Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount.

Channels 133

Channels Revenue How To Case Study 133

Vengreso

NOVEMBER 19, 2024

In an era where efficiency and productivity are paramount, AI sales assistant software emerges as a game-changer for businesses eager to streamline their sales processes and maximize output. At the core of AI sales assistant software lies its capacity to automate repetitive and time-consuming tasks.

Software 114

Software Software Scale Sales Qualified Lead 114

Alice Heiman

JULY 18, 2023

If CEO, Julian Lumpkin, learned one thing from his sales career it was to follow what the most successful sellers were doing and do that. Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. It paid off.

Case Study 116

Case Study Study Closing Hiring 116

Sales 2.0

JULY 28, 2020

To study this, we surveyed 755 B2B SaaS professionals who are part of the sales process at their companies in late May and early June 2020. We also conducted 25 interviews with B2B SaaS sales leaders to go into greater detail and get a better understanding of what they are experiencing within their own organizations.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Their study looked at 479,140 outbound cadences from nearly 9,000 companies. Send a handwritten note or letter (mail is an underutilized channel) Send a second email, preferable including something relevant of value, such as an article link/white paper etc.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales and Marketing Management

FEBRUARY 22, 2019

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Zoominfo

MARCH 4, 2021

Some of the easiest methods of lead generation include increasing traffic to your social media channels and website. Lead generation is the process of advertising, optimizing brand reach, engaging with nurture campaigns, and maximizing digital channels. And what are one of the most difficult methods of lead generation?

Lead Generation 246

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 246

Hubspot Sales

JULY 31, 2024

In late 2021, a Gartner study revealed that 83% of B2B buyers prefer placing orders or paying for goods through digital channels. And while this is all great news for small businesses looking for a way to digitize and streamline their sales process—there are major problems looming. Namely, checkout problems.

B2B 119

B2B Lead Rank B2C Real Estate 119

Hubspot Sales

SEPTEMBER 12, 2024

We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions. Very rarely did a sale require just a single signature, which meant the sales process and accompanying assets needed to be built around a variety of personas. Also, they overwhelmingly prefer to do independent research.

Hubspot 116

Hubspot B2B Buyer Data 116

Hubspot Sales

OCTOBER 5, 2023

Social media is the future of consumer shopping , so it’s no surprise that 59% of social sellers say they’ve made more sales through social media this year compared to last. In this post, we’ll discuss the best social selling channels to use according to our recent data and the best features these channels have to offer.

Social Selling 119

Social Selling Channels Social Media ROI 119

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. Virtual Sales Meetings Are Here to Stay.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales and Marketing Management

FEBRUARY 24, 2021

If one of your goals in 2021 is to grow your online sales, you’re not alone. According to a Hubspot study : 39% of people will stop engaging with a website if images won’t load or take too long to load. Make each piece of content valuable to your audience (read: not just sales copy). , and businesses were no exception.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Pipeliner

DECEMBER 5, 2024

In a recent episode of the expert interview series hosted by John Golden, Kris Rudeegraap , co-founder and co-CEO of Sendoso, shared invaluable insights into the evolution and impact of personalized gifting in sales outreach. Enhancing Customer Engagement Gifting can be used throughout the sales funnel to enhance customer engagement.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . The hive-like atmosphere of our sales offices was replaced by Zoom calls. . The hive-like atmosphere of our sales offices was replaced by Zoom calls. .

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentive 223

Pipeliner

FEBRUARY 24, 2025

With over 25 years of experience in the digital landscape, Jonathan shared his profound insights on how entrepreneurs can harness the power of artificial intelligence (AI) to drive business success, particularly in sales and marketing. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP!

Video 104

Video Lead Rank Lead Scoring Sports 104

Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Align Marketing and Sales to Act Swiftly. Get Your Lead Scoring Right.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Pipeliner

JANUARY 29, 2025

Practical Applications and Customer Impact Case Study: Transforming a Laundromat Business Barbara shares a compelling case study involving a laundromat owner in Daytona, Florida. Sales Perspective and Targeting Leveraging Data for Targeted Advertising From a sales perspective, geofencing offers significant advantages.

Video 95

Video Advertising Advertising Marketing 95

Sales and Marketing Management

APRIL 26, 2019

I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans. The days of the sales generalist are over. The time spent with sales is decreasing.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

SEPTEMBER 12, 2018

Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . Consider these statistics ( source ): 15% of a sales rep’s time is spent leaving voicemails.

Call-back 210

Call-back Follow-up B2B Social Media 210

Hubspot Sales

NOVEMBER 22, 2024

But, oof, I don‘t need to tell you how challenging life in sales can be. Whether you win or lose, it doesn't stop the sales targets from rolling in each month. That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. Long and skinny? But don’t be fooled!

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Zoominfo

SEPTEMBER 26, 2018

To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. Studies show that company values are the most important thing candidates look for in branded content ( source ). Source-of-hire: Track source-of-hire to understand what channels your hires come from.

Hiring 250

Hiring Social Media Face-to-face Channels 250

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated. You can ask: During the sales process when you’ve added value. In the same study, 71.4 Are your buyers clamoring to talk to you? A sudden decline in seller access.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Pipeliner

FEBRUARY 20, 2025

Titus, who runs various business ventures, including a nonprofit called Homes for Promise, shared his insights on the evolution of chatbots and artificial intelligence (AI) in customer service and sales. The episode concludes with an invitation to stay tuned for future discussions to explore the intersection of technology and sales.

Customer Service 89

Customer Service Video Lead Rank Lead Scoring 89

Zoominfo

NOVEMBER 20, 2018

In fact, studies show it takes an average of 6 to 8 touchpoints to simply generate a lead ( source ). This multitouch buying experience poses a difficult question for marketers: Which channels actually contribute to an eventual conversion—and how much did each channel contribute? Enter: Marketing attribution.

Lead Rank 236

Lead Rank B2B Top of Funnel Marketing 236

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. If so, great – make sure you show them plenty of case studies.

B2B 252

B2B Closing Guarantee Scale 252

Sales and Marketing Management

MAY 26, 2020

Author: Jacklyn Walsh No two customers are the same and an organization’s sales force needs to be as diverse as its customer base. Sales organizations and teams that embrace diversity have a more solid footing in the market, achieve higher customer and employee retention and earn more wins. Diversity Can Lead to Company Success.

Lead Scoring 227

Lead Scoring Lead Rank Scale Retention 227

Zoominfo

JULY 23, 2020

Think of warm leads as the window shopping of sales. For example, maybe they: Opted in to receive a piece of gated content on your website Submitted a contact form requesting more information about a product or service Followed your company on various social media channels Signed up for an email newsletter Were referred by a friend.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

Zoominfo

JULY 17, 2018

73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ). Most businesses promote their webinars across several different marketing channels, from social media to email to paid search ads. Conversely, your social media channels generate a higher percentage of registrants.

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Zoominfo

AUGUST 11, 2020

That is, they should be determined using interviews, case studies, and research on past and current clients. Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword. Which clients had the shortest sales cycle? Client Interviews.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. And for sales professionals, a new, robust communication channel has been launched. However, a critical dialogue, such as a sales closing, is best handled with a personal interchange.

Closing 115

Closing Face-to-face Tourism Hiring 115

Sales and Marketing Management

AUGUST 31, 2017

So whatever the size of your business – whether you are a scaling startup or a Fortune 1000 business – it’s critical to be clear about this vision and to articulate it clearly throughout your business and your sales channel. Understanding that there is a link between vision and sales is an important step. The opposite is true.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Allego

MARCH 13, 2025

What separates top-performing sales teams from the rest? As a sales leader, you know that skills development is critical to hitting revenue targets. Observational learning allows sales professionals to accelerate their development by watching and modeling top performers. Its not just experienceits how they learn.

Lead Rank 62

Lead Rank Call-back Sales Enablement Objections 62

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

SalesFuel

NOVEMBER 25, 2024

SMBs need to focus on local marketing tools to promote their offerings and sales to meet their sales goals. Local Marketing Tools are Critical for SMBs in 2025 The Competition Never Tires A study by Valpak says that SMBs shouldn’t decrease their ad efforts because of inflation and higher cost of living.

Direct Mail 93

Direct Mail Tools Marketing Ideal Customer Profile 93