Thu.Jul 08, 2021

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Prospecting Versus Lead Generation

Sales and Marketing Management

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly. The post Prospecting Versus Lead Generation appeared first on Sales & Marketing Management.

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ZoomInfo Brings its Data and Features Straight into Dynamics 365

Zoominfo

Sales reps and marketers that use ZoomInfo and Microsoft Dynamics 365 are about to see their day-to-day lives get easier thanks to a new collaboration between the two companies. At the heart of this relationship is a new ZoomInfo application for Dynamics 365. This integration allows customers to accelerate their sales and marketing efforts by using ZoomInfo’s best-in-class data while never leaving Dynamics 365. “Bringing the full suite of ZoomInfo directly into Microsoft Dynamics has been

Data 246
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What We Know: A Consultative Sales Process

Anthony Cole Training

On average, salespeople possess only 15% of the attributes required to sell consultatively.

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Podcast 205: Brian Burkhart on Brian Burkhart on Elevating Others through Core Values, Growth Mindset & Flexibility Copy

John Barrows

Our guest this week is Brian Burkhart, Founder and Chief Word Guy at SquarePlanet which focuses on presentations, strategy, and messaging, joins John this week to talk about core values, growth mindset, and elevating others. Brian explains how one sets the tone as the leader yet emphasizes staying flexible throughout your entire career. You don’t want to miss this conversation as it solidifies the connection between elevating others to be the most well-rounded version of themselves in life

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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ZoomInfo Brings its Data and Features Straight into Dynamics 365

Zoominfo

Sales reps and marketers that use ZoomInfo and Microsoft Dynamics 365 are about to see their day-to-day lives get easier thanks to a new collaboration between the two companies. At the heart of this relationship is a new ZoomInfo application for Dynamics 365. This integration allows customers to accelerate their sales and marketing efforts by using ZoomInfo’s best-in-class data while never leaving Dynamics 365. “Bringing the full suite of ZoomInfo directly into Microsoft Dynamics has been

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How to Handle Indecisive Prospects: 5 Unique Approaches

criteria for success

Are you struggling to make headway with indecisive prospects? We can help! When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. You don't want to waste your time, but you also don't want to rush your potential clients into something they don't want or aren't ready for. That's why we've come up with a list of simple approaches you can take to move things along with potential clients who seem stuck.

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Sales Hiring Process: 7 Steps to Follow When Hiring Sales Development Reps

LeadFuze

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. Given enough time, you’ll hire a dud. We’ve learned the hard way. In our last round of sales recruitment, we actually had to fire someone on their first day.

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Who BDRs report to & where growth comes from at Lessonly

Predictable Revenue

Kyle Lacy CMO at Lessonly talks about lessons learned while working at a venture capital firm, during an IPO, and through an acquisition by one of the largest software companies in the world to drive revenue. The post Who BDRs report to & where growth comes from at Lessonly appeared first on Predictable Revenue.

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Better Ways to Customize Training for the Individual Sales Reps

Awarathon

Publish Date: 8th July, 2021Publish By: Damini Dharwa, Client Relationship Associate Opportunely, sales enablement platform allow companies to cater to a potent mix of informal and formal learning to assist all their sales reps in preparing for buyer interactions. Today, let’s look at how you can change your coaching strategy to engage your sales reps […] The post Better Ways to Customize Training for the Individual Sales Reps appeared first on Awarathon.

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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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8 Questions CEOs Should Consider to Become Exceptional Sales Leaders

Alice Heiman

If you want exceptional sales growth in your organization, you need to be a CEO that is an exceptional sales leader. To do that, you’ll want to consider the eight questions I outline below designed to help turn every CEO into an exceptional sales leader. Why CEOs Need to Be Exceptional Sales Leaders. Working to improve sales is always challenging. Every CEO I work with wants rapid, exponential growth.

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Measuring Sales Productivity: Leading vs. Lagging Indicators

SalesHood

Leading indicators look forward, through the windshield, at the road ahead. Lagging indicators look backwards, through the rear window, at the road you've already traveled. A financial indicator like revenue, for example, is a lagging indicator. It tells you what has already happened. Leading indicators give us real-time coaching opportunities — for example, looking [ ] The post Measuring Sales Productivity: Leading vs.

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Retail Data in Action: How & Why CPG Brands Leverage Data to Win at the Shelf

Repsly

Field sales leaders and executive teams are constantly seeking a baseline understanding of their field teams’ ability to cleanly execute and impact their sales goals. With 25 percent of sales lost due to poor retail execution, the top brands know that to meaningfully move the needle on growth, obstacles and problems in the field need to be attacked differently – which means they need to look at the problems differently, through different lenses, and additional insights.

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How a Client-Centric Approach Drives Growth in B2B Orgs

Vendor Neutral

Driving Growth with a Customer-Centric Framework. 5 Ways Your B2B Organization Can Serve Your Clients Better. Lots of companies today will tell you they put the customer first. Then it’s back to selling as usual. It can’t be business as usual, though. Without a well-thought-out strategy and framework for utilizing a customer-centric mentality in the sales process, companies are losing out on tremendous growth opportunities. 5 Tactics for a More Customer-Centric Organization.

B2B 64
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Next Level Sales Rep: How to be an Evangelist of your Product

Sales Hacker

Our panel of experts will walk you through the power of product evangelism in your sales strategy. We’ll cover everything from building relationships and leveraging long-term plays to scaling an evangelist approach for the sales team. The post Next Level Sales Rep: How to be an Evangelist of your Product appeared first on Sales Hacker.

Scale 69
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Solution selling vs Challenger selling: Which is best for your team?

Close

Solution selling focuses on understanding deeper needs and building a pitch that adapts to the world of the prospect. Challenger selling involves breaking through misconceptions and pushing prospects to try something outside their comfort zone. Which of these methods is right for you?

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Full Cycle Sales vs. SDR/AE model

MEDDIC

In the early 2000s, within just a few years, we (tech sales people) somehow magically started switching from the full cycle sales models to the now over-popular SDR/AE model. Just like in any other social or business movement, such as fashion, politics or relationships, the majority follows a trend because of the attractive points in that trend, but ignores everything they lose by doing so.

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Risk Quick Analysis

Nyden on Negotiation

If you have a risk that needs to be addressed in a contract, use these three questions to help you get a handle on it. It could be a new risk profile due to market constraints, a new law, or a new corporate policy. Where in your standard contract are common risks addressed? (Look beyond the typical language such as Limitations of Liability and look at compliance language instead.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Leveraging Efficiency to Avoid Tenant Churn

Selling Energy

There’s a strong correlation between energy efficiency and tenant retention. If you think about the benefits of energy efficiency from a non-financial perspective, it makes perfect sense that an efficient building would yield happy tenants – and ones that would be more eager to renew their leases. Efficient buildings are often more comfortable and attractive.

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5 Reasons Why You Need to Implement Lead Routing

LeadIQ B2B Sales Prospecting

To make the most out of each lead and protect them from getting discarded too soon, you need lead routing.

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The Buyer Intent Playbook: How to Make the Most of Intent Data

G2Crowd - Sales Blog

Quick - jot down everything you know about your prospective buyers.

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Email deliverability: A practical guide for sellers and marketers

Nutshell

“Oh, your email ended up in my spam folder” is what email marketers and salespeople hear in their nightmares. Emails only suffer from deliverability issues for a few reasons and all of them are bad. If your emails are ending up in your recipients’ spam folders it means that your sales and marketing are having no impact. And if no one sees your emails, it’s just a (short) matter of time before your pipeline starts to feel it.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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The Enterprise Sales Cycle: How Massive Deals Come Together

Hubspot Sales

Businesses come in all shapes, structures, and scales — and the angles and processes used to sell to different companies reflects that variability. SMB sales cycles come with their own challenges, stages, and appropriate strategies, and the same goes for larger enterprises'. Here, we're going to explore the latter. We'll take a closer look at some key elements of the typical enterprise sales cycle, review the basic steps to the process, and get a quick refresher on how to calculate close rate fo

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4 Tips to Add Hours to Your Week

Highspot

Why does it seem like some people are more productive than others? After all, we each have the same 168 hours a week. Some people make the most of them; others don’t. Our productivity research , featured in the new book Not Today: The 9 Habits of Extreme Productivity , shows that most people spend an average 4.3 hours per workday on a combination of Empty (wasted) and Mandatory (could be delegated or simply not done) activities.

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9 Keys to Abundant Sales Lead Generation

Marc Wayshak

Do you ever look at your calendar and think to yourself, “I wish I had more high-quality appointments on my calendar”? This is the single most common issue I see today with salespeople in all industries. The reality is that most salespeople simply don’t have enough appointments on their calendar in order to hit their sales goals. It’s as simple as that.

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The Keys to Effective Sales and Operations Planning

Sales Hacker

Sales and Operations Planning (S&OP) is an ongoing, nonstop process. It requires ongoing effort to ensure each department’s plans align with the company’s vision. But it’s worth it. S&OP creates a simplified company business plan that identifies the resources necessary to achieve a company’s goals. Effective sales and operations planning.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp