Sales and Marketing Management

JANUARY 11, 2016

Issue Date: 2016-01-01. Author: Walter Ruckes, VP of client services, BI WORLDWIDE. Teaser: How are top sales managers responding to help their sales reps in the year ahead? Understanding some basic elements of psychology can help drive performance in ways you may not have thought of.

Sales Management 120

Sales Management Tools Sales 120

No More Cold Calling

JULY 13, 2017

In our 2016 Sales Enablement Optimization Study, we found that a formal or even dynamic coaching process helped more salespeople to achieve their quota (by 10%), and win rates for forecast deals could be improved even more, by 28%. Your sales process shortens (time is money), your cost of sales decreases, and your competition disappears.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Zoominfo

MARCH 17, 2021

Prior research from ZoomInfo showed data privacy projects rose 2,200% from 2016 to 2019 , so it’s no surprise to see these efforts continue to prompt significant IT budget investment. In fact, more companies will invest in these areas compared to security initiatives, but spend far less per project than security.

Company 324

Company ROI Survey Face-to-face 324

Sales and Marketing Management

NOVEMBER 18, 2016

Issue Date: 2016-11-21. Author: Michael Grinich, cofounder and CEO of Nylas. Teaser: Email is changing in a big way – and the way you think about its role in your workday should too. Here are three trends that explain why. Email is changing in a big way – and the way you think about its role in your workday should too.

Trends 120

Trends Sales Tools Tools Sales 120

Sales and Marketing Management

FEBRUARY 28, 2016

Issue Date: 2016-02-29. Author: Mike Reilly. Teaser: Is there any truth at all when it comes to knowing exactly what marketing efforts are driving your revenue growth - if any? The answer lies in adopting three key actions when assessing the ROI of your marketing efforts.

ROI 120

ROI Channels Tools Marketing 120

Fill the Funnel

DECEMBER 7, 2016

Igloo has been my #1 best-selling web page software in 2016. The post #1 Website Tool of 2016 appeared first on Fill the Funnel. It builds stunning web pages, landing pages, webinar registration pages, and with this new update – MEMBERSHIP sites. Works with WordPress or standard HTML websites.

Tools 48

Tools Webinar Metrics Top of Funnel Funnel 48

Steven Rosen

MAY 4, 2017

Sales and marketing automation tools $20 billion. We see this in times of recession when companies scale back on training, sales automation tools, and support materials. According to The 2016 STAR Sales Manager Development Report , only 50% of sales managers are receiving ongoing development in core job skills. Group Learning.

Sales Management 276

Sales Management Hiring ROI Coaching 276

DiscoverOrg Sales

JUNE 14, 2017

At the beginning of 2016, Anthony had a heart-to-heart talk with his supervisor and was inspired during the company’s annual January Sales Kick-off. In August of 2016, DiscoverOrg’s leadership decided to split the sales in into dedicated inbound and outbound teams. “It Chili Piper is an intelligent calendar tool.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. In 2016, it was 53.3 In 2015, 43.6 percent of firms identified this sales execution challenge.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

JUNE 18, 2019

as of April 2016—an all-time high since 2000 ( source ). In 2016, 4x more employers increased full-time headcount than employers who decreased their headcount ( source ). . $4,000 is the average amount U.S. companies spend to fill an open position ( source ). 85 million jobs were unfilled in the U.S. Time-to-hire.

Social Media 248

Social Media Report LinkedIn Positioning 248

Zoominfo

MAY 5, 2019

More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too. Do you have access to the right tools? Is your marketing automation tool getting the job done? Ask your team the following questions: What tools do you use every day?

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Step 5 – Hone Your Tools.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Decision Maker 70

Sales and Marketing Management

JULY 31, 2016

Issue Date: 2016-08-01. Sales managers can help make this happen by employing the right tools for their teams – tools that simplify the sales process instead of making it more complex. Author: Reza Mohsin, CEO of Speakeasy. read more

Sales Management 136

Sales Management Tools Sales Process Sales 136

Understanding the Sales Force

DECEMBER 20, 2016

The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. We believe that we have developed the best Sales Assessment tools in the world but it is gratifying when others validate that belief for us! A very nice way to end 2016!

Webinar Metrics 120

Webinar Metrics Groups Objections Tools 120

Cincom Smart Selling

DECEMBER 15, 2015

If customer engagement is what it’s all about, then the ability to use CRM successfully as a strategy tool means that everyone in the company has to be onboard. Every person in the company must see the customer experience as their first priority—and therefore commit to using the same tools and processes in order to accurately gauge outcomes.

CRM 69

CRM Strategy Enterprise Enterprise 69

Increase Sales

JANUARY 1, 2016

By reviewing this business data I learned there was an incredible amount of articles, tools, brochures and curriculum outlines downloaded, far more than in previous years. In 2016, I have decided to share this business data with you respective to downloads (quarterly) and blog postings (monthly). Thank you for your ongoing support.

Data 70

Data Loyalty Ideal Customer Profile How To 70

Sales and Marketing Management

JULY 24, 2020

Or consider giving a gift that does good, just like your prospecting tool. In 2016, she founded Packed with Purpose , a corporate gifting company that embeds social impact into the everyday act of gift-giving, from empowering underserved women with job skills to supporting sustainability efforts. Purpose Is a Powerful Motivator.

Incentive 227

Incentive Incentives Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Or consider giving a gift that does good, just like your prospecting tool. In 2016 she founded Packed with Purpose , a corporate gifting company that embeds social impact into the everyday act of gift-giving, from empowering underserved women with job skills to supporting sustainability efforts. Purpose Is a Powerful Motivator.

Incentive 227

Incentive Incentives Motivation Demographics 227

Sales and Marketing Management

APRIL 16, 2017

According to the Adobe State of Create report for 2016 , a full 68 percent of U.S. Workflow management tools can help creative teams operate as efficiently as the other two arms of the go-to-market machine, enabling them to deliver more and better content at a faster rate. To that effect, creative marketing is more important than ever.

Engineering 222

Engineering Marketing ROI Face-to-face 222

SBI

OCTOBER 5, 2017

According to the CSO Insights 2016 Sales Enablement Optimization Study , 32.7% of surveyed organizations had a sales enablement function in 2016 (up from 25.5% Here is a place that modern sales enablement tools and technologies can really shine. Yet, as an industry, we’re failing badly at it. in 2015), but only 5.2%

Sales Enablement 139

Sales Enablement Survey Face-to-face Coaching 139

Sales and Marketing Management

JULY 27, 2018

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. Explore Existing Tools. It is not a new problem. It’s the equivalent of “fake news,” and like fake news, it propagates a lot of wasted time and energy.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! How to Use a Presentation Theme…and Avoid Going Theme Park!: A Theme can be a powerful unifying tool – when used properly. Photo courtesy of Sam Churchill.

Maximizer 61

Maximizer Follow-up Sales Course 61

Sales and Marketing Management

MAY 3, 2018

According to a 2016 Reuters article, an online survey of 400 U.S. David Sill is head of sales enablement at DiscoverOrg , a leading global sales and marketing intelligence tool used by over 2,300 of the world’s fastest-growing companies to accelerate growth. Consider opening the door with a “cold email” first.

Cold Calling 220

Cold Calling Survey Education Research 220

DiscoverOrg Sales

NOVEMBER 15, 2017

December 2016: A troubled client account initially said they would renew their DiscoverOrg contract. At the end of 2016, DiscoverOrg realized that there was an opportunity to increase customer satisfaction and engagement with an enhanced focus and approach. If you can’t integrate it, it’s just a lookup tool. You build a story.

Retention 227

Retention Travel Customer ROI 227

Sales and Marketing Management

DECEMBER 6, 2016

Issue Date: 2016-12-07. Teaser: The Three Vs of sales tools - voice, video and virtual reality - will only continue to strengthen the buying experience for your prospects and further enable your sales team. Author: Sean Alpert. Here's why it's important to embrace them.

Video 120

Video Sales Tools Tools Prospecting 120

Sales and Marketing Management

OCTOBER 12, 2016

Issue Date: 2016-09-01. Here are three powerful tools to help you ask for commitments that lead to the close without violating your client’s trust. Here are three powerful tools to help you ask for commitments that lead to the close without violating your client’s trust. Author: Paul Nolan. read more

Closing 120

Closing Tools Leads Marketing Qualified Lead 120

DiscoverOrg Sales

OCTOBER 30, 2017

I graduated from college in 2016, which means I haven’t been in this industry very long. I am fortunate to sell the best sales intelligence product in the space, and I want my clients to give me that deserved trust, as I help them recognize what a tool like this can do for their company.

eBook 122

eBook Travel Exercises Sales 122

Sales and Marketing Management

JANUARY 23, 2019

Back in 2016, web admins were skeptical about web pages without the revenue-generating ad pop-ups at the beginning, but it is now clear to everyone that loading speed has a bigger impact on online revenue than all other factors combined. The AMP project has been around for only three years, but it has shaken the global online space.

Lead Rank 196

Lead Rank Lead Scoring Google Guarantee 196

Sales and Marketing Management

MAY 18, 2016

Issue Date: 2016-05-01. Yet despite growing adoption, one misperception lingers: that these tools are relevant only to marketing leaders. Yet despite growing adoption, one misperception lingers: that these tools are relevant only to marketing leaders. Author: Ray Kemper. read more

Marketing 120

Marketing CRM Industry Tools 120

DiscoverOrg Sales

AUGUST 19, 2016

In fact, it has been documented by SocialTalent in their 2016 Global Recruiting Survey that candidates are 25% MORE likely to respond to a phone call than a LinkedIn InMail. We used a variety of tactics – referral bonuses, LinkedIn InMail, and technology networking events, but you know what worked best? Cold calls.

Hiring 222

Hiring Marketing Top of Funnel Cold Calling 222

Zoominfo

DECEMBER 11, 2020

Companies that made significant investments in WFH technology will not drop the tools once COVID-19 vaccinations are widespread. Additionally, diversity-themed executive roles have been on the rise in companies since at least 2000, but made a noticeable jump in 2016, ZoomInfo data shows.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Salesmate

SEPTEMBER 18, 2020

He provides you with the concepts and tools you’ll need to be effective and proficient in each of these areas. He wrote this book to address the problems encountered by sales managers and has provided practical advice, strategies, and tools they can use to take their team to the top. Published – May 2016. The Sales Boss.

Sales Management 116

Sales Management Face-to-face Quota Coaching 116

Zoominfo

OCTOBER 13, 2020

Facebook was founded in 2004, Twitter in 2006, Instagram 2010, Snapchat 2011, and TikTok in 2016. Even with over 5,000 marketing tools available , measuring the ROI of social media in a traditional click-to-purchase remains to be an issue. The thing is, these companies lack the tools to measure ROI.

Social Media 162

Social Media Media Revenue Scale 162

Zoominfo

AUGUST 31, 2020

Technology : Market intelligence and sales intelligence platforms, software that analyzes sales calls, and tools that track how customers use a product. Job titles involved : Executives, directors, and managers of product development, product marketing, marketing strategy, sales intelligence, marketing intelligence, and competitive analysis.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales and Marketing Management

JUNE 11, 2018

According to Vennage , visual content in articles published by marketers increased by 130 percent from 2015 to 2016. You can do this with no design experience with one of many infographic creation tools, like Canva , Snappa , and Piktochart. Be Careful.

Strategy 96

Strategy Marketing Real Estate Social Media 96

DiscoverOrg Sales

FEBRUARY 10, 2017

This piece was originally posted February 6th, 2017 on Smart Selling Tool’s blog and written by its founder Nancy Nardin. Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Looking to Achieve High Growth?

Revenue 120

Revenue Survey Report Account 120