Vendor Neutral

JULY 30, 2021

Improving remote engagement experiences with prospects and customers. Prior to Alinean, Tom founded Interpose, a provider of total cost of ownership (TCO) measurement and analysis software tools and training. Data’s essential role in letting RevOps know what’s working (and not) and how to adapt for continual improvement. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

Zoominfo

OCTOBER 19, 2021

Check out these seven key points from Schuck: M&A Can Grow Your Company In Serendipitous Ways Despite Schuck’s success in starting and growing his own software-as-a-service company (originally called DiscoverOrg) there was one problem he struggled with: He couldn’t build a strong engineering team. “I

Engineering 130

Engineering Hiring Software Software 130

Hubspot Sales

NOVEMBER 15, 2019

You will stay in front of prospects and differentiate yourself if you do some research and get personal. Write a brief closing paragraph , guiding the prospect to a piece of company content. Offer to provide any other materials that the prospect wants, and make yourself available for questions or feedback. Regards, Meg.

Meeting 125

Meeting How To Case Study Relationals 125

Sales Hacker

MARCH 1, 2021

There’s no question that email is still one of the best ways to get in touch with potential sales prospects. This is more than the 122 number from 2015, meaning workplace professionals are still very active in their inbox. Use social media to warm up your prospects. Need proof? This is more than the 3.8

Data 130

Data Social Media Scale Follow-up 130

Cincom Smart Selling

MARCH 16, 2017

Solutions like Customer Relationship Management (CRM), Configure, Price, Quote (CPQ), and Enterprise Resource Planning (ERP) software are designed specifically to target areas of the sales process that can be tightened up and make a company more dynamic and efficient. CRM Software. CPQ Software. ERP Software.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Hubspot Sales

JULY 2, 2019

So you've decided to get a CRM software. All CRM systems allow sales reps to create contact records and store prospect and customer information. Whether your company has three deal stages or 15, you should be able to program these levels into the software and attach associated values. Deal Stages. Automated Data Capture.

CRM 106

CRM Buyer Hubspot System 106

SBI

JULY 14, 2021

ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology. It also appears in the top of five G2’s “Best Software Product” lists. “We

Conversion 85

Conversion Top of Funnel Lead Rank Lead Scoring 85

Hubspot Sales

MARCH 23, 2018

But because selling is a two-way interaction, the science behind sales also covers the other party in the engagement: prospects, leads, or customers, depending on the stage in the sales process at which they are being engaged. Make it something the prospect can be infected by. Set the agenda and stay in control.

Call-back 145

Call-back Ideal Customer Profile Sports Hotels 145

Hubspot Sales

DECEMBER 19, 2019

At this point, the company only has a handful of prospects to keep track of, so keeping tabs on them is relatively straightforward. It's often unclear who's working on what and how far along in the buying process a certain prospect is. Most would rather be connecting with prospects than doing administrative work.

CRM 115

CRM Sales Process Top of Funnel Hiring 115

Pointclear

SEPTEMBER 29, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. I think we both agree this is a mistake.). Jim’s approach is absolutely on target.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Customer Centric Selling

NOVEMBER 25, 2014

I found the results of a recent Software Advice™ study encouraging (Software Advice™ is a sales software reviews firm ). Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6! They’re busy and just want to understand the potential value that can be realized through the usage of an offering.

Hiring 81

Hiring Buying Cycle Education Inbound 81

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Pipeliner

DECEMBER 5, 2024

The Genesis of Sendoso Identifying the Problem Kris Rudeegraap’s journey began in the realm of software sales, where he observed a significant decline in the effectiveness of email outreach by 2015. The market was saturated with similar strategies, leading to diminishing returns.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Rather than having each rep develop their own messaging, questions, and resources to use with prospects, give them ready-made content. Second, a playbook frees up time for selling. What are the deliverables?

Ideal Customer Profile 141

Ideal Customer Profile Buyer Persona Guidelines Hiring 141

DiscoverOrg Sales

APRIL 24, 2018

If you do it right, eventually you reach a place where more reps are leaning toward the closing – not the prospecting. This is especially important when you’re selling software. I remember when I was 21: I had just graduated college, and I was selling for iProfile [a data company that DiscoverOrg would acquire in 2015].

Scale 120

Scale Hiring Cold Calling Coaching 120

Corporate Visions

NOVEMBER 7, 2019

These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. In 2015, an average of 5.4 Here’s why. people needed to formally sign off on each purchasing decision.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Hubspot Sales

JANUARY 16, 2020

people in 2015, to 6.8 For example, if you’re meeting with highly technical prospects they’ll likely want to dive into your products architecture and how it will relate to their own infrastructure. Selling software is more complicated than ever before. First, buying cycles continue to involve more people. people in 2017.

Sports 105

Sports Scale Up-Sell Vendor 105

Sales Hacker

FEBRUARY 7, 2018

What is new in today’s B2B software world is that products sold against an OpEx (SaaS) model experience an exponential growth due to a variety of factors; An increase in Online Spend – B2B customers are increasing their online spend. CASE IN POINT: In 2015 Randy had grown sales from $800k to $4M in ARR. SaaS Growth Rate.

Scale 97

Scale Lead Rank Sales Qualified Lead Hiring 97

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here.

Scale 66

Scale Sales Enablement Case Study Hiring 66

Alice Heiman

JULY 2, 2024

In 2015, Sujan Patel faced a common frustration: sales teams failing to follow up with prospects. Humans, step aside; software, let’s go solve this problem,” Sujan recalls. His solution? Build a tool so effective that it turned into a successful company, Mailshake.

Scale 71

Scale Hiring Pivotal Face-to-face 71

Crunchbase

MAY 6, 2022

In addition, we’ll walk you through how to use Crunchbase’s sales prospecting software to connect with decision-makers at these companies and close deals, all in one platform. LinkSquares is a computer software company that features AI-powered contract management and analytics tool for in-house legal and finance teams.

Lead Rank 105

Lead Rank Lead Scoring Company Sales Qualified Lead 105

SalesLoft

JUNE 18, 2015

With a market that’s exploding with new technologies by the second, SDRs need to be creative, competitive, and sometimes, a little strategic with how, when, and where they reach their prospects. It’s a simple concept — we see them at conferences everywhere, but usually just as a way to get contact information from prospects at events.

Conference 52

Conference Incentives Incentive ACT 52

SalesLoft

JANUARY 17, 2019

We’ve rolled up our sleeves on 60 different SDR outbound overhauls and hundreds of deployments of sales engagement software. When a phone was the only method to connect with prospects, volume was THE metric. Then came high-speed internet and, by 2015, everyone was able to send emails en masse.

Trends 77

Trends LinkedIn Ideal Customer Profile Retention 77

Nutshell

AUGUST 24, 2018

It’s where the tide is turning, due to higher productivity and the ability to reach more prospects. In many cases, the desktop version of a software tool is much more robust in its features and ability to do things because of the greater processing power. As an inside sales rep, you’ll probably using the desktop edition.

Outside Sales 91

Outside Sales Inside Sales Hiring Face-to-face 91

DocSend

MARCH 10, 2019

Sales battle cards serve just one purpose: To help sales reps convince prospects to pick you over the competition. The competitive battle card is a popular resource that sales reps use to show prospects how and where your product wins. Golden questions: These are the most important questions that your reps ask prospects.

Competition 58

Competition Outsourcing Services Ideal Customer Profile Lead Rank 58

Velocify

OCTOBER 17, 2017

If you aren’t seeing emoji use increase in your daily communication, allow me to introduce some metrics into the mix: Since 2015, there has been a 777% increase in the use of emojis by marketers. If there are ways you can save customers or prospects time, consider taking those extra steps. The added value will certainly be appreciated.

Customer 75

Customer Real Estate Licensing Buying Cycle 75

Showpad

OCTOBER 21, 2019

Sales automation software has become an in-demand solution among businesses of all industries and sizes. In short, with Sales automation tools, your reps will spend more time closing deals and generating revenue than they do prospecting or talking to leads with no real purchasing intent. . Lead scoring: A use case.

Sales Automation 53

Sales Automation Top of Funnel Lead Rank Lead Scoring 53

SBI

MAY 7, 2015

There are hundreds if not thousands of sales software applications to pick from. Prospecting & Sales Intelligence. Now is the time to take action and it just got a whole lot easier with the Top Sales Tools of 2015 Guide. Browse the guide by solution provider, or browse by solution type. Inside Sales & Biz Dev.

Tools 50

Tools Territories Compensation Inside Sales 50

SalesLoft

MAY 11, 2015

Now, the modern sales process includes a sales development rep who’s sole job is to focus on the front end of the sales process (prospecting, qualifying leads, booking demos) while account executives focus exclusively on demoing and closing deals. Our own playbook that we hand every new rep on their first day outlines: Prospecting.

Hiring 52

Hiring Compensation Webinar Metrics Scale 52

Sales Hacker

NOVEMBER 4, 2020

When I landed in Dublin in 2015, I was a bright-eyed, bushy-tailed 26-year-old who had severely under-estimated and oversimplified the work in front of me. I was the new Vice President of International Sales & Managing Director for a work management software company called Wrike. What did we change?

Hiring 115

Hiring Scale Ideal Customer Profile Lead Rank 115

Troops

AUGUST 7, 2018

For example, they spiff the BDRs on utilization of new systems and software. In 2015, founder Jack Dorsey announced Square was adopting economic empowerment as a new vision for the company. If a spiff isn’t working, however, they kill it and come up with something different. Conclusion: Tying Individuals to the Mission.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

DiscoverOrg Sales

MAY 4, 2017

We realized a few years ago that even if we provided our customers with the most accurate database of their prospective buyers with the deepest intelligence about what projects and initiatives they’re working on, what their technology stack looks like, and what triggers are coming down the pipe for them. It just doesn’t exist.

Company 120

Company Conversion Outbound Video 120

LeadIQ

APRIL 24, 2018

My connection to organ and tissue transplantation began in September of 2015. Tip #2: Spend time researching your prospects. About 40,000 sight-restoring cornea transplants are performed in the United States each year. All stats provided by Donate Life America. My wife and I had recently moved from St.

Face-to-face 75

Face-to-face Call-back Software Software 75

Gong.io

AUGUST 11, 2021

Taking notes is so pre- 2015. Note: Gong launched in 2015. There is not much upside to having notifications turned on during a screen share with a prospect. Even better: Gong sends this email reminder automatically, so you never forget. The end result? Reduction in no-show rates. Superpower #4: Infinite Memory. Coincidence?

Top of Funnel 62

Top of Funnel Ideal Customer Profile Call-back Video 62

SBI

SEPTEMBER 25, 2020

Chorus helps Revenue leaders enable their team to win and be productive in any environment by using advanced AI-driven insights to understand the relationships between sellers and prospects, as well as how those correlate to revenue. About Chorus.ai. is the No.1 1 Conversation Intelligence Platform for high-growth sales teams.

Industry 67

Industry Conversion Hiring Call-back 67

CloserIQ

OCTOBER 10, 2018

Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. HubSpot, a leader in inbound content marketing software, is perhaps Boston’s best-known startup. Founded 2015. Their software provides a better way for bond issuers to communicate with investors.

Hiring 76

Hiring Company Policies Analytics 76

Mindtickle

APRIL 24, 2019

Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers. Read the Procore Case Study here.

Scale 40

Scale Sales Enablement Case Study Study 40