How to Get Accurate B2B Data to Build Sales Pipeline and Grow Your Business

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

SalesTech Video Review: #DNBHoovers

Smart Selling Tools

D&B Hoovers uses the world’s largest commercial database and sophisticated analytics to help you identify the most relevant sales opportunities and get you in the door faster. With D&B Hoovers salespeople will know who to sell to and why, and how to engage and when. Visit D&B Hoovers. Video Reviews D&B Hoovers Marketing and Sales Intelligence Opportunity Pipeline real-time sales intelligence sales intelligence Sales Pipeline Sales Trigger Events

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The 5 Must-Attend Sessions at #B2BMX Feb 19-21

Smart Selling Tools

The event is a not to be missed if you’re in Marketing, but it’s increasingly become a must-attend event for those responsible for Sales Enablement as well. As a result, the Sales Enablement function and the Sales Development function are being shifted to Marketing in many cases. And three, it’s Marketing’s responsibility in my opinion, to drive the alignment with Sales. What Sales Wants from Marketing.

Think You Know Your Prospects? 3 Steps to Closing Business With the Right Decision-Maker

Smart Selling Tools

While that’s great news for most, the rapid turnover may actually disrupt the goals of sales and marketing professionals. Admit it, you’ve invested time and resources to prepare for a sales call, only to find you’ve reached the wrong person. The last thing any seller wants to do is start from square one researching who the right contact is and walking them through the initial sales pitch from scratch. Sales is so much more than who you know.

Top 10 Sales Intelligence Tools to Use for Your 2021 Campaigns


Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018. LinkedIn Sales Navigator.

Salespeople: Have You Planted Your Garden?

Sandler Training

Back in the 1930s, in the wake of the stock market crash that led to the Great Depression, there was a social phenomenon in the United States known as the “Hoover Garden,” sometimes called a “Depression Garden.”. Blog Posts Sales Process referrals sales process sales process development

The Top Sales Tools of the Year – The Final Cut

Smart Selling Tools

The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. Sales Enablement & Engagement. Sales Prospecting & Communication. Sales Management, Coaching, & Training. Looking for solutions that will reinforce your Sales Kick-off through out the year? And please tell me you haven’t forgotten about Sales Resource and Capacity Planning; you want to know how to hit your number right?!

Tools 109

A Curious Way To Creating Urgency

The Pipeline

Ask executives what they would like to experience more in sales meetings? Curiosity may have killed the cat, but we are sales professionals and have nothing to fear of curiosity. Another Sales Paradox. By Tibor Shanto.

Just Out! Our Top 20 Sales Tech Vendors to Follow at Dreamforce #DF17

Smart Selling Tools

There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role. The other thing to keep in mind is that not every solution provider caters to marketing or sales. If you’re there to see the best marketing and sales tools, you’ll want to plan ahead. Our annual Walking Trail of Must See Sales Tech sponsored by Aberdeen , is a handy resource guide.

Vendor 110

Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. Some of the team were leaning towards a trial account with Hoovers. Some are like compilers of other people’s data and some used “crowdsourced” approaches to get sales people to enter information into their databases. In many sales jobs you’re targeting a specific niche. But your goal as a sales professional should not be to build a list–not even the best one ever.

How to Handle Sales Rejection: 15 Great Tips to Recover Fast

Lead Fuze

Worrying about how to handle sales rejection? For now, let’s first talk about what sales rejection is. . What is a Sales Rejection? No matter how thick your skin is, if you’re not prepared for the inevitability of sales rejection, then it will be hard to overcome.

A Basic Guide to Territory Optimization

Hubspot Sales

Great sales teams are always striving to grow. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year. What is a sales territory strategy? Up to 30% higher sales objective attainment.

Sales Tips: How to Setup Your 2015 for Success

Customer Centric Selling

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. That''s a tall order even for the most accomplished sales person. The time to begin developing your Territory Sales Plan is now ! Existing Customers - what ''haven''t'' they purchased; why would they need it; and who do you need to speak with in order to initiate a sales cycle?

Sales Leadership: a lack of resources may limit success

Your Sales Management Guru

Sales Leadership: A Lack of Resources May Limit Success. During that time I toured few new hotels, saw a show, dined at great restaurants, viewed The Grand Canyon and visited Hoover Dam. Number 2); Lake Mead which was made by the creation of the Hoover Dam in the 1930’s currently holds only has 47% of the required water supply, it is down 163 feet! Hoover Dam not only supplies water to the Southwest, including Phoenix and Los Angeles, it also supplies the electric power.

Sales Automation: 210+ Tools to Turbocharge Your Sales Process

Sales Hacker

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action. So our team tried to fill the gap to help you build or enhance your own sales stack. Here goes our effort to curate the ultimate list of sales automation tools! What Is Sales Automation?

Are Salespeople Also Joggers?

Understanding the Sales Force

As usual, I saw the similarities between what I observed and the sales profession. He reminded me of an elite salesperson - the top 6% - that start out fast in the morning, quickly get their calls made, get results from those calls, and then conduct effective sales calls, meetings and presentations. What kind of salespeople/joggers populate your sales force? Most sales organizations, regardless of size, lack enough #4s and that''s not even the real problem.

The Pipeline ? Sales in a New World ? Choosing your Customer

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Sales in a New World – Choosing your Customer. Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. Sales 2.0 , Timing , Trust. All things I find missing in a lot of sales efforts. It’s been re-tweeted by a who’s who of sales and marketing. Canadas Sales Coach. Hoovers. Canadas Sales Coach. Hoovers.

Building a Prospect List


Whether you are building a new sales team or expanding an existing operation, finding and reaching new customers is one of the most difficult challenges that your company must address. Rather than wait until the sales pipeline is dry, your company can be proactive in generating leads.

There’s No Nobel Prize For Prospecting

The Pipeline

Yes, Dr. I am on record as saying that Sales “is a science artfully executed,” but let’s be real, it’s not rocket science. Once you add the subjective swirl of human interaction, and in the case of a more involved sale, CEB, now Gartner, there can be as many as 6.8 To be clear, researching prospects, individuals and organizations, is crucial to sales success, but it is a question of bang for the money and time. By Tibor Shanto.

2 Reasons Hiring Remote Salespeople Will Help You Grow in 2019


The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” My experience working remotely (12 out of my 20 years in sales) shows me that it’s very possible to create a highly-collaborative culture even when your team isn’t always in the same building. and hiring is getting more difficult in just about every profession (but especially in sales and marketing): This is from a recent study by Inavero and Upwork on the Future of Work.

The Top 3 Skills Needed For Sales Development Reps w/Tyler Wicks @HPE

? ? ?. In this Sales Secrets episode, you’ll learn how the right sales development program can produce the three skills a sales development representative must possess to succeed. RELATED: Sales Development Action Plan For 2019. In this article: Sales Development Rep Skill #1: Conversation Starter. Sales Development Program: How to Start a Conversation. Sales Development Rep Skill #2: Lead Management. Up Next: Top Tips For Sales Development.

The Pipeline ? When the customer can't be consoled, console the.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Communication , Emotional Intelligence(EQ) , Guest Post , Listening , Sales Leadership , Sales Success. ” Sarah, a sales representative who worked for me, plopped down in my office to relate a frustrating phone call she had just concluded with one of our customers, Darren. She sold print and online ads, managed the retail and classified sales teams and knows just about everyone in Clark County.

The Ultimate 126 B2B Sales Tools Rankings For 2018

Going into the New Year as a B2B sales professional, you’ll likely have some software subscriptions coming up for renewal, so we wanted to prepare you for those decisions. We sifted through B2B sales tools on Capterra , G2 Crowd , Gartner and more to pull out our top 126 picks for everything from new-age social selling tools to B2B sales automation software. Base: Next-generation CRM software for leading B2B sales teams. Top 8 B2B Sales Intelligence Tools.

How to Coach Your Sales Reps to do a Competitor Analysis

The Brooks Group

Determine the sales and marketing strategy that makes the most sense for your company . Coach Your Sales Reps to Gather Competitive Intelligence. To gather competitive intelligence, your reps can research direct competitors (and emerging, potential competitors) by using search engines and tools such as Hoovers. Have your sales reps begin by listing out who they’re competing against directly. Learn More About the Sales Negotiation Training Program Now ?. .

A Powerful Weapon for Hunters

Smart Selling Tools

Whether it’s Hoover’s, JigSaw, the white or yellow pages, or association directories, there are hunting grounds where leads are abundant. Product Reviews Sales Effectiveness Sales ManagementIf you’ve got a hunting territory, or you both hunt and farm for prospects, then you spend great effort searching for new sources of leads. And there’s no better place than the Web for coming upon a large herd of prospects gathered in one place.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s Unfortunately there are also many sales and marketing reasons. Control Sales Staff. Lack of control over sales staff will result in missed opportunities and wasted hours. If your sales reps have little direction or support, they could be selling to whomever they choose. Develop specific sales plans with your reps and review them regularly. Carelessly spending dollars on marketing does not always guarantee sales.

25+ Account-Based Marketing Tactics & Software Solutions


This strategy requires that a business’s sales and marketing teams work more closely together. Sales reps in charge of those accounts can give crucial insight to their marketing peers, who can then develop custom content, targeted ads, and other unique methods of engaging with prospects.

Lead Generation Landing Page: 10 Steps to a High-Conversion Page

Sales Hacker

A lead generation landing page is a web page designed specifically to attract people who are in the market for your product or service and gather their contact information to fill your sales pipeline. The easiest way to keep the pipeline full is to automate lead generation, so sales reps can focus on qualifying leads and selling. An effective landing page is a powerful tool for generating qualified leads for your sales pipeline. Lead Generation Sales Enablement Articles

Are Learning Styles Still Legit Or is This a Myth?


At Hoover Elementary School in Northern California, drumming, chanting and clapping were used to help grade three students grasp the mathematical concept of fractions. Sales Readiness

What Do You Want To Know?

Partners in Excellence

Insideview, Hoovers, D&B, others). Ramping Up The Results Of Your Sales Calls Beginning, Finishing, The Space In Between Is Your Customer Prepared For Your Sales Call? Communicating Customer Experience Professional Sales Trust We all know that preparation for a meeting is important. We want to connect well with people, we want to create a positive impression, we want to accomplish something.

17 Ways to Find Company Information: An Easy Guide


Contact information is key for sales, so it’s important to know how to find contacts. If you want to know about companies that make items related to what you are looking for, try using online industry-specific directories like Hoovers. LinkedIn Sales Navigator.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

Inside sales seems to be like that, growth and replenishment. How do you train your inside sales recruits? Inbound Marketing, Outbound Marketing, Marketing Automation and Social Media are all brought to the introductory level so that our reps become marketers, not just sales reps. Toolbox - It used to be that inside reps had their own Hoovers account and looked up main numbers. What are some of your inside sales training techniques?

Ideal Customer Profile: Customer Business Problem


Much of this post is from my latest book: Digital Sales Transformation in a Customer First World ). The majority of companies that I speak with all stress that one of the biggest challenges for their sales organizations is to shift from selling products to selling customer focused solutions. Increased sales per customer. Reduced cost of sales. Faster sales cycles. Productivity is a key measure for all Sales Operations professionals.

From Demo to Conversation Part One – Targeting and Lead Development

Sales Overdrive

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. There are many cost effective resources available today for B2B marketing such as Hoovers, Jigsaw and D&B. Before you hand over “leads” to your sales professionals, you should implement a “lead-scoring” process. Until then, Keep Your Sales in OverDrive! Sales Blog lead development value creation

25 Ways to Build Your Prospecting List By C.J. Hayden

Sales Training Advice

Hoover’s, Standard and Poor’s, and Thomas Register all offer online editions with some services complimentary and others for a fee. Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Sales ProspectingSometimes you have to prospect.

Got Leads? Here are a few Guidelines for High Tech IT Marketers

The ROI Guy

There are no silver bullet solution to getting prospects and filling a sales pipeline with good, quality leads.However, there are resources that can help. Finding companies with a need: Sales intelligence software can help sales professionals find the right companies, those with specific business opportunities that the company can address. Lead development is always harder and more expensive resource-wise than anyone realizes.

Finding Value Data is LeveragePoint’s Latest Innovation


Every month we improve our solution with new functionality, enhancing analysis and collaboration, in ways that have a direct impact on sales ability to win B2B negotiations. LeveragePoint’s collaboration platform now captures fresh, quality data from an enormous untapped resource – your organization’s own sales organization. Every day, sales people gather useful, highly relevant nuggets of market intelligence. Sales Packages.

Jonathan Farrington's Blog ? Professional Selling ? Will it Soon be.

Jonathan Farrington

Over the past twenty years I have trained, developed and mentored almost one hundred thousand sales professionals - from foundation right up to “master craftsman” level -and I think this has given me a unique opportunity to formulate an accurate profile of a “Top 5% Achiever.” o Not only get the order but a satisfied customer, repeat sales, enthusiastic reference sites and constantly increase sales penetration within their accounts.

From Demo to Conversation

Sales Overdrive

Following are the first two of several simple steps designed to assist in the development or improvement of your sales and marketing process. There are many cost effective resources available today for B2B marketing such as Hoovers, Jigsaw and D&B. Before you hand over “leads” to your sales professionals, you should implement a “lead-scoring” process. Sales people “feel” they are being heard because the technician is always asking for more data.