Zoominfo

NOVEMBER 18, 2020

Or you might prefer spaghetti and a meatball.) . Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. And how do you ensure that your SDR is in the loop?

Hiring 246

Hiring Scale Account Intent 246

Partners in Excellence

MARCH 2, 2024

Many of you know my Sales Execution Framework (SEF), it wouldn’t have been possible without Rene’s deep thinking on these topics. Now, let’s get back to the definition of “selling”. Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments.

Engineering 107

Engineering Education Face-to-face Intent 107

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? No one’s in their office, and if you don’t have their mobile number, forget it. No one’s in their office, and if you don’t have their mobile number, forget it. You must earn the right to ask. You don’t have to wait until your solution is implemented and producing ROI.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Understanding the Sales Force

JUNE 27, 2023

As my regular readers know, my son is a baseball player – a rising college senior (as of the summer of 2023) – and I still coach him in the batting cage when he’s home for the summer. By the time he was thirteen years old, he responded to every piece of hitting advice with, “I know Dad!

Hiring 156

Hiring Consultative Selling Coaching Report 156

MTD Sales Training

JULY 9, 2019

It may sound strange, but there will be people you know you can help who will refuse to meet with you! Don’t they know you have their holy grail, the answer to their prayers, the very thing they have been looking for? How can you deal with these kinds of situations? How dare they! Persistence is good.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Hubspot Sales

OCTOBER 23, 2023

As a salesperson, you might let one of those phrases slip from time to time to seem flashy or important, but prospects can see right through them — undermining the trust you're developing and impacting your ability to close. It‘s a phrase that calls to mind the old-time salespeople you see in infomercials hawking detergent at 3:00 a.m.

Hubspot 110

Hubspot Decision Maker Sales Resources 110

The Pipeline

SEPTEMBER 14, 2017

On Monday, I posted about understanding and knowing the very next thing that needs to happen if a specific opportunity is to move forward to becoming a client. If you do this with a group, you will get all kind of answers, about the only thing most have in common is the overload of subjectivity most have.

Prospecting 274

Prospecting Forecasting Call-back Pipeline 274

Allego

APRIL 16, 2024

The results you get from genAI are only as good as the information you put into it. The challenge is when you use this type of tool, it acts like a human and it’s very confident in its result.” “The challenge is when you use this type of tool, it acts like a human and it’s very confident in its result.”

Hiring 62

Hiring Scale Proposal Analysis 62

No More Cold Calling

NOVEMBER 29, 2018

You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. Attend everything you can, enrich relationships with people you know, and meet new people. Get to know people personally, first. Make the most of it. What a difference!

Referrals 238

Referrals Networking Scale Cold Calling 238

No More Cold Calling

APRIL 29, 2019

Do your clients want more from you? Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? I’m sure you could “fill in the blank” for any number of retailers, and when you have a bad customer experience, you feel the need to tell people about it.

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

Mereo

FEBRUARY 28, 2024

We at Mereo spoke with expert Tim Ohai , a leading growth consultant and founder of Kupu Solutions who formerly served in leadership roles at Workday, Shell Oil and Pennzoil, about what leaders like yourself can do to foster a healthier business culture in 2024. How do you define culture in the terms of businesses and selling?

Lead Rank 77

Lead Rank Motivation Lead Scoring Groups 77

Partners in Excellence

JANUARY 25, 2024

Our focus on beating the competition diverts our ability to drive substantively higher levels of performance, value creation, growth, and revenue through helping the customer solve their problems. Instead, our engagement strategies force our customers to do all the heavy lifting in the change initiative.

Competition 112

Competition Customer Buying Cycle Vendor 112

MTD Sales Training

APRIL 23, 2019

Emotional Selling Proposition – have you got one? We all know that sales are based mostly on emotion and the decision is backed up with logic. So, do we often come up with emotional selling points in our proposals? Do we develop our emotional selling propositions as well as our unique selling propositions? Feel valued.

Call-back 243

Call-back Up-Sell Proposal Benefit 243

Zoominfo

JUNE 9, 2022

Avail​​able wherever you listen to podcasts: Apple | Spotify | Website SAM BALTER Before ZoomInfo, what was your first experience in sales? ” I was like, OK, I really want a job and this sounds interesting. So I called the guy and said, “Hey, I’d be really interested in this job.”

Construction 130

Construction Up-Sell Exact Objections 130

SalesFuel

APRIL 18, 2024

Any chance a seller gets to know what their prospect thinks is a bonus. When a prospect reveals desires, you can establish trust and close deals. Importantly, you can cultivate and develop this set of skills over time. By integrating EI into your routine , you can ultimately drive better sales outcomes.

Hiring 52

Hiring How To ACT Influencer 52

Hubspot Sales

JANUARY 5, 2024

What’s new and exciting for everyone is that we can just ask AI to do that for us. Personalization really does increase sales, but that’s not a boon if you lose the time and money to have people do it by hand. I’ve been in contact with sales experts about how AI has helped them.

Inside Sales 96

Inside Sales Lead Rank Lead Scoring Churn 96

SalesLoft

APRIL 25, 2024

In this three-part series, you’ll learn how a Salesloft AE lands multiple mega deals — from prospecting to selling to power, to delighting them as customers — so you can replicate his success. In this episode, Corey explains why you need a strong vision, a strategic foundation, and a lot of patience. The customer is on board.

Commission 52

Commission How To Scale Enterprise 52

Zoominfo

AUGUST 18, 2020

The more calls you make, the more deals you close. If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. On a typical day, we’d be shocked if you spent 8 hours on the phone. How much do you know about each prospect’s professional background?

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

Zoominfo

OCTOBER 5, 2021

You’ll spin your wheels and get frustrated, leading to turnover, lost productivity, and reduced budget because you can’t get a return on investment.” The good news is that if you’re ready to achieve true cross-departmental alignment, we’re here to provide you with proven tactics to implement. So, what is sales and marketing alignment?

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

Sales Hacker Training

JANUARY 5, 2021

If you missed episode 142, check it out here: Restructuring Customer Experience Through Employee Experience with Mike McNary. She talks about how to get in touch with people, specifically how you can generate meetings. Now, before we get there, we’ve got two sponsors that we want to tell you about. We’re on iTunes.

Scale 119

Scale How To Cold Calling Sales Cycle 119

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! A compelling or high-value offer. Know your audience.

Data 97

Data Segment Email Marketing Webinar Metrics 97

Partners in Excellence

SEPTEMBER 15, 2020

I found myself talking about a “Value Proposition.” ” It caused me to pause, thinking about the concept of a “Value Proposition” and whether it has meaning any more. Too often, the Value Proposition, is a sentence or two that we are trained to deliver at some point a conversation.

Face-to-face 100

Face-to-face Retention B2B Customer 100

Keith Rosen

NOVEMBER 18, 2020

If you want to pinpoint the root cause as to why most coaching initiatives fail and why managers feel they don’t have time to coach, it’s because most companies have no idea what coaching really is. You don’t measure coaching with a stopwatch or by how much time you coach. You’re always doing it.

Coaching 83

Coaching Company Conversion Sales Coaching 83

Smooth Sale

APRIL 20, 2023

Photo by Mohamed Hassan Pixabay Attract the Right Job or Clientele: Do You Know When To Downsize Your Operations? Whatever business you run, it is wise to consider downsizing your operations occasionally. You may ask, what are some main ways you might achieve it? Know When To Downsize Your Operations?

Licensing 78

Licensing Hiring Conference Networking 78

Gong.io

SEPTEMBER 3, 2020

Questions like: Which competitors are really coming up in my deals? Here’s how they do it. That’s their secrets for you to see. With Gong, you’ll know exactly who is stealing your lunch. Gong also shows you in which deals you have company, and at what stage your rivals are coming up. . You can get all of it.

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143

Allego

MARCH 28, 2024

We have to lead [buyers] down that path to understand they have a problem that they didn’t know about, even if they don’t have any obvious ailments,” Ashe said. You didn’t know it, but it is. And we can help you.’” Your team’s success also depends on you, the sales director.

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Partners in Excellence

AUGUST 7, 2020

One of the sales people asked, “How do we learn their buying process?” Often, we go through defining a corresponding customer process (problem definition, need identification, evaluate alternative solutions, solution selection.). Note, there is a difference between no decision made and choosing to do nothing.).

Customer 118

Customer Vendor Groups B2B 118

Hubspot Sales

JANUARY 23, 2024

I don't think so, but it depends on how you approach it. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. But how can you build trust effectively? What happens when you find one? Can you see if they follow up?

Data 92

Data Strategy Customer Social Media 92

Highspot

FEBRUARY 14, 2023

At the first rehearsal, the director gathered all twenty-five of us in the cast to talk about the importance of this moment and what we were doing for our community. At the first rehearsal, the director gathered all twenty-five of us in the cast to talk about the importance of this moment and what we were doing for our community.

Call-back 52

Call-back Groups Follow-up Account 52

Highspot

FEBRUARY 14, 2023

At the first rehearsal, the director gathered all twenty-five of us in the cast to talk about the importance of this moment and what we were doing for our community. At the first rehearsal, the director gathered all twenty-five of us in the cast to talk about the importance of this moment and what we were doing for our community.

Call-back 52

Call-back Groups Follow-up Account 52

Keith Rosen

DECEMBER 1, 2020

When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, “NO.” ” That’s why, when managers say they don’t have time to coach, it’s because most companies don’t define what coaching really is. You’re always doing it. My response.

Coaching 62

Coaching Company Conversion Sales Coaching 62

Pipeliner

SEPTEMBER 3, 2020

I know it’s almost impossible to reduce all of the qualities of an amazing leader down to two, but in my 40-year leadership experience, there are two actions standout leaders take to distance themselves from the herd of leaders out there. NUGGET #1: Stop doing stuff. Value creation is missing. Value creation is missing.

Trends 98

Trends Face-to-face Margin Follow-up 98

John Barrows

DECEMBER 16, 2019

But how do you spot genuine decision makers and champions? Lots of people are out there and are not actually changing anything or working on what you’re trying to help them achieve. Lots of people are out there and are not actually changing anything or working on what you’re trying to help them achieve.

Decision Maker 78

Decision Maker Coaching Social Media Buyer 78

Sales Hacker

SEPTEMBER 20, 2021

It’s become an exceptionally useful resource for businesses who want to identify high-value leads and act fast to convert them. Without data enrichment , you can end up with incomplete fields in your database. Without data enrichment , you can end up with incomplete fields in your database. Why lead scoring failed before.

Lead Rank 98

Lead Rank Lead Scoring Trends Sales Qualified Lead 98

John Barrows

FEBRUARY 10, 2020

This was an interesting discussion, where Shruti explains how prospecting teams in future will be using just-in-time learning technology to help them do the right thing more often on sales calls. John Barrows: Where do you think we are today? And where do you think we’re going to be over the next two to three years?

Prospecting 109

Prospecting Scale Hiring Social Media 109

criteria for success

OCTOBER 28, 2021

“ R: “It's interesting that you say that because now we're working in such a remote world. . “ R: “It's interesting that you say that because now we're working in such a remote world. Read on to learn more! Sales Outreach: Why Old School Hunting Doesn't Work. Rylan: “This is Rylan Sylvester. Hi Charles!”

Hiring 98

Hiring Banking Call-back Trends 98

Rob Jolles

JUNE 2, 2023

Here’s a quiz question for you: When is it time to talk to others about what you really feel about a conversation with a client? Having been on the wrong side of that answer on multiple occasions, I’m definitely not in agreement with that easy answer. How about when you get in the elevator, and those elevator doors close?

Hiring 52

Hiring Conversion Exact Call-back 52