Zoominfo

APRIL 17, 2025

Top 3 Sales Intelligence Platforms Sales intelligence platforms offer comprehensive B2B databases with firmographic, contact, and buying intent data, while also providing intelligent insights through AI assistants that guide outreach and offer actionable recommendations.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

SBI Growth

JANUARY 9, 2013

If your company uses channel partners, Channel Management is a needed skill. For complex sales, you’ll want Sales leaders to understand solution development. Here are a few other newer skills a Sales leader will need to have: Mastering Buyer Personas and Journeys. Integrating with Marketing functions.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Pipeliner

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. Certainly, Brian. I do, Brian.

Channels 98

Channels Trends AutoTask Lead Rank 98

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. Who Should Pay?

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales and Marketing Management

JANUARY 16, 2020

Author: SMM Sales managers rely on meticulous onboarding programs, continuous coaching and extensive product instruction to instill confidence in their sales reps. Turns out, one of the main challenges in successfully guiding a prospect through the buying process is the buyer’s own lack of confidence. buyer enablement”?—?while

Buyer 120

Buyer Scale Face-to-face Report 120

Pipeliner

MARCH 16, 2025

Preventing the Sales Risk of Sunk Costs Sometimes, salespeople spend a lot of time and effort on the deals that may not even result in the closure. Pipeliner CRM can help to recognize early buyer signals that can be used to determine whether it is worthwhile to continue pursuing the buyer or not. He is CSMO at Pipeliner CRM.

Video 96

Video How To CRM Pipeline 96

Hubspot Sales

OCTOBER 29, 2017

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.

Channels 112

Channels Video Training Hiring 112

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. Streamlining the sales process. Another important aspect of making your enablement strategy more focused and simple involves streamlining your sales content. As much as 80% of marketing content goes unused by salespeople. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

DECEMBER 14, 2020

Learning to manage sales virtually versus the way we’d done it historically was going to be a learning curve,” Kavadellas said. Buyers have increasingly embraced completing their own research for years. What does it mean for B2B sales managers as they strategize for 2021? What should sales kickoffs look like?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. waxes poetic about the buyer’s journey. The idea that the modern buyer is more empowered than ever, and procurement is enabled through endless sources of information about a particular product or space. Sales Enablement: .

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

No More Cold Calling

AUGUST 1, 2019

Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. Martin’s research on buyers and the mistakes salespeople make. The problem is with typical sales metrics. It’s also exceptionally difficult for salespeople to earn. We all know why. I’ve said before, and I’ll say it again.

Referrals 289

Referrals System Cold Calling Social Media 289

Zoominfo

DECEMBER 16, 2020

This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love. . So, let’s dive into how Salesforce Sync helps enable sales reps by supporting the foundation of any sales process: Territory Management.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

Understanding the Sales Force

FEBRUARY 15, 2024

When I was growing up in the 1960’s, I watched meteorologist Don Kent give his weather forecasts on WBZ channel 4 in Boston. Before long, nobody will listen and worse, sales management won’t be inclined to provide feedback. The adverbs: Where are you in the sales process? Where are they in their buyer journey?

Forecasting 211

Forecasting Sales Forecasts Decision Maker Call-back 211

Vengreso

SEPTEMBER 13, 2024

In this article, I delve into channel sales —a strategy that involves leveraging third-party intermediaries such as dealers and affiliates to distribute products—enabling companies to penetrate new markets without relying on a sizable in-house sales team. Discover how in our latest article by @M_3Jr!

Channels 66

Channels Outsourcing Services Strategy Lead Rank 66

Anthony Iannarino

MARCH 14, 2020

Search the internet and the social channels, and you will no end of bad ideas and even worse advice. The horrible idea that you should wait for your buyer to be dissatisfied before you engage with them is an abdication of your responsibility to do good work and make a difference. Learn how to sell without a sales manager.

Buyer 99

Buyer eBook B2B Construction 99

Vengreso

JULY 29, 2024

Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Understanding what each partner does and how they help is key to making a good sales plan to get the best results.

Outsourcing Services 68

Outsourcing Services Channels Webinar Metrics Strategy 68

Allego

JANUARY 16, 2025

From setting clear goals to inspiring sellers to deliver peak performance, knowing how to manage a sales team can make or break a sales manager’s success. And the best managers dont just leadthey motivate. Managing remote or hybrid teams adds another layer of complexity. But the effort is worth it.

Sales Qualified Lead 62

Sales Qualified Lead Lead Scoring Lead Rank Strategy 62

PandaDoc

SEPTEMBER 2, 2020

HubSpot Sales aims to help growing businesses transform the way they sell to match the way people buy. What to check out: The Remote Sales Playbook: 30+ Resources to Help Sell From Anywhere. Our content is aimed at empowering sales leaders, sales management, sales professionals and entrepreneurs to achieve new heights of success.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98

Hubspot Sales

DECEMBER 12, 2017

Prioritizing your friendship with the buyer is completely misguided, because the real differentiator in sales is getting them to think. In this audiobook -- narrated by the author himself -- you’ll get a detailed, step-by-step guide to successful prospecting across multiple channels. Length: 5 hours and 43 minutes.

Sales Management 111

Sales Management Cold Calling Influencer Insurance 111

Zoominfo

FEBRUARY 5, 2024

Modern GTM teams build on a foundation of high-quality data, leveraging buyer intent data and other advanced signals to begin their outreach when prospects are ready to learn more. The goal is to connect and cultivate buyer interest, screen prospects, and eventually convert them into sales-ready leads.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

Allego

JULY 24, 2023

The days of buyers relying on sales reps for product information are long gone. Buyers are savvier than ever and have shifted to digital channels to research solutions. This includes sellers, marketers, enablement, frontline sales managers, pre-sales, and customer success. Design the sales process.

Revenue 118

Revenue Guidelines Channels Buyer Persona 118

Hubspot Sales

FEBRUARY 6, 2018

Prioritizing your friendship with the buyer is completely misguided, because the real differentiator in sales is getting them to think. In this audiobook -- narrated by the author himself -- you’ll get a detailed, step-by-step guide to successful prospecting across multiple channels. Length: 5 hours and 43 minutes.

Sales Management 111

Sales Management Influencer Insurance Insurance 111

Understanding the Sales Force

SEPTEMBER 18, 2023

Freddy wrote: “My biggest AHA was really making sure I talked with the owners instead of going to ‘Marketing or IT’ I worked the [Well-Know Manufacturer] channel for 9 years and never once went to the owners first. In my space, that is our buyer and signer.

Decision Maker 201

Decision Maker Insurance Insurance Call-back 201

DiscoverOrg Sales

SEPTEMBER 28, 2017

Note: Account Executives at some organizations also perform sales development; however, for our purposes here, we’re defining the role of AE as client service and acquisition, and the role of SDR as outbound prospecting. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Hubspot Sales

JUNE 6, 2018

It’s a formula stating that 80% of sales are made by 20% of sales reps, and it sometimes seems as immutable as a law of physics. Sales managers and business leaders try to move the ratio with training, but up to 87% of training content is forgotten within a few weeks. Coaching is no solution either.

Hiring 111

Hiring Face-to-face Channels Hotels 111

Alice Heiman

MARCH 21, 2022

You get involved with very high-level complex deals, and your sales team positions you with influential leaders to develop relationships with customers and prospects. . But the most important way CEOs lead sales is by being the orchestrator. The buyer has become digital and no longer is their first interaction with a salesperson.

Lead Rank 152

Lead Rank Lead Scoring Top of Funnel Leads 152

Vengreso

JANUARY 22, 2025

Our list of the best sales training blogs offers expert tips and practical advice to help you succeed. These blogs provide insights and strategies tailored specifically for sales managers , focusing on leadership, productivity , team motivation, and effective sales strategies.

Training 75

Training Top of Funnel Ideal Customer Profile SalesForce 75

Nutshell

FEBRUARY 27, 2025

of marketing managers in the U.S. reported higher open and click-through rates from text messages than other marketing channels. Ready to become the best sales manager for your team? Get 70+ leading tips and strategies from the experts for sales management success with our Sales Managers Survival Guide.

Campaigns 62

Campaigns Marketing Licensing Inbound 62

Zoominfo

FEBRUARY 26, 2018

With inbound marketing, potential customers find you through channels like blogs, search engines, and social media. The Hubspot sales blog is one of the best in the business. Stop by the Hubspot sales blog for real, actionable sales strategies, industry insights, interesting statistics, and more. Keenan: A Sales Guy.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Partners in Excellence

FEBRUARY 7, 2021

To be honest, I have a “love/hate” relationship with sales enablement (not the people in sales enablement.). I think it’s a critical function to support and enable sales people. It may be failures on the part of sales managers and sales people, failing to implement the programs sales enablement people develop.

Sales Enablement 112

Sales Enablement Fashion Buyer Vendor 112

Vengreso

JUNE 27, 2022

Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers. We’re going to help you also understand the B2B sales processes, strategies, and more.

B2B 128

B2B Top of Funnel Decision Maker Ideal Customer Profile 128

Mindtickle

NOVEMBER 25, 2024

What are the top sales automation benefits? Sales is a numbers game. The more time sellers can spend actively engaging with good-fit buyers, the more deals they’ll be able to close. For example, if an organization is leveraging automation for pipeline management, it’s getting insights that can help it improve deal outcomes.

Sales Automation 52

Sales Automation Hiring Lead Rank Lead Scoring 52

Cincom Smart Selling

FEBRUARY 25, 2025

In essence, quote and proposal software not only improves efficiency and accuracy but also boosts productivity and sales performance. The more complex the product, the more challenging it is for sales to be conversant on the product, as a whole. How do you justify the value of the products you sell?

Proposal 48

Proposal Software Software Scale 48

Sales Hacker

OCTOBER 19, 2022

In case you missed it, buyers are at the top of the food chain. . B2B buyers expect the same convenience and ease as when they purchase B2C products. That’s why you need to give your buyers all the materials they need to engage with you while you’re not in front of them—keeping you top of mind. Brian Smith Jr.

B2B 98

B2B Strategy B2C Comparison 98

Zoominfo

JUNE 15, 2022

Profiling customers allows you to better understand the problems your would-be buyers are attempting to solve, which helps revenue professionals do their jobs more effectively at every stage of the customer buying cycle. Buyer personas are “fictional” examples of your prospective customers.

Ideal Customer Profile 130

Ideal Customer Profile Customer Marketing Demand Generation Agencies 130

Steven Rosen

JANUARY 28, 2024

She also highlights the role of executives and managers in fostering collaboration and the potential costs of not prioritizing teamwork. She explores the challenges of building effective collaboration within sales teams. She emphasizes the need for teamwork in selling and highlights the critical role of trust in B2B sales.

Video 156

Video Sports Decision Maker Quota 156

Mindtickle

DECEMBER 20, 2024

With the right sales call script, your sellers can be prepared to ace any sales interaction. In fact, sales call scripts can empower all sellers from newbies to veterans to engage more buyers and close more deals. Of course, sales call scripts arent one-size-fits-all. I totally get that.

Closing 52

Closing Cold Calling Call-back Follow-up 52