Understanding the Sales Force

NOVEMBER 10, 2024

We often help companies hire salespeople and I was recently vetting candidates for one of my clients. I’m in imposter. Back to Phil. I scheduled a five-minute pre-screening call with a candidate who was recommended and scored quite high on the OMG sales candidate assessment.

Hiring 345

Hiring Cold Calling Call-back B2C 345

No More Cold Calling

NOVEMBER 22, 2024

Suspects, he explained, were just names pulled from a list his company had purchased. Prestige : Ben became the top salesperson in his company for three years running. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. And boy, were those supposed “leads” frustrating.

Sales Qualified Lead 314

Sales Qualified Lead Prospecting Cold Calling Referrals 314

Understanding the Sales Force

NOVEMBER 26, 2024

Most selling is WAY too serious, way too dependent on bullet points from slides, talking points from company narratives, and the oh, so boring vomiting of company and product information. If you start with the having fun part you can’t go wrong. Where’s the fun in all of that? Differentiate!

Decision Maker 331

Decision Maker Proposal Sales Process Video 331

Sales and Marketing Management

JANUARY 14, 2025

Amit Patel, senior vice president at IT consulting firm Consulting Solutions, says those companies that make the most of data intelligence will create customer experiences that win business, open the door to upselling, and create the type of true partnerships that drive customer loyalty.

Positioning 296

Positioning Data Customer Loyalty 296

Anthony Cole Training

NOVEMBER 14, 2024

This also makes coaching one of the toughest roles, as those responsible for it often juggle numerous other tasks daily, including operational, administrative, and development needs for the company. How does a sales coach find the time and motivation?

Sales Coaching 261

Sales Coaching Coaching Sports Motivation 261

Anthony Cole Training

OCTOBER 17, 2024

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people?

Pipeline 286

Pipeline Benefit Hubspot Coaching 286

Understanding the Sales Force

JANUARY 6, 2025

While that might get the job done and be an improvement on what you are currently doing relative to sales process, most companies need this to be customized and married to their existing best practices. The video showed the generic Baseline Selling sales process. We are happy to help with that!

Sales Process 332

Sales Process Benefit Sales Methodology Sales Cycle 332

Sales and Marketing Management

FEBRUARY 7, 2025

And are companies maximizing their investment in sales enablement tools? Sales enablement specialist is one of the fastest-growing job titles on LinkedIn. But what is sales enablement, exactly?

Sales Enablement 266

Sales Enablement Maximizer Exact LinkedIn 266

No More Cold Calling

FEBRUARY 13, 2025

A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. A new book comes out, an executive reads it, and suddenly, the company declares a new sales strategy based on the books groundbreaking precepts. Digital isnt a sales strategy. Hope isnt a strategy. Marketing isnt a strategy.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Anthony Cole Training

OCTOBER 25, 2024

Companies develop a brand, why not salespeople? It is worthy of your time to think about what you do differently and better than your competition. What do you bring to the table, and how do you solve problems for your existing clients? If you cannot pin that down, it is critical that you focus and develop your personal brand.

Buyer 271

Buyer Competition Research Sales 271

Zoominfo

SEPTEMBER 17, 2024

But according to Tom Slocum, founder of sales consultancy The SD Lab , it’s not enough for frontline salespeople to merely identify companies that have successfully raised new funding — there still has to be a compelling value proposition. “We What I love about Copilot is that it shows companies decreasing in funding.

Hiring 214

Hiring Data Prospecting Lead Scoring 214

Understanding the Sales Force

MARCH 16, 2025

” That’s why it is imperative that companies follow my top 10 rules for a successful sales training and revenue growth: Sales training must be ongoing – not quarterly, not yearly, and not when things go south. Training should occur continuously on a bi-weekly basis.

Training 230

Training Revenue Face-to-face Decision Maker 230

Understanding the Sales Force

FEBRUARY 14, 2025

When salespeople aren’t hitting quotas, companies need to hire more salespeople, which increases the cost of recruiting, salaries and benefits, not to mention the costs associated with hiring additional sales managers that won’t coach up their salespeople. This is problematic for more than the obvious reason.

Data 224

Data Hiring Compensation Quota 224

Sales 2.0

FEBRUARY 18, 2025

I need some quick wins in this project, so Im looking for ways to leverage companies my client has spoken to before. To find these types of companies Ive been fishing around in my clients CRM. Ive gotten to the point in this project where I need to start building a list of prospects.

CRM 221

CRM Lead Scoring Lead Rank Leads 221

Anthony Cole Training

FEBRUARY 14, 2025

These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG). Now, the buyer is in the drivers seat, and the only way to differentiate in a commoditized world is to master effective selling skills.

Selling Skills 269

Selling Skills Lead Scoring Lead Rank Groups 269

Zoominfo

JANUARY 24, 2025

Why Sales Analytics is Essential for Success Sales analytics tools have become integral to companies striving to make informed, data-driven decisions. Used by leading companies, Clari is a versatile solution for organizations aiming to standardize and optimize their revenue processes.

Analytics 246

Analytics Software Software Tools 246

Sales 2.0

DECEMBER 17, 2024

I am taking over a sales territory from a salesperson that has recently left the clients company. Reminder 1: Company owners, be nice to salespeople but make sure they leave notes in your CRM, or when they leave, you will have no clue what they did or where your investment went. To remind you of the story so far.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Understanding the Sales Force

NOVEMBER 23, 2024

In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. KPIs must be forward looking indicators, not lagging, or backwards looking results and most companies fail to make that key distinction. In most cases, they do not.

Comparison 175

Comparison Exact Follow-up Call-back 175

Understanding the Sales Force

NOVEMBER 1, 2024

If you try to uncover urgency but fail to find it, your sales cycle will not only be longer, there’s a good chance you won’t win the business because companies and people rarely buy when something is not much more than nice to have. You must be able to move them beyond nice to have , and get them to must have.

Sales Cycle 356

Sales Cycle Decision Maker Government Up-Sell 356

Zoominfo

SEPTEMBER 24, 2024

Here’s how leading companies are leveraging AI to harness the right signals, develop compelling go-to-market strategies, and seize the opportunities that spur sustained growth. Harnessing AI and Signals To maximize the potential of signals, companies also need to adopt a structured approach that includes AI tools and technologies.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

AUGUST 20, 2024

Believe it or not, two of the least likely allies in a B2B company – sales and compliance – can successfully work together to achieve a harmony that benefits both internal stakeholders and customers. We do not do a great job of ‘selling’ what we do, whether to other teams in the company or the customers themselves.

Fashion 130

Fashion Promotion Discount Vendor 130

Zoominfo

AUGUST 6, 2024

Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels. Impact on Business Growth Effective lead capture software can significantly impact a company’s bottom line.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

JANUARY 29, 2025

Companies spend billions of dollars annually on GTM efforts, yet many still fail to achieve their growth targets. For too long, companies have tried to fix this fundamental problem with incremental improvements to data quality, GTM strategy, and tech stacks. Because their strategies are built on a flawed foundation: bad data.

B2B 130

B2B Intent Signal Scale Marketing 130

Zoominfo

MARCH 12, 2025

Beyond providing basic company and contact information, GTM Intelligence combines the worlds deepest, most accurate B2B datasets with real-time buying signals and AI-fueled insights. Company, contact and intent Data Cubes Custom datasets to meet your unique requirements and fill specific gaps Sendoso: $4.9M

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

JANUARY 13, 2025

“AI will point you to the right people to call or show you intent data from companies engaging with your brand, but its still up to you to make those calls, engage authentically, and build relationships,” says Will Frattini , an enterprise account executive at ZoomInfo.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

SBI Growth

DECEMBER 10, 2024

In fact, 74% of companies that overperform on revenue have clearly defined ICPs, according to SuperOffice. Lets cut to the chase: if youre in B2B and dont have a solid Ideal Customer Profile (ICP), youre basically throwing darts in the dark.

Ideal Customer Profile 156

Ideal Customer Profile Customer B2B Revenue 156

No More Cold Calling

DECEMBER 26, 2024

Suspects, he explained, were just names pulled from a list his company had purchased. ) How to Turn Your Suspects Into Qualified Prospects Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

Zoominfo

JANUARY 30, 2025

“AI will point you to the right people to call or show you intent data from companies engaging with your brand, but its still up to you to make those calls, engage authentically, and build relationships,” says Will Frattini , an enterprise account executive at ZoomInfo.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Zoominfo

FEBRUARY 28, 2025

Heres how it all comes together, and how some of todays most innovative companies leverage ZoomInfos data to fuel their GTM engines. Yet this data is also expected to be the foundation for any GTM initiative your company needs to execute. As a result, the companys TAM is over $2 billion larger than previously estimated.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Hubspot Sales

OCTOBER 16, 2024

When to Use Outsourced Cold Calling Disadvantages of Outsourced Cold Calling Top Cold Calling Companies Cold Calling: Is Outsourcing the Answer? To illustrate the process, I’ve provided hypothetical context below, to showcase how you’d outsource a company step-by-step: 1. Find your partner company. Prep your materials.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Hiring 105