Zoominfo

JULY 6, 2020

With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. These solutions are referred to as “tech stacks,” and today we’re talking about how they are used in sales operations. You’d be hard-pressed to find someone who didn’t have …. an unusual second quarter. At ZoomInfo, the story was no different.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Steven Rosen

JUNE 3, 2020

When I say “you,” I am referring to frontline sales managers and sales executives. Sales coaching is a pivotal factor in closing the sales gap. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Establishing and Following Cadence.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Zoominfo

NOVEMBER 16, 2022

To do that, a playbook has to operate more as what Harvard Business Review refers to as “Moneyball for Sales” — an ecosystem of workable plays that rely on large-scale data sourcing and analytics to drive real success. What is a Play? Plenty of companies have sales and marketing plays, but not all plays are created equal.

Marketing 130

Marketing Scale Decision Maker Call-back 130

BuzzBoard

FEBRUARY 8, 2024

Reach out to them for customer references or testimonials, which should highlight their experience with your agency and the results they’ve seen. Especially in small business contexts, where building brand reputation can prove difficult, customer references and testimonials can serve as a robust differentiator.

Small Business 52

Small Business Small Business Referrals Lead Rank 52

Janek Performance Group

FEBRUARY 13, 2024

References and reputation only go so far in evaluating capabilities. These changes require the ability to pivot and adapt. Every company looks for specific characteristics when seeking candidates for leadership roles. For sales managers, look for qualities that build strong teams and motivate others to perform their best.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Pipeliner

JANUARY 3, 2024

This phenomenon can lull organizations into complacency, rendering them resistant to change and unprepared for unforeseen events, often referred to as ‘black swan’ events. Diving into the Recurring Revenue Conundrum: Andy introduced a thought-provoking concept— the narcolepsy of recurring revenue.

Exercises 52

Exercises Pivotal Motivation Revenue 52

Lead411

AUGUST 22, 2023

Understanding the Power of B2B Data B2B data refers to information about other businesses, including contact details, firmographics, purchasing behavior, and more. Data Enrichment and Validation Maintaining accurate and up-to-date data is pivotal. Outdated or incorrect information can lead to wasted efforts and missed opportunities.

Ideal Customer Profile 98

Ideal Customer Profile Maximizer Pipeline B2B 98

Hubspot Sales

OCTOBER 18, 2023

Trust is pivotal in building and guiding a successful, growth-oriented team — don't skimp on human connection and alignment when it comes to the people you manage. Six months later, Brian called again to inform him that HubSpot had pivoted. Capture the hearts and minds of your team as a manager.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

Sales Hacker

MAY 19, 2021

B2B businesses need to pivot their approach with a new metric to measure the success of outbound email sequences. Are these replies leading to meetings booked or are they referring us to someone else in the organization? Pivot on content strategy. Sentiment data also tells us how to handle objections. Put this into practice.

Data 80

Data Buyer Top of Funnel Pivotal 80

Adaptive Business Services

JANUARY 17, 2024

Folks who could, and would, willingly refer me to potential clients. Time to pivot again. I then tore up that list and, instead, I reached out to potential power partners. Life was good until the recession hit. My business was driven by new commercial construction and … there was none. Now it was my only hustle.

Networking 71

Networking Buyer Persona Ideal Customer Profile Construction 71

SBI

DECEMBER 8, 2020

Citia ClearSlide Crescendo HippoVideo InsideView Mediafly MRP Point of Reference Qstream Revegy Sharetivity StitchView StorySlab TechTarget Turtl Valkre The solutions above are reflective of the exciting innovation we’re seeing in the industry. 2021 will be a pivotal year for many companies. Nancy Nardin.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Smooth Sale

NOVEMBER 16, 2023

HR is pivotal in crafting inclusive recruitment strategies that attract candidates from diverse backgrounds. Fedica Realize your followers’ interests to create tailored content to encourage a returning and referring clientele.

Hiring 78

Hiring Pivotal Policies Lead Rank 78

Pipeliner

NOVEMBER 9, 2020

You may need to pivot, you may need to after adjacent markets or you may just have to rebuild in your market – whatever the case going into 2021 with a strong pipeline is critical. Her blog Smooth Sale was created to teach how to earn a returning and referring clientele. Sales Experts Advice and Tips. MUST WATCH PANEL DISCUSSION.

Pipeline 84

Pipeline Cold Calling Pivotal Lead Generation 84

Hubspot Sales

MARCH 31, 2020

Pivoting your sales strategy is a significant, difficult decision, but if your business needs new life, it might be the way to go. Those dismal numbers prompted Nike to reevaluate its sales strategy, and ultimately, inspired a pivot. It pivoted its sales efforts to keep pace with digital transformation and saw the results it needed.

Strategy 68

Strategy Pivotal Retail Consumer 68

Hubspot Sales

FEBRUARY 18, 2022

That's why understanding how efficient your lead generation efforts are is pivotal when it comes to having a feel for the health of both departments and finding areas for improvement. There's no definitive, "be-all, end-all" CPL figure that any business can look to as a reference point for a marketing campaign's optimal efficiency.

Cost per Lead 96

Cost per Lead Cost per Acquisition Leads Marketing Qualified Lead 96

Janek Performance Group

AUGUST 2, 2023

Most salespeople need to recognize their voice’s pivotal role in the sales success. Acoustic Cues Acoustic cues refer to the vocal elements of speech that go beyond the actual words spoken. Here’s a breakdown of some acoustic cues: Intonation refers to the rise and fall of pitch patterns in speech.

Telemarketing 62

Telemarketing Intent Infusion Pivotal 62

BuzzBoard

MARCH 1, 2024

For a more detailed understanding, refer to this guide on “”Creating Mobile-Responsive Websites for Local Businesses”” Additionally, you can sign up for our upcoming webinar on “”Mastering Local Business Digital Marketing”” for comprehensive insights and practical advice.

Lead Rank 52

Lead Rank Lead Scoring Case Study Pivotal 52

Pipeliner

OCTOBER 19, 2021

When you use sales enablement software, it’s also easy to find, track, and cross-reference data to further streamline operations. But aligning all internal sales processes to a relevant customer’s journey is pivotal for implementing a foundation for effective sales enablement.

Sales Enablement 98

Sales Enablement SalesForce Fashion Comparison 98

Hubspot Sales

JUNE 29, 2018

Sales Cycle” refers to the specific actions salespeople follow to close a new customer. A sales methodology, such as the “ inbound methodology ,” refers to the framework for implementing the sales cycle. Sales cycles are a pivotal part of every salesperson’s day. What Is a Sales Cycle?

Sales Cycle 123

Sales Cycle Sales Qualified Lead Buyer Persona Sales Methodology 123

Alice Heiman

JULY 22, 2021

Since many deals these days are being lost to ‘No decision,’ we have to change our tactics to include what Gartner refers to as Sense-Making. . What pivots does your company need to make? . So the question becomes, “How do we give the customer confidence to decide whether it includes our solution or not?” .

Buyer 91

Buyer B2C Pivotal Conference 91

BuzzBoard

FEBRUARY 8, 2024

Mixers, traditionally referred to as business socials, are an excellent strategy for networking. To sum up, with the right approach and mindset, networking mixers can play a pivotal role in bolstering your sales strategies. Start by locating local networking events, often referred to as mixers. Here’s how to make it work.

Networking 52

Networking Decision Maker Trends Pivotal 52

Shari Levitin

SEPTEMBER 24, 2020

The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. . The very act of answering these questions will shift your frame of reference. The point of a pre-call plan is to motivate your client to take action. . What do I want my customer to do?

Face-to-face 91

Face-to-face Strategy Decision Maker Pivotal 91

Janek Performance Group

MARCH 26, 2024

Cross-reference them with real-world data from your sales and marketing teams. As such, consider the following: Age Where they live Marital status Kids/pets Education Years of service Career goals Spending habits Spending power Outside interests Validate the accuracy of your buyer personas. Remember, your customer data will fluctuate.

Buyer Persona 62

Buyer Persona Webinar Metrics Buyer Strategy 62

Emissary

SEPTEMBER 20, 2022

For example, if reps need help configuring a deal or using an ROI tool, they want a brief video or reference document that addresses the specific questions they’re grappling with. Regardless of the plans you implement going forward, there’s no doubt that sales enablement will become more and more important to technology revenue teams in 2023.

Sales Enablement 130

Sales Enablement Strategy Hiring Face-to-face 130

BuzzBoard

JANUARY 31, 2024

The term ‘B2SMB’ refers to the business-to-small-and-medium-business model, indicating companies that sell products or services specifically tailored for small and mid-sized businesses. This flexibility allows them to capitalize on emerging opportunities and pivot strategies as needed.

Small Business 52

Small Business Small Business Segment Construction 52

BuzzBoard

FEBRUARY 16, 2024

Please refer to our previous blog on the ‘Benefits of Digital Marketing for Local Businesses’ for a more in-depth understanding of the subject. For further insight, you may refer to these resources. By learning from these examples, you can refine your sales pitch and attract clients.

Small Business 52

Small Business Small Business Face-to-face Lead Rank 52

No More Cold Calling

AUGUST 14, 2019

Then I asked the pivotal question: Do you have a referral system, a methodology, a programmatic, written strategy, with metrics, KPIs, skills, and accountability for results? I was referred to both consulting firms I worked for, and my first client was a referral. There are no big marketing costs. We build relationships quickly.

Referrals 291

Referrals Cold Calling Survey Scale 291

Pipeliner

JUNE 13, 2020

Our ability to adjust and be agile in serving our major clients while their very business models have been under stress has been pivotal, to say the least. The structure is built around the twin themes of value delivered and value projected, with the pivotal message being that it’s not about you but about the client. Yes, even now.

Lead Rank 91

Lead Rank Lead Scoring Pivotal Scale 91

Allego

MAY 5, 2022

Tim Murray is no stranger to career changes and professional pivots. He joined us on The Adapter’s Advantage podcast to discuss pivotal moments that shaped his highly successful career, and some of the lessons he’s picked up along the way, such as: Using strict enforcement to build long-lasting internal structures.

Pivotal 62

Pivotal Face-to-face Automotive Decision Maker 62

Shari Levitin

JUNE 30, 2021

The very act of answering these questions will shift your frame of reference. You will pivot from what you want to say, to reflecting on what your customer needs to hear and feel in order to move the sale forward. Here is an example of a pre-call planning sheet (you can download it here ). Offer Fresh Insights.

Prospecting 149

Prospecting B2C Travel Face-to-face 149

BuzzBoard

FEBRUARY 23, 2024

Reference: Google’s Digital Marketing Guidebook. Real-world Examples of Successfully Positioned Digital Marketing Agencies for Small Businesses Understanding the pivotal role digital marketing plays in the growth of local businesses, numerous small enterprises are now shifting towards utilizing it to improve their market presence.

Small Business 52

Small Business Small Business Marketing Ideal Customer Profile 52

BuzzBoard

FEBRUARY 16, 2024

Refer to our Resource on Building Strong Local Networks for More Insights. For more resources on effectively marketing to small firms, refer to our earlier post on effective sales strategies. They could turn into collaborative partners, suppliers, or even future customers.

Small Business 52

Small Business Small Business Networking Case Study 52

Sales Hacker

FEBRUARY 9, 2024

Runway refers to the amount of time a startup can continue operating before it needs additional funding. The true value of speed lies in its application towards the correct course—identifying the right path and then navigating it swiftly, ready to make informed pivots as the journey unfolds.

Top of Funnel 67

Top of Funnel Real Estate Ideal Customer Profile B2B 67

DiscoverOrg Sales

JUNE 6, 2017

I’ve heard this referred to as referred to as the “3-by-3” and done in a shorter period of time.) I am curious, of the 60,000 inbound leads your team gets a month, how often do you have direct desk phone numbers, email addresses and a full reporting hierarchy to reference? Best regards, Josh. Thanks in advance, – Josh.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Hubspot Sales

AUGUST 19, 2019

Units” refers to the number of deals in the pipeline. There’s always a defining moment that reps drive toward to pivot the deal and close. At that pivotal moment, the ability of the sales rep to control every element of the sale diminishes. It should be faster to close the sale after the pivot.

Pipeline 99

Pipeline Discount Top of Funnel Pivotal 99

BuzzBoard

MARCH 22, 2024

Off-page SEO refers to all activities that occur outside a website to influence search engine rankings. Social media plays a pivotal role in off-page optimization. It’s a crucial component of comprehensive SEO strategies. One technique includes leveraging local business directories, which may vary based on your local market.

Lead Rank 52

Lead Rank Lead Scoring Social Media Ideal Customer Profile 52

Nutshell

MARCH 15, 2024

The importance of lead nurturing for closing deals Pivotal stages in the lead nurturing process Lead nurturing tips and best practices Tools needed for effective lead nurturing What does lead nurturing mean? We’ll also delve into the best practices associated with nurturing leads to give you the edge.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71