Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Some of those new digital selling habits will stick. Prospecting.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. While many may be familiar with mainstream solutions, there are several sales acceleration tools flying under the radar that can provide a significant edge.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

No More Cold Calling

APRIL 6, 2025

Are you keeping up? Referral selling isnt just a nice-to-have sales strategy. Your Referral Edge Referral selling is not just a conceptits your unfair advantage. Wait, and you risk playing catch-up for the rest of 2025. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Vengreso

JANUARY 7, 2025

By 2025, mastering video selling techniques will be imperative for professionals aiming to enhance their digital communication skills and drive conversions, ensuring a consistent source of income. Remember, facts tell, but stories sell.

Video 75

Video Tools Top of Funnel Analytics 75

Understanding the Sales Force

APRIL 14, 2025

Most Sales Leader seek out sales candidates with experience in their industry and a dressed-up resume to highlight that experience. Thats a “start from scratch” hunting job and average to worse selling capabilities just won’t help a new salesperson get that hunting job accomplished! Different tools.

Hiring 173

Hiring Quota Guarantee Industry 173

Partners in Excellence

MARCH 31, 2025

My friend, Charlie Green, and I exchange ideas on new AI tools. This weekend, he shared a tool that summarizes all the newsletters he subscribes to. Tools like the one Charlie referenced help us deal with that overwhelm. To be fair, he didn’t claim it to be all inclusive, but he identified 46 areas in selling/GTM for AI.

Call-back 123

Call-back Tools Follow-up Conversion 123

Zoominfo

FEBRUARY 11, 2025

Sales teams are drowning in tools. For too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. In reality, each of these tools tends to work independently and the gaps between these tools can swallow even the best go-to-market strategy. Sell Smarter. The reason?

Strategy 147

Strategy Scale Marketing CRM 147

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. as this channel has become saturated.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

OCTOBER 21, 2024

About a decade ago, certain subject matter experts came up with a solution to this problem. What should you do then if you want to sell your stuff in the age of AI? My estimate is that with modern tools and social networks we can be on the high end of this number, if we are organized and disciplined. The solution was do more.

Scale 195

Scale Social Media Outbound Referrals 195

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. How do they do it? And it’s like, where do I have that time, I have to be prospecting?”

Hiring 214

Hiring Data Prospecting Lead Rank 214

SalesFuel

NOVEMBER 22, 2024

Social video is one of the influencer marketing tools that should be used by both B2C and B2B influencers. Influencer Marketing Tools: Social Video B2B’s Mistrust of Influencers According to a study from Ogilvy , B2B brands don’t trust influencer marketing. Here’s how. And 53% of those who don’t already plan to start doing so soon.

Influencer 59

Influencer B2B Video Tools 59

Zoominfo

AUGUST 8, 2024

Common Sales Enablement Activities What makes up the content, guidance, and training that’s so pivotal to providing sales and revenue specialists with the resources they need to engage customers and create conversions? Its goal is to boost sales effectiveness — while hitting the goals sales ops has set.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

DECEMBER 6, 2024

Heres how lead-to-account matching and routing software benefits businesses: Time Savings : Sales teams can focus on selling rather than administrative tasks. Enhanced Customer Experience : Faster routing ensures quicker follow-ups. Cleaner CRM Data : Maintain accurate, up-to-date records with automatic deduplication.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Hubspot Sales

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. B2B Buyer Stats First and foremost, B2B buyers are users of the tools they buy.

Hubspot 116

Hubspot B2B Buyer Data 116

Sales Gravy

APRIL 10, 2025

The shiny new tool. The Fancy Stuff Is Failing You We see it all the timesalespeople hiding behind automation tools, social selling gimmicks, and relationship-building fluff. Youre hoping your sequence will nurture your prospect into buying without you having to actually sell. Follow-up calls. The quick fix.

Closing 90

Closing Cold Calling Follow-up Objections 90

Partners in Excellence

JANUARY 30, 2025

For close to two decades, we’ve been driven by a scaling philosophy, stated differently, a volume, velocity approach to selling. So we had to ramp up the volume velocity. And we could step up to that through the same tried and true methods: hire more people, leverage more tools and technology.

Scale 133

Scale Outsourcing Services Hiring Revelation 133

Zoominfo

MARCH 26, 2025

Because business today operates at a speed and scale most tools and teams arent built to comprehend. Accuracy and depth go hand-in-hand: every link is verified and kept current as companies evolve, so when your team pulls up an account, they can trust that the parent-child relationships are complete and up to date. The result?

Data 130

Data Revenue Scale Territories 130

Cincom Smart Selling

APRIL 10, 2025

This strategic discipline ensures that salespeople have the necessary tools, content, processes, and technology to engage buyers effectively and close deals more efficiently. From faster quotes to fewer errors, see how the right tools can turn your sales process into a growth engine. What is Sales Enablement?

Sales Enablement 48

Sales Enablement Top of Funnel Tools Strategy 48

Hubspot Sales

AUGUST 26, 2024

I woke up to my alarm clock shattering that fantasy. For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

The Pipeline

AUGUST 5, 2021

All measurable, all quantifiable and can be improved with skills and the right tools. And while strategy and skills are paramount, you need to select the right tools to support them. This again puts a focus on the tools you use and how. Yet many want me to change my execution in order to use their ill-conceived tool.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Zoominfo

DECEMBER 11, 2024

Our Senior Job Posting Signal delivers real-time notifications when senior-level positions open up or are filled at key accounts. GTM AI Advancements for Better Conversion Rates: Smarter Tools for Smarter Selling Artificial intelligence continues to transform the sales process. This enablesyour team to be the first to reach out.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Hubspot Sales

AUGUST 7, 2024

Today I'll walk you through the most popular SaaS CRM solutions on the market to help you find the best tool for your needs. 85% of customers say they‘re willing to spend more on a SaaS tool if there’s good customer service. But what is the best CRM for SaaS companies? Table of Contents What Is a SaaS CRM? User Experience.

Software 115

Software Software CRM Oracle 115

Cincom Smart Selling

MARCH 9, 2025

This article breaks down the differences between traditional quoting methods and modern CPQ (Configure, Price, Quote) solutions, helping you assess which approach will set your business up for faster, more accurate, and scalable growth. ERP Systems: Syncs with inventory, production costs, and financials. Automated, completed in minutes.

Tools 48

Tools Scale Comparison Discount 48

Zoominfo

FEBRUARY 18, 2025

These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team? These tools typically include features such as click-to-call functionality, local number generation, automated follow-ups, and call recording.

Outbound 130

Outbound Software Software Buyer Intent 130

Hubspot Sales

AUGUST 20, 2024

Those choices add up to something like 35,000 total decisions in a day. There might be variables that don’t really add up, or maybe you’re comparing apples to oranges. When we have too many choices, we end up less satisfied, even if the product is perfectly tailored to our needs. Provide a comparison tool.

Examples 111

Examples Conversion Customer Licensing 111

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. Have you ever been in a situation where you were hired for a specific job, but you weren’t given the requisite tools to be successful? Priority” is a singular word.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Integration: Tools that integrate smoothly with existing Salesforce workflows, minimizing disruption.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

AUGUST 8, 2024

But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. Luckily, sellers of every stripe now have access to AI-powered tools that can help them excel in a challenging market. Quickly summarize why this customer bought our product or service.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Sales 2.0

MAY 30, 2023

Traditional sales models vs. AI-enabled selling. Heidi says we are moving into a new age of selling driven by the availability and adoption of AI (Sales 2.0?). She says “There’s been a bifurcation of the way people manage sales organizations: There’s the traditional model which dumbs down selling. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Pipeliner

FEBRUARY 16, 2025

The Role of AI in Sales Leadership Enhancing Efficiency AI tools can significantly enhance sales efficiency by automating routine tasks, allowing sales leaders to focus on more strategic activities such as coaching and change management. AI should be seen as a tool to augment human capabilities, not replace them.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Video 103

Zoominfo

FEBRUARY 20, 2025

For frontline go-to-market (GTM) professionals, the struggle is real: Too much administrative work, too little selling time, and too many missed opportunities. Marketers using ZoomInfos account-based marketing (ABM) tools increased qualified leads by 36% and grew their marketing pipeline by 42%. Copilot users reported saving 10.5

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Zoominfo

DECEMBER 20, 2024

These tools are now essential for companies looking to maintain a competitive edge in a demanding market. They equip teams with tools for automating tasks, tracking engagement, and accessing real-time data, all of which accelerate the sales cycle and improve overall performance. What Are Sales Acceleration Platforms?

Scale 130

Scale SalesForce Analytics Hubspot 130

Cincom Smart Selling

MARCH 16, 2025

For the sake of simplicity, Im going to toss them all into one of three bags: tools, solutions and systems. Depending on your application and your level of complexity in terms of product, market, price or organization, you may be best served by a simple, free-standing tool, or you may require a more elaborate, full-function integrated system.

System 48

System Tools Software Software 48

Vengreso

NOVEMBER 19, 2024

These intelligent tools are not just about automating tasks; they revolutionize how sales teams operate by offering personalized insights and recommendations. Imagine a digital assistant that not only handles mundane tasks like data entry and follow-ups but also provides predictive analytics to forecast sales trends and optimize strategies.

Software 115

Software Software Scale Sales Qualified Lead 115

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. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373