The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. It start with how sellers think about time; which is why in sales, time is value not money. All measurable, all quantifiable and can be improved with skills and the right tools. This again puts a focus on the tools you use and how. By Tibor Shanto.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Sales and Marketing Management

JANUARY 21, 2019

Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin. Also, data from channels such as chat, social media, phone, web and more must come together into a single view of the customer.

Trends 297

Trends B2B Social Media Telemarketing 297

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

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 134

Channels Revenue How To Case Study 134

Zoominfo

NOVEMBER 1, 2024

Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving. ABM traditionally relies heavily on targeted advertising, but can also include email, social, events, and any other relevant channel that can influence a key account’s buying behavior.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

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. While online tools are often more convenient and practical than traditional marketing techniques, the fact remains that the latter usually perform better. Let’s take a look!

Direct Mail 323

Direct Mail How To Advertising Advertising 323

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

JULY 7, 2020

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Let’s take a closer look into the psychology behind the element of surprise and how it can be used as part of a larger sales incentive strategy. How to start applying this to your sales team. Defining the unexpected reward.

Incentive 394

Incentive Incentives Motivation ACT 394

Understanding the Sales Force

OCTOBER 6, 2024

Example 3 – Cold LinkedIn Message: Hi Dave, Can I trouble you to like my YouTube channel. Here is a link to the channel [link] If you have a page or anything you want me to like or subscribe to, just reply with details and I will return the favour. Why would anyone want to subscribe to his YouTube channel? Stay tuned!

LinkedIn 334

LinkedIn Channels Hiring B2C 334

SBI Growth

NOVEMBER 6, 2018

Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A indirect selling model has plenty of benefits. A fledgling company looking for additional capital to bring on headcount.

Scale 253

Scale Pivotal Hiring Direct Sales Team 253

Sales and Marketing Management

OCTOBER 15, 2020

Video technology tools like Zoom and Slack were reported helpful in fueling connection and engagement. No longer considered nice-to-have resources for a subset of workers, these tools have become vital to all employees and will continue to support formal and informal functions for both remote and in-office workers.

Incentives 317

Incentives Incentive Travel Cancellation 317

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

Zoominfo

JANUARY 6, 2021

Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. Share the same goals and tools between sales and marketing teams. Integrate self-servicing into existing channels.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales Hacker

OCTOBER 30, 2024

Product-Channel Fit measures how well a product aligns with its distribution channels to effectively reach its target market. The goal is not to test every possible channel but to focus on the one or two that maximize your resources and scale your product for hypergrowth. Does it follow a PLG or Sales-Led Growth (SLG) model?

Channels 92

Channels Scale Strategy Distribution 92

Zoominfo

JULY 27, 2023

Businesses in virtually every industry are being pushed to modernize their go-to-market strategy, with a premium on the data-driven, automation-enabled convergence of sales, marketing, and operations. Sales and marketing leadership need to align on: The business outcomes that your ABM strategy will achieve.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Sales and Marketing Management

MAY 10, 2019

It guides your customers into your sales process. Done right, your marketing should result in more leads, higher sales and a stronger brand. Basic implementation tools can be found for free online. Select appropriate promotional mix channels. AIDA is a helpful tool for writing marketing prose. The six steps are: 1.

Marketing 237

Marketing Social Media Promotion Channels 237

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. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

AUGUST 12, 2019

While companies have traditionally considered CRM programs as sales tools , the CRM program and the customer experience today is one and the same. Beyond Sales and Marketing. CRM programs go above and beyond marketing and sales. Connect all channels. A CRM program’s value goes beyond sales. That’s a mistake.

Lead Rank 258

Lead Rank CRM Lead Scoring Automotive 258

Zoominfo

JANUARY 15, 2021

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? What is Market Intelligence?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

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

Zoominfo

MARCH 8, 2021

Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). Afterward, they’re either disqualified or passed onto sales teams. Some things need to be as automated as possible for sales teams to make the best decisions when acting on MQLs and leads.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Scoring 246

Sales and Marketing Management

MAY 17, 2020

Organizations are doing their best to navigate this new landscape of layoffs, remote working, canceled events, slowing sales and demand slumps. Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

Sales 2.0

MARCH 15, 2023

This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. AI as a sales assistant The most exciting application of AI will be as a sales assistant.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Sales and Marketing Management

FEBRUARY 24, 2021

If one of your goals in 2021 is to grow your online sales, you’re not alone. Choose a primary content channel (like a blog, social media platforms, or a podcast), and focus on creating content that is: High-quality. Make each piece of content valuable to your audience (read: not just sales copy). Never fear. Informational.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

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

Vengreso

OCTOBER 22, 2024

But before we begin, ask yourself: Are you using the right tools to measure your sales team’s success? Discover the surprising method top leaders use to identify the most effective sales tools, and how it saved a business a quarter million dollars. It’s time to rethink your sales tool strategy.

Tools 70

Tools Social Media Channels Sales Methodology 70

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster. Heres how lead-to-account matching and routing software benefits businesses: Time Savings : Sales teams can focus on selling rather than administrative tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

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 Scoring Lead Rank 246

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

Sales and Marketing Management

MAY 28, 2020

By carrying out a feasible demand generation plan, you’ll not just scout new opportunities but also create them, from marketing and sales alignment to data-driven growth for businesses. However, AI tools can only be helpful if you utilize quality and reliable data. Employ Multichannel Approaches for Effective Marketing.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271

Sales and Marketing Management

FEBRUARY 8, 2021

There are two dovetailing arguments for using TikTok, the fastest-growing social media platform, as a B2B marketing tool: Its generous algorithm and its lack of polish. Many marketers have expressed skepticism about the app’s viability as a B2B marketing tool. Good Content Gets Rewarded. The Future Will Be Here Soon Enough.

B2B 285

B2B Top of Funnel Social Media Advertising 285

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. In hindsight, he was truly incredible because without any of today’s tools, it must have taken him hours to create a single forecast. The adverbs: Where are you in the sales process?

Forecasting 218

Forecasting Sales Forecasts Decision Maker Call-back 218

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. Now, as we dive deeper into a new year, sales leaders are tackling another issue. Many sales organizations have pivoted to virtual events rather than simply canceling major sales events.

Education 194

Education Film Channels Cancellation 194

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market.

Scale 130

Scale Analytics SalesForce Hubspot 130