Steven Rosen

JANUARY 28, 2024

Helen Fanucci, a sales veteran with over 25 years of experience in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World,” talks about the importance of collaboration in sales. She explores the challenges of building effective collaboration within sales teams.

Video 156

Video Sports Decision Maker Quota 156

Zoominfo

AUGUST 26, 2021

You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to individuals in your predetermined target market segment. You’ll even see sales rep positions advertised online under the title of “business development representative.” What Is Sales?

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Emissary

FEBRUARY 9, 2021

Emissary assists with account based sales strategies that deliver results for Elastic. Navigating complex clients to identify the right expansion points, clarify decision-makers, and develop approaches that resonate. The post Account Based Sales Strategies that Deliver appeared first on Emissary. The solution?

Account 52

Account Strategy Case Study Decision Maker 52

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Lead management focuses on achieving sales goals in the short to medium term, while opportunity management is more about leveraging strategic relationships to achieve long-term growth goals. But opportunities can be much more than that.

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

DiscoverOrg Sales

APRIL 16, 2019

And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield. Enterprise sales are also known as complex sales for a reason.

Enterprise 120

Enterprise Enterprise B2B Data 120

Hubspot Sales

JULY 1, 2020

The process is a pillar of all things business, and sales efforts are no exception. Virtually any sale can involve some kind of negotiation, so naturally, as a salesperson, it's in your best interest to understand how to be a shrewd negotiator. This point is a mantra that applies to any kind of negotiation, including sales.

Negotiation 132

Negotiation Strategy Decision Maker Scale 132

HeavyHitter Sales

NOVEMBER 10, 2015

  The grand strategy to win the B2b sale is based upon influencing the people, the selection process, and the politics of customer decision making. In key accounts, salespeople must penetrate new organizations, navigate to key C-Level decision makers, and dovetail their products' benefits to customers' internal politics.

Webinar Metrics 60

Webinar Metrics Decision Maker Strategy Penetration 60

Zoominfo

MAY 31, 2022

By targeting good-fit accounts, marketers can be sure that only the best and most sales-ready buyers enter their pipeline. Stronger sales and marketing alignment : ABM is not just a marketing initiative. Ensure optimal coverage Account coverage refers to your ability to penetrate a large number of key accounts.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. And it all starts with you—the sales leader.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

HeavyHitter Sales

MARCH 30, 2014

Sales Strategy. Competitive Insights from Interviews with 1,000+ Key Information Technology Decision Makers and Top Technology Salespeople. Influence the Hidden Organizational Politics That Impact Decision Making. SALES STRATEGY from Amazon.com. Learn More About IT Sales Training and Selling to the CIO Workshops.

Competition 97

Competition Decision Maker Penetration Study 97

Selling Energy

OCTOBER 10, 2018

When it comes to getting face time with a decision maker, some companies are hard to penetrate. At times, you don’t know where to start because they may be large, complex and opaque when it comes to decision-making. The vice president of sales? Who should be approached first? The chief operating officer?

Penetration 40

Penetration Decision Maker Face-to-face Resources 40

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

Tools 112

Tools Ideal Customer Profile Prospecting Intent Data 112

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Crunchbase

FEBRUARY 22, 2021

B2B sales prospecting isn’t always as exciting and glamorous as other parts of the sales routine, as you can imagine; it’s far more behind the scenes and challenging. In fact, sales leaders agree that prospecting is the hardest part of the sales process. How to prepare for B2B sales prospecting.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Zoominfo

OCTOBER 5, 2021

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Measurements of Success: Tracking success with agreed metrics (between sales and marketing) steers the course for current and future marketing strategies. GTM strategies also help with maximizing customer lifetime value (CLV).

Ideal Customer Profile 147

Ideal Customer Profile Strategy Top of Funnel Marketing 147

Carew International

APRIL 8, 2021

By most measures, prospecting is one of the least-welcome aspects of the sales profession. Call it what you will, from the unpolished “cold calling” to the more elegant “business development,” the mere mention of prospecting in any of its forms can send sales professionals into an uncontrollable flurry of activity involving anything else but.

Prospecting 66

Prospecting Penetration ACT Decision Maker 66

HeavyHitter Sales

MARCH 30, 2017

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  Steve Martin is a technology sales author, noted sales researcher and a frequent contributor to the Harvard Business Review. 

Study 60

Study Data Penetration Decision Maker 60

Sales Hacker

FEBRUARY 1, 2021

Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts? These initiatives fail to engage decision makers. Keeping aware of —- and aligned with — the decision-makers is critical to contract renewal.

Retention 73

Retention Ideal Customer Profile Customer Decision Maker 73

HeavyHitter Sales

JANUARY 1, 2012

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Trends 121

Trends Decision Maker Study Analysis 121

HeavyHitter Sales

APRIL 7, 2013

Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues. Stalled Sales Cycles. During lengthy sales cycles, evaluators frequently become reoriented toward other emergencies and the decision makers disappeared.

Study 146

Study B2B Penetration Lead Rank 146

HeavyHitter Sales

DECEMBER 27, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Motivation 107

Motivation Penetration Hiring Decision Maker 107

HeavyHitter Sales

MARCH 20, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Hiring 100

Hiring Penetration Decision Maker Forecasting 100

Hubspot Sales

DECEMBER 9, 2020

It's a sales methodology that became popular in the 1980s, and it's based on a pretty simple premise: A salesperson diagnoses their prospect’s needs, then recommends the right products and or services to accommodate them. This brand of sales emphasizes the "why" over the "what" of a potential sale. Practice Selling Value.

Solutions Selling 136

Solutions Selling Retail Face-to-face Sales Methodology 136

Zoominfo

OCTOBER 5, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. Demand Gen = Sales + Marketing Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 130

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? ” According to Anthony Parinello in the book Selling to Vito , targeting the CEO/President/Owner will result in: A shorter sales cycle.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Aventioninc.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Partners in Excellence

APRIL 28, 2013

We get the programs and products we need to better penetrate our territories. If we’re great sales people, we offer, “Let us go with you to the executive committee and help you sell this.” I knew Rich was smiling over the phone, he’s a sales exec and recognized what I was doing. Yeah, yeah, I know.

Decision Maker 99

Decision Maker Penetration Territories Up-Sell 99

MarketJoy

JULY 10, 2018

Defining the Work of Sales Development Representatives (SDRs). By moving the leads effectively through the sales pipeline, SDRs are more towards lead generation, appointment setting and focus on prospecting. This team primarily focuses on driving the sale cycle and fetching qualified appointments. Written By. Rahul Thakur.

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45

DiscoverOrg Sales

MARCH 24, 2015

A year ago, if you had asked me what my biggest concern was around growing DiscoverOrg 60-100% annually, I would have told you that hiring great sales talent was our biggest roadblock. Quality leads with accurate contact info – what sales or marketing leader wouldn’t want that?

Hiring 120

Hiring Lead Gen Salary Ideal Customer Profile 120

HeavyHitter Sales

AUGUST 2, 2010

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Penetration 108

Penetration Decision Maker Software Software 108

SugarCRM

JUNE 6, 2023

Here’s what we found in our history of collaborating with manufacturing companies: Most manufacturing enterprises struggle with current systems and processes that may help them create sales efficiency and enhance the customer experience. This dynamic significantly reduces operational costs linked to market penetration and local transactions.

Enterprise 26

Enterprise Enterprise CRM Territories 26

Crunchbase

MAY 18, 2022

Imagine your marketing and sales team working in tandem, seamlessly pursuing and closing on the kinds of businesses your company exists to serve. Account-based marketing requires close collaboration between marketing and sales to produce a personalized buying experience for target accounts. Sales and marketing alignment.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

A Sales Guy

SEPTEMBER 15, 2016

A few years ago I created a list of the best books sales people should read to become a badass. What made that list so special was the surprising number of books that WEREN’T sales books. This list is all sales books. A lot has changed in the sales world in the last 13 years. You can see the list here.

Account Based Marketing 83

Account Based Marketing Social Selling Hiring Decision Maker 83

HeavyHitter Sales

NOVEMBER 10, 2009

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Penetration 74

Penetration Decision Maker Sales Software 74

HeavyHitter Sales

SEPTEMBER 29, 2009

Heavy Hitter Sales Blog. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. If Sigmund Freud Was Your Sales Manager. Four Critical Sales Kickoff Meeting Success Factors. Sales Tips.

Penetration 60

Penetration Jigsaw Webinar Metrics Decision Maker 60

Sales Hacker

FEBRUARY 14, 2018

Cold Calling is the top sales skill you should be developing to gain a competitive edge, not just for prospecting and landing meetings with C-Level decision makers , but at every stage of the funnel. Cell phone penetration will exceed world population. Let me rest my case: 1. Social Selling is an epidemic. Yes, in 2018!

Cold Calling 77

Cold Calling Top of Funnel Face-to-face Funnel 77