Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

APRIL 26, 2021

Video conferencing is a great way to get face to face with clients. Referral sellers have been relationship-building their way through the pandemic. But while it may be as close as you can get to in-person, it’s not, and you’re not. But not referral sellers. The Problem with Virtual Sales Meetings. Image attribution: Anna Schvets ).

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

MARCH 20, 2020

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

Face-to-face 305

Face-to-face Ideal Customer Profile Channels Retention 305

Sales and Marketing Management

NOVEMBER 11, 2020

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun. Organizers and speakers are reinventing virtual events. More useful.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. But what is it that makes this marketing channel so great? For instance, reports reveal that up to 90 percent of direct mails get opened, while emails average 25 percent at best.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Zoominfo

SEPTEMBER 26, 2018

Whether through anonymous surveys or face-to-face meetings, find out what they love most about working at your company—and what they’d like to be different. As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding. Let’s get into it!

Hiring 250

Hiring Social Media Face-to-face Channels 250

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. Customer relationship management (CRM) systems function as the heart of customer engagement. And if CRMs aren’t already a core part of the customer lifecycle, now is the time to switch. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Zoominfo

FEBRUARY 2, 2021

For instance, your social media strategy that your marketing manager ran five years ago looks different today — with multiple social media specialists running more channels. Larger (enterprise) companies have different digital asset requirements compared to smaller companies, including their CRM. Enterprise vs. SMB CRM Systems.

Enterprise 290

Enterprise Enterprise Company CRM 290

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Wait, wasn’t lead-gen technology supposed to solve that problem? Have We Met? B2B salespeople all look the same to our buyers.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

MARCH 31, 2021

The people who drop off the face of the earth until they need a referral or want an introduction to someone in your network. Too many companies accelerated what they knew—send more and more emails—knowing that strategy was never really successful, even in the best of times. During a pandemic, it basically amounted to “busy work.”.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Bernadette McClelland

JANUARY 1, 2023

What Happens When We Take Connections Off-Line In a Hybrid World I walked past her, having dodged the yellow and green tee shirts, the Akubra hats and the boomerang tattoo-ed faces of the kids. ’ The look on her face told the story! Then again, I may be wrong – some may be just plain lazy!

Face-to-face 195

Face-to-face Negotiation Research Channels 195

Zoominfo

JULY 27, 2023

You might start creating ABM campaigns with simple personalization, such as using the contact’s first name across channels or sending new content that specifically speaks to a challenge they’re facing. Here are the key strategic goals to focus on at every step of the process.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Sales and Marketing Management

MARCH 26, 2018

Salespeople should use this time well and understand that after that first meeting, the phone and web will likely become the primary communication channels due to the limited time constraints of those involved. Let’s look at the day-to-day life of a sales rep, starting with traditional face-to-face meetings. No more, no less.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Zoominfo

DECEMBER 10, 2020

For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything. From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic.

Energy 246

Energy Channels Motivation Face-to-face 246

Zoominfo

JUNE 28, 2021

It is a marketing channel that enables two-way communication between buyers and sellers to provide critical buying information that accelerates their path to purchase. They all send and receive messages almost instantaneously and make us feel like we’re having the next best thing to a face-to-face conversation.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

No More Cold Calling

MARCH 15, 2018

And technology will eliminate the time-consuming, face-to-face aspect of communication. Video killed the radio star. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. But we’ve never been surrounded by so much of it. The Birth of the Boob Tube.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

No More Cold Calling

FEBRUARY 24, 2021

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Layer the pandemic over that economic downturn—well, it gets worse. Think about it.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

JUNE 25, 2018

Now that you understand the business benefits of YouTube, let’s get into some best practices to make your YouTube channel a success: 1. Product demos: Let’s face it– product demos in written form are often boring and confusing. YouTube is the third most visited site in the world after Google and Facebook. Let’s get into it!

B2B 217

B2B Marketing Lead Rank Lead Scoring 217

Partners in Excellence

AUGUST 12, 2020

But it seems the focus of this is more content through more channels, along with content that aligns with where the customer is in their buying process. It turns out, they are facing the same issues sales is facing around decision confidence and sensemaking. It has forced each of us to rethink, reset, and change.

Face-to-face 167

Face-to-face Revelation Channels Exercises 167

Sales and Marketing Management

MAY 18, 2018

In today’s experience economy, more and more consumers prioritize doing over having. That includes all generations, not just millennials, as recent surveys indicate nearly 75 percent of consumers prefer to increase spending on experiences rather than physical possessions. Step One: Know What Motivates Your Customers.

B2B 221

B2B Customer Social Media Face-to-face 221

Sales and Marketing Management

JULY 20, 2020

Door-to-door sales have been on the decline since the 1980s, yet even today in 2020, on the heels of a pandemic that has forced dramatic changes to the way we conduct face-to-face business, there are still lots of companies that rely on some form of offline sales. And how you can too. It means rethinking how you engage. Train them.

Face-to-face 194

Face-to-face Channels Social Media Lead Rank 194

Sales and Marketing Management

MAY 17, 2020

As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt – shifting and aligning priorities (SUPPORT), implementing new, more impactful channel strategies (ENABLE) and leveraging the right solutions (ENGAGE). That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

Bernadette McClelland

MARCH 11, 2018

(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? and CEX are EGs of acronyms!

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Zoominfo

JANUARY 16, 2019

Not only do prospects have an unprecedented amount of information available to them, but they’re also spread out across innumerable channels and websites– making them much harder to reach. But, the Internet led to a drastic shift in B2B marketing. Today, we offer you several tips to humanize your marketing efforts in the digital era.

Marketing 202

Marketing Advertising Advertising Face-to-face 202

Alice Heiman

JANUARY 14, 2021

The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. The G artner Future of Sales 2025 report predicts that “by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.” The challenges sellers faced in 2020 .

Face-to-face 156

Face-to-face Channels Report B2B 156

SBI Growth

MARCH 22, 2023

Previously, SBI Research reported that one of four tensions facing CEOs this year is Prioritizing customer acquisition, but deprioritizing Marketing spend. In recent exchanges with our audience, we uncovered perspectives and ideas relative to value-driven marketing and where to potentially cut back on underperforming channels.

Marketing 31

Marketing Face-to-face Channels Report 31

SalesFuel

APRIL 11, 2024

And for sales professionals, a new, robust communication channel has been launched. And for sales professionals, a new, robust communication channel has been launched. More Channels Provide More Personalized Choices for Sales Closing Finding a comfortable way to communicate with key clients is essential.

Closing 115

Closing Face-to-face Tourism Hiring 115

Bernadette McClelland

JANUARY 14, 2024

Being able to look for and embrace evidence, especially in the face of uncertainty, is the fastest way for you to practice those critical thinking skills, build momentum and achieve the results that matter the most. In our personal lives, evidence does exactly the same – provides the facts.

Hiring 195

Hiring Face-to-face LinkedIn Guarantee 195

Zoominfo

AUGUST 12, 2020

But before we do, let’s examine where things go wrong and address perhaps the most challenging problem sales leaders face: turnover. 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. Today, we review. Unset career paths.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales and Marketing Management

DECEMBER 22, 2019

Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge. As it stands, only 20% of salespeople are prepared to offer any real value during a sales call.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Mr. Inside Sales

APRIL 29, 2022

I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? Need More Proven Responses to the Selling Situations You Face Every Day? Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. I closed that deal, too! And that’s when I got it.

Face-to-face 156

Face-to-face Gatekeeper Energy Licensing 156

No More Cold Calling

JANUARY 14, 2021

“The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. New episodes will premiere on the third Tuesday of every month at 2:00 Pacific/5:00 Eastern on The Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Always free. Always fabulous!

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Zoominfo

SEPTEMBER 3, 2020

Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. What are the Benefits of Email Automation? It’s all about appealing to their specific interests and needs.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Zoominfo

JUNE 4, 2018

But let’s face it, execs and board members can get stuck on marketing vanity metrics. B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story.

Social Media 234

Social Media Marketing How To Campaigns 234

Mr. Inside Sales

AUGUST 7, 2022

If so, you should check out my channel on YouTube and binge a few quick tips you can use on your very next call to get better. If you are new to receiving these sales tips, or even if you have been subscribed for a while, I want to give you something that will help you sell more. The less competition for you, the better, right?

Resources 156

Resources Gatekeeper Face-to-face Decision Maker 156

Sales and Marketing Management

DECEMBER 2, 2019

While it’s tempting to project the current trend in your reps’ performance onto the new calendar year, that assumes there will be no changes in the general economic and competitive environments your organization currently faces. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context.

Guarantee 199

Guarantee Face-to-face Forecasting Lead Generation 199