Hubspot Sales

NOVEMBER 1, 2017

What are the sales trends of 2018? Video prospecting. Sales automation. 2018 is just around the corner. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. To find out what’s coming, I asked sales leaders, experts, and reps to predict the top sales trends of 2018.

Top of Funnel 137

Top of Funnel Trends Funnel Decision Maker 137

DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Hubspot Sales

JANUARY 11, 2018

The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Need: Does the prospect have a problem your product can solve? fails when salespeople use it like a checklist, meaning they ask prospects a series of rote questions without truly listening to their response or attempting to add value.

Sales Qualified Lead 138

Sales Qualified Lead Prospecting Decision Maker How To 138

DiscoverOrg Sales

DECEMBER 26, 2018

2018, you’ve been good to us. As we try to fill in the blanks for our customers and prospects, and offer up our own hard-won lessons learned to our community – a few gems stood out. Here are our most popular blogs of 2018. GDPR for Sales and Marketing. 8 Ways to Use BASHO Emails in Cold Email Outreach.

Intent Data 120

Intent Data Intent SME Hiring 120

DiscoverOrg Sales

JANUARY 1, 2018

And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results. We expect to see this spend occur in 2018.

Trends 184

Trends Advertising Advertising Survey 184

Hubspot Sales

MARCH 19, 2018

New research from Richardson Sales Training reveals the biggest focus for sales professionals in 2018 should be articulating value. Top challenges facing salespeople in 2018 included: Creating a targeted prospecting strategy. Balancing sales and relationship management. Building the right sales skills.

Ideal Customer Profile 143

Ideal Customer Profile Lead Rank Lead Scoring Decision Maker 143

Pointclear

SEPTEMBER 27, 2017

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. 40 to 50 pipeline accounts (from which 20% to 30% will become fully qualified sales opportunities this quarter or next). My advice is don’t repeat a 2017 mistake in 2018.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Funnel Lead Generation 133

DiscoverOrg Sales

SEPTEMBER 14, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 202

Account Based Marketing SalesForce Top of Funnel Hotels 202

SBI

JUNE 5, 2018

Fast forward to today and that number has increased by 25% to over 500 discreet sales solutions, crazy right? Download a PDF version of the 2018 SalesTech Landscape. The segment titles in red follow our sales hierarchy model which ranks the over-all abilities required for sales success. Start there.

SAP 129

SAP Vendor Top of Funnel Sales Tools 129

Zoominfo

APRIL 23, 2018

Sales professionals are under constant pressure to achieve higher quotas and deliver value to their clients in an increasingly competitive landscape. To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals.

Face-to-face 133

Face-to-face How To Negotiation Vendor 133

Zoominfo

APRIL 8, 2021

Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers.

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Decision Maker Case Study 130

Hubspot Sales

JANUARY 4, 2018

2018 Sales Enablement Trends. AI takes over more and more of the sales process. Sales training is added back to the budget. Sales teams shrink in size. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. CRMs are a necessity, not a nicety.

Sales Enablement 98

Sales Enablement Guarantee Sales Qualified Lead Inbound 98

Zoominfo

MAY 9, 2018

Today’s post is our 9 th installment in the series and includes blog posts about passive candidate recruitment, data-driven e-commerce, sales metrics, account-based selling, and more! 4 Ways to Recruit Passive Candidates in 2018. 7 Sales Metrics to Track in 2018. If you’re looking for more sales insight, keep reading!

B2B 113

B2B Sales Cycle Hiring Forecasting 113

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Author: SMM staff.

Salary 207

Salary Study Travel Report 207

Hubspot Sales

DECEMBER 26, 2017

SDR/BDR Skills for 2018. Video prospecting. We’re about to turn the corner into 2018. And from where I stand -- as the manager of an inside sales team -- one thing is clear. To be successful next year and beyond, sales development reps need to think outside the box. 1) Video prospecting. Active listening.

Hubspot 144

Hubspot Lead Rank Call-back Sales Qualified Lead 144

Hubspot Sales

MARCH 30, 2018

That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least. The 3 Key Elements of Good Sales Prospecting Emails. Still stuck?

Prospecting 105

Prospecting Buyer Persona Face-to-face Call-back 105

Hubspot Sales

JANUARY 31, 2018

I’ve seen some incredible changes, and I can say without a doubt that right now is the best time to invest in a sales career. Sales is fun, critically important to scaling businesses, financially lucrative, and intellectually stimulating. But being a salesperson in 2018 is very different than being a salesperson in 1987.

Cold Calling 145

Cold Calling Inbound Social Media Face-to-face 145

John Barrows

MARCH 14, 2018

People ask me all the time which medium is the best one to connect with prospects these days. Before technology, it used to be door-to-door sales, then the phone, then e-mail, then LinkedIn, but now with social media and all the different options, there isn’t one best way to connect anymore. Is it phone, e-mail, Inmail, text, social?

Prospecting 103

Prospecting Hotels Licensing Face-to-face 103

SBI

OCTOBER 11, 2018

We wanted to find a good mix of solutions that are at the intersection of marketing and sales. In the guide , you’ll find solutions like Conversica which makes it possible to reach out to thousands of prospects at a time in a personal, persistent, and powerful way. Don’t have time to read through a bunch of collateral?

Tools 139

Tools Marketing Collateral Conference 139

DiscoverOrg Sales

AUGUST 28, 2018

We sifted through top blogs the best email subject lines of 2018, plus some fresh, real-life examples from our own SMEs – and pulled out the best of the best, so you don’t have to. The overall idea is stand out,” says Senior Sales Development Rep, Zachary Thompson. For our prospects, an example might be ‘summer slump.’

B2B 120

B2B Hubspot Marketo Account Based Marketing 120

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Your job title hasn’t changed -- you’re still a salesperson, sales manager, sales director, etc. -- but of course, everything else has. Sales tools are different; they’re basically the phone book and your business card. 2018 is going to be even bigger. 2018 is going to be even bigger.

Scale 137

Scale Analysis Film Video 137

Zoominfo

SEPTEMBER 11, 2018

When a customer gives you their money, they need to trust that your product or service will deliver on the promises made during the sales process. Tradeshows provide the unique opportunity for face-to-face interaction and can help marketers forge long-lasting relationships with customers and prospects. Let’s get into it!

B2B 140

B2B Trade Show InsideSales Lead Scoring 140

Hubspot Sales

FEBRUARY 6, 2018

There are several facts I thought I knew about prospecting. The RAIN Group Center for Sales Research surveyed 488 buyers and 489 sellers in 25+ industries to get their take on effective methods, timing, and more. The results are probably not what you’d expect -- but they do bode well for your prospecting strategy.

Prospecting 106

Prospecting Social Media Buyer Influencer 106

SBI

DECEMBER 27, 2018

Top 10 SalesTech Blog Posts of 2018 . 2018 was the year where the SalesTech market forces created reactions of substantial impact. 2018 was the year where the SalesTech market forces created reactions of substantial impact. Top 5 guest posts 2018. For some of you in B2B sales, this may come as a surprise.

SAP 94

SAP Trade Show ROI Margin 94

Pipeliner

FEBRUARY 15, 2018

Millions of leaders and sales professionals have given thought to, and set ambitious goals for 2018. Below is a four-step process that will help you clarify and calibrate what is most important for you to achieve your goals in 2018. Pipeliner CRM empowers sales professionals to maximize time management. You deserve it.

Scale 73

Scale Cold Calling Call-back Maximizer 73

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

John Barrows

OCTOBER 3, 2018

Sales engagement platforms on the rise. Something very notable was the rise of sales engagement platforms like SalesLoft and Outreach. As a buyer, if you know the tools you want and are ready to buy, there’s no reason to get on a sales call or spend time waiting for invoices. If you want to be inspired, go to Dreamforce.

Face-to-face 117

Face-to-face SalesForce Decision Maker Meeting 117

DiscoverOrg Sales

SEPTEMBER 17, 2018

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you. Get off the beaten trail.

Account Based Marketing 120

Account Based Marketing SalesForce Top of Funnel Hotels 120

Hubspot Sales

AUGUST 19, 2018

If you’re in sales, you’ve likely seen the 2011 “ Lead Response Management Study. ” It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “ What are the best days to call my prospects? ”

Follow-up 110

Follow-up Sales Qualified Lead Referrals Survey 110

Zoominfo

JUNE 3, 2018

If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals. The Guide to Developing a Successful Sales Development Technology Stack. Let’s jump right in! Don’t believe us? Continue reading.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018.

Conference 111

Conference Scale Inbound Hiring 111

Zoominfo

JANUARY 23, 2019

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Think about it- you might be the most skilled salesperson at your company, but if you’re reaching out to the wrong people, your sales skills will have no impact on their desire to purchase your product.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! With 2019 is right on the horizon, I’m taking this as an opportunity to look back at the kickass year we had at Sales Hacker. for making Sales Hacker what it is. The 18 best sales articles of 2018 from Sales Hacker.

Ideal Customer Profile 97

Ideal Customer Profile Top of Funnel Hiring B2B 97

Sales Hacker

JANUARY 18, 2018

Sales conferences hold a very special place in my heart. This is not only because I am the Director of Sales at an event software company, but also because I know I have a lot learn—and in-person events are my favorite way to get that learning done. For sales professionals, this probably isn’t a surprise. Rainmaker 2018.

Conference 90

Conference Inbound SalesForce Lead Gen 90

Zoominfo

AUGUST 2, 2018

Today’s B2B blog post round-up features content about sales productivity, influencer marketing, buyer personas, and much more. August 2018 B2B Blog Post Round-Up. 5 Common Myths About Sales Productivity. The sales floor is a high-pressure, results-driven environment– which is why so much emphasis is placed on sales productivity.

B2B 100

B2B Buyer Persona B2C Trade Show 100

Zoominfo

OCTOBER 13, 2022

Between 2016 and 2018, total US forest product exports increased from about $37.7 If AGL was to successfully make the transition and survive, the sales team would have to identify new potential customers, as well as services beyond AGL’s core expertise. We didn’t have a formal prospecting strategy,” Zambo says. “We

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100