Zoominfo

OCTOBER 24, 2024

And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions. What is AI Sales Assistant Software?

Software 211

Software Software Tools Hubspot 211

Hubspot Sales

AUGUST 20, 2024

I’d even go so far to say that offering too many choices to your customers is the quickest way to squash conversion rates and slow deal velocity down to a crawl. Helping Customers Overcome Choice Fatigue With the previous concepts in mind, let’s turn them toward your customers to help boost conversions and close sales.

Examples 111

Examples Conversion Customer Licensing 111

Zoominfo

OCTOBER 31, 2024

It’s also raising big questions about the future of the sales profession — including lingering worries that many sales jobs could soon be replaced by machines. According to several top sales experts, it’s not quite that simple. This is what takes your sales process to the next level,” Frattini says.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. From identifying high-performing reps to forecasting future revenue, this technology provides the clarity sales leaders need to drive results. What is Sales Analytics Software?

Analytics 246

Analytics Software Software Tools 246

Understanding the Sales Force

FEBRUARY 1, 2025

There is another one we should discuss, and that’s when a sales leader has a Non-Supportive Buy Cycle with an attribute of needing to think things over. Fortunately, when salespeople fix their Non-Supportive Buy Cycles, their sales increase by an incredible 50%. Back to the sales leaders. Pretty amazing, isn’t it?

Sales Leadership 286

Sales Leadership Buying Cycle Coaching Proposal 286

No More Cold Calling

NOVEMBER 22, 2024

Unprecedented Conversion Rate : Because he only focused on qualified prospects, he converted 50 to 70 percent of his prospects—unheard of numbers in his industry. ” And we do—but what we love even more is having meaningful business conversations with clients who are eager to talk. Renewed Enthusiasm : The spark was back.

Sales Qualified Lead 314

Sales Qualified Lead Prospecting Cold Calling Referrals 314

Understanding the Sales Force

OCTOBER 13, 2024

God had to build Moses’ confidence, and properly prepare him for the conversation he will have with Pharaoh. Sales leaders accomplish the same thing when they prepare a salesperson with powerful messaging and talking points. As with God and Moses, both sales coaching methods should have a role-play component.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Understanding the Sales Force

MARCH 16, 2025

If you missed my March 14 article on Sales Cringe – my first in over a month – that will explain why we had the time to rewatch “24.” Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants.

Training 227

Training Revenue Face-to-face Decision Maker 227

No More Cold Calling

OCTOBER 24, 2024

If your focus is on winning as much business as possible before year-end, you’ll be starting 2025 in a losing position—with a lackluster pipeline and few new sales opportunities for the New Year. One more reference to check: You’ve coordinated with the client who is giving the reference and ensured the conversation has happened.

Opportunity 177

Opportunity Referrals How To Pipeline 177

No More Cold Calling

JANUARY 16, 2025

I almost fell out of my chair when I heard a Sales VP say this. Trust is key in referral sales strategiesin any sales strategy, reallybut trust must be earned. Trust is key in referral sales strategiesin any sales strategy, reallybut trust must be earned. Use a trust-based sales strategy like asking for referrals.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

Understanding the Sales Force

JANUARY 4, 2025

Coincidentally, accountability is one of the competencies at which most sales leaders are lacking. But that’s a conversation for a different article. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Getting this right has three parts. On the contrary.

Account 173

Account Hiring Quota Territories 173

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Understanding the Sales Force

JANUARY 15, 2025

Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). How is it that in 2024, people are still hailing BANT as some kind of relevant and beneficial sales tool?

Sales Process 173

Sales Process Lead Scoring Lead Rank Sales Qualified Lead 173

No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Hope isnt a strategy.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. They can’t get the sales, the pipeline isn’t moving.

Hiring 214

Hiring Data Prospecting Lead Scoring 214

No More Cold Calling

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Social sellers do their homework, using their LinkedIn networks to gain insights, build sales trust , and make connections. The second you respond, you get a generic sales pitch.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Understanding the Sales Force

MARCH 24, 2025

Most sales experts would provide guidance on how to conduct this negotiation but since I’m an anti-negotiation guy, I told Bob to have the following conversation with his prospect: I told him to say something along the lines of, “I know that you are expecting to negotiate terms and fees on our proposal since we are so far apart.

Negotiation 282

Negotiation Strategy Proposal Hiring 282

MarketJoy

MARCH 27, 2025

Generating leads is half the battle in B2B sales. Enter: Sales Qualified Leads (SQL) services. These services enable companies to optimize their sales process by targeting high-intent prospects who are more likely to convert. What is Sales Qualified Leads (SQL)?

Sales Qualified Lead 52

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 52

Smooth Sale

MARCH 17, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Colors and Design Can Improve Conversion Rates for Growth Please take a moment to consider the websites you previously visited, which stand out as memorable, and whether they encouraged a purchase. Correcting these boosts conversions by 23%.

Conversion 78

Conversion Influencer Trade Show Hiring 78

SBI Growth

JANUARY 13, 2025

In todays fast paced sales environment, AI has emerged as a powerful force, promising enhanced productivity and improved sales performance. Howard Dover, a Clinical Professor of Management from the University of Texas, explore in their recent podcast conversation , the journey to harnessing AIs full potential presents many challenges.

Conversion 156

Conversion Sales Sales Enablement Sales Coaching 156

Pipeliner

NOVEMBER 24, 2024

The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence. This blog post will break down the key insights and actionable advice shared by Wes, focusing on his five proven steps to making every sale.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

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. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Understanding the Sales Force

JANUARY 9, 2025

You’ll find that the conversation is becoming transactional instead of consultative because they are more interested in getting a quote than getting a problem solved. If you play your cards right, follow the sales process and use a consultative approach, they may not need to talk with anyone else!

Airlines 173

Airlines Decision Maker Call-back Vendor 173

Sales Gravy

MARCH 20, 2025

Wherever you are in your sales journey, you need a mentornow. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast. Sales expert Tony Morris stands behind the power of mentorship and the impact it can have on confidence in The Sales Gravy Podcast.

Face-to-face 111

Face-to-face Sports Construction Negotiation 111

Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. 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. Make your sales team biblical and do God’s work.

Comparison 173

Comparison Exact Follow-up Call-back 173

The Center for Sales Strategy

OCTOBER 10, 2024

In marketing, businesses often struggle to align their SEO efforts and sales objectives, leading to missed opportunities. However, by integrating SEO strategies with the sales funnel through a thoughtful content strategy, companies can attract high-quality leads and improve conversion rates.

Top of Funnel 122

Top of Funnel Funnel Strategy Analytics 122

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

Understanding the Sales Force

OCTOBER 30, 2023

Team Photo of the American League Champion 1967 Boston Red Sox I frequently write about taking a consultative approach, where listening and asking questions are the keys for successful sales presentations. The post Two Keys for Successful Sales Presentations appeared first on Kurlan & Associates, Inc. Where is the value in that?

Sales 352

Sales Follow-up Groups Prospecting 352