No More Cold Calling

JANUARY 29, 2020

I’m not looking forward to stepping out of my sales comfort zone this year, but I must. Sure, I can learn it, but it’s not in my sales comfort zone, and it’s not exciting for me. That said, I’ve committed to getting out of my sales comfort zone this year, and that means confronting my technology aversion head on. Let me know.

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Referrals Gatekeeper Hiring Sales Qualified Lead 156

No More Cold Calling

MAY 25, 2023

One marketing platform or sales enablement app? Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. But that’s not happening in most sales organizations.

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B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value. Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. There it is.

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Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

BrainShark

SEPTEMBER 19, 2022

Enabling sales reps to sell more and sell better is not an easy job — that’s why sales enablement departments (and an entire industry) were created. But sales enablement leaders can’t operate in a silo. They’re often small teams tasked with overseeing dozens or even hundreds of sales reps.

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Company Sales Enablement How To Gatekeeper 77

Showpad

FEBRUARY 14, 2019

In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. We’ll also discuss sales prospecting techniques and best practices, and how they support sales enablement. What is Sales Prospecting?

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Sales Enablement Top of Funnel Prospecting Lead Qualification 40

Showpad

DECEMBER 16, 2021

Meet Pedro Correia, Sales Enablement Lead at IFF. In this interview, Pedro shares the innovative ways IFF is integrating technology into the sales training and content process , from information tagging to augmented reality and AI. We need to provide our sales teams with different ways to engage their customers remotely.

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Sales Enablement Top of Funnel Lead Rank Lead Scoring 52

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? …But what about next quarter? Think about it.

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Pipeline Marketing Top of Funnel Hiring 239

RAIN Group

FEBRUARY 13, 2019

This article was originally published on the Sales Enablement Society. Gatekeepers are tough. Sellers often complain that it's impossible to get through to buyers. Buyers are busy. Calls go to voicemail. Email goes to junk. The list goes on. While getting through certainly isn't easy, sellers who work at it do get through.

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Buyer Influencer Gatekeeper Sales Enablement 90

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales? Image Source ).

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Face-to-face Decision Maker Lead Rank Pipeline 108

Sales and Marketing Management

SEPTEMBER 4, 2018

Author: Todd Handy Before we start, let’s make sure we’re all on the same page regarding the term “direct sales.” Often, the differentiator may come down to the sales rep, whose product knowledge, experience and ability to solve the customer’s problem end up being the deciding factor in turning a prospect into a customer.

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Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Author: Peter Gillett, CEO and founder, Zuant. No more, no less.

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How To Face-to-face Sales Qualified Lead Lead Capture 218

SBI

JULY 23, 2019

Transforming Sales: Why Sales Organizations Will Have to Consider Their Data Strategy. In this series, we ask SalesTech Executives to describe how their solution can transform sales in a significant way. To participate in the next generation of SalesTech , sales organizations will have to consider their data strategy.

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Data Strategy Decision Maker Inbound 111

LevelEleven

JULY 25, 2019

The only way to perfect your sales pitch , is for reps to practice and managers to offer consistent sales coaching. More than 40 percent of salespeople say prospecting is the most challenging part of the sales process but it doesn’t have to be. The Gatekeeper. Treat the gatekeeper with respect and trust.

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Gatekeeper Negotiation Decision Maker Call-back 54

Janek Performance Group

OCTOBER 17, 2022

The gatekeeper keeps dropping my calls into voicemail. Maybe I don’t belong in sales. These are thoughts we’ve all had during a sales rough patch. When sales are slow, it’s not an excuse to get down on ourselves. Sales Creativity Needs to Be Cultivated. Changing perception is the start of sales creativity.

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How To Hiring Journal Gatekeeper 62

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. But first, we’ll dive into the benefits sales prospecting tools have for your organization.

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Tools Ideal Customer Profile Prospecting Intent Data 107

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? Work Smarter, and Harder (and Together).

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Pipeline Marketing Top of Funnel Hiring 100

Alice Heiman

DECEMBER 12, 2018

Showing your customers appreciation is part of any great sales organization’s routine. It’s funny to me that people forget that sales is a social process. But, most B2B sales require humans to talk to other humans while understanding the buying process and determining problems that need to be solved. Is your sale complex?

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Social Media Sales Cycle Gatekeeper Decision Maker 91

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. The Modern Seller.

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Lead Rank Buyer Influencer Outbound 103

PandaDoc

JUNE 4, 2019

Solution selling has earned itself a bad rap in recent years as buyer behaviors and the role of the sales rep have both changed drastically. So is there still value in solution selling that can be harnessed if this classic sales philosophy is approached with a fresher, modernized mindset? The answer is yes! What is it exactly?

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Solutions Selling Decision Maker Case Study Ideal Customer Profile 72

Hubspot Sales

MARCH 4, 2019

These are the skills your sales team needs to survive. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. A unique tension exists in the transition from individual salesperson to sales manager that can lead to ineffective coaching. Sometimes, this works.

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Hiring Training Hubspot How To 102

Showpad

JUNE 24, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

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Enterprise Enterprise Scale How To 73

Mereo

JULY 14, 2022

According to a past Objective Management Group analysis , only 1% of salespeople new to sales — those often with the onus of sales development — can get past the shield of gatekeepers to access decision makers. times more likely to join a sales cycle meeting and became more engaged in online channels.

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Decision Maker Gatekeeper Ideal Customer Profile Analysis 36

Smooth Sale

JUNE 14, 2018

A little thought, friendliness, and empathy work well for building the sale. Persevering past the gatekeepers proved to be well worthwhile. Most of all, the company hoped for an increase in sales. I turned to Roberta to reveal that the high-end shoe store across the street was having a fantastic sale. “Yes!”

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Gatekeeper Face-to-face Commission Hubspot 98

DiscoverOrg Sales

FEBRUARY 12, 2016

But no matter where the idea originated, for several months the analogy of “sales is like a taco” has stuck in my head like a delicious kernel of elote. Tacos are universal and diverse just like sales. If we take this into the world of sales it breaks down a little something like this. The Taco Sales Cycle.

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Hiring Decision Maker Sales Cycle Vendor 120

Vengreso

NOVEMBER 1, 2019

That is how I think of sales and marketing alignment in the modern business environment. Traditionally known as the cats and dogs of the business world, sales and marketing are no longer two separate entities. Sales Has Always Been Hard. How Digital Selling Has Changed Sales. Essentials of a Modern Sales Playbook.

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Trade Show Referrals Segment Sales Qualified Lead 72

DiscoverOrg Sales

APRIL 11, 2016

There’s a famous quote from that seminal 1992 movie about sales, Glengarry Glen Ross , in which Jack Lemmon’s character, Shelley, contemptuously dismisses the contact data he’s been given: “The leads are weak!” So, what is a lead in a sales context? This is where sales intelligence can play a very important role.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 120

Sales Hacker

NOVEMBER 22, 2017

In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult. Our sales process is broken. Our marketing team sucks.

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Ideal Customer Profile Cold Calling Lead Rank Sales Qualified Lead 86

ExecVision

APRIL 25, 2018

Here is how your sales team can get the most out of ConnectAndSell: There are two key factors often overlooked when implementing CAS: Lists. Good sales skills or the lack thereof in the first steps of the sale process are only amplified by sales acceleration platforms.

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Ideal Customer Profile InsideView Cold Calling Maximizer 40

Crunchbase

JUNE 16, 2023

Some sales teams are currently focusing on prospecting automation features — such as email alerts, CRM integration and email templates — to create highly targeted campaigns. They also use sales performance dashboards to see leads generated and meetings scheduled to help improve customer interactions. Here’s why.

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Sales Enablement Decision Maker How To Ideal Customer Profile 59

Showpad

JUNE 23, 2019

Every sale is challenging in its own way, but selling into an enterprise, the golden egg for B2B organizations, can be especially difficult to navigate. What is enterprise sales? The bigger the company, the more gatekeepers reps have to go through to reach key stakeholders and decision makers throughout the sales process.

Enterprise 40

Enterprise Enterprise Scale Gatekeeper 40

LeveragePoint

SEPTEMBER 21, 2018

Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers. Stakeholders within an Account. Characterizing Stakeholders. Buying roles.

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Account Based Marketing Account Lead Rank Lead Scoring 20

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

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Top of Funnel Lead Rank Hiring Handbook 141

PandaDoc

AUGUST 18, 2022

Top sales leaders use sales battle cards to build their businesses. Sales leaders who want to maximize the effectiveness of their sales process and keep up with their competitors use sales battle cards to identify customer pain points and gain valuable market insights. What are sales battle cards?

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Sales Cycle Closing Ideal Customer Profile How To 96

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

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Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

DiscoverOrg Sales

MAY 7, 2019

But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. A lot of marketing, sales, and recruiting professionals don’t know how much data has changed over the past few years! This is data too. JUST KIDDING.

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Ideal Customer Profile Prospecting Intent Data Trade Show 150

Partners in Excellence

JULY 26, 2022

One expert community on sales and marketing used to email me a single daily update (I didn’t know why I needed updating daily, but I accepted it). I have lost count of the number of “coffee” meetings I’ve been offered, with a sales person offering a Starbucks card for participating in meetings.

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Ideal Customer Profile Face-to-face Channels Gatekeeper 77

DiscoverOrg Sales

APRIL 3, 2018

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?”. We’re excited to announce our redesigned Outreach integration, which will make sales processes faster and easier than ever. Sales research – fast. There’s no single source of truth.

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SalesForce Data System Sales Operations 33