Sun.Oct 28, 2018

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Technographics: 6 Reasons to Use Technographic Data

Zoominfo

Here’s the scenario: Company ABC and Company 123 have identified the same exact target audience to sell their software to. Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more.

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Is Technology Actually Helping or Hurting Your Sales Conversations?

Membrain

Technology can be a double-edged sword for sales departments. The promise of greater efficiency and effectiveness is hard to resist, yet many technologies actually make things worse rather than better.

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Technographics: 6 Reasons to Use Technographic Data

Zoominfo

What happens when two companies have identified the same target audience and have access to the same demographic and firmographic prospect data? The company with technographic data that is going to have the upper hand. What Are Technographics? Technographics are the essential technologies and tools organizations use to run their business. Think everything from CRMs to auto-dialers.

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A “Scary” Sales Tip from Zombie School

Julie Hanson

It’s not easy to become a zombie. Every year thousands of people audition for a chance to play a zombie on TV’s hit series, The Walking Dead. Once they make it through the initial casting process they are enrolled in Zombie School (yes, it’s a real thing) where they will learn what it takes to play the undead and make a chance at the final cut. To stand out from the competition, the director at The Walking Dead’s Zombie School gave the wannabe-zombies some important direction: Avoid doi

Energy 97
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Are You Learning Yesterday’s Skills For Tomorrow’s Buyers?

Partners in Excellence

Every time I meet sales enablement and sales executives, I ask, “What are the critical skills you are focusing on training and developing your people on? The answers are varied, but generally fall into very specific, and classic selling skills: Qualifying, questioning, listening, prospecting, objection handling, closing, call planning, deal planning, account planning, time/territory management, establishing rapport, communications styles, and so on.

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Empathy and Emotional Intelligence

Pipeliner

Emotional Intelligence: A Top Trait for Successful Salespeople. Empathy and emotional intelligence are not always as present as they should be in today’s selling world. There is a necessity for open, genuine connection between every person that you come in contact with, be it strangers on the street, or really old friends. This kind of empathy for others can be extremely useful in the selling world.

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SalesTech Video Review: @AvisoInc

SBI

Aviso has an AI-Based Opportunity Management solution that can give you the precise statistical probability that each opportunity will close. In fact, their Winscore has a proven accuracy of predicting which deals will close, of 90%. Visit Aviso.

Video 50
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Crowdsource Win Stories Before Sales Kickoffs

SalesHood

A proven way to fast start your year and to make your kickoff more engaging is to crowdsource win stories before sales kickoffs. Don't wait. Jake Hofwegen (SVP Revenue Operations & Strategy) decided that he and his team wanted to crowdsource win stories across all their revenue teams. They challenged every sales channel and customer success [ ] The post Crowdsource Win Stories Before Sales Kickoffs appeared first on SalesHood.

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Weekly Recap, October 28, 2018

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 40
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Cold Calling vs. Asking for Referrals: Which Is Scarier? (October Referral Selling Insights)

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. Most sales reps dread cold calling, but they don’t exactly fear it. After all, they have no skin in the game. If someone hangs up or sprays them with expletives, they move onto the next name on the list. No harm, no foul when you’re talking to strangers. But whether or not they want to admit it, most salespeople do fear asking for referrals.

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Dancing With Disruption, Part 2

Pipeliner

Learn to Thrive, not Survive: Part 2. Mike Lipkin is back with more of his tips for dancing with disruption. Be sure to check out part one of his expert sales interview , if you haven’t already. John Golden interviews Lipkin on how to dance with disruption and overcome obstacles to find success. This expert sales interview explores: . Being prolific.

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Examples of How Salespeople Lose Credibility with Their Prospects

Understanding the Sales Force

You probably thought I would write a world series article but there wasn't much tension or anxiety in this series as the Sox dominated. So instead of an epic baseball related article, you're going to read about trust and credibility. Most salespeople know the importance of establishing trust and sometimes overcompensate to achieve it. However, when salespeople lose credibility, the most likely scenario is for their prospects to buy from someone else and this happens much more often than you migh

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