Sales 2.0

DECEMBER 4, 2023

AI will help us use our “social graph” to find referrals without spending too much time on research. Up to this point, this kind of research has generally been too time-consuming for the average salesperson. The best tool today for this research is LinkedIn. LinkedIn can show us who knows who.

Referrals 195

Referrals Data LinkedIn Research 195

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). For higher end consultative selling I would recommend a cadence along these lines.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch , and ultimately, close deals. Top Research Tools for B2B Sales Reps 1.

Research 100

Research B2B Tools Company 100

PandaDoc

OCTOBER 3, 2023

In the modern marketplace, leveraging sales software for small businesses can make a world of difference. Key takeaways: Sales software options offer a diverse range of features, from lead management and CRM to analytics and automation. This makes it easier to invest in the right software without breaking the bank.

Small Business 52

Small Business Small Business Software Software 52

Crunchbase

MARCH 23, 2023

If your team doesn’t already use sales automation software, or isn’t familiar with the benefits, we’re here to help. In this article, you’ll find everything you need to know about sales automation, the benefits of automating different parts of the sales cycle and how you can use sales automation software to close more deals.

Sales Automation 52

Sales Automation Software Software Sales Process 52

Hubspot Sales

JUNE 21, 2022

According to research firm Gartner , 75% of B2B sales organizations will augment their traditional sales methods with guided selling solutions by 2025 to better connect with customers and drive conversion. But what exactly is guided selling, and how does it benefit your business? How Does Guided Selling Work?

Software 97

Software Software Tools B2C 97

Nutshell

JUNE 6, 2019

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Fortunately, there are numerous steps you can take to bridge the “stranger gap” and learn more about who you’re selling to. Company Website.

Research 95

Research Tools Prospecting Buyer 95

The Digital Sales Institute

JUNE 30, 2022

Lead gen media software is now an important tool in digital selling, Lead generation tools don’t only gather and generate leads. Let’s explore the world of lead-generating software and tools and discover how to utilize them to enhance your lead generation campaign. Top 4 social media lead gen software or tools.

Lead Gen 52

Lead Gen Lead Rank Lead Scoring Media 52

Zoominfo

AUGUST 31, 2020

In 12 years, half the companies on the S&P 500 may fall off that list, according to industry research. So what components make up this effort? According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. Company transformation. Market expansion. Build Loyalty.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Pipeliner

OCTOBER 4, 2021

In this Expert Insight Interview, Chris Beall discusses why pre-call research is a waste of time. Chris Beall has been participating in software startups for 30+ years. This Expert Insight Interview discusses: The unfavorable statistics of pre-call research. How much time you’re wasting researching before each call.

Research 52

Research Video Cold Calling Social Selling 52

Force Management

DECEMBER 28, 2023

For revenue team leaders, today’s decisions will help define where the company ends up in twelve months. Recent survey research examined the mindsets of B2B technology sales professionals, collecting data from across diverse roles, ages, and company sizes. The number one answer: Sales Tools, Platforms & Software (44%).

Tools 121

Tools Revenue Survey Software 121

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. Researching Prospects. Leverage Sales Intelligence Software.

Ideal Customer Profile 264

Ideal Customer Profile Analysis Decision Maker CRM 264

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. We have some research to indicate that’s true, and that the statement’s directionally correct.

Research 253

Research B2B Sales Qualified Lead Lead Rank 253

No More Cold Calling

APRIL 15, 2021

Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Groundbreaking research by Steve W. They don’t want to see your demo.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. Research shows cold calling scripts and tricks don’t work, but referrals do.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

MAY 23, 2023

Understanding Intent Data Intent data captures the digital footprints left behind when prospects research products and services, generating signals that help inform sales, marketing, and business strategy decisions. Let’s say you’re a sales rep for a B2B software company that sells project management solutions.

Intent Data 130

Intent Data Intent Account Data 130

No More Cold Calling

MAY 25, 2023

Talk to any software vendor, and they can’t wait to show you their cool software. But buyers don’t actually buy software. They buy what the software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. In groundbreaking research by Steve W. You’re different. You stand out.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Hubspot Sales

NOVEMBER 20, 2023

In this post, we’ll further explore the concept of using AI to sell into new industries and review five ways your sales team can leverage it. 5 Ways Your Team Can Use AI to Sell Into New Industries 1. Industry Research You can’t sell if you’re not an expert on something. Don’t worry.

Industry 103

Industry Top of Funnel Decision Maker Demographics 103

Nutshell

JUNE 19, 2018

of their time actually selling* , with the majority of their day spent on administrative tasks, research, and other non-selling obligations. Looking up prospects’ phone numbers before a call and writing up call notes afterwards. Researching a prospect online (i.e., 3) Automated research. GET STARTED.

Sales Automation 69

Sales Automation Software Software Top of Funnel 69

Xactly

AUGUST 13, 2018

Sales territory mapping software offers more benefits than sales managers may realize. The perspective you get from territory mapping software gives way to previously unseen patterns and insights that just don’t populate through spreadsheets alone. Do You Need Territory Mapping Software? Take Assessment. The answer?

Territories 70

Territories Software Software Benefit 70

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Hubspot Sales

JANUARY 29, 2024

Some insight you get winds up being dated, disjointed, or detrimental to your overall sales acumen. Conduct some research to get a sense of who your prospect is, their role at their company, what their business does, and what their organization is up to. That's how you sell. But there's a flip side. Do your homework.

Remedy 84

Remedy Software Software Up-Sell 84

Hubspot Sales

JANUARY 17, 2023

This is because the type of tech you'll sell varies depending on the kind of company you work for. For instance, one company might sell computer hardware, like laptops and monitors, while another sells CRM software. Or, they might sell a combination of tech, such as computers with anti-virus software.

How To 116

How To Sales Qualified Lead Networking Software 116

Zoominfo

JANUARY 31, 2023

Today’s sales teams have the ability to use tools that would simply blow the mind of someone who first came up in the industry just 10 years ago. ZoomInfo vs. Alternative Let’s take two sales teams: Company A uses ZoomInfo Company B uses basic contact-scraping software Each company has a team of 10 sales reps working eight hours per day.

Hiring 130

Hiring Sales Qualified Lead Software Software 130

Zoominfo

JULY 29, 2020

Sales professionals are always on the lookout for ways to step up their game. Where does your product or service that you’re selling exactly fit into their operation? But remember the context will come from your research. Let’s say you’re selling timeclock software and your prospect is Fred, a Payroll Manager.

Cold Calling 240

Cold Calling Data Hiring Intent Data 240

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Research is essential in this stage — you want to know who’s fit to be a buyer, and you want to tell them exactly what they want to hear. Set up consistent KPIs and goals.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

MARCH 29, 2023

Vendr, a SaaS buying platform, recently found that sales cycles for software have settled at about 46 days, a 40% increase since 2020. In today’s economy, software spend is being scrutinized more than ever — it’s no longer just a department lead making purchasing decisions,” Vendr co-founder and CEO Ryan Neu says.

Sales Cycle 130

Sales Cycle Intent Signal Lead Rank Decision Maker 130

PandaDoc

MAY 8, 2024

million small businesses , which constitutes up to 99.9% A robust SMB sales strategy is underpinned by adopting smart solutions like document management software and sales automation tools. Selling to small and medium businesses is different from B2C deals, where people are ready to make a purchase without extra persuading.

Ideal Customer Profile 52

Ideal Customer Profile Tools Strategy Decision Maker 52

Nutshell

JUNE 19, 2018

of their time actually selling* , with the majority of their day spent on administrative tasks, research, and other non-selling obligations. Looking up prospects’ phone numbers before a call and writing up call notes afterwards. Researching a prospect online (i.e., 3) Automated research.

Sales Automation 48

Sales Automation Software Software Top of Funnel 48

SBI

JULY 16, 2014

Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. Geoff: Hushly is a software tool that helps B2B marketers to amplify content reach by up to 5,000% and increase close rates by up to 1,000%. This week I interview Geoff Rego, CEO and Co-Founder of Hushly.

Lead Rank 139

Lead Rank Up-Sell Marketing Qualified Lead Revenue 139

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. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? So those are the metrics we advise customers to measure.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Cincom Smart Selling

JULY 29, 2016

Lots of hype, lots of trade-journal coverage, but, I wonder if companies are really taking advantage, and are they finding a demonstrable advantage using CPQ software? It turns out that Aberdeen has done quite a bit of research on this subject, and their findings are quite interesting. Lead Conversion Rates for CPQ Software.

Software 48

Software Software Lead Rank Sales Qualified Lead 48

Zoominfo

AUGUST 31, 2020

In 12 years, half the companies on the S&P 500 may fall off that list, according to industry research. So what components make up this effort? Build Loyalty According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. Company transformation. Market expansion.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Smooth Sale

NOVEMBER 28, 2023

APIs are also much smaller than traditional software tools, meaning it’s easier to create, maintain, and upgrade these tools than their larger application counterparts. You can use them to connect disparate pieces of shopping software and allow companies to focus on the result rather than the intermediate effort.

Discount 110

Discount Lead Rank Promotion Hiring 110

Alice Heiman

APRIL 11, 2023

Her four steps are: The right list Great skills Strong process The right software What can your team add to improve their prospecting? Owned and operated by Wendy Weiss, she and her team help sales leaders and individual contributors speed up their sales cycle, reach more prospects directly, and generate more sales revenue.

Lead Rank 125

Lead Rank Sales Qualified Lead Conversion Prospecting 125

SBI

MARCH 18, 2014

When companies are operating off of bad data or no data they have to spend valuable selling time researching so they can add to or cleaning their existing data base. DiscoverOrg’s in-house research team handles this difficult, time consuming task of uncovering the key information technology vendors need to sell their product.

Up-Sell 139

Up-Sell Revenue Closing Marketo 139