Mereo

MARCH 1, 2023

The value of CI tools does not come from glancing at the dashboard now and again but rather by pivoting the go-to-market strategy and tactics according to what value selling insights are revealed in real-time. Leading organizations, though, leverage the CI information to enhance revenue performance.

Lead Rank 41

Lead Rank Lead Scoring Sales Qualified Lead B2B 41

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. 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. .

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Miller Heiman Group

JANUARY 16, 2020

For the past few years, when the sales industry discusses sales technology trends, artificial intelligence (AI) rises to the top, although it has yet to take a foothold in the industry. of sales organizations—have not used the technology at all. Four Areas to Use AI in Your Sales Technology Stack.

Opportunity 53

Opportunity Sales Operations Lead Rank Lead Scoring 53

Vendor Neutral

APRIL 30, 2021

When selecting a sales technology tool, consider how it’s going to impact your customer. While the ideal situation is an entire organization that works as one functioning unit, a pivotal place to start is with your marketing and sales teams. Sales is the most client-facing department. Ease those interactions.

Sales Enablement 52

Sales Enablement Lead Rank Lead Scoring Webinar Metrics 52

Zoominfo

FEBRUARY 10, 2022

Companies are delaying return-to-office (RTO) plans The Omicron surge forced businesses to quickly pivot their return-to-office plans. In a sales technology business like ours, there are people that want to come back to the office full time because they miss the ambiance.

Company 100

Company Guidelines Lead Rank Survey 100

Pipeliner

JULY 28, 2023

Improvisation in the Studio and the Sales Floor: The Role of Adaptability Just like a music producer improvising a melody or tweaking Logic Pro settings based on the evolving tone of a track, a successful B2B sales professional needs to be equally adaptable.

B2B 52

B2B Strategy Face-to-face Competition 52

SalesLoft

SEPTEMBER 7, 2021

The explosion of sales technology and access to capital has made the fight for buyers’ attention incredibly difficult. Even the best sales organizations plan for only 60% of their sellers to hit quota – and this number has been declining for the last decade. This vision is inspired by our customers. Buyers expect more. .

Revenue 52

Revenue Face-to-face Quota Channels 52

Miller Heiman Group

JANUARY 9, 2020

Although sales training is the core of sales enablement, it shouldn’t be so limited; other areas of the business should also be immersed in enablement. To establish buy-in from sales leaders, we opened a constant dialogue with regular, formal checkpoints every month or every other month, with many informal check-ins in between.

Sales Enablement 63

Sales Enablement Hiring Sales Methodology Top of Funnel 63

Accent Technologies

JULY 18, 2023

This equation hinges on two pivotal factors: the quality of the information and the effectiveness of its extraction and application. This is an inflection point in sales technology. I have been creating sales technology for nearly 30 years and I have never seen anything like this before.

Lead Rank 52

Lead Rank Customer Energy Forecasting 52

SBI

SEPTEMBER 23, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. 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.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Janek Performance Group

OCTOBER 4, 2023

Sales technology feels like it is evolving faster than we can keep up. Here I will explore the current state of AI in sales, and its potential for improving seller productivity. Sales reps frequently struggle to generate sales momentum due to their failure to cultivate an internal champion within the buyer’s organization.

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62

Highspot

JULY 6, 2023

Mastering the right sales skills can transform each customer interaction into a compelling relationship that positions your products or services as the perfect solution to their needs. Look at this article to see if your sales team’s performance is on par with peers.

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Miller Heiman Group

APRIL 1, 2019

This growth is pivotal to helping the sales industry better monitor pipeline, utilize data and grow revenue.”. “With the launch of the Microsoft Dynamics 365 integration and the existing Salesforce integration, Miller Heiman Group now seamlessly connects Scout to the largest segments of the CRM universe.

Microsoft 55

Microsoft SalesForce Pivotal Sales Methodology 55

Sales Hacker

AUGUST 2, 2018

Sales Hacker is Now Like an Outsourced CMO. Over time, we became almost like outsourced CMOs for 120+ SaaS Sales technology vendors. From in-person conferences, we pivoted to being fully digital. Last year we made a massive pivot. Our website traffic has grown to this. Revenue looks similar.

Outsourcing Services 50

Outsourcing Services B2B Conference Microsoft 50

Vendor Neutral

MARCH 26, 2021

How to Create Sales Enablement Content for Remote Selling. With the upheaval of 2020, many companies were forced to quickly and unexpectedly pivot to remote selling. Once you’ve done that, please feel free to start to narrow down your technological options using our quick, free, simple sales technology selector tool.

Sales Enablement 59

Sales Enablement Lead Rank Face-to-face Lead Scoring 59

John Barrows

DECEMBER 9, 2019

One of my sales mentors, his son was my intern last summer and he got out and he said, you know, Dave, I’ve got a finance degree, yada yada, I think I want to pivot and get into sales. The goal is to pitch what this person needs and help them solve a problem in marketing and sales technology and just educate this guy.

Up-Sell 116

Up-Sell Retail Pivotal Social Media 116

Hubspot Sales

MAY 18, 2023

So if you’re already a project manager looking to pivot into consulting, this certification is for you. Some of the more typical course content includes: Finding potential clients for sales. Knowledge of sales technology. PMP certification is a mark of excellence in the field of project management.

Hiring 75

Hiring Ideal Customer Profile Education Networking 75

SalesLoft

FEBRUARY 9, 2021

The sales landscape changed this year — likely forever. The pandemic accelerated the shift to digital sales and caused buyer expectations to irreversibly change. Sales leaders had to pivot to adapt and evolve their strategy, quickly. But how do you plan for a situation that is constantly changing?

Sales Cycle 66

Sales Cycle Webinar Metrics Face-to-face Pivotal 66

Crunchbase

MARCH 12, 2020

As any organization looks to grow and expand its roster of clients, it is crucial to research new sales techniques and invest in emerging sales technologies. Funding can also create new pressures for your sales team. There is no set playbook for sourcing and closing sales opportunities successfully.

Outsourcing Services 82

Outsourcing Services Sales Qualified Lead Scale Trade Show 82

Vendor Neutral

MAY 27, 2021

Your sales reps need to find new ways to sell that accommodate and cater to the hybrid working environment. Especially with remote work on the table, a big part of that is using sales technology to your advantage. Maybe you’re harnessing data to make smarter, more informed decisions moving forward.

Face-to-face 52

Face-to-face Lead Rank How To Webinar Metrics 52

Vendor Neutral

MAY 13, 2021

Especially with the pandemic, businesses are looking for ways to pivot and to innovate. Connect the dots to how that leads to an improved bottom line. This is a conversation any executive would be happy to have.

Decision Maker 75

Decision Maker How To Webinar Metrics Scale 75

The ROI Guy

FEBRUARY 20, 2019

A more successful approach to value selling incorporates interactive sales tools like ROI or TCO calculators that have been integrated with other key components of your sales technology ecosystem including a sales enablement platform, CRM, and MAP.

ROI 40

ROI CRM Pivotal Tools 40

Highspot

JANUARY 29, 2024

This negotiation phase is a crucial part of the sales process , where both parties engage in discussions to finalize the details of a purchase. Why is Sales Negotiation Important? Negotiation is pivotal in sales by facilitating mutually beneficial agreements between buyers and sellers.

Negotiation 52

Negotiation Closing Case Study Buyer Persona 52

Babette Ten Haken

SEPTEMBER 20, 2018

Develop a business growth strategy that pivots you, and your organization, away from a toxic client base. The complex, digitally connected business ecosystem is challenging enough. Without having to deal with toxic customers stuck in Yesterday’s mindset. Click here. Let’s talk strategy and implementation.

Ideal Customer Profile 72

Ideal Customer Profile Strategy Customer SME 72

SalesLoft

DECEMBER 6, 2017

A great example that I’ve seen, a sales rep has noticed that it’s a high-value prospect’s birthday and immediately sent them cupcakes with a hand-written note. Teeing up this information in-app, quickly let the rep pivot their strategy. While insights like these are great, situations always vary.

LinkedIn 52

LinkedIn Pivotal Sales Qualified Lead eBook 52

Highspot

APRIL 12, 2019

Agile companies pivot their approaches based on current trends and educated predictions that will shape the business landscape. ” TOPO reports that 90% of sales leaders plan to invest in technologies and methodologies to help their sellers engage effectively with prospects and customers.

Trends 45

Trends Hiring Marketing Sales Enablement 45

Vendor Neutral

APRIL 22, 2021

Few organizations realize just how pivotal retention is, though, and how much of an impact it can have. Why Client Retention Matters. Everyone seems to have a sense that client retention is important. There’s also a strong link between retention and the bottom line.

Retention 59

Retention Webinar Metrics Strategy Cancellation 59

SalesLoft

APRIL 18, 2022

If you’re using a sales engagement platform, all of that activity is already being tracked automatically, without your sellers needing to spend time logging their activities. Meetings and calls are recorded and searchable so you can review that pivotal moment with the buyer. .

Forecasting 52

Forecasting Call-back System Data 52

Velocify

SEPTEMBER 10, 2017

But perhaps the best part is that Velocify never gets in the way of their growth or any pivots they need to make with certain contact strategies. “Between Velocify’s management tools and lead delivery features, our loan consultants can sit down and start producing right away,” said Mike.

Scale 56

Scale Hiring ROI Case Study 56

Velocify

JULY 21, 2017

Using features like lead prioritization, lead scoring, and Shotgun Connect, Guaranteed Rate took speed-to-call from minutes down to seconds – something Dan says has been absolutely pivotal to their success. They’ve also realized incredible conversion results by leveraging Velocify to make more calls, more intelligently.

Guarantee 40

Guarantee Lead Rank Lead Scoring Case Study 40

SugarCRM

NOVEMBER 1, 2022

” Everyone, from c-suite to rep, needs to subscribe to an adaptable mindset to be able to pivot plans on a moment’s notice—it’s the only way to meet emerging market and customer needs. Reduce Your Scope. data-secret="n6s3kfSGSS" frameborder="0" scrolling="no" width="500" height="500">.

B2B 49

B2B Software Software Up-Sell 49

Sales Hacker

MAY 2, 2018

It’s time we all master the art and science of sales conversations, and treat them as the most pivotal moments in the sales process. The key to this is gaining visibility into sales conversations and meetings. Most sales meetings are a “black box.” Flat-footed objection handling goes out the window too.

Hiring 50

Hiring Pipeline ROI Sales Meeting 50

Crunchbase

MARCH 1, 2023

Prior to that, she was the VP of sales at Human Interest , a fintech unicorn and one of the top Y Combinator companies , and also the regional manager for Groupon in Western China, where she led revenue teams in global expansion.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

BuzzBoard

NOVEMBER 30, 2023

Advanced sales tools digest these inputs to uncover granular insights. Building on powerful data foundations, sales technology can then algorithmically map attributes to tailored value propositions and messaging per account. This can be pivotal for influencing complex B2B deals.

Tools 104

Tools Scale Marketing Sales Qualified Lead 104

Zoominfo

JUNE 30, 2020

So let’s examine a framework for building an ideal technology stack. Examine the existing applications within your existing sales tech stack. As modern buyers become more sophisticated and educated, sales teams have pivoted away from spray-and-pray outbound strategies to more consultative outreach.

B2B 162

B2B Scale How To Buyer Persona 162

Crunchbase

FEBRUARY 10, 2023

Instead of thinking, “I’m going to market to every business,” pivot to, “I’m going to market to this very specific subset of companies because they fit my ideal customer profile.” At Salesloft, Lauren leads the team devoted to making Salesloft the most recognizable brand in sales technology.

Ideal Customer Profile 59

Ideal Customer Profile Account Based Marketing Account Revenue 59

Allego

DECEMBER 20, 2023

Vendors have taken notice of this trend, with 50% of enterprise sales technology in North America expected to include Digital Sales Rooms in their solutions, Gartner says. Digital Sales Rooms position your company as a forward-thinking and tech-savvy partner in the eyes of your customers.

Software 125

Software Software Lead Rank Vendor 125