qualifying-a-primer 
Partners in Excellence
SEPTEMBER 26, 2022
Today, I’m focusing on qualifying. And, research data tends to support this, suggesting over 50% of opportunities in qualified pipelines shouldn’t be there–either because of ICP mismatch or because they are not qualified. Our focus, in qualifying, is mostly on us. What is Qualifying?
Membrain
OCTOBER 2, 2022
I’ve been writing a series of posts about selling basics. Too often, we take for granted that people understand these. We toss the words around, assuming people understand what we are talking about, what it means, and how it works. In reality, people don’t understand. The link to the series is here. I’ll be adding more over the coming weeks.
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Zoominfo
JULY 19, 2018
Candidate Sourcing: A Quick Primer. The standard hiring process involves posting a job description and waiting for qualified candidates to apply for the position. In a recent ZoomInfo blog post, we declared that strategic candidate sourcing was not, in fact, dead. Research shows, candidate sourcing is the way to go.
DiscoverOrg Sales
JANUARY 29, 2018
DiscoverOrg is not qualified to provide legal advice of any kind and is not an authority on the interpretation of the GDPR or any other rule or regulation. To understand how the GDPR or any other law impacts you or your business, you should seek independent advice of qualified legal counsel. Download a PDF of this document.
Sales Hacker
JANUARY 18, 2021
You’ve just had a great discovery call with a qualified prospect. You’ve both agreed to meet next week for a demo, and your champion has agreed to invite the economic buyer to the call. You need to ensure that they follow through and show up to the demo, while also setting yourself apart from the other vendors that they’re evaluating.
Gong.io
JULY 5, 2022
It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. While it‘s still used widely, there are a handful of critics who believe it‘s a little outdated and perhaps even misguided. Consideration.
Zoominfo
MAY 9, 2018
Today’s blog post is a primer on data-driven marketing. Passive candidates– or, candidates who are currently employed and not actively seeking a new job– are an essential component of any comprehensive recruiting strategy. Of course, passive candidates are often more difficult to recruit than active candidates. 1. Length of Sales Cycle.
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