Zoominfo

MARCH 31, 2023

Forrester also reported that 80% of decision-makers said cutting through the data silos that result from this tech sprawl is a top priority for their businesses. Reasons to Break Down Data Silos While data silos may be an inevitable part of modern business, it doesn’t mean your go-to-market (GTM) team has to live with them.

Data 130

Data Government Decision Maker Lead Rank 130

Highspot

MAY 7, 2021

As the global economy was upended, the pandemic forced a shift to both virtual selling and virtual sales training. To explore how remote salesforces were able to navigate a global crisis, ValueSelling Associates and Training Industry, Inc. Did sales training have an impact? Some companies floundered while others flourished.

Pivotal 59

Pivotal Survey Decision Maker Face-to-face 59

DiscoverOrg Sales

JUNE 6, 2017

When your prospect is a decision maker. It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone. Diego was so impressed, he went on to use my email in training sessions (and offered me a job)! MARKETING MANAGER.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Gong.io

JANUARY 31, 2022

As the remote technology options have grown — and become easier to use for all, become more ubiquitous, and so on — there is less of a reason to jump in your car or hop on a train or plane to visit a future customer. This shift, especially over the past few years, has meant sales teams (and sales managers) have also had to pivot.

Software 118

Software Software Sales Management Sales Forecasts 118

Highspot

SEPTEMBER 6, 2023

Incorporating value selling into sales training can help your company stay ahead of the competition. Remember that proper sales training equips sellers with the skills to excel in this approach. This is a must-have for sales training to enhance sales productivity. Know your customer Dive into their motivations and challenges.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Corporate Visions

OCTOBER 10, 2019

Elevate Value™ – Answer Why Invest and Why Now by putting together a meaningful business case that helps executive decision-makers justify releasing budget based on your proposal. That requires articulating compelling answers for two pivotal questions your prospects are asking: Why Change (why should I do something different?)

Conversion 84

Conversion Decision Maker Pivotal Discount 84

Mereo

SEPTEMBER 7, 2023

And as we look ahead to 2024 with market uncertainty still looming at large and freezing decision-makers in their tracks , leaders need to work all the harder to prepare their teams to succeed in the year ahead. BUT IGNORE THIS: Revenue growth is the only measurement of success for training — that is a slippery slope.

Trends 45

Trends Revenue Tourism Decision Maker 45

Vendor Neutral

MAY 13, 2021

Don’t Talk About Your Product Whatever level of decision-maker you’re dealing with, the most important word in selling today is “value.” People today are exhausted with pitches—senior decision-makers more so than anybody. Especially with the pandemic, businesses are looking for ways to pivot and to innovate.

Decision Maker 75

Decision Maker How To Webinar Metrics Scale 75

Hubspot Sales

JANUARY 4, 2021

Do you know if who you are talking to is the decision-maker? What is sales risk, if not a reflection of the need to pivot your strategy to be successful? Regular training on your product and services should be a big part of your sales culture. Have you missed or skipped steps in the sales process? Is something off?

Decision Maker 131

Decision Maker Sales Qualified Lead Churn Margin 131

Smooth Sale

DECEMBER 8, 2022

Being able to pivot on a dime can often mean the difference between success and failure in a massive business transition. To be sufficiently prepared to finalize a significant business agreement, consider getting all decision-makers in the meeting room simultaneously. Learn more to train teams, and join the advocacy program.

Hiring 78

Hiring Face-to-face Lead Rank Loyalty 78

Distribution Pricing Journal

AUGUST 11, 2023

More and more distributors are increasing their digital strategies in all areas from supply chain management to purchasing to marketing and of course to price optimization solutions. Analyzing demand patterns, inventory levels, customer buying behavior and market trends can be overwhelming even with the most robust self-serve data tools.

Outsourcing Services 52

Outsourcing Services Data Distribution Government 52

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

Janek Performance Group

OCTOBER 4, 2023

The AI Sales Paradox B2B sales teams have evolved significantly, adopting account-based go-to-market strategies and establishing RevOps teams to foster a unified view of revenue and customer behaviors. In many B2B buying scenarios, decision-makers face a barrage of solicitations. No trust, no sale.

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62

Sales Training Connection

OCTOBER 11, 2013

Many decision-makers and influencers are involved, the needs and issues are multi-layered and the solution configuration and implementation management is likely to be complex and sophisticated. Changes driven by the global market and ?advances It is just a long list of things to do. Assuming the future looks like the past.

Account 110

Account Strategy Negotiation Pivotal 110

Highspot

JANUARY 29, 2024

7 Sales Negotiation Strategies to Close More Deals Sales Negotiating Training Example Sales Negotiating Training Program Work With Sales Enablement to Provide Negotiation Materials and Training What is Sales Negotiation? Negotiation is pivotal in sales by facilitating mutually beneficial agreements between buyers and sellers.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Zoominfo

MAY 21, 2020

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. When You’re Using an Account-Based Strategy Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing , or ABM). Interested in more?]

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Sell Integrity

MARCH 30, 2020

Those business plans were created in Q4 2019, a quarter that started with the continuation of the greatest period of economic expansion and stock market growth in history. This is something salespeople need to get a handle on so they can pivot before the opportunities are lost.

Hiring 87

Hiring Decision Maker Pivotal Motivation 87

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit. Targets and closes high-value clients.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

Sales Hacker

DECEMBER 30, 2020

There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market. 25% of sales reps believe they have not received enough sales training. B2B businesses had to pivot to a workforce going remote almost overnight.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

Emissary

SEPTEMBER 21, 2021

For IT security sellers, it’s important to keep in mind that the decision-makers are looking not only for high ROI but for the maximization of their investment. Through the course of this blog post, we’ll highlight what a deal desk is and why it’s important for your IT security sales and marketing departments.

Industry 52

Industry Case Study ROI Scale 52

PandaDoc

JUNE 21, 2021

Although a prospect may not have directly expressed an interest in your business specifically, you know they are in the market for a product like yours. Targeting your marketing efforts towards this group gives you a much better chance of first generating quality leads and, ultimately, conversion. Marketing is a form of lead gen.

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

SBI

JUNE 10, 2015

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? Our tools connect—and simplify—training your reps, selling your products and services, and validating rep performance. Matching needs isn’t easy.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

Chorus.ai

MAY 13, 2020

It’s really cool to be able to give them this training,” he said. For larger deals, we’re having a harder time getting a hold of decision-makers.”. Coaching from home As sales teams pivot and react to the market, they rely on coaching and enablement like never before. For many people, it’s their first job.

Hiring 62

Hiring Top of Funnel Pivotal Funnel 62

Sales Hacker

AUGUST 5, 2021

To understand and measure your team’s effectiveness, you need to understand their market and how their specific culture influences it. needs in a new market must go beyond their business?strategy On the other hand, your sales team might need to pivot. How does my customer’s market impact my strategy? might expose?less

Hiring 107

Hiring Negotiation Up-Sell Analysis 107

Sales Training Connection

JANUARY 20, 2012

The first question is whether Ishrak’s comments would resonate with most VP of Sales in the medical sales market? The second question is do these changes impact sales training – again the answer is yes. This means that people, other than physicians, increasingly are become pivotal players in the decision-making process.

Health Care 82

Health Care Policies Decision Maker Pivotal 82

Gong.io

OCTOBER 29, 2019

If you want content that motivates decision makers to buy, it must be anchored in a visual they can’t “unsee.”. Your sales team —pearly whites and all—is also pivotal. You want them to run the story over and over — this type of training results in more practice than most standard launches or training sessions.

Top of Funnel 81

Top of Funnel Hiring Coaching Lead Rank 81

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. What are the elements of a sales enablement strategy?

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Vengreso

JANUARY 13, 2023

But with so many on the market, where do you start and how do you choose? 1 101 Ways to Rock LinkedIn by Viveka von Rosen The year 2020 forced us to pivot, to understand the importance of our business and our personal brand, and to learn how to create a virtual business. Not only has the business changed, so has the entire world.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Vendor Neutral

MAY 27, 2021

Get to the Point…Quickly Whatever level of decision-maker you’re dealing with, whether that’s a midlevel manager or a senior-level executive, it’s critical your messaging is as tight and tuned as possible to that specific prospect. That’s why it is essential companies invest wisely in their coaching, training, and onboarding resources.

Face-to-face 52

Face-to-face Lead Rank How To Webinar Metrics 52

The ROI Guy

FEBRUARY 22, 2013

According to Jim, applying B2C persona concepts, where you name each buyer - Mike, Zoe, Geoff, and then describe key aspects about their life – their marital status, how many kids they have, the house they own, cars they drive, - this is less than applicable to your B2B sales and marketing efforts. What is their motivation?

Buyer Persona 91

Buyer Persona Buyer Lead Rank Lead Scoring 91

Costello

APRIL 16, 2019

In our latest research done in partnership with Databox , marketers and sales managers agree that playbooks improve the effectiveness and efficiency of calls, help train new salespeople and ensure product and services are correctly positioned. Marketing actually helps sales here by writing the messaging and measuring its performance.

Hiring 111

Hiring Top of Funnel Cold Calling Lead Rank 111

Salesmate

SEPTEMBER 11, 2020

Similarly, other teams like marketing and customer support can help you win the game of sales. Coordination with the manager is also pivotal to understand the expectations s/he has from you. Study the market and ongoing sales trends. Take training on using CRM and other tools used by the sales team.

How To 138

How To Commence Hiring Quota 138

Sales Hacker

DECEMBER 7, 2018

My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Marketing provides the heavy artillery and air cover. Marketing shoots an automated follow-up email with more information about the product. You can’t storm beaches without people.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

Partners in Excellence

FEBRUARY 17, 2014

We may have market penetration/share goals. These may be training metrics, certification, CRM compliance (ugh), or other indicators. But if we don’t have the latest greatest analytic tools, even simple Excel spread sheets [Learn how to use pivot tables, let functions like SUMIFS, COUNTIFS, FREQUENCY, IF.

Quota 92

Quota Trends Churn Maximizer 92

SalesLoft

JUNE 20, 2019

He’s the CEO of J Barrows sales training. One of the things I love about John is that he is not just a trainer, he’s really a sales professional who happens to train. I also mentioned that John’s firm is a key strategic partner to SalesLoft, he does train us and we do recommend him to many of our customers.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Allego

DECEMBER 20, 2023

Think of it this way: A company website is a broad communication channel for any prospective buyer, and the marketing team controls it. Moreover, this software serves as a powerful tool for enhancing collaboration among your go-to-market teams. Customers can access, view, and share content with colleagues and buying teams.

Software 125

Software Software Lead Rank Vendor 125

Sales Hacker

FEBRUARY 14, 2022

We also provided training to our teams which enabled them to tailor their approach to outreach.”. Mid-market. Revamped promotion paths, meaning reps progressed from SMB to mid-market before finally reaching enterprise and adjusted the comp plan accordingly . Enterprise. “In From there, Cognism: . In the trenches. Conclusion .

Enterprise 82

Enterprise Enterprise Penetration How To 82