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

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

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. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Sales and Marketing Management

DECEMBER 12, 2022

These three steps will help you harness your CRM’s customer data, level up your future planning strategies, and turn events into your organization’s superpower. The post 3 Steps for Using Your CRM to Unlock Your Events’ Full Potential appeared first on Sales & Marketing Management.

CRM 316

CRM Data Strategy Marketing 316

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

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

Pipeliner

FEBRUARY 6, 2025

With the rise of sales enablement technologies and changing consumer behaviors, it’s no longer a question of if, but when, cruise lines will adopt Customer Relationship Management (CRM) solutions. ” In today’s digital age, not adopting a CRM solution is a risk that cruise lines cannot afford to take.

CRM 103

CRM Loyalty Segment Retention 103

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

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

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 list goes on.

Strategy 147

Strategy Scale Marketing CRM 147

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

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 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

Anthony Cole Training

FEBRUARY 28, 2025

The 5 keys to creating a high-performance sales team have more to do with effectiveness and consistency in execution than any specific kind of sales enablement or CRM tool that supports selling. This real-time sales data can identify trends, effort and execution issues, and areas for coaching.

Trends 179

Trends Sales Enablement CRM Data 179

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! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. CRM applications have replaced 3×5 cards for easy organization and documentation.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

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

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 Rank 214

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

Nutshell

APRIL 28, 2025

Youre much better off doing the sales footwork through a reliable customer relationship management (CRM) software. So, how can you add qualified LinkedIn leads to your CRM? LinkedIn (as of April 2025) does not offer a universal export-to-CRM feature. Read on to discover how to import your LinkedIn contacts to your CRM!

LinkedIn 62

LinkedIn CRM Ideal Customer Profile How To 62

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

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

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

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

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Lead Rank Lead Scoring Compensation 352

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

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 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

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

Nutshell

FEBRUARY 7, 2025

Your sales team needs marketing and engagement features to help keep leads and customers engaged. And the data in your CRM is the silver bullet for optimizing the way your company is already marketing your products and engaging with leads. All of our Nutshell Sales plans include our flagship CRM feature.

CRM 77

CRM Data Discount Campaigns 77

Anthony Cole Training

NOVEMBER 22, 2024

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team. Companies want to know:

Sales Process 298

Sales Process CRM Pipeline Opportunity 298

Anthony Cole Training

OCTOBER 6, 2023

Sales organizations typically have plenty of sales data due to the growth and usage of CRM systems, critical to capturing the activities that are occurring with the sales team. But effective coaching with sales performance data often becomes the greater challenge with sales managers and leaders.

Coaching 328

Coaching CRM System Data 328