Janek Performance Group

JANUARY 22, 2025

Successful sales organizations accumulate a lot of data. In many ways, by streamlining sales processes and workflows, the CRM was the Industrial Revolution of sales. Overcome rejection, resistance, and low engagement toward the CRM. Look beyond the rejection and understand why the sales rep feels this way.

CRM 118

CRM Lead Qualification Social Media Data 118

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

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. But while prospecting part/start of the sales cycle. By Tibor Shanto.

System 316

System Prospecting Quota Decision Maker 316

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.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Hubspot Sales

NOVEMBER 12, 2024

Getting ghosted is an unfortunate fact of sales life nowadays. Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. 6 Ways to Re-Engage an Unresponsive Prospect 1. Let's see what they had to say! Offer a mini-audit.

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

Zoominfo

FEBRUARY 28, 2025

For more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. But GTM leaders are increasingly wondering whether their CRM is telling the whole truth. Bottom line? So, how can GTM leaders leverage this dynamic data ecosystem in their work?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

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

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Zoominfo

JANUARY 6, 2021

Customer relationship management (CRM) systems function as the heart of customer engagement. And if CRMs aren’t already a core part of the customer lifecycle, now is the time to switch. It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. What are prospecting insights?

Data 246

Data Prospecting Strategy Cold Calling 246

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

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

Nutshell

OCTOBER 17, 2024

Before the advent of CRM systems, sales teams relied heavily on manual processes. Sales representatives must keep track of customer information through spreadsheets; each of them has their own method of maintaining their sales records. How does sales busywork affect overall productivity?

System 71

System CRM Lead Rank Lead Scoring 71

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

Adaptive Business Services

OCTOBER 23, 2024

Time flies and I’m guessing that it has been close to 10 years since LinkedIn decided to close its access doors to most third-party applications including Nimble CRM. Shortly thereafter, they did authorize limited access to a few enterprise level CRMs providing that you have the right LinkedIn premium account. Here’s how!

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

Sales 2.0

JANUARY 14, 2025

George Santayana , American philosopher (1863-1952) Im working on a new sales project, and I need some quick wins. One instinct in this situation is to jump in and start prospecting without wasting any time. Sales history Ive been looking at some of the small healthcare accounts that my client serves.

Collateral 195

Collateral Account Territories Segment 195

Sales 2.0

DECEMBER 17, 2024

I am continuing to report on findings from my new sales project. The project has already thrown up a few reminders I see time-and-time-again in the sales world. I am taking over a sales territory from a salesperson that has recently left the clients company. The salesperson was one that did not fill in the CRM.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

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

Sales 2.0

MARCH 12, 2020

In the sales realm I believe we may be about to see a big shift. This includes your prospects. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Your prospecting numbers may drop too. Shine a light on your sales environment. Hopefully not.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. By Tibor Shanto. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Sales 2.0

DECEMBER 3, 2024

I’ve started a new sales project, and I need some quick wins to show my clients that they made the right decision. If you’ve ever started a new sales job, or been given a new territory, you will recognize this scenario. A common sales scenario The setup for this project is a classic. A salesperson just left. Any proposals sent?

Scale 195

Scale Territories Face-to-face Construction 195

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

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

Nutshell

OCTOBER 22, 2024

Nutshell has recently been recognized by Research.com as one of the top CRM software companies providing B2B solutions, solidifying its place among the industry’s best. Being listed among the top CRM companies is a testament to Nutshell’s ongoing commitment to improve customer relationships and drive sustainable growth.

CRM 71

CRM Lead Rank Lead Scoring Sales Qualified Lead 71

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster. Heres how lead-to-account matching and routing software benefits businesses: Time Savings : Sales teams can focus on selling rather than administrative tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Sales 2.0

FEBRUARY 7, 2024

I had a conversation this week with a business owner about how to improve their CRM data. It’s not that this business needs more data in its CRM or is missing an important prospect list. The CRM in question has plenty of contacts and accounts–think nearly a hundred thousand contacts. Pipeline First things first.

CRM 195

CRM Data Groups Follow-up 195

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. By integrating with other account-based marketing tools, CRM systems, and customer data platforms, marketing account intelligence software creates a unified and comprehensive view of each customer.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

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

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

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. With ZoomInfo, exporting enriched data into Salesforce is quick and easy.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. In fact, research from Salesforce indicates that a staggering 90% of CRM data is incomplete. Its the engine that powers prospecting, personalization, and pipeline generation. But when that data is flawed, the entire system breaks down.

B2B 130

B2B Intent Signal Scale Marketing 130

Sales 2.0

MAY 30, 2023

This is number 7 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Traditional sales models vs. AI-enabled selling. The traditional sales model is robotic. Think about that.

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

Zoominfo

AUGUST 6, 2024

Email is a cornerstone of today’s go-to-market strategies, but crafting personalized and relevant messages that truly connect with prospects can be a complex and time-consuming task. Sales Signals Addition: You can enhance the email with insights from Sales Signals such as Scoops or Intent, offering more ways to personalize the outreach.

Scale 130

Scale Buyer Intent Intent Data Intent 130

Adaptive Business Services

DECEMBER 11, 2024

The vast majority of my Nimble CRM clients are solopreneurs. Nimble CRM has been built specifically for solopreneurs and small sales teams. All things being good, a deal is created which you then track through your sales process. Ive just scratched the surface of Nimble CRM. Are you thinking about a CRM?

CRM 62

CRM Lead Qualification Hiring Follow-up 62

Pipeline

MARCH 2, 2025

Construction CRM software is essential for managing people, projects, and processes in the industry. Without a dedicated CRM, many construction teams strugglerelying on outdated or inefficient systems that drive up costs and slow down operations. Thats why choosing a CRM tailored to your trade is critical.

Construction 52

Construction CRM Software Software 52