Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. Why Your Sales Forecasting Matters.

Sales Forecasts 207

Sales Forecasts Forecasting Hiring Pivotal 207

Nutshell

MARCH 11, 2024

The sales cycle can be a mysterious concept for a lot of people. Most businesses subconsciously understand that it exists, but they may not use the cycle as effectively as possible. The sales cycle is a universal reference of what happens in a successful sales process for all kinds of industries.

Sales Cycle 77

Sales Cycle Ideal Customer Profile Sales Qualified Lead Negotiation 77

Hubspot Sales

AUGUST 7, 2024

SaaS worker is a CRM platform holding their life together. If you're new to the world of CRMs, then prepare to have your world turned upside down. When someone on LinkedIn casually mentioned their CRM, it was like I was given superpowers. Everyone needs a CRM, but SaaS teams have an above-average need. User Experience.

Software 108

Software Software CRM Oracle 108

SBI Growth

JANUARY 13, 2014

A higher sales number to hit. As a sales representative these are a few of the hurdles you may face. Review notes in your CRM from the previous sales rep and support resources. Contact sales representatives who had the territory / customer before. Offer to buy them a drink at the upcoming sales kickoff meeting.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

Zoominfo

APRIL 9, 2024

Personalized interactions become a breeze, marketing messages strike a chord with your target persona, and your sales are trending in the right direction. On the journey to a clean CRM, you aren’t just taking out bad data — you’re infusing your empty or outdated field data with quality data.

Lead Rank 130

Lead Rank CRM Lead Scoring Customer 130

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. Good sales pipeline management can protect the health of your bottom line.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Hubspot Sales

NOVEMBER 7, 2023

You know you need a CRM, but there are hundreds of CRMs and hundreds more features available. This CRM best practices guide will walk you through how to evaluate a CRM, from how it will help your business and how to map your needs to core features. What is CRM? What are the benefits of CRM?

CRM 111

CRM System Lead Rank Lead Scoring 111

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Employ HubSpot sales routing. Sales success comes down to one thing: your speed to connect.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Sales and Marketing Management

JULY 24, 2017

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. The ability to hit quota on a consistent basis is a requirement of success, and the key is understanding how to predict what revenue number one will end up at in a specific sales period.

Forecasting 224

Forecasting Quota Pipeline Follow-up 224

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 4, 2025

Coincidentally, accountability is one of the competencies at which most sales leaders are lacking. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign.

Account 177

Account Hiring Quota Territories 177

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. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

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

Hubspot Sales

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. What you need is customer relationship management (CRM) software. If you think a CRM is an expensive tool only for large businesses, think again.

Small Business 119

Small Business Small Business Software Software 119

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

Sales and Marketing Management

FEBRUARY 22, 2019

Author: Matt Suggs More than ever before, buyers can scan hundreds of reviews and articles about a product online, forming opinions before they even interact with a sales representative for the first time. Modern sellers must evolve their sales approach, reinventing their pitch to include information that can’t be found on the internet.

Sales Technology 218

Sales Technology B2B Sales Enablement Enterprise 218

Vengreso

AUGUST 12, 2024

The sales cycle, or sales cycles, is a systematic approach adopted by sales teams to monitor and finalize transactions, beginning with the recognition of prospective customers and continuing through acquiring their business to cultivating enduring partnerships.

Sales Cycle 68

Sales Cycle Ideal Customer Profile Strategy Sales Qualified Lead 68

DiscoverOrg Sales

FEBRUARY 13, 2019

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Sales has others. Sales uses a CRM … but the marketing automation system might not integrate. Marketing has certain data needs.

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Membrain

NOVEMBER 11, 2020

We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms. When we launched Membrain, offering a free trial was not the right move for us.

How To 162

How To Sales Cycle Education CRM 162

Zoominfo

MAY 17, 2018

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? In fact, less than half of all forecasted sales opportunities actually result in a sales win. Ditch the weighted sales pipeline.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

Sales and Marketing Management

OCTOBER 27, 2020

The unprecedented year of tough business decisions and cutbacks have drastically impacted the sales industry and changed the way that sales representatives work. From virtual pitches to inconsistent data, sales professionals have had to become adept at navigating new day-to-day challenges. Fear of missing quota (FOMQ).

Social Media 194

Social Media Quota Sales Qualified Lead Face-to-face 194

Understanding the Sales Force

JANUARY 31, 2024

Earlier this week, I was interviewed by John Radkins, for his Sales Machine Blog, and he asked me to explain sales process for those who don’t want to be restricted by sales process. Think of the sales process as a journey rather than an adventure. Similarly, there are stages to the sales process.

Sales Process 194

Sales Process Decision Maker Sports Construction 194

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. Sales history Ive been looking at some of the small healthcare accounts that my client serves. The short version of this history is that the past sales approach looks transactional.

Collateral 195

Collateral Account Territories Segment 195

SocialSellinator

DECEMBER 20, 2024

Unveil B2B customer relationship management strategies to boost growth, enhance satisfaction, and navigate complex sales cycles effectively.

B2B 110

B2B Strategy CRM Sales Cycle 110

Zoominfo

AUGUST 26, 2020

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. These tidbits can be the difference between an average sale and a humongous deal.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in sales combine verbal cues and intent data, positioning your team to tailor prospect-focused communications. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. What’s our forecasting timeline?

Sales Forecasts 130

Sales Forecasts Forecasting Hiring Pivotal 130

Sales and Marketing Management

DECEMBER 18, 2017

Author: Bob Junke, CEO, Adventace A vice president of sales recently said to me, “Creating a high-performance sales environment is what sales leaders dream about, but most have no idea how to do it.” Effective Sales Process. Only about 15 percent of sellers are natural, intuitive “sales eagles.”

Sales Qualified Lead 198

Sales Qualified Lead Pipeline Face-to-face Objections 198

Sales and Marketing Management

OCTOBER 8, 2018

Adidas, ADP and T-Mobile all utilize the customer relationship management (CRM) platform to streamline and optimize their sales processes, but many of Salesforce’s customers are also startups and small-medium businesses (SMBs). Salesforce offers small businesses the capabilities of an enterprise-level CRM.

SalesForce 208

SalesForce Enterprise Enterprise Scale 208

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Nutshell

SEPTEMBER 18, 2024

Navigating the complexities of B2B sales, especially with high-value enterprise deals and multiple stakeholders, can be challenging. The Miller Heiman Sales Process is designed to tackle these difficulties and guide you through the sales process. Table of Contents What is the Miller Heiman sales process?

Sales Process 126

Sales Process Decision Maker Enterprise Enterprise 126

Sales 2.0

MARCH 1, 2023

This is the third 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. Regie helps sales, marketing, and success teams write engaging content faster using AI. Do you agree with that?

Opportunity 195

Opportunity Buyer Collateral Tools 195

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

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. 5 Ways to Facilitate Better Marketing and Sales Alignment.

Marketing Qualified Lead 223

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

Sales and Marketing Management

OCTOBER 8, 2018

Adidas, ADP and T-Mobile all utilize the customer relationship management (CRM) platform to streamline and optimize their sales processes, but many of Salesforce’s customers are also startups and small-medium businesses (SMBs). Salesforce offers small businesses the capabilities of an enterprise-level CRM.

SalesForce 196

SalesForce Enterprise Enterprise Scale 196

Zoominfo

JUNE 30, 2020

You’ve probably heard the buzz around the B2B sales tech stack. And if you want success in sales, you need to put one together. Sales professionals experience serious pressure to perform and sell. Every sales professional needs tech solutions to aid performance and help them attain their quotas. But how do you get there?

B2B 162

B2B How To Scale Buyer Persona 162