Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! There is so much noise and competition for eyeballs, creating cluttered inboxes just waiting for us to hit the delete key, that click through rates are at an all-time low. It’s true.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. Make it fun and competitive.

Motivation 89

Motivation Prospecting How To Face-to-face 89

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit. Company] is doing some really interesting things around [business area prospect is interested in].

Prospecting 98

Prospecting Hubspot Discount Follow-up 98

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. What Are Sales Acceleration Platforms?

Scale 130

Scale SalesForce Analytics Hubspot 130

Sales Gravy

JANUARY 7, 2025

Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb! I believe sales professionals are the heartbeat of the economy. On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition.

Prospecting 98

Prospecting Face-to-face Outbound Segment 98

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. But what does it actually look like to implement a sales enablement program?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Sales Technology 328

Sales Technology Competition Sales Industry 328

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Its the engine that powers prospecting, personalization, and pipeline generation.

B2B 130

B2B Intent Signal Scale Marketing 130

No More Cold Calling

JUNE 25, 2020

Are you looking for your B2B sales leads in all the wrong places? Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? During these pandemic times, there are fewer opportunities and more competition going after the same exact business.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. The stats, competitiveness, playbooks, execution, individual contribution to the team effort, and more. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

APRIL 15, 2025

ZoomInfos State of AI in Sales and Marketing survey, which gathered insights from more than 1,000 GTM professionals, reveals just how quickly AI is transforming sales teams and the roadblocks for further AI innovation. Power users on sales teams are saving time, closing deals faster, and seeing real, measurable business results.

Survey 130

Survey Forecasting Lead Rank Lead Scoring 130

No More Cold Calling

JANUARY 9, 2020

million per sales manager. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota. I blame the sales manager for having the wrong priorities.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Sales Gravy

JANUARY 16, 2025

Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast, Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and the power of effective coaching.

Coaching 98

Coaching Sports Pivotal Energy 98

Sales Gravy

OCTOBER 17, 2024

and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Key Takeaways: – Behavioral Changes for Success: Incremental improvements and a willingness to change behavior are critical for success in sales. Sales as Self-Competition: Sales is often a competition with oneself.

Outbound 96

Outbound Strategy Face-to-face Conference 96

Zoominfo

SEPTEMBER 24, 2024

For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. For instance: understanding the interaction between signals like news, website visits, and ad engagement can reveal which prospects are more likely to convert.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. 70% reduction in data inaccuracy , saving time and effort for reps 1,100+ hours saved from manual data enrichment, allowing sales reps to focus on closing deals.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Many organizations may closely meet your company’s ideal customer profile (ICP) criteria and warrant sales reps to proactively reach out to them. Sales Qualified Leads (SQLs).

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Try this instead.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Zoominfo

FEBRUARY 11, 2025

Sales teams are drowning in tools. Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. The reason?

Strategy 147

Strategy Scale Marketing CRM 147

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Caliper's is a personality test adapted for sales. Caliper's is a personality test adapted for sales. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 313

Comparison Lead Rank Lead Scoring Hiring 313

Sales Gravy

OCTOBER 10, 2024

On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. However, having a competitive spirit can drive you to keep pushing, knowing that persistence will eventually pay off.

Cold Calling 96

Cold Calling Face-to-face Commission Incentives 96

Zoominfo

MAY 15, 2025

My first job in sales was as old school as selling gets: knocking on doors. The System is Broken, But Fixable Every sales leader has felt the pain of incomplete CRMs, bloated tech stacks, and disconnected systems. Sales leaders love to talk about productivity and pipeline velocity. It was pure hope spray and pray at its finest.

System 130

System Scale Strategy Ideal Customer Profile 130

Zoominfo

AUGUST 8, 2024

Sellers across every industry are under intense pressure to deliver ambitious results in tightly competitive markets, and it’s much more than a passing trend. Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%. In today’s markets, that’s often a luxury reps can simply no longer afford.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Hubspot Sales

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 104

Closing How To Call-back Software 104

SBI Growth

APRIL 22, 2024

Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition.

Prospecting 177

Prospecting Strategy Cold Calling Competition 177

Sales Gravy

OCTOBER 15, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. This shift makes human skills even more essential in later stages of the sales process.

Outbound 98

Outbound Lead Rank Lead Scoring Conference 98

SalesFuel

MARCH 17, 2025

Insight selling is quickly becoming a must-have strategy in todays competitive B2B landscape. Sellers instead provide prospects with fresh perspectives and valuable insights they may not have considered before. Insight selling is not about feature-bombing your prospects with product specs, explain the professionals at The Follow Up.

Competition 52

Competition Hiring Loyalty Buyer 52

No More Cold Calling

APRIL 6, 2025

Top sales teams win with referrals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

SMEI

MARCH 3, 2022

Sales presentations can be a make-or-break moment for any sales organization. Our step-by-step guide on how to craft the perfect sales presentation walks you through everything sales organizations need to know to make an impactful presentation that will close more sales. Keep your sales pitches and to the point.

How To 276

How To Competition Benefit Case Study 276

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. But corporate hierarchy errors are much more serious than your garden-variety duplicate CRM record because they undermine core sales and marketing strategy.

Data 130

Data Revenue Scale Territories 130

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

Examples 113

Examples Strategy Hubspot How To 113

Koncert

MAY 13, 2025

The Evolution of Sales Engagement Platforms in the AI Era Sales engagement has undergone a revolutionary transformation with artificial intelligence redefining how B2B sales teams connect with prospects.

B2B 93

B2B Cold Calling Sales Automation Competition 93