February, 2021

Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game.

Solution vs Budget: The Great Dilemma

Anthony Cole Training

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running.

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Preparing Your Sales Organization For Success in a Hybrid Workplace

Sales Benchmark Index

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

Sales Manager Rule #1: Coaching to Improve Skills

Steven Rosen

Chris committed to coaching to improve the skills of his sales team. is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Quick Tip to Become a Better Communicator

Mr. Inside Sales

How long does it take you to respond to an email? How about a text message? Or a phone message? The answer, I suspect, is “It depends on who it’s from.”. Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message?

More Trending

4 Tips For Effective Landing Page Design

Zoominfo

What aspect of ZI’s platform is the most underutilized and why do you think that’s the case? Picture just a blank white web page with a form to fill out, and basic text that reads “Fill out form for [insert offer here].”. Sounds pretty boring, right?

The Importance of Profile Fit in No Assembly Required Hiring

Anthony Cole Training

Your potential sales candidates have to have a successful history selling the way your company sells, to the people you sell to, in the environment you sell in.

5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space.

The Phrase of the Year Is Seller Access

No More Cold Calling

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

5 Reasons to Follow a Script

Mr. Inside Sales

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script.

31 Seconds That Make a Prospecting Call

The Pipeline

By Tibor Shanto. There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic.

10 Sales Influencers You Should Be Following On Social Media

Zoominfo

Almost everyone thinks salespeople are all about beating their competition (well, there might be a little truth to that). But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers.

3 Rules to Improved Candidate Selection

Anthony Cole Training

When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

The Baseball Experience That Continues to Generate a 28% Increases in Sales

Understanding the Sales Force

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience.

Podcast 183: Galem Girmay On Building Relationships In Online Communities

John Barrows

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius.

A Better Way to Follow Up on Emails

Mr. Inside Sales

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. Did you have a chance to review my email?”.

The Ones Worth Your Time

The Pipeline

By Tibor Shanto. I posted yesterday about the need for salespeople to make better decisions about their view of time. One of the points I emphasized was to reorient from qualifying to disqualifying. Most people usually find what they set out to look for, a nip here, tuck there, but they find it.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

People Do Business With People They Know, Like, and Trust

Zoominfo

It’s a popular saying in business circles, but it holds true: People do business with people they know, like, and trust (especially in the business world). No-one wants to hand their money to some faceless corporation or sign a contract with someone they just met.

Some Assembly Required Hiring

Anthony Cole Training

How important is it that your new hire be able to identify a prospect's compelling reason to make a change or the resources they have set aside to fix their business problem? Our guess is probably pretty important.

Will TikTok Work for B2B?

Sales and Marketing Management

Author: Jake Rheude Getting in early on a good idea can play a big part in future success. Ask the people whose families sailed on the Mayflower or those who bought Bitcoin when it was valued at $8 (at least the ones who held it rather than spending it on pizza ).

B2B 208

How Pitchers Fielding Practice is Exactly the Same as Salespeople Role-Playing

Understanding the Sales Force

It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up.

Exact 200

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

All New 2021 Enterprise SalesTech Landscape

Smart Selling Tools

The All New 2021 Enterprise SalesTech Landscape. By Nancy Nardin I first started curating and categorizing sales technologies in 2010. There wasn’t much of a market back then but that has changed drastically in the eleven years since.

Cold Calling Isn’t Dead

The Pipeline

I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively.

Enterprise CRM’s Future is in Company Growth

Zoominfo

Enterprise customer relationship management (CRM) systems aren’t just an upselling gimmick from your standard CRM. Larger (enterprise) companies have different digital asset requirements compared to smaller companies, including their CRM.

The Terrible Twos: Getting Your Prospects Attention

Anthony Cole Training

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation. qualifying prospects sales meetings sales prospecting

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

How to Build an Inside Sales Culture that Rocks Your Revenues

Sales and Marketing Management

Author: Sabrina Ferraioli What makes a great company? Its products? Its customer service? Its sales expertise? The management team? While each component is essential, we need to look beyond individual elements to something all-encompassing that drives a company to achieve. It's the culture. .

How Overthinking the Turnover Problem Impacts Hiring Salespeople

Understanding the Sales Force

When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill.

The Digital Evolution and Its Impact on Revenue Growth in 2021

Sales Benchmark Index

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.