Sales Training Advice

SEPTEMBER 30, 2011

Selling to C-level decision makers is challenging even at the best of times. C-level decision makers are paid to improve their business results. How does your service or solution address one of those issues? C-level decision makers deal with changing priorities. C-level decision makers rely on others.

Decision Maker 91

Decision Maker Face-to-face Call-back Loyalty 91

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing.

Social Media 147

Social Media Media B2B Marketing 147

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Zoominfo

SEPTEMBER 5, 2018

Attempting to grow your business without market intelligence is a lot like driving without directions. Without a clear understanding of your industry or market, you will fail to make informed business decisions. Businesses are catching on to the importance of market intelligence. What is market intelligence?

Marketing 140

Marketing Scale Analysis Face-to-face 140

Zoominfo

JANUARY 23, 2021

As a sales account manager, consider this: In 2020 (during the global pandemic), there were more product releases than in the prior two years, with small and large businesses out-innovating the mid-market. The key to a great sale is to identify your decision makers – learn how data can help.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Hubspot Sales

OCTOBER 5, 2021

If you're in sales, chances are you've encountered plenty of situations in which you're trying to reach a CEO or C-level executive to pitch your product or service. HubSpot Account Executive Chrissy Callen told me she considers gatekeepers less an obstacle, and more a resource when trying to reach a decision-maker.

Gatekeeper 128

Gatekeeper Decision Maker How To Cold Calling 128

Zoominfo

JANUARY 31, 2018

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). It’s no longer good enough to send your entire customer database the same offers. Unfamiliar with the term?

Segment 124

Segment Email Marketing Marketing Buyer Persona 124

Sales Hacker

JULY 3, 2020

In B2B sales, getting multiple decision makers on board is a dream. There are six key questions you need to consider to get to the core of how your services can help your prospective clients’ businesses. We’ll look at each one, and identify how you can use it to successfully sell to multiple decision makers across departments.

Decision Maker 119

Decision Maker Lead Rank Hiring Sales Qualified Lead 119

Sales and Marketing Management

APRIL 2, 2020

A well-designed and customer-focused coaching program can educate sellers on the benefits of the account planning system so that the whole revenue team, from sales to marketing to customer service, is on the same page. . This baseline knowledge builds the flywheel on which successful ABM campaigns are built. .

Lead Rank 156

Lead Rank Account Based Marketing Customer Hiring 156

Zoominfo

OCTOBER 23, 2019

31% of marketing, creative, and IT professionals worldwide plan to invest in AI technology in the next 12 months ( source ). 31% of marketing, creative, and IT professionals worldwide plan to invest in AI technology in the next 12 months ( source ). billion in 2021, according to market research firm IDC ( source ).

B2B 247

B2B Telecommunications Forecasting Scale 247

Lead411

JUNE 22, 2023

Advanced Search filters make it easy for customers to identify prospects quickly Integrates with various CRM systems Competitively priced options Established company with over 20 years of experience Cons: No B2C Data Limited Data for non-English speaking countries 2. Allows for custom data integration and CRM synchronization.

Lead Rank 98

Lead Rank Lead Scoring Intent Data Leads 98

Emissary

JANUARY 5, 2022

For backend IT technology providers, the post-pandemic economy has opened up opportunities in the P&C insurance vertical market. Many companies are planning technical initiatives to improve their customer service, claims operations, and data management. How Emissary Advisors Help You Master the Insurance Vertical Market.

Insurance 52

Insurance Insurance Positioning Face-to-face 52

Zoominfo

JANUARY 11, 2021

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision-makers are often only interested in sellers that know exactly who they are and what they want. Yet the people who actually might be interested in buying your product or service also play a big role in your target market.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

SugarCRM

NOVEMBER 30, 2021

The difference between a good B2B marketer and a great one resides in the ability to understand the big picture of reaching your target buyers. Marketing automation systems often provide easy access to external databases for validation and cleanup. This includes call center personnel, customer service, salespeople, and distributors.

Lead Rank 49

Lead Rank Top of Funnel Lead Scoring Strategy 49

Babette Ten Haken

APRIL 10, 2019

Any right brain professionals who have conversations with technical decision makers know one thing. These decision makers are skeptical: of everyone and about every presentation and conversation. Technical decision makers must make the right decision based on the right information. Also, terrifying.

Decision Maker 13

Decision Maker SME Retention Hiring 13

Zoominfo

JANUARY 23, 2021

As a sales account manager, consider this: In 2020 (during the global pandemic), there were more product releases than in the prior two years, with small and large businesses out-innovating the mid-market. The key to a great sale is to identify your decision makers – learn how data can help.

Account 130

Account Lead Rank Ideal Customer Profile Decision Maker 130

Zoominfo

OCTOBER 2, 2018

It’s not exactly what gets marketers excited to get out of bed in the morning. But if lead generation, reporting, and measuring ROI are important to your marketing team, then data normalization matters. In this blog post, we’ll review why data normalization is so critical to marketing strategies and goals. Data normalization.

Data 113

Data Lead Rank Lead Scoring Top of Funnel 113

Lead411

SEPTEMBER 19, 2023

Since the database is so large, Zoominfo struggles to keep the data up-to-date, which can lead to some wasted time and effort for their customers. offers a suite of tools for B2B sales and marketing, including email finding capabilities. Customers of Seamless.ai Apollo.io – A Powerful Suite with a Learning Curve Apollo.io

B2B 98

B2B Leads Marketing Qualified Lead Lead Generation 98

Alice Heiman

NOVEMBER 22, 2022

Brent explains decision maker confidence is the main barrier for B2B teams to close deals. He is also a frequent contributor to well-known business publications, including the Harvard Business Review, featuring his recent articles, “ Sensemaking for Sales ” and “ Traditional B2B Sales and Marketing Are Becoming Obsolete.”.

B2B 112

B2B Buyer Lead Rank Travel 112

Hubspot Sales

APRIL 6, 2023

A McKinsey survey of close to 3,500 decision makers found that customers want a more personalized experience. Marketing tools: Marketing campaigns and content creation tools help get your business in front of your target audience. Video Content Won't Be Just for B2C Brands Videos are everywhere.

Trends 99

Trends B2B B2C Social Media 99

Pipeliner

FEBRUARY 27, 2024

Improved Decision-Making: Automated software gathers and analyzes data from diverse sources, empowering businesses to make informed decisions swiftly. By identifying trends and predicting future outcomes, organizations can stay competitive and adapt to shifting market conditions effectively.

Software 52

Software Software Benefit Decision Maker 52

Zoominfo

APRIL 29, 2021

While you may think it’s up to the Account Manager (AM) to handle renewals, Customer Service Managers (CSMs) play a massive part in whether or not a customer will churn. ZoomInfo CSM Sam Basile gave us some insight into some of the red flags that sales professionals and customer service managers should be on the lookout for: 1.

Retention 130

Retention Churn Customer Lead Rank 130

Janek Performance Group

FEBRUARY 20, 2024

This starts with not rushing the close and should include: Aligning decision makers Gaining consensus Confirming agreements In complex sales, there is often more than one decision maker. Do your research and know the market. There are profits in patience. There will always be skeptics and holdouts.

Decision Maker 62

Decision Maker Follow-up Social Media Up-Sell 62

Nutshell

FEBRUARY 28, 2024

Plus, we’ll show you 10 visitor recognition tools that will boost your inbound marketing strategy. These visitors may be weighing their options by comparing your B2B product with your competitors’ or waiting for feedback from the decision-makers in their company. Website visitor tracking data helps your marketing efforts too.

Ideal Customer Profile 71

Ideal Customer Profile B2B Top of Funnel Tools 71

Alice Heiman

APRIL 14, 2021

Attract New Customers. More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. So why not focus on customer retention? .

Retention 143

Retention Account Customer Referrals 143

Zoominfo

MAY 3, 2018

There’s no way around it, bad data impacts every aspect of a business — from lead generation to marketing, customer relationships, cold calling , and revenue. After all, if you can’t reach your prospects or customers, your message, offer, and product no longer matter. What Is B2B Data?

Data 100

Data B2B Decision Maker Lead Rank 100

Zoominfo

AUGUST 12, 2018

31% of marketing, creative, and IT professionals worldwide plan to invest in AI technology in the next 12 months ( source ). 31% of marketing, creative, and IT professionals worldwide plan to invest in AI technology in the next 12 months ( source ). billion in 2021, according to market research firm IDC ( source ).

B2B 150

B2B Telecommunications Forecasting Scale 150

Highspot

FEBRUARY 1, 2024

Enablement technology has become essential At the outset of 2024, it is clear that enablement technology , like the talented, vital enablement teams who use it, has become an essential part of every successful business’ go-to-market strategy. 2023 ︎ The post Taking our customers’ success to new heights in 2024 appeared first on Highspot.

Scale 64

Scale Customer Decision Maker Government 64

BuzzBoard

FEBRUARY 8, 2024

Effective networking with local business owners is crucial for salespeople at digital marketing agencies. Understanding and mastering networking techniques is paramount for digital marketing agencies seeking to strengthen their local market. These actions will enhance your agency’s visibility among local businesses.

Networking 52

Networking Decision Maker Trends Pivotal 52

MTD Sales Training

NOVEMBER 24, 2016

Here are five comments from Chiefs of various businesses that give an insight into the needs and wants of decision-makers in positions of authority: It’s important today to be direct and respectful. Within reason, the more you disclose, the more your customer will disclose. Rick Cheatham (Leader of BTS Sales Practice).

Decision Maker 120

Decision Maker Negotiation Groups System 120

Zoominfo

JANUARY 11, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers ‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the buyer group. The buying process is a collaboration between marketing and sales and for the long-term.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

According to Gartner, the typical buying group for a complex B2B solution involves six to 10 decision makers ‚ each armed with four or five pieces of information they’ve gathered independently and must deconflict with the buyer group. The buying process is a collaboration between marketing and sales and for the long-term.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Hubspot Sales

NOVEMBER 22, 2023

In that survey, most sales professionals rated CRMs as effective tools, while 78% also noted that they enhance sales and marketing alignment. Streamlined Communication and Collaboration Effective communication and collaboration are key to maintaining healthy relationships with customers and internal stakeholders.

Data 90

Data Tools Closing Hubspot 90

SBI

NOVEMBER 4, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)?

Up-Sell 130

Up-Sell Closing Revenue Decision Maker 130

SBI Growth

FEBRUARY 9, 2013

The CEO has promised the market a hit. In six months the market will react. Your role as Chief Marketing Officer is crucial to success. Product Launch Marketing Plans – The Wrong Way. Your team produces a comprehensive marketing plan for the product launch that seems to be complete.

Promotion 317

Promotion Channels Influencer Decision Maker 317

Zoominfo

FEBRUARY 13, 2019

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. It’s no longer good enough to send your entire customer database the same offers. That’s why email list segmentation is the key to successful email marketing. Unfamiliar with the term?

Segment 130

Segment Buyer Persona Email Marketing Telecommunications 130

Zoominfo

APRIL 29, 2021

While you may think it’s up to the Account Manager (AM) to handle renewals, Customer Service Managers (CSMs) play a massive part in whether or not a customer will churn. ZoomInfo CSM Sam Basile gave us some insight into some of the red flags that sales professionals and customer service managers should be on the lookout for: 1.

Retention 100

Retention Churn Customer Lead Rank 100