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Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy. When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet. After a few weeks, I chose and added some personal milestones to demonstrate progress in my recovery.
Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. The bad news? There are way too many of these tools, and their competing claims and different overlapping use cases make it challenging to assemble an effective GTM tech stack.
Its darn tough to get through to anyone these days. People have become really good at ignoring what we want to tell them. I hear this all the time from all kinds of businesspeople and salespeople. Emails dont work. Calls dont work. Social media doesnt work. Nothing works! But I had an experience this week that reminded me that communication does work when its something people want, its a little different, and its from someone they know.
One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers thats where the money is you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales teams today are under immense pressure to move fast, stay focused, and make every deal count. Thats why ZoomInfo Copilot is built to support sellers, all the way from first touch through closed-won. Whether youre qualifying a cold lead or trying to get a deal over the finish line, Copilot now delivers AI-powered insights that lead to: Timely Strategy and Execution More Opportunities Spotted Reduced Risk Data-Driven Decision-Making Fueled by ZoomInfo’s Go-To-Market Intelligence Platfo
AI-generated content is here to stay, but authenticity remains non-negotiable. If AI-generated content doesnt align with a brands established aesthetic, tone and values, it risks looking generic, or worse, inauthentic. The post How to Maintain Brand Authenticity While Using AI-Generated Visuals appeared first on Sales & Marketing Management.
AI-generated content is here to stay, but authenticity remains non-negotiable. If AI-generated content doesnt align with a brands established aesthetic, tone and values, it risks looking generic, or worse, inauthentic. The post How to Maintain Brand Authenticity While Using AI-Generated Visuals appeared first on Sales & Marketing Management.
On this Money Monday we're going back to Augusta where Rory McIlroy finally won The Masters and in doing so gave us 5 lessons for chasing and achieving dreams.It wasnt pretty. It wasnt clean. It was gritty, emotional, and one of the most unforgettable moments in sports history. Rory stepped onto the first tee looking calm, focused. Like a man whod been here before, and this time, was ready to finish it.
I was driving with the radio on when the Shania Twain song from the 90s, Dont Impress Me Much , began to play. I hadnt heard that song in at least a decade and as I listened to the words, I was reminded that Shania is not impressed with: Rocket Scientists Brad Pitt Guys Who Kiss Their Expensive Shiny Cars Elvis Most women would probably be impressed with that group of men but Shania is much more discerning.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Mindset Plus Questions: Is the Unspoken Successful Sales Strategy Time and again, no matter our endeavor, we face roadblocks, discriminatory remarks, and chiding, which leads us to question ourselves and wonder, Am I being too ambitious? followed by, Do I need to quit? First and foremost, it is critical to acknowledge that we will accomplish nothing upon quitting.
ZoomInfos State of AI in Sales and Marketing survey, which gathered insights from more than 1,000 GTM professionals, reveals just how quickly AI is transforming sales teams and the roadblocks for further AI innovation. Power users on sales teams are saving time, closing deals faster, and seeing real, measurable business results. But despite the momentum, many sales professionals risk falling behind because they havent fully embraced AI.
Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Best Local Presence Dialers for High-Volume Sales Teams In today's competitive sales landscape, the difference between a successful outreach campaign and a failed one often comes down to whether prospects actually answer your calls. Local presence dialing has emerged as a game-changing strategy for high-volume sales teams looking to maximize their connection rates and productivity.
As you take stock of your teams performance, what concerns you most? Is it the challenge of maintaining your companys market share? Are you worried that your salespeople are not selling? Are you concerned that they even have what it takes to sell?
Every stage of the customer lifecycle presents an opportunity to build trust, strengthen relationships and position yourself as more than just a service provider. Companies that get this right arent just vendors; theyre trusted partners. The post Beyond Transactions: How to Build Customer Relationships That Last appeared first on Sales & Marketing Management.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How Can AI Empower Learning in K-12 Education? All endeavors, business or career, require that we recognize each person as unique and has special gifts, needs, and perspectives to empower mutually beneficial growth. Similarly, personalities and learning styles differ, given that no two people are alike.
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
New leads for your business can be anywhere, and being prepared to meet them on multiple platforms is key to filling your sales pipeline. Nutshell is helping your team have those pivotal conversations with potential leads wherever they may be, through tools like Nutshell SMS and Web chat available in Nutshell Engagement. And now, two new channels have been added to your Nutshell Engagement inbox: Facebook and Instagram.
My thought partner, Lahat Tzvi, and I were having our monthly conversation today. We started discussing much of what we see about the “secrets to sales success.” We both see guru’s posting the determining secret to success. Somehow that secret is related to what they sell. They make claims about improving objection handling, improving closing, more effective discovery, better prospecting, better value creation, winning deal strategies, high impact sales calls, better…R
Imagine a company that consistently misses its revenue targets, struggles with cash flow and fails to capitalize on market opportunities. In many cases, the root cause of these issues can be traced to inaccurate or nonexistent sales forecasting. One study found that companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quotas.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Achieve Desired Results in Chaotic Economic Times The days of slowly but surely’ seem long gone. As an entrepreneur, small business owner, or even executive, how can you shore up against the onslaught of uncertainty and outright panic among your prospects? What is happening in the economy today?
October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
When its time for go-to-market strategy to become revenue reality, todays most innovative GTM teams know that intelligence makes all the difference. So how different would your team structure, campaign design, and competitive advantage be if you had rich, accurate Go-to-Market Intelligence on 5,000 of the worlds most important companies? Thats the idea behind the ZoomInfo 5000 ZoomInfos definitive dataset of the most important brands in business.
Data analytics in HR allow managers to focus on the employee experience at their companies. The 2025 SHRM State of the Workplac e report shares that teamwork, purpose, fairness, and recognition play a role in employee retention. When managers use psychometric assessments, which provide data analytics, they can retain employees through proper job design and reward systems.
Modern sales organizations are more complex than ever. Teams are dispersed over states or countries, buying motions are regionalized, and sellers are under pressure to ramp quickly and deliver results in an environment full of uncertainty. The role of sales enablement has never been more critical.
One-size-fits-all sales coaching approaches often fail to address the unique challenges and dynamics specific to each sales function. Timely and specific coaching is vital for sustaining both deal flow and momentum through pipelines. The post Customize Sales Coaching to Improve Seller Performance appeared first on Sales & Marketing Management.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: Leverage Customer Feedback for Ideas and Business Growth Businesses grow by diving into customer interests. Shoppers are the most critical stakeholders and can provide the necessary feedback for developing corporate resilience. They can reveal what they believe is missing and what they value most in products and services.
Ross from Houston faces a common challenge in channel sales: how do you create brand preference for your product when youre selling through distributors who carry multiple competing lines and competitors who undercut your price? His company builds industrial dust-collection equipment and ducting, but they dont sell directmeaning they rely heavily on distributors, contractors, and engineers to choose their brand over cheaper alternatives.
The latest CMO Survey produced by Duke Fuqua School of Business reflects what many business leaders already know. Optimism about the economy is fading, and inflation is pressuring marketing budgets. But business leaders are finding the best path to marketing spend optimization, especially with the use of AI. Slowing Growth Rates Sales Business leaders have sounded the alarm.
The B2B buying process has changedand product marketers are now on the front lines of that transformation. Thats because buyers no longer wait for a sales pitch. They do their own research, trust peer reviews, and form strong opinions before ever talking to a rep. According to Gartner , independent research also impacts whether a vendor is added to a buyers short list, with 83% of B2B software buyers adjusting their vendor shortlist based on that research.
This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
James Chitwood, author of Leadership Is Not Enough, says companies should stop overinvesting in hero leaders and recognize that when you establish a true performance culture, workers continue to excel whether or not the leader is there. The post Its Not Your Leader, Its Your Team appeared first on Sales & Marketing Management.
Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Improve Your Bottom Line for Sustainability In the ever-evolving marketing world, one of the most persistent questions for business owners and career professionals is: Should we focus more on cost per lead (CPL) or cost per sale (CPS)? While both metrics provide valuable insights into the effectiveness of a marketing strategy, choosing the right one to prioritize can significantly impact your bottom line and how you interpret
There is a big challenge in todays marketplace thats popping up left and right for sales professionalsDecision Deferment Objections. If youre running into stakeholders who say, Lets just hold off a bit, We need more time, or We want to wait until the market settles, then we're going to dive into why this is happening and, more importantly, how you can handle these sales objections with confidence and skill.
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