Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects? Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI

FEBRUARY 8, 2018

Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business. Conversica’s conversational AI platform engages prospects in a two way conversation to identify true interest. Execute account-based selling by remaining hyper-focused on pursuing top prospects. engage lower priority leads.

Prospecting 139

Prospecting Eloqua Microsoft Marketo 139

SBI Growth

NOVEMBER 6, 2013

Develop external audience-centered sales aids (Case Studies, product comparison grids, etc.). Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Zoominfo

JULY 16, 2018

Case studies: Why are case studies an effective webinar format? Case studies provide social proof that your product can deliver. In fact, 42% of B2B buyers find case studies to be valuable in the late stage of the buying process ( source ). 3. Promote your webinar.

Lead Rank 209

Lead Rank Webinar Metrics Lead Scoring Sales Qualified Lead 209

Zoominfo

JUNE 9, 2019

It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. If so, great – make sure you show them plenty of case studies. For more information, check out: 3 Ways to Set Prospect Expectations During the Sales Process. This is helpful for a few reasons.

B2B 252

B2B Closing Guarantee Scale 252

Sales and Marketing Management

JUNE 30, 2019

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. In all these cases, it’s inconceivable that prep work and a solid foundation wouldn’t precede the final product or event. Or a restaurant serving newly conceived meals that no one had sampled previously.

Hiring 221

Hiring Retention Case Study Maximizer 221

No More Cold Calling

OCTOBER 5, 2017

It also made me curious: Why is it that posts about lead generation for account based sales never mention referrals , but tout emails, phone calls, videos, custom content, direct mail, social media, ads, webinars, events, testimonials, case studies, etc.? They need to be trained in how to ask for referrals successfully.

Referrals 279

Referrals Top of Funnel Account Scale 279

Zoominfo

APRIL 26, 2018

But, sadly, this isn’t often the case. Other selling tasks include prospecting, administrative work, data entry, market research, etc. The most popular sales tools include CRM, social prospecting, data and list services, email engagement, phone, and sales cadence ( source ). Training and onboarding.

Hiring 197

Hiring Referrals Cold Calling B2B 197

Nutshell

APRIL 24, 2019

Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals. Many sales reps never see success from their email prospecting efforts because they try and do too much in each message. Understand Your Email’s Purpose.

Prospecting 115

Prospecting Case Study Ideal Customer Profile How To 115

Score More Sales

SEPTEMBER 2, 2014

Not in this case. People were SO loyal to the cause, it was truly amazing and will surely be a Harvard Business School case study in the future about loyalty toward a strong leader. If you are a sales rep, are you leading with your prospects and existing customers? Why did employees stand behind Artie T so fiercely?

Lead Rank 200

Lead Rank Lead Scoring Leads Marketing Qualified Lead 200

Anthony Iannarino

JUNE 17, 2020

The question as to which prospecting method is the most effective can be answered in two ways. The argument over the most effective way to prospect has been framed as a contest between Inbound and Outbound, also called cold outreach, as your dream client isn’t expecting your communication. Inbound or Outbound? Trading Value.

B2B 117

B2B Prospecting Trade Show Inbound 117

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. Sales engineering, customer success, and support teams all require content and training.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales Hacker Training

JULY 24, 2020

That’s why ongoing product knowledge training needs to be a priority in every sales team. So, today, I’m going to walk you through five key areas you need to focus on for successful product knowledge training so your reps can start winning more deals. The Pitfalls of Poor (or no) Product Knowledge Training.

Training 116

Training ROI Software Software 116

Hubspot Sales

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. You want to strike a conversational, natural tone with your prospect -- not write like a nineteenth-century lawyer. Like “thanks in advance,” that can make prospects bristle.

Case Study 145

Case Study eBook Policies Study 145

Zoominfo

JULY 2, 2020

In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. This new email list will send out thank-you emails, and then encourage them to download a case study. Invest in training. Luckily, most vendors offer training as a part of your original investment.

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

Training 98

Training Hiring Ideal Customer Profile Selling Skills 98

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Zoominfo

SEPTEMBER 4, 2019

Provide ongoing customer education and training. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own. Let’s talk about one of the biggest mistakes B2B brands make.

Loyalty 206

Loyalty Customer Incentives Incentive 206

DiscoverOrg Sales

AUGUST 2, 2017

When relevant, interesting content is targeted at prospects further down the funnel, salespeople can have more effective dialog. This is especially important in situations where sales is the first point of contact with a prospect, through a live chat on a website or a request for a demo. Read our free report: Why Didn’t They Buy?

Top of Funnel 175

Top of Funnel Marketing Lead Rank Hiring 175

Zoominfo

MAY 20, 2018

Lost prospects and new customers will be more comfortable sharing their unfiltered opinions with a third-party. The interviewer will be a well-trained professional. Would you be willing to participate in a case study or testimonial? Focusing on one group of prospects over the other will give you skewed results.

Analysis 223

Analysis B2B Hiring How To 223

Sales and Marketing Management

OCTOBER 23, 2017

It’s like a timeline: Attract (being active in the places where customers and prospects are, attracting their eyeballs, establishing trust and thought leadership). In the Expand phase, think about training and adoption. How do you cultivate happy customers who love you, keep buying and recommend you to others? Sweat the tactics.

Marketing 192

Marketing eBook Social Media Trade Show 192

Partners in Excellence

APRIL 10, 2024

Any reader who was trained as an engineer or anyone with experience in assembling machines (or Ikea furniture) will recognize the Tolerance Stack Up Error. Sales enablement is providing high quality training. Our training dollars are wasted unless management continues to coach and reinforce that training.

Case Study 133

Case Study Marketing Qualified Lead Scale Engineering 133

Partners in Excellence

MAY 11, 2020

” We make dozens of prospecting calls, send hundreds of emails. We train ourselves about our products, become masters at pitching them and comparing them favorably with the competition. . Our prospecting is very different. It’s about them, not us, so our prospecting strategies are never about our products.

Case Study 144

Case Study Face-to-face Solutions Selling Study 144

Zoominfo

APRIL 15, 2018

Find case studies: Perhaps you don’t have a ton of sales data at your disposal—that’s okay, everyone has to start somewhere. Unfortunately, managing data quality is tougher than it sounds—data decays rapidly, particularly customer and prospect data. Provide ongoing training. The list doesn’t end there. Get creative!

Data 170

Data Strategy Lead Rank Lead Scoring 170

DiscoverOrg Sales

MAY 30, 2017

This is an important principle to understand when you’re selling to a prospective buyer: They’re going to be evaluating a number of different providers in the process, and they’re going to be providing a number of different value stories. That’s what the prospect’s going to remember at the end.

Lead Scoring 163

Lead Scoring Lead Rank Video Case Study 163

Sales Hacker

AUGUST 12, 2021

To ensure the right people are involved in the conversation at the correct times, you need to provide your employees with the right materials, training, and guidance. It’s crucial to train reps to build out the buying team from the start of each deal to ensure that deals are multi-threaded. Did they miss important cues from a prospect?

Decision Maker 128

Decision Maker Buyer Persona Collateral Case Study 128

Sales and Marketing Management

SEPTEMBER 23, 2020

But other ways to partner productively with your clients and turn them into superfans include offering to train their staff to optimize their existing investment - what is the untapped functionality in your offering which they purchased but are not using? Know your best prospects. Use customer testimonials to win over prospects.

Pipeline 177

Pipeline Lead Rank Lead Scoring Hiring 177

Understanding the Sales Force

APRIL 4, 2024

Consultative Approach to Selling Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.

Hiring 159

Hiring Sales Leadership Sales Forecasts Forecasting 159

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” At Vengreso, we offer virtual sales training programs in modern selling skills, such as Video Sales Mastery , LinkedIn Sales Mastery , and more.

Conversion 100

Conversion Prospecting Sales Methodology Referrals 100

Vengreso

JANUARY 24, 2022

It’s how they engage with prospects and it can make a big difference in their results. The PVC Sales Methodology focuses on how to prospect , from the “pre-hello” to the “hello.” At Vengreso, we offer virtual sales training programs in modern selling skills, such as Video Sales Mastery , LinkedIn Sales Mastery , and more.

Conversion 100

Conversion Prospecting Sales Methodology Referrals 100

Bernadette McClelland

MARCH 4, 2018

Lack of training and no company investment in people. Don’t prospect enough. When was the last time you read a book about prospecting in today’s sales environment, or are you waiting for the company to do it for you? Answers as to why only 20% met budget included (word for word): Bad quotas. Bad coaching. Not enough resources.

Meeting 191

Meeting Hiring Quota Coaching 191

Autoklose

MARCH 18, 2024

But as your company grows, the number of your team members will increase, too, and in order to keep the same standards and continue hitting your quota, you’ll have to find a way to scale your sales training efforts. Here are a couple of useful sales training ideas to help you build a killer sales team. Table of Content 1.

Hiring 77

Hiring Training Cold Calling How To 77

Hubspot Sales

JULY 22, 2018

Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects.

Selling Skills 145

Selling Skills Lead Rank Inbound Case Study 145

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. There’s nothing more frustrating than having a prospective customer on the hook, then having to spend precious time combing for just the whitepaper or case study that fits their needs.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

SBI

DECEMBER 8, 2021

Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. Don’t let objections deter your focus — use them to provide a more personalized experience for your prospect. By Randy DeHaan, Director of Sales, Chorus.ai.

Objections 139

Objections Case Study Face-to-face Coaching 139