Zoominfo

DECEMBER 10, 2020

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.

Energy 246

Energy Channels Motivation Face-to-face 246

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. 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.

Video 317

Video Scale Marketing Face-to-face 317

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. They recognized that asking clients for referrals was the way to gain access to prime prospects. Every client I worked with in 2020 had a singular client focus. They freaked out.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

SBI Growth

JULY 20, 2020

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

Meeting 272

Meeting Face-to-face Prospecting Customer 272

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 161

Prospecting Hiring Objections Sales 161

The Pipeline

SEPTEMBER 7, 2020

Sales Scrum Episode #19 – Guest David Masover. David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success. If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. How can smart, experienced sales reps let their customer relationships wither? But not all sales teams make those investments. Far too many sales organizations are so focused on bringing in new business that they neglect their current customers.

Referrals 432

Referrals Customer Social Media Revelation 432

Zoominfo

JULY 6, 2020

Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. Inbound marketing is worth it in the long run because it provides higher quality leads for sales compared to outbound marketing tactics. How To Build A Better B2B Sales Tech Stack.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

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

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). Have you recorded and listened to their calls lately?

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

Survey 246

Survey Top of Funnel Scale Fashion 246

The Pipeline

APRIL 20, 2020

I have some great news about the Sales Scrum Podcast, starting with Episode #6, today. We record our Sales Scrum Podcast, once a month, a full day capturing great insights. Episode #7: April 27, 2020 – Karthi Mariappan – Co-founder and CEO of Hippo Video. Episode #12: June 1, 2020 – Shawn Finder , CEO Autoklose.

Sales Coaching 49

Sales Coaching Sales Video Coaching 49

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. 2020: The year of product expansion? The probability of selling to an existing customer is 60–70%.

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

Zoominfo

APRIL 1, 2020

Intent data predicts purchase intent by analyzing a prospect's behavior across the web. 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. Learn how it can help you beat the competition to a deal.

Intent Data 267

Intent Data Buyer Intent Intent Buyer 267

Hubspot Sales

DECEMBER 16, 2020

Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”. From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. Mintis Hankerson is a Senior Sales Manager at HubSpot. Mintis questioned.

Real Estate 144

Real Estate Face-to-face Forecasting Hubspot 144

Mr. Inside Sales

DECEMBER 13, 2019

Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. more in 2020, then you will have reached your goal, won’t you? If you haven’t done this yet, then do it before January 1, 2020. I encourage you to use this month to put these secrets into your goal planning for 2020.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Zoominfo

FEBRUARY 3, 2021

Additionally, a core focus for ZoomInfo in 2020 was to better enable recruiters to find new candidates using our platform. Finally, in October of 2020, ZoomInfo acquired Clickagy, a leading provider of artificial intelligence-powered behavioral B2B intent data. And we added 18M of our now 33M mobile numbers in a span of five months.

Data 246

Data Advertising Advertising Lead Rank 246

ValueSelling

MARCH 2, 2021

As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundamentally changed how most of us interact with customers and prospects — and the results weren’t always pretty.

B2C 131

B2C B2B Sales Prospecting 131

No More Cold Calling

FEBRUARY 24, 2021

My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

The Pipeline

JANUARY 28, 2020

This is especially true in sales, where so much hangs on what the buyers and we say. There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. An Unvirtuous Circle.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Anthony Cole Training

FEBRUARY 12, 2020

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Hiring 193

Hiring Sales Process Sales Prospecting 193

Sales 2.0

MARCH 6, 2021

This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities. “I would say outbound sales has been a big success story,” Stephen followed up. Here is what we found.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. None of us stands out during prospecting. Try this instead.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Sales and Marketing Management

MAY 28, 2020

This approach helps in turning profitable prospects into long-term, lucrative clients. By carrying out a feasible demand generation plan, you’ll not just scout new opportunities but also create them, from marketing and sales alignment to data-driven growth for businesses. Increase In Digital Advertisement Spending. Utilize Intent Data.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JANUARY 23, 2020

Successful sales execution requires more than sales technology. Companies today purchase the latest and greatest sales technology, provide minimal training, and then wonder why it’s not adopted across the board. Because it doesn’t actually help with sales execution. Because it doesn’t actually help with sales execution.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Businesses must take aggressive action to spur an economic bounceback in 2020. to April 2020, the number of active business owners in the United States plunged by 3.3 Old Sales Funnels Are Drying Up. B2B Sales Operations Are Changing for Good.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

APRIL 30, 2021

“In March 2020, live events were canceled overnight. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. With virtual conferences, prospective attendees are bombarded by sponsors. But there are some caveats to consider.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

The Pipeline

MAY 6, 2020

This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. Monday, May 11, 2020.

Construction 377

Construction Energy Up-Sell ACT 377