Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing.

Social Media 147

Social Media Media B2B Marketing 147

Mr. Inside Sales

FEBRUARY 25, 2018

Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn’t very good back then.

Webinar Metrics 121

Webinar Metrics Gatekeeper Call-back Inside Sales 121

The Sales Hunter

FEBRUARY 25, 2018

Having a hard time reaching your prospects, company managers and CEOs? Try calling right around the top of the hour. This is a phone technique that is quite effective, whether you are trying to reach prospects or existing clients. Check out this video to see what I mean: A coach can help you excel […].

Video 127

Video Motivation Coaching Prospecting 127

SBI

FEBRUARY 25, 2018

Outside In’s DealSheet gives you a platform for organizing and scoring each opportunity against specific sales processes and steps. Its Account Plan helps account managers to build, follow, and measure a key account strategy. Visit Outside In Sales.

Video 65

Video Account Sales Process Strategy 65

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Bigtincan

FEBRUARY 25, 2018

Welcome to part one of “Why Stories.” In part two, I will share cognitive research and real-world stories on why stories work for sales. But for now, let’s talk metaphors. It’s not easy to connect – especially with prospects. We’ve all been on both sides of the equation: the communicator, and the half-listener. Conversations with […].

B2B 52

B2B Research Conversion Prospecting 52

Hyper-Connected Selling

FEBRUARY 25, 2018

The post Hyper-Connected Selling Idea #37 appeared first on David J.P. Fisher.

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45

Outbound Works

FEBRUARY 25, 2018

SAN FRANCISCO, February 26th, 2017 (PressRelease.com) – OutboundWorks, Inc., quickly emerging as THE leader in automated sales development, announced today that it has officially acquired Hexa.ai. Terms of the deal included a combination of cash and stock and the entire Hexa.ai team will come on board with OutboundWorks. Effective outbound sales development depends on relevance, […].

Outbound 28

Outbound Sales Marketing 28

Bernadette McClelland

FEBRUARY 25, 2018

There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. I am saying 50% because it’s ‘about right’ and besides what’s a percentage here and there between friends, readers or even salespeople and sales leaders – you know what they say about statistics! Well, the truth is – one percentage point amortised over a sales team, a community or an economy for just one day matters.

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

No More Cold Calling

FEBRUARY 25, 2018

It’s noisy out there. Getting meetings with decision-makers is a struggle, and we all look alike to our buyers. A referral introduction guarantees you score almost every meeting in one call, and you convert prospects to clients well more than 50 percent of the time. Yet, unless yours is among the 5 percent of sales organizations that have built referral selling skills, set referral metrics, and made referrals the way you work every day, you’re missing out on your biggest competitive tool.

Referrals 153

Referrals Gatekeeper Sales Qualified Lead Cold Calling 153

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Sales

Membrain

FEBRUARY 25, 2018

My apologies, up front, I have been trying to resist plunging into yet another discussion about cold calling. The proponents of cold calling (I’m one) and the opponents of cold calling are about as likely to reach agreement as the Democrats and Republicans in Congress are. We each tend to be staunch in our positions, showing zero flexibility in looking at another alternative.

Cold Calling 59

Cold Calling Positioning Sales Sales Management 59