Openview

DECEMBER 4, 2018

The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” My experience working remotely (12 out of my 20 years in sales) shows me that it’s very possible to create a highly-collaborative culture even when your team isn’t always in the same building. How to manage remote sales teams.

Hiring 111

Hiring Hoovers Study Face-to-face 111

SBI

FEBRUARY 22, 2018

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. Admit it, you’ve invested time and resources to prepare for a sales call, only to find you’ve reached the wrong person. But how can you do that efficiently when you’re relying on crummy data?

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

LeadFuze

JULY 13, 2021

Worrying about how to handle sales rejection? For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome. Sales professionals eat rejection every day!

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

LeadBoxer

DECEMBER 8, 2019

This strategy requires that a business’s sales and marketing teams work more closely together. Sales reps in charge of those accounts can give crucial insight to their marketing peers, who can then develop custom content, targeted ads, and other unique methods of engaging with prospects. Take the video above.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

SBI

JULY 7, 2010

Whether it’s Hoover’s, JigSaw, the white or yellow pages, or association directories, there are hunting grounds where leads are abundant. Different web-sites have differing rules regarding the use of their data. And there’s no better place than the Web for coming upon a large herd of prospects gathered in one place.

Hoovers 57

Hoovers Jigsaw Lead Capture Territories 57

LeveragePoint

AUGUST 31, 2010

Once you unlock the mystery of building a value model (note: it’s much easier than you think), the next challenge is inevitably, “where do I get the data for this?” Value models run on data. Data about your products’ features and benefits (also price and cost). Data about your customer’s business model.

Data 20

Data Hoovers Travel Negotiation 20

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. There are many cost effective resources available today for B2B marketing such as Hoovers, Jigsaw and D&B. Until then, Keep Your Sales in OverDrive!

Lead Rank 29

Lead Rank Lead Scoring Jigsaw Conversion 29

Green Lead's B2B

MARCH 29, 2010

Inside sales seems to be like that, growth and replenishment. How do you train your inside sales recruits? Inbound Marketing, Outbound Marketing, Marketing Automation and Social Media are all brought to the introductory level so that our reps become marketers, not just sales reps. We have to have our reps deliver.

Demand Generation 31

Demand Generation Demand Generation Targets Inside Sales Hoovers 31

The Pipeline

MARCH 5, 2018

Yes, Dr. I am on record as saying that Sales “is a science artfully executed,” but let’s be real, it’s not rocket science. Once you add the subjective swirl of human interaction, and in the case of a more involved sale, CEB, now Gartner, there can be as many as 6.8 sources of subjective inputs in any deal.

Prospecting 219

Prospecting Hoovers Call-back Research 219

Sales Overdrive

JUNE 22, 2012

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. There are many cost effective resources available today for B2B marketing such as Hoovers, Jigsaw and D&B. Part One – Targeting and Lead Development. Don’t be fooled!

Conversion 20

Conversion Decision Maker Lead Rank Lead Scoring 20

Appbuddy

NOVEMBER 18, 2021

For example, UK online retailer AO World saw sales increase by over 60 percent in 2020, and is now pouring those profits into improving their brand awareness and conversion rates. But this year’s peak sales season won’t be smooth sailing for email senders. Competition for eyes in the inbox—and share of wallet—will be brutal.

Consumer 52

Consumer Hoovers Discount Retail 52

LeadFuze

APRIL 21, 2021

Contact information is key for sales, so it’s important to know how to find contacts. You can use this data to find potential candidates who would be an excellent fit without wasting time sorting through resumes and cover letters. LinkedIn Sales Navigator. Provide your salespeople with qualified leads.

Company 52

Company Lead Rank Lead Scoring Social Media 52

Sales Hacker

AUGUST 26, 2019

A lead generation landing page is a web page designed specifically to attract people who are in the market for your product or service and gather their contact information to fill your sales pipeline. The easiest way to keep the pipeline full is to automate lead generation, so sales reps can focus on qualifying leads and selling.

Lead Generation 75

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 75

Altify

APRIL 9, 2018

Much of this post is from my latest book: Digital Sales Transformation in a Customer First World ). The majority of companies that I speak with all stress that one of the biggest challenges for their sales organizations is to shift from selling products to selling customer focused solutions. Increased sales per customer.

Ideal Customer Profile 45

Ideal Customer Profile Customer Banking SalesForce 45

Sales Hacker Training

NOVEMBER 21, 2022

It takes a lot to succeed in sales. And then, there are inside sales tools… The human element of sales will never go away — that’s a fact. But here’s another fact: sales is HARD! There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52