Score More Sales

JUNE 13, 2012

Employees, including sales professionals and sales leaders in midmarket companies will need to have four main traits to be competitive in the workforce according to the 2012 IBM Global CEO Study. The study was published today with 226 midmarket companies participating – we are just focusing on the midmarket CEOs for this post.

Study 198

Study Lead Rank Lead Scoring Journal 198

SalesLoft

MARCH 19, 2024

The tools in your tech stack are only as good as the workflows that support them, so cohesive integrations between applications are critical for rep adoption and positive ROI. Curate content for your outbound Cadences According to Seismic, 95% of buying decisions are made with the help of sales content. The key to success?

Scale 52

Scale Outbound Case Study Follow-up 52

Sales 2.0

MARCH 15, 2023

Email will probably become totally oversaturated with AI-generated/enhanced campaigns, this will likely make the telephone even more important than it is today in outbound campaigns. AI can be good for the buyer too If AI tools are used thoughtfully to prepare for all calls with prospects or buyers, this could actually be good for buyers too.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Tips for adoption of social selling training. Social selling is the art of using social media tools to locate, contact, and nurture potential leads, enhancing the accomplishments of sales teams.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

LinkedFusion

DECEMBER 24, 2020

Thanks to the internet, there are marketing automation tools as a lifesaver to support their efforts. Marketing automation tools make the marketer’s job a little more painless by reducing repetitive and time-consuming tasks. What Exactly Is an Automation Tool? The marketing automation tool does it all for you.

Tools 52

Tools Marketing ROI Campaigns 52

SalesHandy

SEPTEMBER 3, 2020

So to keep you productive high throughout the year, we have curated the latest and credible sales statistics from different research reports, analytical articles, and case studies of top-notch industries that can help you in building the best data-driven sales strategies for your business. Outbound sales statistics.

Cold Calling 131

Cold Calling Lead Nurturing Outbound Inbound 131

Sales Hacker

MAY 29, 2023

There’s one major moment in my career graph I cherish: the transition from being an outbound SDR to an inbound AE. The idea is here to study the lifecycle of a lead from qualification to close (or loss). If so, study the recordings thoroughly. And don’t forget the other tools you have in place!

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Pipeline

APRIL 1, 2024

Train your reps to understand a lead’s challenge and offer solutions accordingly. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads. Create Case Studies Want to convince your audience that your logistics services can drive the promised results?

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

DiscoverOrg Sales

NOVEMBER 9, 2016

Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Our sixth module, Persistence, asks inside sales teams to compare their outbound sequence with ones proven to get results. Who can participate?

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Score More Sales

NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. See the whole study here. Also of interest: IBM State of Marketing Study 2013.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. This study was done by interviewing nearly 400 U.S.

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. Put another way, your outbound marketing strategy success hinges on the quality of the leads generated. Read the case study. For the fastest-growing private companies, you can use Inc.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. Furthermore, the playbook aligns sales activities with broader business goals.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. The cost of interruption is high – it can take up to 23 minutes to get back to a task after being interrupted, according to a 2008 study done by Gloria Mark of the University of California, Irvine. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Host Jay Baer was a breath of fresh air – he studied the event ahead of time and always had thoughtful and helpful questions in addition to some fun and even funny comments at times.

Company 208

Company Film Study Lead Rank 208

Score More Sales

APRIL 29, 2013

Depending on the study and your industry, you’ll see that it takes 6-12 connects (or touches) with a potential buyer to bring a sales opportunity to closure. Once you have a solid system and suite of tools, you need the methodology in place on how you handle leads and inquiries. If you master this, you can truly shine in sales.

Follow-up 261

Follow-up Inside Sales Outbound Lead Rank 261

Zoominfo

APRIL 15, 2018

Analyze the data you have: Dig into your customer database, your CRM, and any other marketing automation or sales enablement tools. Then, based on the number of reps you have and the number of people within your target audience, you predict you could double revenue just by hiring ten more outbound sales reps.

Data 170

Data Strategy Lead Rank Lead Scoring 170

Vengreso

APRIL 7, 2022

Imagine how much more targeted your outbound marketing or prospecting could be. . From there, we can study to help us perfect our prospecting and hone in on the best time to reach out to get buyers right when they’re ready to buy.”. What Are The Best Intent-Based Data Tools? Does intent #data impact conversion rates?

Intent 95

Intent Maximizer Intent Signal Data 95

Score More Sales

JULY 23, 2013

For starters: How do you get trained in your company – in a methodical way, or as you fly by the seat of your pants? Training with reinforcement, such as follow-up coaching, yields more revenue to your company in the form of better trained sellers, more client retention, and longer employee tenure. Quota Attainment is Declining.

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Score More Sales

APRIL 16, 2012

What tools are helping the profession of selling? I’m excited about the case studies and actual end-users who will be sharing success stories all day long for 2 days. My question to you is on whether you (and your team) get regular sales training, and of so, in what form? How about becoming more productive? (I’m

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

APRIL 16, 2012

What tools are helping the profession of selling? I’m excited about the case studies and actual end-users who will be sharing success stories all day long for 2 days. My question to you is on whether you (and your team) get regular sales training, and of so, in what form? How about becoming more productive? (I’m

Inside Sales 189

Inside Sales Lead Rank Lead Scoring Case Study 189

Score More Sales

JUNE 26, 2012

Even if a percentage of your customers are on social tools and platforms now – you need to be there as well. There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Sales Hacker

JANUARY 15, 2020

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, outbound sales coach & consultant Jason Bay shares a messaging framework for increasing response rates, setting more meetings, and closing more deals. What to avoid: We run a training/consulting company with less than 10 employees.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Nutshell

MARCH 15, 2024

This article explores the benefits of creating a lead nurturing process, the different stages of that process, and the ideal tools for a successful lead nurturing campaign. This is also the best time to get your lead on board for a free trial and make them aware of some of your prominent customer testimonials and case studies.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Highspot

JANUARY 22, 2024

Promotion and Campaigns: Plan and execute inbound and outbound marketing campaigns to generate brand awareness, interest, and demand for your product. Sales Enablement: Provide sales teams with the necessary tools, resources, and training to effectively sell your product.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Highspot

JANUARY 22, 2024

Promotion and Campaigns: Plan and execute inbound and outbound marketing campaigns to generate brand awareness, interest, and demand for your product. Sales Enablement: Provide sales teams with the necessary tools, resources, and training to effectively sell your product.

Strategy 52

Strategy Marketing Distribution Sales Enablement 52

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Instead of throwing a new tool on them, start with cross-functional meetings to discuss what you need and how it will work. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

Score More Sales

SEPTEMBER 6, 2012

In fact IBM has described transforming the role of the Chief Marketing Officer (CMO) and much attention is being spent here at the Summit on ways to invigorate marketing teams with new tools to assist in moving the science and art of marketing forward. You can read about IBM’s recent CMO study written about this year.

Influencer 187

Influencer Case Study Enterprise Enterprise 187

Score More Sales

MAY 23, 2012

Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations. You can download IBM’s Global CMO Study.

Loyalty 201

Loyalty Retail Customer Lead Rank 201

Score More Sales

SEPTEMBER 27, 2013

Also, in their study, customer expectations were exceeded only 16% of the time. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Just Make it Simple for Me and Keep Me as a Customer!

Retention 254

Retention Company Customer Lead Rank 254

Highspot

OCTOBER 13, 2020

Content marketing assets can be distributed via outbound efforts, like sales prospecting, or via inbound channels, like your company website. With a dedicated content marketing strategy, businesses are able to empower both their outbound lead generation efforts with compelling assets that help move a buyer towards purchase. Datasheets.

Top of Funnel 96

Top of Funnel Sales Enablement Marketing eBook 96

Score More Sales

MAY 30, 2013

IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 The study identified five areas marketers need to be thinking about: Understanding and engaging with customers. (I also found out that dealers can get in a lot of trouble if they treat you the way we were treated – lesson learned).

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

InsideSales.com

MARCH 3, 2021

Lori Harmon will show you how to build an outbound program that produces convertible leads. See the latest in Playbooks and get trained from experts and customers on how to get the most value from it. This is free, in-depth product training for your team. What does it mean to achieve predictable revenue during a pandemic?

Conference 94

Conference Hotels Lead Rank Lead Scoring 94

Score More Sales

MAY 10, 2013

We included it because I’m crazy about LinkedIn as a sales tool, and because LinkedIn and I go way back – nine years, in fact. What I liked about LinkedIn then is what I continue to like about it as a tool for those in business -. I’m glad that it was figured out along the way, because LinkedIn is my go-to-tool.

LinkedIn 206

LinkedIn Lead Rank Hiring Webinar Metrics 206

Score More Sales

DECEMBER 16, 2013

Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Hubspot Sales

DECEMBER 12, 2023

The new way of selling is through putting out sales assets like case studies and trainings. In Heiden's own words: "If you are the authority in your space, not only do you get more inbound, but your outbound results get better." He told me, "As the market is getting more sophisticated, pushy sales tactics are out.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Scale 98

Vengreso

JANUARY 28, 2022

Sales leaders can improve sales engagement by giving their teams the tools that provide the right analytics and platforms to engage with the customers to grow their sales pipeline. These tools are giving me great analytics and tracking results to improve my engagement. Thanks for this fantastic article! Click To Tweet.

Examples 123

Examples Strategy Lead Rank Lead Scoring 123