Understanding the Sales Force

DECEMBER 22, 2014

How many new sales or accounts are required? What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take? Multiply that by the number of new sales or accounts required. You now have the activity required. Follow my lead and conduct video conferences.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Training can also build their acumen and confidence in cutting small discounts and other deals to win accounts.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI Growth

JULY 30, 2013

Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. Treat them as you would key accounts. Review your collateral and ensure you are arming the sales team with the right tools. Establish an ongoing dialog with your audience.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

MAY 21, 2013

Who are the best prospects and how are they making purchase decisions. Mystery shopping and customer/prospect research will support here. You and your sales ops team might become collateral damage too. Without recent account segmentation, you can’t know the answer. Find the answers and you drive your CSO to success.

Hiring 300

Hiring Collateral Comparison Territories 300

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Most notably, 83 percent of B2B leaders believe switching to digital omnichannel buying environments proved effective for reaching prospects and securing new business.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

DiscoverOrg Sales

MAY 30, 2018

Account-Based Marketing orchestration – sure, that sounds great,” you may think. Build a targeted list of your most viable prospects. This example means that you are gathering two out of three types of prospect data: Fit, Intent, and Opportunity – which, collectively, is considered sales intelligence.

Pipeline 270

Pipeline Demand Generation Agencies Demand Generation Demand Generation Targets 270

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. In this post, we'll provide our best account executive interview questions to help you land your next interview — and get closer to that offer letter. General Account Executive Interview Questions Expect the interview to start with simple questions.

Account 111

Account Hiring Remedy Education 111

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. The first step in account-based marketing is to identify target accounts. Account-based strategy requires a clear ICP.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Understanding the Sales Force

JANUARY 18, 2013

Whether the exposure and leads come from inbound, internal, outbound, print, internet, email, social sites, events, PR, collateral, or advertising, one thing remains constant. And everyone needs to make the most of their prospecting time. The referrals and introductions which happy customers make for their sales reps. Deborah Penta.

Insurance 206

Insurance Insurance Trade Show Collateral 206

Zoominfo

APRIL 15, 2019

Account-based selling isn’t a new concept—but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. What Is Account-Based Selling? Keep reading!

Ideal Customer Profile 100

Ideal Customer Profile Account Buyer Persona Lead Rank 100

criteria for success

MAY 4, 2025

Here are the5 categories of a Sales PlayBook template and some guiding questions get you started: Prospecting What are your buyer personas? In what way do you engage with high-value prospects? Marketing needs sales to gather information from buyers that will fuel the development of marketing collateral. Where do you find them?

Hiring 52

Hiring Sales Qualified Lead Buyer Persona Lead Rank 52

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Zoominfo

DECEMBER 2, 2019

Account-Based Marketing – yeah, sounds great,” you’re thinking. In spite of your small company size, you have access to information about your sales prospects that, even five years ago, wasn’t available to new, smaller companies. Build a targeted list of your most viable prospects. Here’s the good news.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Sales and Marketing Management

JUNE 26, 2017

Product marketing can often create last-minute collateral to help close the gap on competitive pushback with specific deals. . To effectively do this, marketers must create web programs that detect web visitors who are prospects currently in the pipeline. Yet this is not enough. What About the Other 90 Percent?

Pipeline 185

Pipeline Case Study Decision Maker Ideal Customer Profile 185

Allego

AUGUST 11, 2021

What buyers don’t want is to comb through their inboxes looking for scattered bits and pieces of marketing collateral—or for multiple emails from sales reps or colleagues regarding prospective purchases. Prospects engage with your content because you offer a product or service that they’re interested in buying.

Buyer 134

Buyer Top of Funnel Collateral B2C 134

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Email velocity (measuring the rate of messages sent between prospects and your sales reps) is an especially potent leading indicator. How to prep and empower your team.

Decision Maker 130

Decision Maker Buyer Persona Collateral Case Study 130

Sales and Marketing Management

FEBRUARY 9, 2018

From a higher level, how do prospect profiles and sales collateral make their way to the sales team, and do those tools help drive sales? Everything from revenue numbers to prospect profiles to individual job descriptions and performances matters in the diagnostic. How does the elevator pitch resonate with the target audience?

Analysis 198

Analysis Ideal Customer Profile Discount Collateral 198

Sales and Marketing Management

JULY 27, 2017

The best way to reach these goals is by spending more time in the field, leading more productive conversations with prospects and customers, with access to any needed data in real-time. The ability for sales teams to leverage collateral in real-time is exponentially more effective than telling the prospect, “I’ll get back to you about that.”

Discount 149

Discount CRM Collateral Case Study 149

Nutshell

NOVEMBER 20, 2024

Here are the core sales report types you should be familiar with: Sales pipeline report Conversion rate report Customer churn report Sales forecast report Deals won and lost report Average deal size report Average sales cycle length report Sales call report Marketing collateral usage report Lead response time report Revenue report 1.

Report 62

Report Examples How To Sales Forecasts 62

Zoominfo

JANUARY 27, 2022

Whether it’s a list of web form submissions, event attendees, or target accounts, merging multiple data sets can be a time-consuming task prone to inconsistencies. Duplicate contact and account records can create a range of problems in your database, including misrouted leads and misaligned teams. Why is data normalization important?

Data 130

Data Segment Sales Qualified Lead Collateral 130

Hubspot Sales

MAY 26, 2020

Other times, you’re not — and it’s better that both you and your prospects are aware of those shortcomings. Additionally, some battle cards may be predominantly utilized internally for sales rep reference, while others are beneficial as prospect-facing collateral as comparison sheets. Download this Template. Do Your Research.

Sales Process 119

Sales Process Collateral Comparison How To 119

Highspot

MARCH 24, 2025

A Guide to GTM Alignment and Driving Revenue Growth Download Free Guide When your GTM strategy is executed well, efficiency improves, barriers disappear, and teams become accountable for shared success. – Teams consistently use updated messaging and collateral. Customers benefit, too.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

Close.io

OCTOBER 29, 2019

You see a huge conversion opportunity in a prospect. You lead the conversation on the sales call and convince your account contact. However the next day, your prospect gives you a “no.” A useful way to do on a practical level is mapping the accounts and depict the relationships at your prospect company visually.

Demand Generation Targets 57

Demand Generation Targets Account Company Prospecting 57

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. Remember, most buyers are very educated in the product/service — but that education doesn’t take into account their unique buying dynamics and motivations. Collateral.

Sales Meeting 121

Sales Meeting Meeting Collateral Ideal Customer Profile 121

SBI

MAY 14, 2014

The solutions also provide real-time insight into sales performance and process adherence, collateral usage, coaching, and multimedia engagement and mobile capabilities. With our applications, reps are able to have the right conversations at the right time using prescribed collateral that has been proven to be effective.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Therefore, it is much more comfortable for the prospect to say something they think you want to hear than the actual truth.  Did I have an internal Coach within the account?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

SBI

OCTOBER 11, 2018

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? We wanted to find a good mix of solutions that are at the intersection of marketing and sales.

Tools 139

Tools Marketing Collateral Conference 139

DocSend

JUNE 21, 2022

Identifying warm leads, building meaningful prospect relationships , and managing sales processes can be a lot more challenging in virtual environments than in-person settings. DocSend’s Zapier integration lets reps build automations between the tools they use most – keeping them in the know whenever a prospect has viewed their link. .

Closing 88

Closing Scale Collateral Top of Funnel 88

Sales and Marketing Management

DECEMBER 14, 2020

However, constantly spinning your wheels to create the latest and greatest marketing collateral to share with your sales team can be an incredibly exhausting task. . When planning out your sales outreach, consider the opportunity you have to share parts of your show with your prospects on a one-to-one basis.

Buyer 136

Buyer B2B Account Based Marketing Collateral 136

Hubspot Sales

OCTOBER 8, 2019

Best for: Collateral tracking. Attach helps you track how prospects engage with materials you send them, empowering you to make relevant follow ups. You can use Bloomfire to store training documents, company policies, sales collateral, and more. Best for: Identifying prospects. Price: Plans starting at $27/user per month.

Sales Enablement 109

Sales Enablement Tools Top of Funnel Collateral 109

Fill the Funnel

SEPTEMBER 26, 2012

Communication and information customized to the needs of each prospect/customer is typically a primary factor in winning or losing in sales. Postwire lets you collect & organize all of your content and then select & publish private, personalized, visual views of it for each prospect, client, customer, or member.

Top of Funnel 126

Top of Funnel Customer Collateral Face-to-face 126

Sales Hacker

JULY 17, 2018

Account Based Sales (ABS) is hardly a new concept but many business leaders are giving it more than just a second look. Moreover, 7 out of 10 surveyed corporate leaders revealed they are increasing their budget to improve their account-based strategies. What is Account Based Sales? What Is Account-Based Selling?

Ideal Customer Profile 71

Ideal Customer Profile Account Decision Maker Buyer Persona 71

Sales Hacker

MARCH 31, 2021

Account-based marketing (ABM) is a wonderful approach with a terrible name. The fact is ABM isn’t really account-based marketing at all. They’re remembering the time a sales leader commented on how difficult it is to get in with the big prospects. Issue 1: no emphasis on account-based prospecting.

Account Based Marketing 127

Account Based Marketing Lead Rank Demand Generation Targets Sales Qualified Lead 127

Score More Sales

FEBRUARY 14, 2012

For those who think that follow up to prospective customers is a chore, I would ask if you think it is a chore to go online to your bank account and watch your money grow? Just by focusing on this one aspect of selling - the actions of following up with prospective customers - when done properly - WILL grow revenues.].

Lead Rank 152

Lead Rank Lead Scoring Outsourcing Services Top of Funnel 152

Partners in Excellence

MAY 14, 2012

“Our marketing programs and collateral are really insufficient, I don’t have the tools I need to be successful…” Again, there are a number of their peers faced with the same thing who don’t let this stop them. How do we start prospecting to find new opportunities?

Collateral 100

Collateral Face-to-face Guarantee Lead Rank 100

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Most notably, 83 percent of B2B leaders believe switching to digital omnichannel buying environments proved effective for reaching prospects and securing new business.

Face-to-face 130

Face-to-face Intent Data GoldMine Lead Rank 130

Hubspot Sales

AUGUST 8, 2019

How well are your salespeople prospecting? It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate. Email Sales Metrics.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145