Bernadette McClelland

NOVEMBER 13, 2022

So, my GO BIG is to bring something fresh, different and new to the sales conversation – and not just rehash solution selling, or provide new hacks for getting appointments, or for it to be ‘same girl, different dress’ (hang on, let me rephrase that in case it is perceived as UnPC – same horse, different jockey!).

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Smooth Sale

MAY 8, 2024

Luckily, this process is achievable, and planning upfront can work in your favor, allowing you to be flexible and adaptable. Rebranding allows you to quickly adapt to market trends, customer feedback, or a change in direction if needed or if you learn a new visual profile that suits you better. But what does that mean in practice?

Benefit 91

Benefit Ideal Customer Profile Promotion Hiring 91

The Pipeline

MARCH 16, 2020

We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. Assuming it was calibrated properly, to begin with.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Zoominfo

AUGUST 3, 2022

Creating a global sales strategy is one of the most important and challenging exercises for a business. However, it’s not a simple rinse-and-repeat process across different countries, where culture and resources will differ as much as the local cuisine. When we built ZoomInfo’s global sales team, we gained some valuable insights.

Hiring 130

Hiring Webinar Metrics Strategy Intent Signal 130

Alice Heiman

NOVEMBER 21, 2023

When investors are leaning on you to get “New Logos” you can lose sight of customer success and it can change or damage your culture. Tom was a VP of sales before he, his wife and their technical cofounder started the company. He set out to solve some of the problems he faced around coaching as a sales leader.

Hiring 84

Hiring Customer Referrals Face-to-face 84

Zoominfo

OCTOBER 12, 2022

When Sarena Wing took on a new international sales territory, she was excited to get started. Wing was able to lean on ZoomInfo’s Chorus conversation intelligence solution and its SalesOS platform to analyze successful deals and perform lightning-fast research on her new territory and team. Luckily for her, that era is over.

Analysis 130

Analysis Territories Scale SalesForce 130

Partners in Excellence

JANUARY 5, 2020

We abhor process since that constrains our creativity and ability to innovate. Too often, when I talk to leaders and sales people about process, they cite some of the things outlined above as the reason they don’t want process. The reality, is they don’t understand agile, lean, nimbleness.

Relationals 68

Relationals Positioning Opportunity Marketing 68

Zoominfo

JULY 26, 2022

Go-to-market (GTM) teams rely on accurate business data to prioritize, engage, and serve their customers to the fullest. An enterprise API strategy can transform your data management system for better GTM sales motions, targeted outreach, and success. But APIs are only as good as the quality of information they process and provide.

Enterprise 130

Enterprise Enterprise Data Top of Funnel 130

Highspot

APRIL 30, 2024

As such a hot topic with little guidance on using it, you’re likely wondering: Does AI actually help boost your go-to-market productivity, and if so, how? Go-to-market teams can easily use AI to improve their workflows, especially when it comes to automation, co-creation, and insights. more views on their items.

Scale 52

Scale Government Buyer Collateral 52

Smooth Sale

DECEMBER 20, 2022

Our collaborative blog post discusses Strategies you may use to cut manufacturing waste and save money. __. Use Lean Manufacturing Processes. Lean manufacturing processes design their processes to eliminate waste and reduce costs. Quality control is essential for any manufacturing process.

Hiring 78

Hiring How To Energy Networking 78

DiscoverOrg Sales

JUNE 8, 2017

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Process-oriented sales enablement. Marketing-generated awareness.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Rank 194

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. If you’re thinking about a career in sales, you probably want to hear the cold, hard truths about sales and what it entails.

Sales Qualified Lead 104

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 104

Hubspot Sales

MARCH 7, 2023

A RevOps team can help align your sales, marketing, and customer success departments and keep each department accountable for driving revenue growth for your business, while identifying potential areas of friction in your business at-large. Instead, we need to understand the full process. One example Fitzek gives is ZoomInfo.

Revenue 104

Revenue Hiring Lead Rank Ideal Customer Profile 104

Zoominfo

JULY 28, 2022

In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. But can all of that be possible at the same time? Without a doubt.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

Sales Hacker

NOVEMBER 17, 2023

A solution for speed is to obtain the insight from making mistakes…without actually having to go through the timely process of these missteps. Avoid These 3 Things 3 pitfalls to avoid when growing and scaling a sales team 1) Thinking that more sales headcount = more revenue This is a pitfall and simply not true.

Hiring 107

Hiring Scale Outbound Lead Rank 107

Partners in Excellence

NOVEMBER 29, 2020

The templates, scripts, methodologies, processes are all tools we leverage to do this. Nor do we face contexts of function, for example, sales, engineering, manufacturing, marketing, finance, or HR. Does this mean our templates, scripts, processes, methodologies are useless? Now, a key question arises.

Automotive 125

Automotive Face-to-face Engineering eBook 125

BrainShark

JANUARY 4, 2023

Companies are 48% more likely to experience high buyer engagement when they have had sales enablement processes in place for more than two years, according to Sales Enablement Pro’s State of Sales Enablement Report 2022. If you’re brand new to the idea of sales enablement, start here.).

Sales Enablement 62

Sales Enablement Harvest Training Report 62

Sales 2.0

MARCH 15, 2023

This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Here’s a summary of our conversation and below this summary is the full transcript of our interview.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

InsightSquared

FEBRUARY 1, 2019

Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. Running the sales development team at InsightSquared has afforded me the opportunity to create such an environment and keep our team motivated by exposing a clear path to improvement.

Data 92

Data Top of Funnel Call-back Webinar Metrics 92

Pipeliner

DECEMBER 2, 2023

The Evolution of Sales Enablement Hello everyone, I’m John Golden, your host for this podcast, and today we have a special guest, Paul Butterfield, the Executive Board President of the Revenue Enablement Society. He quickly noticed a disconnect between sales and other teams like customer success.

Sales Enablement 59

Sales Enablement Revenue Video Customer 59

Smooth Sale

MAY 15, 2023

Our collaborative blog offers actionable tips to implement immediately to take your profits to new heights while increasing business success. Companies gain access to new markets, target different customer segments, or develop cost-cutting solutions when joining forces with another company.

Strategy 78

Strategy Analytics Maximizer Customer Service 78

Partners in Excellence

JUNE 28, 2022

It enables us to do new and different things, address new and different opportunities/markets, shift our strategies, products, markets. Disruptive innovation may be radically new and different products, business models, processes. Adapting practices our competitors leverage, improving our sales processes/methodologies.

Field Sales 88

Field Sales Retail Industry Segment 88

Zoominfo

JULY 13, 2023

The sustained growth that can only come from retaining and expanding your customer base relies on sales reps who consistently build genuine relationships with customers. Internal communication and alignment between corporate and sales objectives are crucial for success. Here’s how we put it all together. Setting SMART goals.

Strategy 130

Strategy Customer Hiring How To 130

Pipeliner

JULY 31, 2020

In the new Expert Insight Interview, our guest is Crista Grasso, a lean business consultant, and the creator of the ‘Lean Out Method.’ In this interview we explore: Lean out method. In this interview we explore: Lean out method. Lean Out Method. Targeting the right customers.

Strategy 59

Strategy Hiring Pivotal Intent 59

Sales and Marketing Management

JANUARY 8, 2018

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. Finally, by proactively owning engagement today, companies can stretch their marketing dollars further.

Sales Qualified Lead 257

Sales Qualified Lead B2B Leads Marketing Qualified Lead 257

SalesLoft

MARCH 16, 2020

Travel restrictions, temporary hiring freezes, changes in market demand, and remote teams all create new challenges and make it harder to sell. As a SalesLoft customer, our #1 priority is to help you hit your numbers , so let’s talk about how we can do that. Check out the rest of our pro tips and best practices here.

Analytics 129

Analytics SalesForce Hiring Call-back 129

Partners in Excellence

MAY 27, 2013

I was having a conversation about the “state of sales” with some colleagues recently, some of the smartest people I know in looking at sales performance. I asked them, “How are you seeing sales organizations leverage Lean concepts?” ” The ultimate in simplicity.

Strategy 101

Strategy Conversion Marketing Customer 101

Partners in Excellence

JUNE 26, 2013

So much of the writing about lean focuses on waste reduction. But, at least for marketing and sales professionals, that’s not the real reason to start your lean journey. (I I know I have some lean professionals groaning, but hang in there). (I The quality of our engagement process is much better.

Revenue 99

Revenue Marketing Engineering Resources 99

Partners in Excellence

OCTOBER 29, 2020

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.

Sales Methodology 106

Sales Methodology Analytics Face-to-face Churn 106

Sales Hacker Training

AUGUST 25, 2021

Our sales team was hitting a wall. We knew our sales development team was full of extremely driven reps with winning personalities. I’m not blaming our SDRs. The real problem: our messaging orchestration was not built for success or scale. Our system had over 5,000 different messages going out to prospects.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Pipeliner

JUNE 15, 2021

Staying lean. The Selection Process. Staying lean with the amount of technology you use keeps your team knowledge easily transferable if something goes wrong and keeps your client base organized. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. Selecting the right technology.

Video 52

Video Pivotal Conference Proposal 52

Pipeliner

MARCH 18, 2023

He founded Drop Funnels, a fast-growing internet marketing tool. Instead of manipulating or pressuring customers, Jordo guides them through a process to buy what they desire. Rejecting the Hustle Culture Jordo feels that hustling culture has taught salesmen deceitful practices and coerced sales.

Video 52

Video Top of Funnel Scale Funnel 52

Sales Hacker

JANUARY 23, 2023

Complexity bias — our tendency to value complexity over simplicity — is part of being human. But this natural leaning causes significant headaches and roadblocks when it bleeds into the sales world. Let’s talk about how to spot overcomplication in your sales process and what to do about it. That’s scant.

Sales Process 78

Sales Process Hiring Cold Calling Proposal 78

Hubspot Sales

NOVEMBER 17, 2020

Our mission at HubSpot is to help millions of organizations grow better. Sales leaders in charge of new revenue growth have felt this change in their core. Businesses moved their entire customer experience and go-to-market online, many for the first time. Leaning into customer empathy. Sales leaders, let’s dive in.

Hubspot 126

Hubspot Lead Rank Opportunity Lead Scoring 126

Pipeliner

JUNE 29, 2022

Sandeep Dayal is a seasoned marketing and strategy leader at Cerenti Marketing Group. He is a contributor at Marketing Management, McKinsey Quarterly, Strategy & Business, and he released a book in December entitled Branding Between the Ears: Using Cognitive Science to Build Lasting Customer Connections. Cognitive Branding.

Video 52

Video B2B Social Selling Exact 52

Hubspot Sales

JANUARY 21, 2019

You’ve also probably heard the phrase “lean startup”. You’ve also probably heard the phrase “lean startup”. The Lean Startup methodology refers to development and growth processes designed to minimize the need for funding as well as market risks. Starting a startup isn’t a linear process.

Scale 130

Scale Hubspot Social Media Research 130

Partners in Excellence

NOVEMBER 12, 2012

Not long ago, the folks at Openview Labs in Boston interviewed me on Lean Sales and Marketing. Lean is really about value–how do we create and deliver the value our customers want and needs. I thought I’d share this short video with you. (Don’t I think it was some of their Halloween humor).

Marketing 93

Marketing Face-to-face Maximizer Video 93