Tue.Nov 30, 2021

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What’s At The Core?

The Pipeline

By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.

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Zero waste ad targeting

Zoominfo

Scenario Demographics, firmographics, and technographics are crucial for identifying and building targeted audiences. But the real competitive edge comes when you can target accounts based on the behavior of their employees. Intent data captures which accounts are in the market for a particular solution. Intent signals are strongest when content consumption activities are much higher than average and multiple people at the company are involved.

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Podcast 246: Sterling Frandsen on His JB Sales Membership Journey: From College Grad to Sales Pro

John Barrows

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.

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Do You Treat Employees As Clients?

Smooth Sale

Photo by Mimi Thian via Unsplash. Attract The Right Job Or Clientele: . It was always curious as to why management from the top down does not treat employees as clients. Consider the fact that although employees receive a salary versus clients who pay the company, the business is highly dependent upon both components; that of employees and clients! The topic arises as the news is non-stop, providing statistics about high employee turnover and the difficulties with finding people who want to work

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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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Pretty Big Deal: Chris Hays isn’t the stereotypical salesperson

Zoominfo

Chris Hays is the COO and president at ZoomInfo, but because he isn’t the stereotypical salesperson, it took him a while to hit his stride. As an introvert, he struggled with the expectation that salespeople are outgoing and gregarious. But as the sales process became more of a science, he was able find a groove. In this week’s episode, Chris talks about how sales has changed over time, and a deal that got way more personal than he thought it would.

System 100

More Trending

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Capitalize on competitor churn

Zoominfo

Scenario A competitor’s customers can be a great source of new business—if you can get plugged into the right signals. Companies that churn from your competitors are already educated on your value proposition and understand its potential. This makes them well-positioned to find a better solution—you. You can use technographic data to monitor and alert you when a target company in your total addressable market (TAM) drops a technology from their stack.

Churn 100
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Nimble Launches New Navigation Design

Nimble - Sales

Our user’s experience is always a top priority to us here at Nimble. We recently embarked on a journey to modernize the technology that powers Nimble’s user interface to bring a cleaner design that is consistent across the board. Cleaner Design, Easier Navigation Our new navigation design launch is an important milestone. This new interface […].

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Target your customers’ competition

Zoominfo

Scenario Your current customers make a good conduit to new ones. When one of your customers closes a deal, go and prospect their competition for it. Because they’ll have a similar profile to your customer, you know that these competitors should be a good fit for your solution. Target them with an automated email campaign that references the missed deal.

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Auto Draft

Julie Hanson

2 Keys to Building Trust in Virtual Sales Meetings. Trust is the foundation of any working relationship. While your credibility is likely no different in virtual sales meetings than face-to-face meetings, many salespeople unknowingly behave in a way on camera that undermines their efforts to building trust—and causes customers to question their credibility.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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How We’re Improving Accessibility and Usability at Guru: Part 3

Guru

Over the past few weeks, we’ve been proud to share the investments we’ve made into improving the usability and accessibility of our product (if you haven't already, read part one and part two ). From dedicating an entire team to the effort to championing a cross-functional sprint to make fast, meaningful changes, we’ve taken several intentional steps towards laying a strong foundation on which we can continue to build great experiences.

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How to Build Your SPF Record in 5 Simple Steps

Appbuddy

Did you know more than 90 percent of all cyberattacks start with email? In the evolving email landscape, danger lurks everywhere. Phishing attempts and domain spoofing attacks skyrocketed during COVID-19, increasing by 220 percent during the peak of the pandemic. . Even the most experienced marketing teams can mistakenly expose their email programs to harm.

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Close the Gap: Open Opp to Closed-Won

Sales Hacker

With nearly two years of selling digital-first, our panel of sales pros will discuss what new buying behaviors, what conversations continue to reoccur and where they think B2B selling is headed. The post Close the Gap: Open Opp to Closed-Won appeared first on Sales Hacker.

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How Augmented Reality Is Changing Ecommerce

Atlatl Software

Augmented reality is looking like it might be one of marketing’s top buzzwords for 2022, but don’t let the buzz dissuade you from the reality that augmented reality (AR) is more than a shiny object or new toy for marketers. AR, and the larger category of 3D, are already changing the way consumers want to shop, and accelerating the pace at which brands across categories must evolve their business.

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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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4 Ways Conventional Sales Content Management Doesn’t Make the Cut

Allego

Getting sales content right is job #1 for most enablement teams. When you empower your sellers with the right content, they can sell more confidently, effectively, and efficiently. They meet quota and quarterly revenue goals. Who doesn’t want that? But conventional sales content management leaves teams facing a major issue: Most enablement teams create much more content than sellers use, yet sellers feel like they don’t always have the right content for their selling situation.

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What a Good Sales Manager Should Do

Selling Energy

Sales managers should always be asking their people for stories so their Success Story Archive™ becomes a living document. They should be quizzing their people to make sure that they have read all of them, because when they're out in the field, they’ll need to remember them.

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A Winning Formula for Sales Managers

Sales Readiness Group

In the sports world, coaches and managers are evaluated on one metric: winning. In the corporate world, victories are just as important. For sales managers, it’s about winning deals and hitting quotas — and their success rate is scrutinized by executives at the highest levels of the organization.

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Google Drive for Enterprise: Pros, Cons, and Alternatives

Bigtincan

Google Drive for Enterprise, commonly referred to as Google Workspace, is Google’s enterprise version of their popular consumer facing Google Drive product. Many enterprise companies use it for their content management systems, in particular the organizations that are using Google apps for email, calendar, and other uses. But Google Drive was built as a consumer […].

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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How to Improve Sales Performance & Increase Sales

eGrabber

Businesses use various action plans to improve sales performance. It propels your business towards growth. However, salespeople find it difficult to improve sales performance. Sales development reps are often busy with too many things on their plate. They generate leads, call prospects, follow up emails, take part in sales meetings, do prospect research, update CRM, and other administrative tasks.

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Sales Process Optimization: 10 Ways Using CRM Automation

LeadFuze

You collect a lot of data from your sales team, but are you really getting the most out of it? Does the data help you make better decisions for your business and can those decisions be tracked to see how they affect future performance? One study found that 43% of companies gain nothing from their data, and 23% get no benefit at all. The key is to collect clean data and then use it for insights.

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Key Tips for Confidence Leadership and Resilience

Pipeliner

In this Expert Insight Interview, Dr. Lizzy Bernthal discusses essential tips for confidence, leadership, and resilience. Dr. Lizzy Bernthal has worked as a health professional and educator in the National Health Service and the British Armed Forces for over 25 years. This Expert Insight Interview discusses: Why do we avoid making choices. How putting off decisions almost always makes the situation worse.

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Sales Operations Roles in Startups: The Model Team Structure

LeadFuze

How to Utilize Sales Operations Roles in Startups. If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups. Here’s how: – Hire someone who can handle forecasting and reporting – Identify where there are weaknesses with current staff – Add coaching support as needed.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Six Strategies to Masterful Marketing

SugarCRM

The difference between a good B2B marketer and a great one resides in the ability to understand the big picture of reaching your target buyers. Things get even more complicated if you have limited resources. You must think twice and make the right choice to get the best results for your company’s growth. Even the best route can be littered with landmines and derail the most creative plans.

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The New Virtual Handshake and How to Get It Right

LeadFuze

When I think of B2B sales, it makes me want to take a nap. It†s so boring! I can†t imagine that being a good thing for sales in the future. It†s a slow process, and it can be boring. Pick up the phone. Say your pitch. Have your objections prepared. Convey the benefits of buying your product to potential customers. You might not always close the sale after a follow-up call or two.

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Generate New Sales Opportunities using Account-Based Lead Generation

eGrabber

The process of Lead generation or prospecting can be overwhelming. But by identifying specific target accounts, who would become your ideal prospects, you’ll use your time wisely and efficiently, bringing order to your lead generation process. If you have a list of target accounts in place, you can go online to identify key decision-makers, do live research and find other information about the prospects.

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Sales Talent Enablement Program: Design a High-Performing One

LeadFuze

Every successful coach will tell you that games are won during practice, not just on the field. Sales talent enablement is also a hot topic in many workplace environments, and there seem to be many inclusion initiatives to help diversify the job market. I†ve worked on a lot of sales talent enablement projects over the years, and I know what it takes to make sure they are successful.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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You Get a LeadIQ and You Get a LeadIQ! Everyone Gets a LeadIQ!

LeadIQ B2B Sales Prospecting

Everyone loves free stuff. That's just one of the reasons we've made your favorite sales tool completely free. Learn how you can get started.

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Signature Sales and Marketing: Use Signatures to Generate Business

LeadFuze

In a recent survey, HubSpot found that 75% of companies say closing deals is their top priority. However, 30% of salespeople said it†s getting harder to close these opportunities. To be successful in sales, the most important thing is to prepare and execute well. Tools help you become a trusted resource for prospects. Signature sales and marketing is a proven tool, and sales email signatures are an easy way to start making it work for you.

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We Love a Package Deal, but Here’s How Sales Enablement and Sales Operation Are Different

Lessonly

If you’ve been an avid reader of Lessonly’s blog, you know how vital it is to have a well-stacked bench of talented and well-trained salespeople. But closing a new deal today involves so much more than just the rep; there’s marketing, sales development, sales engineering, continuous sales training, procurement, and so much more. And, two uber important parts of this equation are sales operations and sales enablement.