Partners in Excellence

MARCH 17, 2024

One line stood out, “But the most powerful reason is because sales make me feel useful.” I’m afraid that to answer the question, I have to first give a long explanation of how I came into the world of sales. I need to explain it because, at the beginning of my working life, I really hated sales.

Engineering 73

Engineering Study Software Software 73

Sales and Marketing Management

APRIL 26, 2020

We don’t know how long the process will take nor which point we are within it. In many ways, this very humanity is bringing out the best in the often-misunderstood world of sales. Sales reps are at the leading edge of that charge to orchestrate supply where it is needed most.

Lead Rank 207

Lead Rank Survey Face-to-face Study 207

Partners in Excellence

NOVEMBER 3, 2022

We talked about something I rarely hear managers discussing, and something I don’t see pundits commenting on. The topic was, “What kind of career path options do we want to develop for our people? How do we challenge and retain our people longer? How can we enable them to contribute at higher levels?”

Retention 103

Retention Engineering Coaching Face-to-face 103

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. The answer has little to do with the technology itself.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Zoominfo

OCTOBER 15, 2020

We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. There is a message that I laid out when we IPO’d earlier this year in my Founder’s Letter that pervades the culture here at ZoomInfo: “that’s good, but it’s not good enough”. Not good enough.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

DiscoverOrg Sales

JULY 10, 2018

shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. “We We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I seek them out. We don’t have budget.”. “I

Objections 243

Objections Buyer Persona Study Decision Maker 243

Janek Performance Group

AUGUST 15, 2022

“We don’t have problems, we have opportunities.” That’s a line many sales leaders like to repeat as a form of motivation to their sales team. But before a problem can become an opportunity, you’ll need to find or create a solution to the problem. How we view the problem impacts how we solve it.

Opportunity 62

Opportunity How To Engineering Face-to-face 62

Act!

FEBRUARY 27, 2024

Q: Can you share some details about your professional journey and how your past experiences have equipped you for your current role as the Chief Product Officer (CPO) at Act!? This is really the essence of my work – helping companies leverage the power of technology to overcome business challenges.

ACT 52

ACT Lead Rank Lead Scoring CRM 52

Babette Ten Haken

SEPTEMBER 12, 2018

Are we a bit too devoted to and obsessed by our professional labels? The awards we collect. The Top List of This or That we are on. Those accomplishments, honors, certifications, academic degrees in which we revel. Our professional labels are What We “Do”, for Other People, Right Now.

Ideal Customer Profile 131

Ideal Customer Profile Positioning Customer Epiphany 131

Babette Ten Haken

MAY 5, 2020

Do you propose tactical fixes for your clients’ biggest strategic issues? Or, is your own need to close a contract overshadowing the real issues clients struggle with? Because you both need to put food on the table, maintain cash flow and prevent employee and client churn. Where do you fit into your clients’ strategies?

Churn 117

Churn Engineering Proposal Coaching 117

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? We have run into many B2B websites lately that do not work well on mobile devices. A recent post talked about 3 Must Haves (for your company website) and today we are talking about the importance of personalization for your site.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

Hubspot Sales

MARCH 27, 2023

Long gone are the days of solely visiting brick-and-mortar businesses to find what you need. When we think about online selling, we usually think about selling products like clothing or electronics. Below, we outline each step and provide examples. Now, e-commerce is booming and here to stay.

How To 117

How To Social Media Intent Hubspot 117

Sales and Marketing Management

JULY 10, 2017

They’re the engine that fuels successful selling, right? In fact, good customer relationships are usually the result of a good sales engagement. You’ve demonstrated your ability to provide a superior solution and value while showing you’re the right fit for the customer’s culture and needs. Well, not always.

Demand Generation Agencies 258

Demand Generation Agencies Demand Generation Demand Generation Targets Face-to-face 258

Crunchbase

SEPTEMBER 28, 2020

But this sales function is well on its way to becoming (if it isn’t already) one of the most important functions of your sales team. The presales profession is in higher demand than ever, yet because it’s a relatively lesser-known and not concretely defined sales function, it historically hasn’t had many resources.

Hiring 76

Hiring Engineering Sales Qualified Lead Education 76

MTD Sales Training

DECEMBER 4, 2017

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. Keyword Searches. Track Who Is Viewing Your Profile.

LinkedIn 154

LinkedIn Prospecting Ideal Customer Profile Decision Maker 154

Mindtickle

JUNE 22, 2023

Buyers are already short on time, and the last thing they want is to listen to another sales pitch. Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report. As sellers, you’re even more in the hot seat.

Cold Calling 98

Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Zoominfo

DECEMBER 19, 2018

As we regularly remind readers on the ZoomInfo blog—the inception of the Internet brought about the sharing of information at a never before seen rate. But, it also impacts our professional lives as well—i.e. But, it also impacts our professional lives as well—i.e. What more needs to be said? Go check it out!

Channels 220

Channels Marketing Lead Rank Outsourcing Services 220

Sales Hacker

MARCH 15, 2022

In the 200th episode of the Sales Hacker Podcast, we have Asad Zaman , CEO of Sales Talent Agency (STA), where he rose through the ranks from AE to CEO, earning recognition as Toronto’s Young Professional of the Year (2019). There are over 40K more sales jobs openings than salespeople. powered by Sounder.

Hiring 93

Hiring Top of Funnel Salary Sales Talent 93

Hubspot Sales

SEPTEMBER 19, 2023

McKinsey Institute reports that one-fifth of sales functions could be automated with artificial intelligence (AI). Sales pros spend hours a day on manual and administrative tasks. Luckily, AI is paving the way to reduce or even eliminate the time you spend on routine sales tasks. How much time?

Lead Rank 102

Lead Rank Lead Scoring Top of Funnel How To 102

Sales Hacker

AUGUST 9, 2022

In this episode, we’ve got Shaan Hathiramani with us. Shaan started Flockjay as a way to train people from non technical backgrounds and usher them into the tech ecosystem primarily through sales. The evolution of Flockjay, going from an academy to shining a spotlight on what companies do well and not so well.

Retail 79

Retail Hiring Video SalesForce 79

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. As a society, our constant need to be connected has expanded our pool of potential customers and made them infinitely more reachable. But, what do you really know about social selling? Let’s get started.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

Janek Performance Group

MARCH 9, 2022

There’s a statistic floating around the internet that says the average inside sales rep only spends 33% of their time actively selling. I’m not sure if I agree with that figure but time management is an undervalued skill among sales reps. In sales, it’s easy to “look busy” and even easier to “pretend” we are doing work.

Engineering 62

Engineering Lead Rank Lead Scoring Maximizer 62

The Spiff Blog

OCTOBER 18, 2022

Our meet the team series is a blog post series we created to give us the opportunity to introduce the faces behind the Spiff brand. That means, we put a lot of emphasis on relationships and getting to know each other. He started in tech doing QA at a video game company in the L.A. McKalee Hoefferle, Solutions Engineer.

Meeting 72

Meeting Engineering Commission Sports 72

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. The answer has little to do with the technology itself.

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Selling Essentials RapidLearning Center

JULY 25, 2023

Is it fun to encounter a customer who’s spitting mad about something you sold them, a late delivery, or an after-sales service failure? They still believe you can help them, and they want you to. They still believe you can help them, and they want you to. And then you must demonstrate that you can help them.

Customer 52

Customer Remedy Journal Retail 52

Partners in Excellence

MAY 25, 2021

There’s a lot of discussion about specialization in sales. We’ve always had specialists in sales and specialization is important. But in the past 15 years, we seem to have gone off the rails with our specialization. Some of them were specialists in banking and our banking solutions.

Banking 105

Banking Maximizer Face-to-face Channels 105

Babette Ten Haken

FEBRUARY 25, 2020

Customer discovery is a methodology used for building startups, new corporate ventures / intrapreneurial activities, design and engineering projects, and sales. Actually, in my storytelling for STEM professionals and left-brain thinkers playbook, you and I are never quite finished with customer discovery. Or depressed.

Customer 77

Customer Lead Rank Engineering Retention 77

Nutshell

NOVEMBER 4, 2020

Local SEO is the act of optimizing web content so that it ranks well in local search engine results. For example, a chiropractor located in Nashville, TN can use a local SEO strategy to appear in search engine results relating to phrases like “best chiropractor in Nashville.” HOW DO YOU SELL? Quality traffic.

Lead Rank 77

Lead Rank Engineering Google Lead Scoring 77

The Spiff Blog

MAY 5, 2022

Welcome to our Meet the Team series, where we introduce you to the people behind the Spiff brand. Trevor has a wonderful, fantastic wife and four rowdy boys that keep them constantly entertained. Trevor and his family do a lot of Lego, Nerf, and Nintendo. Dan Vasilevsky, Sales Engineer. Never his own, of course….

Meeting 81

Meeting Travel Engineering Hiring 81

Babette Ten Haken

APRIL 22, 2019

Unfortunately, I hear and see professional exclusion played out daily in the organizations and associations I speak with. Often, this professional exclusion is either unintentional or, in fact, the accepted cultural norm. I have to admit, initially, those engineers perceived my simple question as an insult to their intelligence.

Company 73

Company Engineering SME Ideal Customer Profile 73

Sales Hacker

JUNE 1, 2022

Sales professionals have been selling over the phone and video for years. So why does it feel like we’ve entered a new age of sales? But the reality is traditional rapport in sales began to shift even before the pandemic began , with reports showing buyers only spent about 17% of their time meeting with potential suppliers.

Buyer 93

Buyer Collateral Case Study Follow-up 93

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Scaling sales during the pandemic. How to build a winning sales team.

Oracle 102

Oracle Scale SalesForce Incentives 102

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. What did he do? Shorten the sales cycle by engaging multiple stakeholders earlier in the sales process.

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

Partners in Excellence

OCTOBER 10, 2020

There’s the famous line, “Looking for love in all the wrong places… ” Too often, I think we are looking to learn in all the wrong places. (I’ll We, often, tend to overlook great people and places to learn from. Too often, we look to experience. I try to learn from them?

Face-to-face 104

Face-to-face Social Media Positioning Conversion 104

Zoominfo

OCTOBER 5, 2021

As we regularly remind readers on the ZoomInfo blog—the inception of the Internet brought about the sharing of information at a never before seen rate. But, it also impacts our professional lives as well—i.e. But, it also impacts our professional lives as well—i.e. What more needs to be said? Go check it out!

Channels 100

Channels Marketing Outsourcing Services Lead Rank 100

SalesLoft

JUNE 15, 2023

Over seven years ago, we created this nerdy little concept called #saleslove — a welcoming, intentional approach to celebrating our customers and sharing in their successes. Later, we turned that concept into a full-blown conference for sales enthusiasts. The next fundamental tectonic shift for sales technology is AI.

Hotels 52

Hotels Intent Government CRM 52