

Channels Marketing Retail How To 42

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. How Do You Create a Winning Sales Development Playbook?

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Hubspot Sales

NOVEMBER 1, 2017

Video prospecting. Greater emphasis on SDR training. 1) Video prospecting. The hardest thing to do when prospecting for new business is to stand out in a sea of salespeople who are constantly calling and emailing decision makers. Want to jump on this train now? 2) More front-line training.

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Top of Funnel Trends Funnel Decision Maker 129

Highspot

JANUARY 14, 2024

Many customers have preferred digital channels, prompting companies to incorporate them into their sales practices. Why Virtual Sales Skills Training Matters The shift from in-person to remote work demands new skills. Engage customers effectively: Use digital channels to create compelling, personal human connections with customers.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Sales Evangelist

JANUARY 27, 2021

Sales reps can’t spend all their time nurturing a prospect. In that case, you may ask, “ How can I tell when it’s time to consider a prospect close-lost?” Some prospects need more work and time than others. It may only mean that the prospect needs more time and push to get converted. Learn more in this episode.

Prospecting 40

Prospecting Closing Top of Funnel Decision Maker 40

Sales Evangelist

JANUARY 27, 2021

Sales reps can’t spend all their time nurturing a prospect. In that case, you may ask, “ How can I tell when it’s time to consider a prospect close-lost?” Some prospects need more work and time than others. It may only mean that the prospect needs more time and push to get converted. Learn more in this episode.

Prospecting 40

Prospecting Closing Top of Funnel Decision Maker 40

Customer Centric Selling

SEPTEMBER 9, 2021

In this episode, Frank and Tim will talk about how a salesperson starts sales conversations with prospects and build relationships with customers. Are salespeople prepared to call up high to get the decision-maker? Are salespeople prepared to call up high to get the decision-maker? Is that a really good idea?

Collateral 52

Collateral Decision Maker Course Channels 52

Sales Evangelist

JANUARY 27, 2021

Sales reps can’t spend all their time nurturing a prospect. In that case, you may ask, “ How can I tell when it’s time to consider a prospect close-lost?” Some prospects need more work and time than others. It may only mean that the prospect needs more time and push to get converted. Learn more in this episode.

Prospecting 40

Prospecting Closing Top of Funnel Decision Maker 40

Allego

MAY 25, 2021

Today, AI is used across industries to help decision-makers draw insights from vast quantities of data. As the B2B buyer’s journey becomes more complex, sales teams must make better decisions, more quickly. We’ve entered an era of hybrid selling, with prospects and sellers meeting both in-person and virtually.

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Scale Sales Enablement Decision Maker Buyer 149