Zoominfo

FEBRUARY 8, 2021

Looking back on 2020, it surprised some to see that VC funding remained strong despite economic, social, and political uncertainty. For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic. Three trends appear to help drive the increased funding in 2020: .

Trends 230

Trends Trade Show Retail B2B 230

Zoominfo

JANUARY 21, 2021

In the first half of 2020, according to ZoomInfo data, around 40% of Fortune 500 companies employed director titles with “diversity” and “inclusion.” The last half of 2020, however, saw the number of people in “diversity” and “inclusion” increase by ~200%, or nearly tripling from the beginning of the year.

Trends 230

Trends Oracle SAP Banking 230

Sales 2.0

NOVEMBER 6, 2024

These metrics show how cold approaches have become less effective even over the last four years (and this decline has been going on for a couple of decades.) Phone call connect rates (i.e. Phone call connect rates (i.e.

Conference 195

Conference Cold Calling Referrals Social Media 195

Zoominfo

DECEMBER 10, 2020

HenryLSchuck pic.twitter.com/6GCgjTODgr — ZoomInfo (@ZoomInfo) September 30, 2020. Henry even hops in the channel to offer to join or make calls with reps if that will help. . You can take the CEO out of Sales, but you can’t take Sales out of the CEO. On our side, my only rule is you don’t touch the gong.

Energy 246

Energy Channels Motivation Face-to-face 246

SBI Growth

OCTOBER 22, 2020

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Strategy 416

Strategy Leads Marketing Qualified Lead How To 416

SBI Growth

OCTOBER 31, 2020

For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment. On today’s show, Doug Winter,

Software 313

Software Software Strategy Positioning 313

Understanding the Sales Force

SEPTEMBER 27, 2020

Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis.

Software 373

Software Software System Groups 373

SBI Growth

MARCH 31, 2020

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted.

Retention 401

Retention Customer Revenue Marketing 401

SBI Growth

NOVEMBER 14, 2020

Marketing leaders have faced numerous difficulties over the past year, but one challenge is not exclusive to just 2020—sales and marketing alignment. Getting this correct is more imperative now than ever before and can make-or-break your growth strategy. Ultimately, companies.

Marketing 398

Marketing Face-to-face Strategy Company 398

Understanding the Sales Force

APRIL 27, 2020

For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020. But if the past 6 weeks have taught us anything, it's that with the right tools, strategies, mindset and tactics, we can adapt and even thrive.

Revenue 414

Revenue Tools Sales Strategy 414

SBI Growth

JULY 20, 2020

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

Face-to-face 272

Face-to-face Meeting Prospecting Customer 272

Understanding the Sales Force

OCTOBER 26, 2020

The s**t show known as 2020. Despite everything unusual about 2020, there have been some normalcies too. Many of us have heard that term used to describe this uniquely strange year. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays.

Sales Process 375

Sales Process Groups Objections Sales 375

SBI Growth

DECEMBER 29, 2020

A new year is on the horizon, and market-leading CEOs are forward-thinking, regardless of the circumstances in 2020. The top challenges in 2020 for CEOs included collecting and actioning the right data, managing Board and stakeholder expectations, and the rapid.

Data 342

Data Marketing Marketing Qualified Lead Leads 342

SBI Growth

FEBRUARY 5, 2020

Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” ” And as most CMOs can agree, there’s no such thing.

Campaigns 339

Campaigns Marketing Consumer ACT 339

Zoominfo

JULY 6, 2020

You’d be hard-pressed to find someone who didn’t have …. an unusual second quarter. At ZoomInfo, the story was no different. With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. We adjusted goals. We reset expectations. We said goodbye to the office (for now). Oh yeah, and we IPOd.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

SBI Growth

NOVEMBER 19, 2020

As we round out 2020 and begin to look ahead to 2021, the topic of revenue planning is surely at the forefront of conversations between your company’s leadership team and board members. While your annual revenue planning activities may focus.

Strategy 321

Strategy How To Revenue Conversion 321

No More Cold Calling

MARCH 31, 2021

If you were asked last year how your day was, your answer would have been: “It’s 2020.” Companies that thrived in 2020 had a different mindset. Every client I worked with in 2020 had a singular client focus. My phone rang off the hook the last half of 2020. They freaked out. They were smart. How do I know this?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

SBI Growth

NOVEMBER 26, 2019

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.

Positioning 262

Positioning Marketing Demand Generation Demand Generation Targets 262

SBI Growth

FEBRUARY 11, 2021

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

Sales 358

Sales Revenue Buyer LinkedIn 358

SBI Growth

AUGUST 26, 2020

Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a.

Revenue 256

Revenue Sales B2C Territories 256

Understanding the Sales Force

JANUARY 18, 2021

One exception to the crappiness of 2020 movies is The Trial of the Chicago 7. It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.

Film 388

Film Sales Management Sales Consultative Selling 388

Zoominfo

APRIL 1, 2020

The average B2B buyer is mostly through the buyer journey before they ever engage with a salesperson. So how do you intercept buyers in the early part of their journey? You use intent data. Intent data predicts purchase intent by analyzing a prospect's behavior across the web. Learn how it can help you beat the competition to a deal.

Intent Data 267

Intent Data Buyer Intent Intent Buyer 267

Steven Rosen

FEBRUARY 11, 2020

Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? What type of results can your team achieve in 2020, if every sales rep performed liked a hunter searching for their next sale? Developing Master Sales Coaches. Do you have a team of master sales coaches?

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Sales and Marketing Management

MARCH 22, 2021

There was a massive upswing in email volume at the start of the pandemic, and send volume continued to rise throughout 2020, according to Validity’s latest research report, “Disruption: How the 2020 Pandemic Changed Email.”

Report 296

Report Research 296

SBI Growth

DECEMBER 22, 2021

was invested in sales software companies in just the first months of 2021, and from 2020 to late 2021, the number of sales software solutions available to B2B sales organizations increased from 976 to nearly 1200. Specifically, Smart Selling Tools cites that $1.5B

B2B 347

B2B Vendor Software Software 347

The Pipeline

MARCH 5, 2020

This Monday – March 9, 2020, 10:00 AM ET or so! You want them to think, think about the question, who would ask it, and the possibilities it introduces. Tick the checks on these and you’ll have an open dialogue, try this one: [link]. The Sales Scrum Podcast – Ep. #3. My Guest will be Tim Herron.

Lead Scoring 383

Lead Scoring Lead Rank Buyer Relationals 383

Sales and Marketing Management

JANUARY 18, 2021

For example, video streaming subscriptions hit over 769 million in Q3 2020, up from around 552 million a year earlier, and TikTok surpassed 2 billion downloads in 2020. Because in-person events and trade shows came to a screeching halt in 2020, brands no longer have the opportunity to engage with prospects face-to-face.

Video 317

Video Scale Marketing Face-to-face 317

Understanding the Sales Force

MAY 10, 2023

The economic crisis of 2008-9, and the Covid lockdowns of 2020-2021 showed us that when companies focus on cost-cutting instead of growing revenue, revenue declines - sharply. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Failure to hit quotas. Order cancellations.

Revenue 352

Revenue Cancellation Forecasting Quota 352

No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. Image attribution: Anna Schvets ).

Referrals 432

Referrals Customer Social Media Revelation 432

Understanding the Sales Force

JULY 14, 2020

When my leadership team planned for 2020, we predicted that we would reach the two million mark sometime in June. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.

Hiring 359

Hiring Groups Objections Data 359