Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Sales 2.0

APRIL 27, 2014

I don’t play my cards close to my chest at all. As a marketing director, there are always projects I’d like to do but my company is not going to be able to fund or provide me the resources to get them all done. And I didn’t even mention writing proposals. Proposal writing soaks up immense amount of time (and resources.)

Lead Rank 268

Lead Rank Lead Scoring Proposal Gatekeeper 268

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. Do you need to work with marketing more effectively on lead profiling and scoring? Yes, you did read that correctly. Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Understanding the Sales Force

NOVEMBER 13, 2013

End of Quarter Closing is a great example of sales management dysfunction! One more thing - I''m a finalist for 3 awards at this year''s Top Sales & Marketing Awards event. Please vote for Top Sales & Marketing Thought Leader , Top Sales & Marketing Blog , and Top Sales & Marketing Article.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Sales 2.0

MARCH 12, 2020

Do not be surprised if deals in your pipeline don’t close. Don’t be surprised if more of your proposals go to “Neverland”. Do some salespeople lack relationships in the market? It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Do any reps need coaching?

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

SBI Growth

DECEMBER 23, 2012

Submit a proposal (Phase 3). Close the deal” (Phase 6). For instance, phase 1 gets a 10% chance of closing. The reps race to get proposals on the table as fast as possible. Their view of the market problems and how to solve is pure. “Let’s see, we: Determine they have budget (Phase 1). Identify need (Phase 2).

Forecasting 316

Forecasting Sales Forecasts Top of Funnel Proposal 316

Sales 2.0

OCTOBER 23, 2023

One of the areas of complex sales that I have seen soak up tons of time from entrepreneurs and senior salespeople over my years is writing proposals. And sad to say, not all these beautiful proposal documents ended up closing big deals. Now that we all have this new “intern” that can help with the proposal writing work.

Proposal 221

Proposal Social Media Media Decision Maker 221

Sales and Marketing Management

AUGUST 30, 2015

Teaser: The sales proposal is one of the most underappreciated assets in the sales process, yet it has more influence over closing a deal than all other sales materials combined. Author: Jesse Kurth, Director of Client Success, TinderBox. read more

Proposal 120

Proposal Influencer Competition Closing 120

DiscoverOrg Sales

JUNE 8, 2017

By understanding the discipline of sales enablement and how to prioritize tactics based on marketing and sales objectives, companies of all sizes can reap the rewards. Successful sales enablement starts with ensuring marketing and sales are aligned , which isn’t always easy, but pays its dividends many times over.

Lead Generation 194

Lead Generation Sales Qualified Lead Marketing Qualified Lead Lead Scoring 194

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Education Scale 226

Sales and Marketing Management

NOVEMBER 12, 2019

Responding to proposal requests is a slow process that adds time to the sales cycle. Manual processes tie up the sales and marketing team for weeks as they sift through previous answers to repetitive questions, chase responses to new questions, verify the information and seek approvals, over and over again. and RFP software delivers.

Benefit 217

Benefit Proposal Software Software 217

Sales and Marketing Management

FEBRUARY 27, 2020

Author: Andres Lares When Joe Mauer’s contract neared its expiration in 2010, the all-star’s agent sat with him and shared how his research revealed he could secure a contract of approximately $300 million over 10 years in the free agent market. A big gap needed to be closed and that’s where we entered. What is your ideal outcome?

Negotiation 270

Negotiation Exercises Discount Proposal 270

The Pipeline

JULY 17, 2014

That’s right, you’ve heard of SPIN, The Challenger Sale, The Objective Seller, and other sales methodologies; but all of those combined, don’t come close to the number of sellers who use the Extra Sensory Perception approach to sales and prospecting. Here we are more than month later, no proposal – no follow up.

Follow-up 282

Follow-up Sales Methodology Trade Show Proposal 282

SBI Growth

OCTOBER 12, 2013

There’s solid evidence that your Marketing counterparts are responding. According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year. 58% have increased their content marketing budget. For direction on Personas, click here.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Sales and Marketing Management

NOVEMBER 12, 2017

Here are some thoughts about managing to each salesperson's number as they close the year and prepare for a new one. Be realistic about stale proposals. In projecting forward, take a realistic look at proposals that are more than 60 days old. In my experience proposals, unlike fine red wines, don’t improve with age.

Top of Funnel 224

Top of Funnel Proposal Quota Pipeline 224

Hubspot Sales

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Closing statements are your best chance to impress upon the reader that they should contact your sales team, register for your event, or take advantage of a promotional offer.

Closing 113

Closing Quota How To Webinar Metrics 113

Hubspot Sales

OCTOBER 14, 2019

Conduct market research. Begin the B2B sales process by performing high-level market research to understand the current state of demand for your offering. If you are selling to startups, did they recently close a round of fundraising? Close the deal. As the sale comes to a close, the work is not done.

B2B 138

B2B Sales Qualified Lead Closing Face-to-face 138

Sales and Marketing Management

MARCH 30, 2020

And, when they see it, they often use hypothetical offers to test for interest in different aspects of your ‘offer’ in order to progress toward a close. Are their proposals value based? Good negotiators move slowly and are always exchanging value during the back and forth phase of the proposal exchange. .

Negotiation 279

Negotiation Margin Proposal Maximizer 279

Sales and Marketing Management

JANUARY 31, 2019

The number of ‘no surprise’ proposals presented each week. Proposals are a critical measurement. If salespeople aren’t presenting proposals, they’re certainly not closing deals. But simply tracking the number of proposals leaving your office will be misleading. Not all proposals were created equal.

Sales Management 184

Sales Management Proposal Top of Funnel Banking 184

Sales and Marketing Management

MARCH 25, 2019

Close management of the sales team will be crucial. The B2B market needs to become as customer-centric as the B2C market. Standardize and digitalize: Strategic marketing to the rescue. Sales will become too complex to stay a one-man show. Customized responses will become essential.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Understanding the Sales Force

AUGUST 9, 2024

Sales and marketing are not the same. Not only are they all on the marketing and tech side of business, they are NOT experts on selling. Nearly every company executive I speak with is frustrated with sales process, forecasts, pipeline, performance, win rates and delayed closing. That’s Marketing What about Lead Generation?

Top of Funnel 207

Top of Funnel Forecasting Decision Maker Call Monitoring 207

Sales and Marketing Management

OCTOBER 6, 2019

Starting discussions early will provide some breathing room for you and your clients alike, and it allows you to propose a rough timeline of key dates that would work for you. Think back to the original scope you proposed to your client. In either case, the clarity around their goals should drive your proposed renewal.

Negotiation 184

Negotiation Proposal Forecasting Objections 184

Smooth Sale

JUNE 27, 2024

Photo by Inverewe via Pixabay Attract the Right Job or Clientele: Proven Strategies for Closing More B2G SaaS Deals As the popularity of cloud services and applications continues to trend upward, the SaaS (Software-as-a-Service) industry has grown tremendously. This makes SaaS providers’ sales and marketing strategies more critical.

B2G 98

B2G Closing Government Strategy 98

No More Cold Calling

JANUARY 16, 2020

Close ratio of referred leads. Take a close look at your on-boarding process for all new hires, not just in sales. One of the world’s foremost experts on word-of-mouth marketing , Jonah Berger is a pretty smart guy from Stanford who wrote what’s probably the best book on the topic. What I’m proposing requires true leadership.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

MARCH 18, 2019

That’s why our ideal B2B sales processes draw on our Three P’s – prepare, probe and propose. Think of it as an opportunity to uncover interests, issues, and insights that will fuel how you propose options to move the deal forward, rather than jumping directly to assumption-based solutions. What’s basic value proposition can you offer?

Negotiation 214

Negotiation B2B Proposal Ideal Customer Profile 214

Sales and Marketing Management

OCTOBER 16, 2017

Closing the deal. For example, Momentum Solar has emerged as a national player in the solar energy market. They needed the imagery to represent both “leaf-on” and “lead-off” imagery for precise calculations and proposal development. Tony Agresta is vice president of marketing for Nearmap USA.

Real Estate 243

Real Estate Construction Scale Hiring 243

Zoominfo

SEPTEMBER 9, 2020

And let’s not forget, most organizations offer solutions that address multiple problems to either expand their addressable market or maximize the lifetime value of its existing customer base. There is a fundamental difference between a Total Addressable Market (TAM) and what your true active market. Timing is everything.

Top of Funnel 191

Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Sales and Marketing Management

DECEMBER 21, 2020

Marketing and sales leaders working more closely together. Since the customer journey will continue to shift online, marketers and sellers need to be more aligned. Customers might not see the difference between sales and marketing even though there are significant variances between the two.

Face-to-face 177

Face-to-face Proposal Fashion ROI 177

SBI Growth

MAY 6, 2013

Expectations are progressive – from accomplishing developmental tasks at the start to closing orders that deliver revenue at the end. Subject Matter Experts tend to be organized in disciplines like Industry Marketing, CRM, and Proposal Writing. Content is sequenced – topics are revisited at increasingly more advanced levels.

Hiring 320

Hiring Guarantee Territories Course 320

Zoominfo

MAY 5, 2021

If you were a marketer 20 years ago, you would have given anything for this scenario. In 2022, digital marketers are segmenting audiences and focusing on quality over quantity. Years ago, marketers primarily segmented their audiences by age range—mainly because the data to get super granular didn’t exist back then. “As

Segment 130

Segment Lead Rank Trends Marketing Qualified Lead 130

No More Cold Calling

AUGUST 20, 2015

Think your team has a “closing” problem? How often have you heard leaders say, “My salespeople can’t close”? But failing to close is never the real problem. If his team wowed the client, they had an opportunity to close a million-dollar deal. What is the marketing plan for following up? Think again.

Closing 120

Closing Sales Management Referrals Ideal Customer Profile 120

Crunchbase

APRIL 8, 2022

Sales enablement is where sales and marketing overlap. According to Highspot’s “ State of Sales Enablement 2021 ” research report, sales enablement is becoming increasingly important and recognized in sales and marketing teams. You might find that salespeople ask for a lot of tailored content from marketing.

Sales Enablement 105

Sales Enablement Closing Case Study Collateral 105

The Pipeline

JUNE 12, 2014

Let’s use the example of a core metric important in driving sales, one of the simplest, proposal to closing ratio. When I asked about how the team was coached, the typical, “we talk every day, they call me when they have issues with a deal, and we meet once a month as a team to talk about the market.”

Penetration 267

Penetration Sales Qualified Lead Face-to-face Coaching 267

SBI Growth

SEPTEMBER 21, 2013

Your boss repeatedly asks you when the deal is going to close. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You answer an RFP or provide a pricing proposal. In this post we will discuss why sales opportunities go dark. Nothing is more frustrating for a sales person. Nothing happened.

Buyer Persona 297

Buyer Persona Decision Maker Buyer Objections 297

DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. We asked over 200 sales and marketing professionals about 78 data points (and “secret sauce” combinations of data points) in a comprehensive survey, Breaking Open the Predictive Black Box: Which Data Points Actually Lead to Higher Conversion Rates and More Sales?

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

Hubspot Sales

OCTOBER 21, 2020

Every salesperson knows landing a closed-won deal is one of the most important aspects of the job. When companies place too much emphasis on closing sales without ensuring their teams have the operational support they need, it may hinder their ability to grow in the long run. Drafting proposals. Prepare and Deliver Proposals.

Sales Qualified Lead 133

Sales Qualified Lead Top of Funnel Proposal Sales Operations 133