Sales 2.0

MAY 1, 2020

Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. You are going to have to put in a lot of effort to land an enterprise account. They “touch” an enterprise account in the same way as a 100-person company. There are many ways to get into a big account.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Sales 2.0

SEPTEMBER 6, 2022

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Account Selection. In my opinion, there are some important insights in SPEAR Selling about how to select target accounts.

Referrals 195

Referrals Demographics Account Competition 195

Zoominfo

MAY 23, 2023

It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions.

Intent Data 130

Intent Data Intent Account Data 130

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.

Hiring 424

Hiring Comparison Face-to-face Campaigns 424

Understanding the Sales Force

OCTOBER 25, 2023

And that, somehow, leads me to sales performance. If they haven’t been exposed to professional selling methodologies and sales processes, and had those demonstrated to them via expert, unscripted role-plays, then they would have no clue that the presenting and proposing they have been doing is woefully inadequate.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

The Pipeline

OCTOBER 3, 2019

Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Identify the people that work at those accounts.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Hiring 203

Hiring Top of Funnel Company Funnel 203

Zoominfo

MAY 8, 2020

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying and analyzing the total addressable market should come first. What industries are we likely to sell into? Where are those companies located? How is the market growing?

Analysis 273

Analysis Marketing Lead Rank How To 273

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Industry Face-to-face Education 52

Steven Rosen

MARCH 12, 2024

Hosts Colleen Stanley and Steven Rosen discuss the importance of face-to-face conversations in sales and how sales leaders can encourage their teams to embrace in-person interactions. These reactions make it easier to be empathetic and build trust, essential for successful sales relationships.

Face-to-face 296

Face-to-face Video Decision Maker Loyalty 296

Zoominfo

SEPTEMBER 5, 2023

There’s a growing appetite for artificial intelligence (AI) in business, and for good reason — after years of promise, new AI applications are reshaping how industries operate, from the inside out. With AI, teams can maximize speed and automation for competitive GTM strategies that are interactive and scalable.

Lead Rank 130

Lead Rank Data Marketing Segment 130

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. No matter the industry or account, they can just jump on a call and ask questions.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Partners in Excellence

MARCH 12, 2024

Today, he is responsible for some of SAPs largest enterprise accounts. Like others who’ve offered their stories, John has a clear purpose: “Each sale represents not just a key performance indicator but also an opportunity to enhance someone’s life.” He will always do the right thing for the customer.

SAP 73

SAP Real Estate Enterprise Enterprise 73

SalesFuel

APRIL 2, 2024

Managers can help sales reps who are waiting for great leads to be passed along by the BDR team. In total, 6sense analysts report that BDRs reach out 17 times to each contact at a prospect’s account. This aspect of the BDR’s workflow should be the focus of the sales manager’s attention. In 2024, 39.3%

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

SalesFuel

MARCH 6, 2024

All sellers want to hit their sales quotas but not everyone is successful. They also found that these deep sellers only account for approximately 18% of all sellers. Sellers Who Meet Their Sales Quotas Do This One of the three deep sales habits that LinkedIn uncovered involved understanding and prioritizing high-potential accounts.

Quota 96

Quota Hiring Networking Referrals 96

Zoominfo

MAY 31, 2023

Industry surveys show that account-based marketing is consuming an ever-larger share of B2B budgets, and it’s easy to see why: smarter targeting, increased efficiency, and better ROI are enough to make any CMO’s eyes light up. That starts with going after the right accounts that match your ideal customer profile (ICP).

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Intent Intent Signal 130

Partners in Excellence

APRIL 5, 2024

Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all. So it remains stimulating and exciting after many years.

PeopleSoft 105

PeopleSoft Software Software Course 105

Zoominfo

MAY 18, 2022

Today’s new world of insight sales is powered by data. Companies rely on accurate and comprehensive B2B intelligence to identify new opportunities for growth, prospect and prioritize accounts, expand customer intelligence , surface insights, connect with customers, and close more deals. But all data sets are not created equal.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

Zoominfo

MAY 18, 2022

Today’s new world of insight sales is powered by data. Companies rely on accurate and comprehensive B2B intelligence to identify new opportunities for growth, prospect and prioritize accounts, expand customer intelligence , surface insights, connect with customers, and close more deals. But all data sets are not created equal.

Ideal Customer Profile 130

Ideal Customer Profile Data Enterprise Enterprise 130

Adaptive Business Services

MARCH 13, 2024

Newer sales reps may avoid these, primarily due to a lack of confidence. Less capable firms will generally not be invited to compete Not every firm has the ability to service larger accounts. If you are that vendor, this account becomes yours to keep or yours to lose. What makes these deals easier to close?

Vendor 77

Vendor Buyer Account Call-back 77

Zoominfo

JULY 5, 2023

At the recent Forrester B2B Summit North America, ZoomInfo founder and CEO Henry Schuck sat down with leaders from Smartsheet, Sendoso, and BlueOcean to talk about the practical ways ZoomInfo has helped them optimize productivity and align their sales and marketing goals.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Zoominfo

JULY 8, 2021

Sales reps and marketers that use ZoomInfo and Microsoft Dynamics 365 are about to see their day-to-day lives get easier thanks to a new collaboration between the two companies. This integration allows customers to accelerate their sales and marketing efforts by using ZoomInfo’s best-in-class data while never leaving Dynamics 365.

Data 246

Data Microsoft Decision Maker CRM 246

Zoominfo

MAY 31, 2022

Know Your ‘Why’ The energy that comes with launching a new product or kicking off a fresh campaign can make sales and marketing teams eager to dive into the details. What industries have we historically sold into? Top-Down Market Size The top-down approach uses industry research to estimate the size of your TAM.

Analysis 130

Analysis Marketing Vendor How To 130

Pipeliner

MARCH 19, 2024

CRM and Sales Performance: An Empirical Study Authored by Daniel P. The study’s primary objective was to elucidate the efficacy of CRM systems in enhancing sales performance, with a particular focus on aspects of ownership/account control, system comprehension, and pipeline management.

CRM 69

CRM Survey System Pipeline 69

SalesFuel

MARCH 20, 2024

Though Wauneka had only been on the job for a short time, she knew AdMall would help set her apart from other media sales reps. I was able to use AdMall to help me understand more about this industry, and with help, the client agreed to an annual campaign,” said Wauneka. “We

Real Estate 52

Real Estate Hiring Licensing Demographics 52

Zoominfo

OCTOBER 19, 2023

From VPs and CMOs to entry-level reps and account managers, everyone is inundated by data. Gaining greater insights into sales and marketing data has been a consistent theme in many recent conversations with our customers, and it’s a topic that ZoomInfo founder and CEO Henry Schuck believes in passionately.

Data 130

Data Hiring Intent Data Scale 130

BuzzBoard

APRIL 9, 2024

Introduction to Account-Based Marketing (ABM) for Digital Marketing Agencies Digital marketing agencies aiming to streamline their sales efforts should consider implementing account-based marketing (ABM). As ABM becomes a cornerstone of mainstream B2B marketing, understanding its intricacies can give you an edge in the industry.

Account Based Marketing 52

Account Based Marketing Account Marketing Ideal Customer Profile 52

Sales Gravy

NOVEMBER 20, 2023

On this episode of the Sales Gravy Podcast, Jeb Blount and Will Frattini, Head of Enterprise Revenue & Growth at Zoominfo, take on account management and account expansion selling. You'll learn why a focused and intentional account management strategy is essential for net revenue retention and account expansion.

Account 89

Account Retention Analytics Vendor 89

Hubspot Sales

APRIL 27, 2023

With this growth comes tons of new job opportunities for salespeople looking to get into the tech industry. In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career?

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Alice Heiman

NOVEMBER 8, 2023

Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and relationship-building play in the process. Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry.

Tourism 144

Tourism Scale Travel Pivotal 144

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Smooth Sale

APRIL 18, 2024

It contributes to the sales concept of creating a returning and referring clientele, known as the smooth sale! Accounts Package We deliberately and briefly describe an accounts package if you need to become more familiar with it. An accounts package is an online system that helps you keep track of your business finances.

Insurance 83

Insurance Insurance Hiring Face-to-face 83

Emissary

JANUARY 31, 2023

That’s a challenging environment for sales teams. According to Gartner research, buyers facing moderate to high environmental uncertainty are 30% less likely to complete a purchase. But you can still conquer a slow market by taking a strategic approach to grow existing accounts. How are buying decisions made?

Account 96

Account Decision Maker Face-to-face How To 96

eGrabber

JULY 17, 2023

LI industry search can give 25%+ missing or wrong leads if 2 searches are not done. LI assigns 2 industries to every person (Lead & Acct) – users are not aware. Fastest Way to Generate Potential Sales Leads on LinkedIn! Tag as tech industry or health care industry? A: Both would be right.

Prospecting 52

Prospecting Health Care Ideal Customer Profile How To 52

Emissary

SEPTEMBER 27, 2021

Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. As a result, QBRs, a key milestone in account expansion and renewal, have become routine—so much so that they have become generic in many contexts. Reviews for long-term accounts should have different content than those just starting out.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. Create a Formal Sales Process The first step in elevating your lead generation process is to build a definite sales process. Lead evaluation: not every lead is worth pursuing.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52