Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

No More Cold Calling

JANUARY 29, 2020

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. What excites me is working with prospects and clients on referral selling and experiencing together the dramatic results they achieve. I’m not scared.

Referrals 156

Referrals Gatekeeper Hiring Sales Qualified Lead 156

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. In these three channels is where sales performance can be enhanced.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. big databases, low cost researchers, in-house manual scraping) and tools that make sales activities more efficient than ever. There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

Hubspot Sales

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Crunchbase

MARCH 11, 2020

Does that mantra describe your sales floor? When we built our outbound sales engine, we adopted the same approach that larger competitors in our space had implemented. We poached sales reps who were used to making 100+ calls per day, pitching the same script over and over, and held them accountable to that level of activity.

Outbound 66

Outbound Gatekeeper Decision Maker Sales Qualified Lead 66

Showpad

FEBRUARY 14, 2019

Let’s face it; prospecting isn’t the most fun part of selling. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. What is Sales Prospecting?

Sales Enablement 66

Sales Enablement Top of Funnel Prospecting Lead Qualification 66

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. Too many account based selling teams over-rely on technology to reach their prospects. The goal of account based sales development is to land and expand within named accounts. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Janek Performance Group

DECEMBER 6, 2021

Santa Claus may be coming to town, but as a sales professional, it is difficult to get into the holiday season until you meet your sales numbers. For the rest of us, it’s time to make a list and check it twice and qualify the prospects that are naughty or nice. Or they believe, “You can’t get ahold of anyone.

Sales Qualified Lead 118

Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 130

Cold Calling How To Exact Campaigns 130

SBI

JULY 23, 2019

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. To participate in the next generation of SalesTech , sales organizations will have to consider their data strategy.

Data 111

Data Strategy Decision Maker Inbound 111

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? How do you determine if a prospect is a good fit for your products or services? Using a sales qualification framework like BANT can help. So how do you qualify leads?

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. Best Sales Statistics to Know in 2021. Short on time? What this means for you.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Janek Performance Group

OCTOBER 17, 2022

The prospect is not returning my calls. The gatekeeper keeps dropping my calls into voicemail. Maybe I don’t belong in sales. These are thoughts we’ve all had during a sales rough patch. When sales are slow, it’s not an excuse to get down on ourselves. Sales Creativity Needs to Be Cultivated.

How To 62

How To Hiring Journal Gatekeeper 62

Hubspot Sales

JULY 11, 2019

Your sales team is working harder than ever to differentiate your product or service and close new business. Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Enter, the sales operations manager. Sales Operations Administrator Job Description.

Hiring 108

Hiring Salary Commission Sales Operations 108

eGrabber

MARCH 27, 2020

Sales productivity is one of those gears that propel your company towards growth. Improving sales productivity can help you increase conversion rates. Sales people are always busy with a lot of things to manage. Above all, sales people also have the rising pressure of meeting or exceeding increasing revenue targets.

Ideal Customer Profile 132

Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Showpad

FEBRUARY 14, 2019

Let’s face it; prospecting isn’t the most fun part of selling. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. What is Sales Prospecting?

Sales Enablement 40

Sales Enablement Top of Funnel Prospecting Lead Qualification 40

MTD Sales Training

NOVEMBER 23, 2011

Today’s sales professional has to evolve along with the modern-day buyer in every aspect. So, let’s take a moment and identify some of the qualities needed for today’s modern-day sales professional. . #1: 1: Today’s Sales Professional is a True Believer. 2: Today’s Sales Professional is an Expert.

Consumer 247

Consumer Gatekeeper Cold Calling Exact 247

Crunchbase

JUNE 16, 2023

Some sales teams are currently focusing on prospecting automation features — such as email alerts, CRM integration and email templates — to create highly targeted campaigns. They also use sales performance dashboards to see leads generated and meetings scheduled to help improve customer interactions. Here’s why.

Sales Enablement 59

Sales Enablement Decision Maker How To Ideal Customer Profile 59

Salesmate

FEBRUARY 21, 2020

B2B sales is undoubtedly a tough nut to crack. You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. Effective B2B appointment setting tips to get more sales meetings. Garner as much information as you can about the prospect and his company.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

PandaDoc

JANUARY 11, 2021

You might think that cold calling for sales pitch might be a thing of the past, but did you know that 92% of customer interactions still happen over the phone? That’s why your sales team should always have appropriate cold calling scripts at hand before they approach a prospective client. Reaching The Decision-Maker.

Cold Calling 52

Cold Calling Gatekeeper Referrals Decision Maker 52

SBI Growth

AUGUST 16, 2012

As a quota carrying sales rep, you have a number to hit. Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. Your prospects are doing the same.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

DiscoverOrg Sales

NOVEMBER 2, 2017

Time to plan your next marketing campaign, or start prospecting into your top accounts! You’ve been in sales and marketing long enough to know it’s never quite that easy. You know a lot of target prospects don’t really have those job titles. Marketing and sales intelligence is different : It’s more than just data.

Data 133

Data Churn Hiring eBook 133

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. Don’t let that frighten you, as many sales tactics are actually hard-rooted in sales management by being extremely effective no matter what year it is. Mind the Sales Experience 13.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

No More Cold Calling

MAY 24, 2011

Sales Bookshelf. Home » Hire Joanne As Your Outsourced VP of Sales-->. Hire Joanne As Your Outsourced VP of Sales. You need more great clients, more sales, and your sales process and sales strategy need work. You either have too many other things to do, or you just don’t know sales. Contact Us.

Cold Calling 212

Cold Calling Outsourcing Services Hiring Top of Funnel 212

Fill the Funnel

MARCH 6, 2014

The impact of technology in the sales profession is profound, altering everything from strategy, tactics, process and the buyer expectaions and actions. My focus in this post is on Business-to-Business sales, though many of these apply to the consumer sales arena as well. The Gatekeeper. Preparing Quotes and Proposals.

Tools 129

Tools Gatekeeper Proposal Decision Maker 129

The Spiff Blog

SEPTEMBER 9, 2022

Although sales leaders have long since accepted loss as part of the sales process, not every company is capitalizing on their losses or reacting to them in productive ways. But, when sales leaders treat every loss as a failure, they miss the opportunity to build a more motivated, productive, and effective sales team.

ROI 83

ROI How To Face-to-face Commission 83

Hubspot Sales

JULY 9, 2018

Building a relationship with prospects -- before reaching out over email -- allows you to foster trust, provide value, and ask for their email personally, which skyrockets your chances of a reply. But is this really the best way to reach prospects? Subscribe to your prospect's email list. So, what does this tell us?

Account Based Marketing 104

Account Based Marketing How To Sales Qualified Lead Twitter 104

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Retail Sales Trends. 18 Phone Sales Skills Tips You Can Use Right Now.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

DiscoverOrg Sales

JUNE 8, 2016

But there’s also a cost behind automating the core sales and recruitment processes. We want to simultaneously make the prospecting process more effective while also leveling the playing field. With DiscoverOrg data baked right into your Bullhorn CRM, you don’t have to. Deeper Intel on Your Target Prospects.

Penetration 120

Penetration Gatekeeper Data Face-to-face 120

Hubspot Sales

NOVEMBER 26, 2019

There’s nothing more frustrating than getting your prospect’s commitment to buy — before realizing they’re not the decision maker. Unfortunately, this is a common occurrence for sales reps. The first person you talk to will usually be a gatekeeper , who is still a valuable contact to have. Connect with an associated gatekeeper.

Decision Maker 72

Decision Maker Sales Qualified Lead Gatekeeper Lead Rank 72

Sales and Marketing Management

JUNE 26, 2017

Your VP of sales looks at you out of desperation and asks if there is anything marketing can do to help accelerate the pipeline/improve the win rate? How can marketing further support the sales process if the decision-makers and influencers are unknown/anonymous web visitors? Can your pipeline benefit from nurturing beyond email?

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

eGrabber

JULY 31, 2023

If you have their email address, you can bypass gatekeepers and send them your message directly. This can eventually lead to sales opportunities in the future. These extensions and plugins can be installed in your web browser or CRM system. This can give you a competitive advantage and help you to close more deals.

Decision Maker 52

Decision Maker Social Media How To LinkedIn 52

eGrabber

JULY 31, 2023

If you have their email address, you can bypass gatekeepers and send them your message directly. This can eventually lead to sales opportunities in the future. These extensions and plugins can be installed in your web browser or CRM system. This can give you a competitive advantage and help you to close more deals.

Decision Maker 52

Decision Maker Social Media How To LinkedIn 52

Sales Hacker

JULY 17, 2020

Not only is call reluctance prevalent amongst the professional sales world, but it’s also scientifically proven to be caused by three main factors. The incomparable Dave Kurlan, the founder of Objective Management Group, has done amazing work in sales science. All of this is rooted in a desire to be liked by their prospect.

Decision Maker 120

Decision Maker How To Call-back Cold Calling 120

Hubspot Sales

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process. You have your list of names and phone numbers.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98