Sales 2.0
APRIL 30, 2025
People are people, so why should it be, you and I should get along so awfully–Depeche Mode During a conversation with a friend who is the CEO of a small professional services firm the question came up how well do you know this person? When we are selling, we tend to project some odd traits onto buyers. Buyers have personal goals.
Understanding the Sales Force
JANUARY 6, 2025
As I wrote in this article , Sales Process is a framework for consistent, predictable, repeatable results and the framework is best deployed as a staged, milestone-centric, buyer-focused sequence of events. Sales methodology is the conversation required to move from milestone to milestone and stage to stage in the sales process.
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The Pipeline
SEPTEMBER 21, 2021
Here we will look at two aspects of the same attribute, the ability to be “where the buyer is at.”. Where The Buyer Is At. These are say but two factors that answer the question “where the buyer is at.”. They are out to make you Aware, not of your product, but things they, the buyers are thinking about.
Zoominfo
JULY 13, 2021
We launched Workflows to activate market insights, buyer intent, and website activity. I couldn’t be any more excited to announce that ZoomInfo has acquired Chorus.ai , a leading provider of Conversation Intelligence solutions. It’s impossible to listen to every sales call, every support call, and every recruiting conversation.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? Save your seat today!
Hubspot Sales
AUGUST 20, 2024
Over the last decade in B2B, I’ve been on both sides of the equation as a seller and a buyer, and I can promise you that it’s a huge problem there as well. I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl.
Sales Gravy
DECEMBER 25, 2024
Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and harder to stay ahead. Heres what stood out from our conversations this year: Objections Are Opportunities: Objections arent something to avoid, theyre invitations to build trust. Instead of sidestepping concerns, lean into them.
Advertiser: ZoomInfo
Conversations have always been at the heart of our most authentic relationships. Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. Studies show the return on investment (ROI) of conversational marketing helps your marketing team drive revenue.
Speaker: Jonathan Carlson, Senior Director of Marketing, Allego & Jake Miller, Senior Product Marketing Manager, Allego
Imagine if you could go back and review every phone or video conversation at your company: training sessions, conferences, sales calls - anything and everything - and have a teachable analysis ready almost instantly. Conversation Intelligence makes this a reality. Understand teamwide behaviors and clone top performers.
Speaker: Peter Turley, Author and Award-Winning Marketing & Sales Speaker
Our job isn’t to remain stalwart in the face of this trend, but to tailor the way we present our business that meets the buyer where they are now. When your first impression to your prospective buyer grows more and more salient, how should you be rethinking ways to engage with them? when engaging your potential buyer.
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Your buyers’ lives, preferences, and expectations have changed. Over two-thirds of buyers prefer remote or digital interactions — and they expect those interactions to be substantive and valuable. Provide value in buyer engagements. You’ll learn how to: Scale training and coaching with modern technology.
Speaker: Kevin Burke, Founder & Managing Director at Digital One and AI & Automation Consultant
Generative AI crafts personalized outreach at scale, while conversational AI bots are engaging prospects in real time. AI and automation are currently transforming the way sales and marketing teams operate. Don’t get left behind.
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