Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Leverage customer testimonials or case studies.

Objections 239

Objections Case Study Face-to-face Study 239

PandaDoc

APRIL 8, 2024

To further facilitate deal creation, a deal desk can utilize proposal management software to maintain a knowledge base, proposal templates, and information on past deals What is a deal desk? A deal desk is a team within a company responsible for managing and negotiating deals, contracts, quotes, and other sales documents.

Strategy 52

Strategy Decision Maker Proposal How To 52

Hubspot Sales

JANUARY 5, 2023

The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. There are hundreds of thousands of software vendors out there, and over 115,000 on G2. Let's dive in.

Top of Funnel 104

Top of Funnel Buyer Data Buyer Intent 104

Openview

SEPTEMBER 11, 2017

A new study from Process Street in partnership with sales email tool PersistIQ reveals the inside sales outreach of the world’s 281 top SaaS companies, and how they respond when a high-ticket lead (in this case, we used Vodafone) signs up for a free trial or demo. 9% of companies use webinars as a sales tactic.

Enterprise 118

Enterprise Enterprise Company Hubspot 118

Bigtincan

NOVEMBER 18, 2021

Now that we’ve briefly covered the seven factors of sales training, let’s dive deeper into each one of the sales techniques and how you can use software to satisfy them. Once sales managers have insight into where their reps are struggling, they can then tie performance back to specific training. Bigtincan does.

Software 59

Software Software Retention Call-back 59

SalesLoft

DECEMBER 7, 2016

Sales software changes as rapidly as the sales landscape , which is to say at light-speed. The best way to stay current with sales technology is to look to the future. Our insights there will help us understand the sales cycle, personalize outreach, and reduce the time to convert. Let’s take a closer look.

Software 52

Software Software Top of Funnel Social Media 52

Pipeliner

OCTOBER 19, 2021

Sales enablement tools connect your content, marketing, and sales cycle, allowing you to follow the sales process from beginning to end while tracking analytics along the way to determine what does and doesn’t work. Basically, sales enablement software provides an overview of the entire lifecycle of sales.

Sales Enablement 98

Sales Enablement SalesForce Fashion Comparison 98

PandaDoc

APRIL 24, 2023

To help your sales team add value to every potential customer interaction, they need content for each stage of the customer journey. Typical types of content involved in a sales enablement strategy include case studies, testimonials, product sheets, messaging guides, articles, email templates, ebooks, reports, and whitepapers.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Lessonly

NOVEMBER 5, 2021

More and more workplaces have adopted online training software as a standardized onboarding tool, making high-quality training accessible to just about anyone with an internet connection. employees strongly agree that their company does a good job of onboarding new employees, according to a Gallup study. Metrics for Sales Teams.

Software 26

Software Software Training Scale 26

Zoominfo

JANUARY 11, 2021

A buyer persona is: Marie from North America who often deals with delays in the supply chain due to tech stack incompatibility, while her procurement team spends $10,000 a year on supply chain software. Targeted content excites leads within your audience—sometimes enough to engage with one of your sales or marketing reps.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Hubspot Sales

SEPTEMBER 21, 2020

Overall, a complex sale is marked by three key elements: higher perceived risk resulting from higher price points, a longer sales cycle (6+ months), and multiple stakeholders. Unlike transactional sales, closing a complex deal means convincing multiple stakeholders. For example, suppose you're selling technical software.

Examples 119

Examples Insurance Insurance Sales Cycle 119

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Zoominfo

JULY 12, 2022

This deprives sales teams of a cohesive view of individuals and behaviors within target accounts. Long sales cycles and decreased revenue. A good rule of thumb in sales is that you have five minutes to capitalize on a qualified lead. The result? Reduced speed-to-lead Customers lose interest quickly.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. What Is SaaS Sales?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Emissary

MAY 30, 2023

Although we collect dozens of metrics in these studies, there are four recent tech sales stats which should be top of mind for revenue teams, enablement leaders and field marketers… 67% of technology buyers have the same, or increased budget versus last year. Sign up for our newsletter if you’d like to receive our buyer research!).

Enterprise 52

Enterprise Enterprise Vendor Survey 52

Gong.io

NOVEMBER 7, 2022

In this article, we’ll explain complex sales and how they differ from traditional sales. We’ll also describe each stage of the complex sales cycle and provide actionable insights for them. What is a complex sale? . One of the main distinctions of a complex sale is you have to convince multiple stakeholders.

Ideal Customer Profile 62

Ideal Customer Profile Decision Maker B2C Proposal 62

LeadFuze

JULY 18, 2023

Furthermore, you’ll learn about crucial after-sale processes like logging deals in your sales software , which aids tracking performance metrics and maintaining organized records. Last but not least, we’ll examine real-life case studies from successful B2B businesses that effectively use these techniques.

Closing 52

Closing Top of Funnel How To Case Study 52

Sales and Marketing Management

FEBRUARY 22, 2019

Sales enablement technology and training can help in this area; however, a tremendous gap remains in resources for indirect sellers. A Forrester Consulting study commissioned by Mediafly reports that the B2B companies surveyed work with an average of 176 partner companies. Improve the sales experience to outshine competitors.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Lessonly

SEPTEMBER 21, 2020

In fact, we’ve found that the top sales training programs improve rep engagement, retention, and productivity. Your sales reps are the backbone of a great sales program, which is why a tool like sales enablement software is a vital piece to your company’s success. What is Sales Enablement ?

Sales Enablement 26

Sales Enablement Software Software Benefit 26

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). It’s about helping your sales organization do what they do best. Have your top performers Share Best Practices in Sales.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Vengreso

JANUARY 28, 2022

Thinking through the common questions, objections, or pain points of your ideal customer can be helpful in determining how to engage with them, what content to send to them, and what the best approach may be for moving them through the sales cycle. Sales Engagement vs. Sales Enablement. Why Use Sales Engagement Software?

Examples 123

Examples Strategy Lead Rank Lead Scoring 123

Partners in Excellence

MARCH 25, 2023

Look for a platform that allows you to create and manage different types of content, such as sales decks, case studies, product brochures, and videos. Sales Training and Coaching: The platform should provide sales training and coaching capabilities that help sales reps improve their skills and performance.

Lead Rank 62

Lead Rank Case Study Analytics Lead Scoring 62

DiscoverOrg Sales

APRIL 16, 2019

Enterprise sales are also known as complex sales for a reason. Long sales cycle (six months or more). Why is this so important for B2B sales? Basically, corporate hierarchy lets you be a lot more strategic with your sales approach, penetrate the enterprise more broadly – and sell more.

Enterprise 120

Enterprise Enterprise B2B Data 120

Showpad

OCTOBER 17, 2019

Many organizations may think the two are one and the same, but they in fact have several key differences, but integrated into one strategy can drive the Sales cycle. Read more to discover how Marketing and Sales can collaborate and work better together using Sales enablement software and CRM. Company size.

Sales Enablement 58

Sales Enablement CRM Face-to-face Software 58

Zoominfo

OCTOBER 5, 2021

Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. This can include participation in case studies, online reviews, and more. Increase effectiveness by focusing on repeatable and scalable strategies that reach and nurture the right prospects with the right message.

Ideal Customer Profile 100

Ideal Customer Profile Lead Rank Lead Scoring Customer 100

Zoominfo

JANUARY 11, 2021

A buyer persona is: Marie from North America who often deals with delays in the supply chain due to tech stack incompatibility, while her procurement team spends $10,000 a year on supply chain software. Targeted content excites leads within your audience—sometimes enough to engage with one of your sales or marketing reps.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

Hubspot Sales

OCTOBER 9, 2019

As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% Iterate on your sales cycle.

Film 132

Film Hubspot Sales Cycle Lead Rank 132

Pipeline

JUNE 7, 2023

year-on-year (YoY) growth of CRM adoption According to Gartner, at the end of 2017, the revenue of CRM overtook the place of database management systems (DMBSs), making CRM the largest software market in the world. Then, in 2018, with 16% growth, CRM easily became one of the fastest-growing software and leads the market until today (2023).

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

SBI

JUNE 22, 2021

I’ve always maintained that there is no such thing as a “complex sale” but instead there are only “complex purchases”. A study I came across recently reported that 71% of B2B buyers don’t want to talk to a sales rep at all. This not only qualifies demos better, but also speeds up the sales cycle.

Top of Funnel 92

Top of Funnel Engineering Sales Qualified Lead Buyer 92

HeavyHitter Sales

JANUARY 18, 2014

I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today. million and software was $3.2

Telecommunications 126

Telecommunications Quota Inside Sales Field Sales 126

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. But it can be difficult to know which tools are worth the investment — and which aren't.

Data 79

Data Lead Rank Hubspot Top of Funnel 79

Sales Hacker Training

JULY 24, 2020

For example, Stalled sales cycle: Without the necessary training, your reps will struggle to answer questions quickly and accurately. All of this will slow your sales cycle to a crawl. Slow to change their approach: Without training, sales reps tend to settle into a routine and cling to it with all their might.

Training 116

Training ROI Software Software 116

Sales Management Plus -- SMP

NOVEMBER 30, 2023

Tracking the sales activity gap can help you understand which activities are most effective at driving sales. Encouraging Best Practices : If you find that your most active sales reps are also your most successful, you can study their habits and strategies to develop best practices for the rest of your team.

Distribution 52

Distribution Retention Sales Cycle Selling Skills 52

The Pipeline

APRIL 1, 2013

This unnecessarily extends the length of their sale cycle, or kills the sale all together. All you need to do is go past where marketing leaves you, and study some real world examples, be they your customers specifically, or any client your company has helped.

Wireless 280

Wireless Transportation Margin Follow-up 280

Hubspot Sales

JANUARY 8, 2020

Today’s buyer not only expects sales proposals, they still consider these documents to be a key step in the evaluation process. While sales proposals may seem like a formality, they are another sales tool for closing deals. Here are several ways proposal software automates tasks to save you time: 1. Project management.

Data 72

Data Proposal Survey Software 72

The Spiff Blog

SEPTEMBER 7, 2023

Sales cycle metrics : total length of sales cycle, length of time in any given funnel stage, pipeline velocity, conversion rates, win rates, etc. According to a study conducted by CSO Insights, companies with effective sales enablement strategies have, on average, 15% higher win rates than companies without ( source ).

Incentives 83

Incentives Incentive Scale Compensation 83

Hubspot Sales

JULY 17, 2019

“Sales stack” is jargon for the technology/software salespeople need to do their jobs and communicate effectively with prospects. To determine what you need in your stack, start by looking at your sales process. At HubSpot, we use the Inbound Sales Methodology to help us frame our sales process. Number of calls.

Top of Funnel 76

Top of Funnel Hubspot Face-to-face Software 76