Alice Heiman

MARCH 21, 2022

Yes, you heard me correctly, and I hear you saying, “Whaaat? I’m the CEO. I have to be strategic and run the entire company. I have a sales leader in place to lead sales.” The buyer has become digital and no longer is their first interaction with a salesperson. Their journey is quite different.

Lead Rank 150

Lead Rank Lead Scoring Top of Funnel Leads 150

The Pipeline

NOVEMBER 26, 2019

In the case of sales, the message delivered the way you want a buyer to hear it. In the case of sales, the message delivered the way you want a buyer to hear it. Many sellers do not understand or consider the dynamics of voicemail. Hasn’t turned out to be the boon for sellers as promised.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

The Pipeline

MARCH 3, 2020

And while change does bring good, you know what they say about too much of a good thing? Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more. My job as a trainer is to drive change. This requires we first shed some of the old, to make room for the new.

Face-to-face 362

Face-to-face Pipeline ROI Training 362

The Pipeline

DECEMBER 3, 2019

Every trade has schtick, specific things that they think they are expected to say or do. Sales, and the corner my fellow pundits and I occupy is no different. For years we have been telling people to do two things, find the decision-maker(s), and part of doing that requires having an org chart. By Tibor Shanto.

Decision Maker 293

Decision Maker Face-to-face Buyer Sales 293

Hubspot Sales

NOVEMBER 16, 2023

I sat in the virtual crowd at INBOUND 2023, eagerly absorbing the keynote speech from Yamini Rangan, CEO of HubSpot. Her talk was on customer connection in the new era — how information has transformed into intelligence, and how this intelligence is what allows you to connect with your customers. I was hooked.

Hubspot 76

Hubspot Scale Inbound Sales Qualified Lead 76

The Pipeline

DECEMBER 18, 2018

There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. And no, I am not going to say that it is the sellers who are unprepared, that’s not the case, it is usually the buyers. Yes, the buyers. Home Team Disadvantage.

Buying Cycle 247

Buying Cycle Buyer Objections Face-to-face 247

Vengreso

JULY 19, 2022

But, the question often becomes, as a sales leader, what should and can they do to not just motivate their sales teams, but actually drive substantial and consistent growth for their organizations. What Can Sales Leaders Do To Stimulate Revenue Growth? I would go to my top five customers and just talk to them.

Buyer Persona 116

Buyer Persona Quota Buyer Churn 116

DiscoverOrg Sales

APRIL 17, 2019

Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. For the holidays this past year, my fiancée had asked me to get her a sewing machine. Step 1: Buyer research. But now I was doing a lot of research.

Intent Data 120

Intent Data Intent Data Top of Funnel 120

No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. Account-based selling teams need their own specific strategy with sales activities mapped to each stage of the sales process, which then needs to be mapped to the buyers’ processes. I’m with you.

Account 291

Account Strategy Ideal Customer Profile Hiring 291

The Pipeline

NOVEMBER 10, 2016

In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. The main reason for that is that they are approaching things from a deficit, they are casting a small and porous net, one that only captures a small set of buyers, those with a defined need.

Objections 296

Objections Prospecting Cold Calling Account Based Marketing 296

Partners in Excellence

APRIL 12, 2022

The “big news” in customer engagement is the customer digital buying journey. Buyers have been doing this for decades, if not longer. In consumer products, we know it is a low touch selling environment. For decades, I’ve bought from the REI, Land’s End, Colorado Cyclist, and other catalogs.

Retail 122

Retail Consumer Advertising Advertising 122

Zoominfo

JUNE 9, 2019

If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. How did you hear about us? Let’s start with an easy one—How did you hear about my product or company? For example, do they value peer recommendations? But this is often easier said than done.

B2B 252

B2B Closing Scale Guarantee 252

Sales and Marketing Management

FEBRUARY 5, 2021

The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Here’s a five-step guide on how to revitalize your existing sales engagement systems, as well as look at some of the benefits you can expect along the way. .

Scale 177

Scale Maximizer Strategy How To 177

DiscoverOrg Sales

DECEMBER 11, 2017

I sell to salespeople, so I checked those numbers against my own: Of the salespeople I’ve sold to, just 17% are women. I sell to salespeople, so I checked those numbers against my own: Of the salespeople I’ve sold to, just 17% are women. I wish I could say this is shocking, but it’s not.

Hiring 235

Hiring Face-to-face Promotion Retail 235

Alice Heiman

APRIL 28, 2022

When was the last time you, as the CEO, listened to a conversation a salesperson at your company was having with a prospective buyer? . I’m sure it’s been a while. Further, you have sales leaders who do that, right? They’d be listening to hear if salespeople were properly qualifying the prospect.

Fashion 75

Fashion Buyer Decision Maker Conversion 75

Hubspot Sales

NOVEMBER 28, 2023

No one knows what it’s like to work in sales better than those in the trenches of the day-to-day — salespeople trying to hit their numbers while battling the ups and downs of the job. Thankfully, there are tactics you can use to encourage buy-in from your prospects. When there’s more budget, perhaps the prospect will return.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

SBI Growth

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. In this post I want to walk you through the 7-steps to building a lead generation machine. Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

The Pipeline

MARCH 23, 2017

I am sure this not unique to Ontario, every November, grade nine students get the day out of school, and are encouraged to join a parent or relative at their place of work. It reinforced the need for sales people, and their respective organizations to have a much better understanding of how others “work”, in this case buyers.

Buyer 185

Buyer Face-to-face Vendor Buying Cycle 185

SBI Growth

MAY 30, 2013

Ease of doing business with your sales team is the linchpin of B2B customer experience. This is what sales reps love to do. It’s what they get paid to do. In these cases, organizations focus on what they do to win deals. I need them to log 10 new opportunities. I need them to create 3 proposals.

Sales Process 331

Sales Process Proposal Face-to-face Social Media 331

SBI Growth

AUGUST 18, 2013

The ability to prospect. As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” Sign up here to receive a copy of the Modern Prospecting Toolkit. You will learn how your team can generate more leads in less time. The same thing is now happening with prospecting.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

SBI Growth

NOVEMBER 19, 2013

How does this happen? It starts with the Marketing departments buyer centered marketing strategy. Doing so will assist your reps to spot where their prospects are in their buyers journey. Doing so will assist your reps to spot where their prospects are in their buyers journey.

Outsourcing Services 317

Outsourcing Services Buyer Persona Infusion Exercises 317

Gong.io

SEPTEMBER 28, 2021

Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call. Ask questions, yes, but know where the sweet spot is, especially when it comes to questions during a discovery call. I see this mistake all the time. I see this mistake all the time.

Top of Funnel 108

Top of Funnel Call-back Buyer Funnel 108

Zoominfo

SEPTEMBER 23, 2020

From poorly thought out plans to unidentified buyer personas, a small crack in the foundation can lead to the crumbling of the entire structure. So how do you create a foolproof GTM strategy? When I say it’s a plan, it’s not just a broad outline. What is a GTM Strategy? What Goes Into an Effective GTM Strategy?

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

MTD Sales Training

JUNE 25, 2018

Here are a few: Generating Business: This often includes prospecting and marketing to get business to see you as a viable option for their needs and wants. Here are a few: Generating Business: This often includes prospecting and marketing to get business to see you as a viable option for their needs and wants. 1) Generating Business.

Sales Process 120

Sales Process How To Collateral Webinar Metrics 120

SalesLoft

DECEMBER 8, 2023

How I used AI to increase my cold email volume 20x.” “Will Google’s email restrictions kill outbound?” These are just a couple of headlines I clipped from a quick scroll through my LinkedIn feed right now. These are just a couple of headlines I clipped from a quick scroll through my LinkedIn feed right now.

Outbound 52

Outbound Sales Methodology Sage Coaching 52

Sales and Marketing Management

FEBRUARY 5, 2021

The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Here’s a five-step guide on how to revitalize your existing sales engagement systems, as well as look at some of the benefits you can expect along the way. .

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Sales Hacker

DECEMBER 29, 2022

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. How to use solution selling for success. Here’s how my product is the unique solution. Congratulations!

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113

Partners in Excellence

OCTOBER 3, 2022

Yesterday, I published a rather long article on the Selling Process. It’s part of my series of articles about “Things We Thought We Understood About Selling But Really Didn’t.” For example, Prospecting might be aligned with Problem Determination. The reality is, however, very different.

Analysis 106

Analysis System Selling Skills Buyer 106

Sales Hacker

JANUARY 27, 2024

In today’s market, where technological moats are declining, this becomes even more crucial, especially for early-stage companies fighting to carve out their niche. But how do you gauge if your messaging hits the mark? If you’re repetitively hearing surprise when people learn what you do, that’s an indicator.

Positioning 88

Positioning Top of Funnel Ideal Customer Profile Intent Signal 88

Sales Hacker

JULY 19, 2022

When we launched a new product in September 2020, our go-to-market team was determined to do so in a data-driven, highly iterative manner. Conversation intelligence vendors were putting out a ton of “Labs” content at the time, so I spent a year running the most popular one — Gong Labs — on our discovery and sales calls.

Tools 89

Tools Revenue Sales Qualified Lead Lead Rank 89

Hubspot Sales

AUGUST 12, 2020

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Define your buyer's journey.

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

Alice Heiman

MAY 10, 2022

What Ideal Customer Criteria will you use to prioritize prospecting? What value propositions and messages are needed to intrigue and engage each buyer persona? It’s usually a number that is larger than the year before and a percent of growth they or the investors deem attainable (not always within reason). . Click to tweet.

Strategy 140

Strategy Buyer Persona Lead Rank Lead Scoring 140

SBI

AUGUST 17, 2021

In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Crunchbase

JULY 22, 2022

Ernest Owusu is the Senior Director of Sales Development at 6Sense , an account engagement platform that shows companies where their customers are in the buying journey and when it’s time to engage. Q: What led you to where you are now as a senior director in sales, and how was that journey for you? .

Top of Funnel 52

Top of Funnel Intent LinkedIn Buyer Intent 52

SBI

AUGUST 18, 2020

This is how we develop an understanding and more importantly a stronger bond with our buyer. This is especially true when the buyer has a lot of other distractions internally within their organization, externally, with other salespeople reaching out to them as well as personal distractions. Is that a good buying experience? .

Google 117

Google Buyer Exercises Research 117

Partners in Excellence

DECEMBER 1, 2022

Our prospecting strategies are dominated by creating Inbound demand that sellers respond to. Whether it’s emails, social visibility, SEO, or anything else, the focus is on getting buyers to take the initiative to reach us. We create volumes of dials, scripts, sequences focused on, “buy my product.”

Inbound 68

Inbound Face-to-face Lead Gen Vendor 68

The Digital Sales Institute

JANUARY 23, 2024

But it doesn’t matter how many there are or what they’re called as long as everyone agrees and understands each stage. As what each company sells to whom is different, you should adjust or add steps as needed to accommodate your business, product, or prospect. What are the characteristics of prospects targeted by my competitors?

Sales Process 52

Sales Process Ideal Customer Profile Top of Funnel Buyer Persona 52