No More Cold Calling

JUNE 25, 2020

During these pandemic times, there are fewer opportunities and more competition going after the same exact business. How’s that for attracting new clients in a highly competitive market? You get insights that you’ll never find anyplace else, and your competition is clueless. New business is harder and harder to come by.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Sales Hacker

NOVEMBER 11, 2020

Clients have more time to reevaluate their current vendor relationships and for digital-savvy salespeople to slide in and win new clients. What is Competitive Intelligence? Competitive intelligence allows you to leverage your competitor’s weaknesses against them to take market share. Case Study: Gong vs. Chorus Messaging.

Competition 124

Competition Advertising Advertising Hiring 124

Partners in Excellence

JANUARY 25, 2024

In this post, I’m going to make the argument, that based on what I see in too many selling initiatives, is that we, as a community, have migrated from focusing on helping customers solve their problems to just beating the competition. Our only involvement is influencing which vendor they are choosing to implement in that solution.

Competition 139

Competition Customer Buying Cycle Vendor 139

Sales and Marketing Management

SEPTEMBER 16, 2020

You’ll be outspending most of your competition as they lower their ad purchases and fill the holes left by the downturn’s casualties. . Meanwhile, fine-tune a marketing plan that focuses on former clients of vendors that closed or are short on advertising funds. What To Do. Grab those high-value enterprise leads and make them yours.

Trends 333

Trends Marketing Lead Rank Conference 333

Zoominfo

AUGUST 20, 2024

When salespeople talk to clients whose own customer data is shared with vendors or partners, they hear just how valuable good compliance and privacy practices are to them. This is the message to bring to the sales team!

Fashion 130

Fashion Promotion Discount Vendor 130

No More Cold Calling

APRIL 15, 2021

Talk to any software vendor, and they can’t wait to show you their cool software. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. Problem is, buyers don’t actually buy software. Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales and Marketing Management

JANUARY 8, 2018

Despite this, many vendors still wait multiple days before responding to leads. If the industry standard is two business days to respond but one company cuts that average to two hours, that company will start every relationship first and close more deals than its slow-moving competition.

Sales Qualified Lead 257

Sales Qualified Lead B2B Leads Marketing Qualified Lead 257

The Pipeline

DECEMBER 11, 2018

But if for no other reason, it would ensure that customers not only have a view of sellers and vendors that is different than the current picture: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers.

Licensing 269

Licensing B2B Real Estate Lead Scoring 269

SBI Growth

NOVEMBER 20, 2019

Managing Complexity and Competition. It has streamlined implementation and heightened ease of use for customers and vendors alike. For vendors, however, these bright sides have come. Cloud-based Software as a Service (SaaS) software delivery has revolutionized the B2B software sales cycle.

Vendor 174

Vendor Customer Revenue Software 174

Steven Rosen

MAY 4, 2017

In fact, a great sales management team is the greatest source of competitive advantage. Most companies do not have inside training support for sales management development, so they hire external vendors. Many vendors do an awesome job delivering sales management training. Great sales managers deliver $3.5

Sales Management 276

Sales Management Hiring ROI Coaching 276

Zoominfo

MAY 27, 2021

In a world inundated with data and the solutions that promise you the ability to achieve a competitive edge , we’re often left thinking: “How?”. If you’re an information security vendor, for instance, you can track what companies are doing more research on cybersecurity or fraud prevention. The Basics: What Exactly is ZoomInfo Intent?

Intent Data 246

Intent Data Intent Data Top of Funnel 246

SBI Growth

MAY 14, 2013

Unfortunately, simply producing content is no longer a source of competitive advantage. For example, narrowing down a short list of vendors is a key buyer action. The one thing the best marketers are doing is Contextual Content Marketing. Everybody is producing content these days. There’s no shortage of it on any topic under the sun.

Buyer Persona 314

Buyer Persona Lead Nurturing Demand Generation Agencies Demand Generation 314

Bernadette McClelland

FEBRUARY 25, 2018

The thing is, we will all come up with a very logical reason for sales under-performance – whether it be the competition, the economy, the company’s lack of involvement or similar reasons and this then becomes the focus. Thus , vendor rationalization is (IMHO) the most misunderstood part of the modern day approach to sales.

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

No More Cold Calling

JUNE 15, 2017

We were one of 12 vendors under active consideration. My prospect: Had a relationship with an existing vendor for basic sales training (When I asked why the buyer didn’t contract with this company, I was told their system didn’t have advanced capabilities.). Spent time in Europe where the existing vendor was headquartered.

Account 257

Account Referrals Sales Qualified Lead Vendor 257

Tenbound

JANUARY 28, 2025

In todays competitive business landscape, Sales Technology software has become a must-have for organizations aiming to streamline operations, enhance productivity, and drive revenue growth. – Vendor Websites: Explore feature lists, case studies, and demo videos directly from vendors.

Sales Technology 91

Sales Technology Software Software Vendor 91

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. Setting the right KPIs is your biggest competitive differentiator. The truth is, your clients and trusted colleagues won’t say no. Why would they? Sales Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

JUNE 9, 2019

This pattern of ever-increasing sophistication not only creates an intensely competitive marketplace; it also places further demands on us to act and react quickly. We can get competitive information instantly—but so can everyone else. In fact, tradeshow vendors are often the most egregious abusers of technology.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Sales Gravy

FEBRUARY 4, 2025

Competition: If your customers finally land the big deal, they might still shop around to find the best supplier, leaving you in a second round of competition. Nobody wants a vendor who goes dark when the pressure is on. Nobody wants a vendor who goes dark when the pressure is on.

Customer 81

Customer Licensing Proposal Government 81

Zoominfo

APRIL 17, 2025

So how different would your team structure, campaign design, and competitive advantage be if you had rich, accurate Go-to-Market Intelligence on 5,000 of the worlds most important companies? When its time for go-to-market strategy to become revenue reality, todays most innovative GTM teams know that intelligence makes all the difference.

Ideal Customer Profile 130

Ideal Customer Profile Company Scale Enterprise 130

The Pipeline

FEBRUARY 20, 2014

I suggested to him that he can take things one step further, by running through a meeting as though he was selling his competitor’s product, how would it be different, where would he feel exposed vs. the other vendor, what are strengths he can exploit. We’ll know next week how well he did. What’s in Your Pipeline? Tibor Shanto .

Objections 300

Objections Vendor Buyer Meeting 300

No More Cold Calling

FEBRUARY 15, 2018

percent said they prefer to work with vendors who have been recommended by someone they know, and 73 percent prefer to work with salespeople who’ve been referred. Beat out the competition because they get in early and build relationships. Referral selling is your biggest competitive differentiation.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Allego

JULY 26, 2022

Now, B2B buyers are on the go, using smartphones, tablets, and laptops to research and evaluate vendors. It allows you to provide organizational knowledge, learning, coaching, and content to the field to gain—and keep—a competitive advantage in a buyer’s world. 6 Ways a Modern Learning Platform Gives Sales a Competitive Edge.

Competition 117

Competition Collateral Software Software 117

SBI Growth

MAY 29, 2013

The book, The Gamification Revolution , by Zichermann and Linder, discusses how to leverage game mechanics to beat the competition. A new set of vendors, such as Bunchball and Level Eleven , etc. This client, Hi Leva of Clear Channel, has a good eye so I paid attention. have brought software solutions to market recently.

Lead Rank 310

Lead Rank Lead Scoring Airlines B2B 310

Jeffrey Gitomer

MARCH 5, 2019

Some information about the competition or a hot lead you found. Know something new about the customer's main competition. You're a valued vendor and business friend. It's a challenge to the salesperson as a professional to be able to get to customers in a way his competition cannot. You must be willing to take the risk.

Lead Rank 229

Lead Rank Lead Scoring Competition Vendor 229

No More Cold Calling

JUNE 7, 2018

Talk to any software vendor, and they can’t wait to show you their cool software. They don’t have to worry about getting past gatekeepers or heading off the competition, because they have the best possible competitive advantage—a relationship built on trust. How could we, when we’re all standing behind screens?

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

APRIL 26, 2021

Your competition is probably still fooling around with technology.”. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. But while it may be as close as you can get to in-person, it’s not, and you’re not. I wrote that in 2013, back when virtual sales meetings weren’t the only option.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

MAY 20, 2018

If you don’t have the resources to hire an outside vendor, you can, of course, conduct the interviews in-house. If you use a third-party vendor to conduct your win/loss analysis interviews, they will likely prepare their own list of generic questions. How did we compare to the competition? What did you think of our pricing?

Analysis 223

Analysis B2B Hiring How To 223

Zoominfo

MARCH 5, 2021

Hackers can steal personal information about your employees, customers, and vendors. Hackers can even engage in competitive espionage by stealing financial information, and details about planned projects. One security breach can cause irreparable damage to your brand image.

CRM 253

CRM Data Policies Networking 253

Zoominfo

MARCH 12, 2025

Solution Following an extensive analysis with other vendors, Workfront quickly realized the power of ZoomInfos GTM Intelligence and its unparalleled, foundational data universe. Connect with our data specialists today to learn how GTM Intelligence, delivered how and where you need it, can set your sales team apart from the competition.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

No More Cold Calling

JUNE 6, 2019

This pattern of ever-increasing sophistication not only creates an intensely competitive marketplace; it also places further demands on us to act and react quickly. We can get competitive information instantly—but so can everyone else. In fact, tradeshow vendors are often the most egregious abusers of technology.

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Allego

MARCH 27, 2025

Theyre turning to sources such as online searches, vendor websites, third-party content such as reviews and industry publications, and peer recommendations to validate options. And when buyers dont receive the insights they need , 58% of them drop vendors due to unclear messaging or lack of differentiation. And trust is everything.

Sales Cycle 62

Sales Cycle Vendor eBook Buyer 62

Zoominfo

FEBRUARY 10, 2021

“Too big to take advantage of government handouts and business breaks, and too small to have the influence and power of global giants … many [mid-sized businesses] receive little support in an increasingly competitive, regulated, and technology-focused world.”. Talent retention is another area that medium-sized businesses struggle with.

Company 246

Company Face-to-face Enterprise Enterprise 246

Allego

APRIL 17, 2025

According to Gartner , independent research also impacts whether a vendor is added to a buyers short list, with 83% of B2B software buyers adjusting their vendor shortlist based on that research. They’re skeptical of vendor claims and hungry for validation from real users. Todays B2B buyers dont want to be sold.

B2B 62

B2B Top of Funnel Marketing Vendor 62

No More Cold Calling

MAY 25, 2023

The problem is, there’s too much competition and not enough competitive differentiation. Talk to any software vendor, and they can’t wait to show you their cool software. Lackluster sales performance isn’t due to a lack of technology, because 66 percent of sellers told Salesforce that they were drowning in tools.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

Sales and Marketing Management

MAY 17, 2020

While government and business leaders around the globe debate when and how the economy will turn back on, waiting until for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage. Success can only be achieved if brands, partners and vendors are aligned in a post-coronavirus world.

Engineering 207

Engineering Revenue Incentives Incentive 207

DiscoverOrg Sales

SEPTEMBER 21, 2017

According to Forrester, the first viable vendor to reach a decision-maker has a 74% average close ratio. At WidgetCorp, we’ve been helping companies like [insert competitive customer] solve that, and see immediate ROI.”. Suppose I work in the Marketing department for a cloud vendor, and we have an event coming up.

Outbound 215

Outbound Hiring Account Campaigns 215