article thumbnail

Selling to startups: What you need to do to get the most our of your startup customers

Close.io

This means less dealing with gatekeepers and more time spent talking to the decision makers who actually matter. Businesses of all sizes look to influential founders to tell them what tools and technologies to use. Use startup data tools like Mattermark and Crunchbase to tell you who your best contact is at a company.

Customer 131
article thumbnail

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

A few decades ago, salespeople were gatekeepers of information. Salespeople aren't gatekeepers anymore — the sales process can largely happen without us and we need to add unique value along the way to ensure our prospects choose us, not our competitors. There's no such thing as a typical salesperson anymore. Who is your anti-persona?

Hiring 97
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Sales Intelligence: What to Expect When You’re Prospecting

Zoominfo

How many contacts, notes, and valuable pieces of information are in your CRM or marketing automation tool? (If Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Burned by Churn. Sloppy Databases Are a Waste of Time.

article thumbnail

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

How many contacts, notes, and valuable pieces of information are in your CRM or Marketing Automation tool? (If Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Burned by churn. Sloppy databases are a waste of time.

article thumbnail

The Power of Sales Intelligence #1: Data quality and management

DiscoverOrg Sales

How many contacts, notes, and valuable pieces of information does your CRM or Marketing Automation tool hold? Sales calls the wrong people or reaches a gatekeeper, where they will ultimately get turned away or begin the tedious process of calling up the chain. Burned by churn. Sloppy databases are a waste of time.

Data 133
article thumbnail

Your Revenue Is Leaking. Do You Know What Your Activity Data Says?

Sales Hacker

Elsewhere, companies are putting off hiring, stopping purchases of new tools, and generally making tech stacks leaner. These can get captured from sources like CRM, email, phone calls, meetings, calendars, or other tools. Disconnected tools ? Research says… probably not. Disconnected data ? Disconnected teams ?

Revenue 85
article thumbnail

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

Customer Success is a proactive mindset, function, department or strategy commonly adopted by B2B companies to optimize business with customers, reduce churn rate, drive profits and increase the predictability of recurring revenue. Gatekeeper. Gatekeeper is a person (e.g., Deal Closing. Decision Maker. Demand Generation.