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

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

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Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Sales 2.0

NOVEMBER 6, 2024

Here are some recent real numbers from the front lines of selling that sales expert KD Dorsey just shared. And with generative AI taking hold in the sales and marketing professions, these numbers will only get worse, as more emails are generated, and buyers get even more inundated with unsolicited messages.

Conference 195

Conference Cold Calling Referrals Social Media 195

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?

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Face-to-face Inside Sales Gatekeeper Decision Maker 157

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

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.

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B2C B2B Sales Prospecting 131

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 130

Loyalty Airlines Hotels Hubspot 130

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 140

Real Estate Face-to-face Forecasting Hubspot 140

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.

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Face-to-face ACT Exact Inside Sales 158

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

SBI

MAY 20, 2020

The Top Sales Tools of 2020. Now is a great time to invest in technology for sales. It can’t help sellers find the perfect content for each sales situation – but Sales Enablement Solutions can. Stop relying on CRM alone to bolster your sales. CRM can’t do everything. Beyond CRM.

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Sales Tools Tools CRM Vendor 123

Sell Integrity

JANUARY 18, 2021

This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. Now that 2020 is in the rear view mirror, most of us are ready to bid good riddance to an incredibly tumultuous year and do our best to forget it.

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Pipeline Lead Rank Lead Scoring Ideal Customer Profile 116

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

Shari Levitin

MARCH 3, 2020

Time flies and it’s almost the second quarter of 2020! You might also be wondering what exactly those sales goals were that you set for 2020. Multiplying your sales? If any of these sound like the kind of goals you’re trying to crush in 2020… I might be able to help. Was it mastering your pitch?

Video 130

Video B2C Objections LinkedIn 130

The Center for Sales Strategy

MAY 22, 2020

Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.". > Introducing the State of Sales 2020– LinkedIn. In their fourth annual LinkedIn State of Sales report, U.S. edition, they've identified some of the sales trends that have emerged in these challenging times.

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Hiring Sales Talent Trends Report 134

Understanding the Sales Force

FEBRUARY 15, 2024

1960’s Don Kent is like a 2020’s salesperson. The 2020’s salesperson may not have computer models, but they do have CRM technology and it’s not the technology getting the forecast wrong. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback.

Forecasting 215

Forecasting Sales Forecasts Decision Maker Call-back 215

Mr. Inside Sales

OCTOBER 7, 2019

Still looking for the most dynamic speaker to make your 2020 sales conference a huge success? By booking Mike Brooks, Mr. Inside Sales, you will ensure that your inside sales team returns to their offices not only pumped up, but also equipped with proven sales skills they can use to instantly perform better!

Face-to-face 121

Face-to-face B2C Inside Sales Gatekeeper 121

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

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

Sales Hacker

DECEMBER 7, 2020

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. The audience.

Research 94

Research Sales Process Lead Rank Lead Scoring 94

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

Sales Hacker

OCTOBER 2, 2020

What’s the difference between sales enablement and Sales Engagement? It’s the question that will help companies stand out as we put 2020 behind us. As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.

Top of Funnel 136

Top of Funnel Vendor Sales Enablement Report 136

Hubspot Sales

FEBRUARY 5, 2020

In 2010 you won because of your product, in 2020 you win because of your customer experience. Instead, sales teams can integrate their software with apps and use service providers to tackle business needs alongside with you. When your tools are working against you, it’s impossible to focus on the prospect in front of you.

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Prospecting Hubspot How To Scale 98

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 194

Hiring Sales Process Sales Prospecting 194

SBI

MAY 28, 2020

Seismic Spring 2020 Release Enhances Sales & Marketing Teams’ Ability to Work Remotely. San Diego, CA (May 28, 2020): Seismic, the industry-leading and award-winning sales enablement platform provider, today announced enhancements to its Seismic Storytelling Platform.

Marketing 96

Marketing Scale Enterprise Enterprise 96

Chorus.ai

JANUARY 16, 2020

Sales call coaching and sales tools are all en vogue this season, but it’s easy to get lost on the way to the catwalk. At Tapclicks , frontline sales managers are super passionate about sales coaching styles and using sales tools properly. There are two types of dreams in life and sales: Passive and Lucid.

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Sales Coaching Coaching Face-to-face Follow-up 104

Pipeliner

MARCH 2, 2020

So get out and network face-to-face, you might be surprised how much prospects and customers will appreciate getting to know you in person. So why not make 2020 the year when more people come out of their face-to-face hibernation and get out there and network in person? Take A Cold Hard Look At Your Sales Process.

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Face-to-face Guarantee Incentive Incentives 95

Gong.io

SEPTEMBER 1, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches. After I’d evaluated the two vendors and chosen a solution, I couldn’t help but compare the two sales approaches.

Video 152

Video Data Face-to-face Call-back 152

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.

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Top of Funnel Inbound Lead Nurturing Outbound 264

Sales Hacker

MARCH 23, 2020

In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. But this year….

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Conference Webinar Metrics Travel Industry 84

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. We will NOT miss you, 2020. Cause 2020 wasn’t a *total* wash. . We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality.

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Data Top of Funnel ROI Call-back 96

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.

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Forecasting Webinar Metrics Pipeline System 307

Allego

FEBRUARY 19, 2020

Staying up to date in an era of change means that you must continuously refine your sales practice. At Allego, getting to meet prospects and customers face-to-face at events is one of the highlights of our year. To help you find the best events, we’ve pulled together a list of our top 2020 sales conferences.

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Conference Face-to-face Sales Enablement Networking 100