Sat.Jul 10, 2021 - Fri.Jul 16, 2021

3 Proactive Revenue Operations Projects That Deliver Value

Sales Hacker

For years, the work of many revenue operations (RevOps) teams have largely been determined by immediate customer needs. Indeed, most RevOps projects address a problem that’s already happened with the goal of ensuring it doesn’t happen again.

One Question to Determine Buyers

Mr. Inside Sales

How would you like to have just one question that will almost always positively identify a buyer? Believe it or not, there is such a question, and it’s an easy question, but very few sales reps have ever thought to ask it. Or, if they do know what that question is, they are afraid to ask it.

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How the Sales Cycle Has Evolved – Maybe for the Better

Sales and Marketing Management

Slower buying processes resulting from the pandemic may be a win-win. The post How the Sales Cycle Has Evolved – Maybe for the Better appeared first on Sales & Marketing Management. News Featured

Introducing ZoomInfo +


Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine.

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.

The Data Driven Sales Executive

Anthony Cole Training

In our business, one of the greatest sales challenges that most companies face is how to properly implement a data-driven sales approach. Some companies chase a bunch of data without any regard for the story that the data tells. Others struggle when they launch sales coaching without any data at all. unique selling approach Sales Coaching increase sales sales challenges

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Don’t Forget to Coach Objection Handling

Sales and Marketing Management

If sales leaders don't coach how to handle objections, salespeople often get lost when they occur. Tim Hagen reviews a three-step strategy to handle objections better. The post Don’t Forget to Coach Objection Handling appeared first on Sales & Marketing Management.

How to Use ZoomInfo Webhooks to Enrich Customer Data


Imagine this scenario: a marketing campaign you develop ends up going to the wrong audience, or a segmentation analysis yields incorrect results because the data wasn’t updated. Fresh, up-to-date data leads to better business outcomes by ensuring that opportunities aren’t missed.

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A Home Run - How the Right Data Can Help You Hire Your Ideal Salespeople

Understanding the Sales Force

Last night Major League Baseball held its annual Home Run Derby. We've seen the home run derbies before. We watch them every year. They are always the same - each slugger tries to hit more home runs than the other sluggers in the contest.

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Overcoming Price Objections by: Not Making It Your Problem

A Sales Guy

We’ve been giving away too much money in sales over the past century. We’ve been trained to think the buyer’s budget matters.

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.

The State of Selling With Lori Richardson

Sales and Marketing Management

Lori Richardson, founder and CEO of Score More Sales, talks about changes that B2B sales has undergone in the last year and a half and what that means for fielding a strong sales team. The post The State of Selling With Lori Richardson appeared first on Sales & Marketing Management.

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Why, When, and How to Bring in Your CEO to Close a Deal


Imagine your sales team is extremely close to signing an important deal with a prospect. Everyone’s anxious to get the contract signed and the gong in the corner of the office is ready to bang. But then, unexpectedly, the buyer pushes back, not sure if this is the best time.

Catching a Loss Before It Happens | Sales Strategies

Engage Selling

I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures.

Sales Execution 101: Creating Account Visibility

Smart Selling Tools

Sales Execution 101: Creating Account Visibility. By Joe Monastiero, Revegy. The most critical factor in successful sales execution is having the right foundation.

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.

7 Ways Customer Success Will Look Different in the New Digital Era

Sales and Marketing Management

Expect customer success in the new digital era to integrate both human compassion and virtual efficiency. The post 7 Ways Customer Success Will Look Different in the New Digital Era appeared first on Sales & Marketing Management.

Building a Sales Tech Stack? Start with Good Data


When it’s time to build a technology stack, sales teams are faced with hundreds of solutions that offer lofty promises of automation, efficiency, and higher revenue.

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How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays

Sandler Training

There is clearly a limited supply of raw materials and finished goods around the world at the moment. The post How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays appeared first on Sandler Training.

ZoomInfo to Acquire Conversation Intelligence Leader

Smart Selling Tools

ZoomInfo to Acquire Conversation Intelligence Leader to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. VANCOUVER, WASHINGTON – JULY 13, 2021.

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!

Why Sales Talent Isn’t Enough

The Center for Sales Strategy

Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts!

How ZoomInfo Engage Helps Accelerate Sales through Automation


Ask any sales rep, and they’ll tell you too much of their time is spent on non-selling activities, like manual data entry, looking up prospects in siloed systems, and pushing data around spreadsheets.

The Object is Objections

Adaptive Business Services

I was reading an interesting article the other day by Dave Brock … “ Thinking About Objections.” In it he discusses the conflicting relationships between objections, salespeople, and customers as well as our hesitancy as salespeople to raise objections on our own. Good stuff!

Is Your Sales Process Backwards, Upside Down or Stupid?


My wife and I recently watched the new funny but sad movie, Here and Now, written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day."

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.

Why Would Businesses Want To Do A Sales Diagnostic?

The Center for Sales Strategy

First, it was a phone call. Then an email. Finally, a text message. Was my wife trying to get a hold of me? No, it was my doctor's office. It was that time of the year — time for my annual check-up. Does anyone get excited to have a physical done by your doctor?

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DISC: A Powerful Negotiating Tool

Sandler Training

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training.

A farewell to the open rate


This fall, when we all unwrap our batch of new emojis with iOS 15, we’ll also say goodbye to something that’s been in the marketer’s toolbox for 20 years: the open rate. Apple’s new Mail Privacy Protection feature eliminates the ability for email marketers to measure opens.

Here’s how to make your brand into something everyone is talking about - the padel way


I’m on vacation this month with my family in Gotland , and we’ve finally tried the new hype: Padel. It’s like tennis, but you play it on a court surrounded by plexiglass, and you can bounce the ball off the walls as part of the game.

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.

Weekly Roundup: Win the War for Talent, Onboarding Nontraditional Talent + More

The Center for Sales Strategy

- MOTIVATION -. Success consists of going from failure to failure without loss of enthusiasm.”. Winston Churchill. AROUND THE WEB -. > > It’s Going To Take More Than Sign-On Bonuses To Win The War For Talent – The Great Game of Business. The War for Talent is now in full swing.

7 Solution Selling Tips for the New World

Marc Wayshak

Years ago, a term came along that has since become a ubiquitous buzzword in the world of sales : solution selling. I can’t tell you how many salespeople tell me, “I use solution selling” or “My focus is on being a solution salesperson.”

How to use CRM collaboration tools to close deals faster


A typical sales organization has glass walls around each department, allowing each to gain insight, but not always allowing for communication or collaboration. A winning organization knocks those walls down completely—with CRM as the wrecking ball.

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