SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

MTD Sales Training

JANUARY 28, 2020

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Y ou need to show your value and differentials in how you approach the sales offering. MTD Sales Training | Sales Blog. Should you try to by-pass the issue?

Competition 375

Competition Sales Meeting Meeting How To 375

SBI Growth

FEBRUARY 16, 2013

A trend is emerging among Sales SVPs: they Make the Number every other year. Click here for an Inbound Marketing Comparison Guide. In sales, knowing when a prospect is in the market is the Holy Grail. This means prospects are active (not latent) at specific times. When a prospect is in the market, they find you.

Inbound 317

Inbound Marketing Buying Cycle Guidelines 317

Zoominfo

FEBRUARY 7, 2025

The sales and marketing go-to-market frameworks weve relied on for decades staples like the funnel, the flywheel, and the buyers journey are fast becoming obsolete or are out the door already. Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Zoominfo

SEPTEMBER 24, 2024

These could be anything from website visits, content engagement, and social media interactions, to more advanced sales signals like changes in a company’s leadership, financial performance, or public statements from executives. To maximize effectiveness, marketers should map key signals to specific points in the sales funnel.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Understanding the Sales Force

OCTOBER 12, 2012

Understanding the Sales Force by Dave Kurlan I was in Istanbul this week, speaking to nearly 250 sales and business leaders. It prevents salespeople from asking a lot of questions, tough questions, pushing back and challenging their prospects. Salespeople with Need for Approval are affected throughout the sales process.

Comparison 266

Comparison Exact Sales Examples 266

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308

Sales 2.0

AUGUST 4, 2018

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. I imagine you are in sales to sell things. Social calling helps.

Prospecting 150

Prospecting InsideView Cold Calling Social Media 150

SBI Growth

MAY 21, 2013

Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Think about your most valued sales ops team members. At the core, your best sales ops employees: Deliver insight, not just data. Help sales make their quota.

Hiring 300

Hiring Collateral Comparison Territories 300

LinkedFusion

DECEMBER 22, 2024

to automate lead generation and enhance your sales funnel seamlessly. enables businesses to boost marketing and sales, streamline outreach efforts, and generate more leads. LinkedFusion.io , for instance, is designed to help businesses achieve all this and more, making it the ultimate choice for professionals and sales teams in 2024.

Comparison 40

Comparison LinkedIn Scale Tools 40

Sales 2.0

MAY 1, 2020

You may easily say “yes” but if I look at real sales people’s actions over the course of a couple of decades, I see that their actions say “no”. They can get expensive but if you know this could be a dream account that cost will be tiny in comparison to the payoff. This is hours of work, not minutes. It can be frustrating.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

The Pipeline

APRIL 17, 2013

Since the company had a union to deal with, (yes I know, sales and unions, what a concept, nonetheless), the choice of who stayed and who left was not always made based on abilities and potential. Those that do, are your switch hitters, they can deliver revenue in by succeeding in both cases, prospecting and selling.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

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

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

SalesFuel

OCTOBER 28, 2024

Writing for Sales Marketing & Management, Paul Nol a n points that traditionally, it was the seller who focused on qualifying buyers. How a buyer perceives the seller has significantly more impact on whether a sale is made,” he adds. It shows that you’re not just trying to make a sale but actually have a solution that can help.

Prospecting 52

Prospecting Case Study Hiring Hubspot 52

SBI Growth

NOVEMBER 11, 2012

Reduced overall sales cycles. It’s about providing valuable content that prospects seek to solve a problem. Only focusing on acquiring a prospect early is too limited. It's written to a prospect in the evaluation stage. Strong call to actions would be favorable 3rd party reviews or a side-by-side comparison grid.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Mr. Inside Sales

JULY 11, 2020

Could I at least do a no cost/no obligation comparison quote for you?”. If your prospect says yes, then there’s an opportunity here and you’ve uncovered it. Layer: “And when was the last time you did a comparison with another provider?”. [If Could I at least do a no cost/no obligation comparison quote for you?”.

Comparison 180

Comparison Face-to-face How To Objections 180

Sales and Marketing Management

DECEMBER 10, 2018

Be relevant by finding new ways to segment your prospects further and be more specific to particular subgroups — that's how you write sales emails that get responses. Time restrictions such as limited-time offers can give your prospects just the push they need to sign. So can perfect targeting and messaging.

How To 218

How To Ideal Customer Profile Campaigns Guidelines 218

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. The quick wins will build credibility with sales and the CEO. Focus on wins that positively impact the ability of the sales force to Make the Number. Infuse the Sales Process with Buyer Insights.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. In these three channels is where sales performance can be enhanced.

How To 218

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

SBI Growth

OCTOBER 20, 2013

You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. During that time, we have insisted on the ‘Topgrading for Sales’ method of hiring. What is Topgrading for Sales? What does Topgrading for Sales do?

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

Jeffrey Gitomer

AUGUST 23, 2011

In order to struggle less, you must begin to make the transition from “making a sale” to “creating a buying atmosphere.” They concentrate on the system and not the prospect. Let me give you the non-sales skills version. None of them are about “how to close the sale.”

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

Bigtincan

OCTOBER 4, 2021

Salesloft and Outreach make prospecting easy by automating outreach. Both of these prospecting tools offer services like sending mass outreach sequences by email and social media, and they simplify cold call outreach with their popular cold call dialer service. Provides metrics on how engaged leads are on sales calls.

Comparison 105

Comparison Sales Qualified Lead Conference Lead Rank 105

Hubspot Sales

FEBRUARY 24, 2025

Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. When prospects say, Its too expensive,' reps sprint toward discounts or value props.

Objections 95

Objections Discount Face-to-face Comparison 95

Bigtincan

NOVEMBER 2, 2021

There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. Visual data points on sales KPIs (like bookings and close rate) that quickly allow you to see where reps are struggling.

Comparison 105

Comparison Software Software Hiring 105

Hubspot Sales

JANUARY 13, 2020

Ryan works on the sales floor of a novelty electronics store and sells eerily lifelike sleeping puppy dolls that breathe (for legal purposes, I can’t actually link to their online retail page, but they exist and are terrifying; look them up.). Consumer Sales. The phrase means exactly what it sounds like: sales to consumers.

B2C 118

B2C Comparison B2B Buyer Persona 118

DiscoverOrg Sales

MAY 23, 2018

We hear a lot about sales and marketing alignment: How important it is for B2B, and how so few of us are doing it right. SALES: Marketing leads are crap. MARKETING: Sales is lazy. SALES: They weren’t a good fit anyway. 7-quick-wins-sales-marketing-alignment. Sales and marketing have always relied on each other.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

Zoominfo

JUNE 28, 2021

Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. In simple terms — speak to your prospects and customers immediately and witness faster conversions. Your marketing will always feel irrelevant and intrusive when it is not driven by your prospects.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. That’s where your streamlined, four-stage sales funnel comes in. What Is a B2B Sales Funnel?

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting. That’s where sales report templates come in handy.

Report 62

Report Examples How To Sales Forecasts 62

Selling Energy

SEPTEMBER 14, 2022

That said, be careful not to overwhelm your prospects with too many options. Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. The perceived risk of making the wrong decision may become a roadblock to making any decision at all.

Comparison 90

Comparison Buyer Prospecting Marketing 90

Cincom Smart Selling

MARCH 9, 2025

If your sales team is constantly stuck chasing approvals or fixing pricing mistakes, its time to rethink how you generate quotes. The Problem with Traditional Quoting Imagine this: A sales rep gets an inquiry from a high-value prospect requesting a custom quote. Deals slow down, errors creep in, and customers lose patience.

Tools 48

Tools Scale Comparison Discount 48

Sales 2.0

JULY 28, 2018

I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster. Social prospecting relies on leveraging your network. Here’s the punchline.

Social Selling 186

Social Selling Cold Calling Networking Comparison 186

MTD Sales Training

OCTOBER 16, 2017

For me, it’s all about unearthing the needs, the wants and desires of your prospects and then positioning your product or solution in a way that makes it the only choice. If the need for the commission and sale is greater than your desire to help the buyer then this will show. A comparison. MTD Sales Training. Be helpful.

Consultative Selling 203

Consultative Selling Comparison Policies Commission 203

Zoominfo

JANUARY 20, 2021

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Leads transform into customers by stepping through a carefully curated sales funnel.

Top of Funnel 162

Top of Funnel Funnel Sales Cycle ROI 162

Sales Hacker

JULY 6, 2021

For far too long sales has been optimizing a prospecting process that makes life easier for the rep, but hasn’t put that same focus on the buyer’s experience. In this session, you will learn how to change normal sales prospecting conventions in a way that will impact your conversion rates and pipeline immediately.

Prospecting 104

Prospecting Comparison Pipeline Meeting 104