Sales and Marketing Management

AUGUST 28, 2020

Virtual Demos and PoCs. However, a demo or PoC will only be as good as the platform supporting it; if it falls short on performance, you’re out of luck. As IDC’s Brown noted, “Failure at the product demo or PoC stage not only loses deals, but also risks losing customer value for life.”. Accelerate With the Cloud.

Software 177

Software Software Skype Transportation 177

Hubspot Sales

AUGUST 7, 2024

Early on in my position as head of business development at Lead Prosper, a SaaS company, I found myself on the receiving end of a software demo for an industry-leading company. But during the live demo, disaster struck. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way.

Closing 90

Closing How To Call-back Software 90

No More Cold Calling

JULY 29, 2021

They just gave a demo and the standard pitch. Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. What is their sales plan for following up? If your reps chase cold leads, they’re set up to fail. Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

SEPTEMBER 8, 2024

When salespeople present a minimum number of demos it is considered hitting a milestone. Then the “actual” numbers are reported, followed by huge revisions to what was reported a few months earlier. When half of salespeople hit quota it equates to strong sales performance across the team. The government is doing it too.

Government 348

Government Forecasting Pipeline Report 348

The Pipeline

MAY 18, 2021

Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Zoominfo

MARCH 8, 2021

You want to know if a lead is qualified well before you even pick up the phone to call them. Immediately after the lead arrives, you open it up in your CRM, find the website, and then open up the website in another browser tab. Setting up triggers based on touchpoint behavior. Instead, it’s a chase. Faster, even.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Sales Hacker Training

JANUARY 7, 2025

I remember, and this is maybe outdated because I haven’t ran BD teams in many years now, but back in the day, if it didn’t look like we were going to hit our number that month, we would set up Aussie hours where my team would cold call into Australia. Fred Viet: Is we spend too much time on, especially on the tech, about the demo.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Zoominfo

JUNE 10, 2018

Schedule a product demo. Here are a few ways to give a top-notch product demo: Personalize it. Your prospect doesn’t want to see a general demo; they want to see a demo tailored to their specific needs. Avoid talking about yourself during the demo. Keep reading. Ask questions. Offer a free trial.

Objections 239

Objections Case Study Face-to-face Study 239

Zoominfo

SEPTEMBER 1, 2021

Automate Email Follow Up and Scheduling. Automation is a great way to speed up your marketing operations. One approach would be to set up email workflows that are triggered by any leads that fill out a form on your website. Embed scheduling into your contact and demo forms.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

KLA Group

NOVEMBER 8, 2024

Are you making the most of your sales calls, webinars, and demos? There is a wealth of opportunity waiting in every sales conversation. I am talking about the words, phrases, objections, and

Follow-up 86

Follow-up Campaigns Webinar Metrics Objections 86

Understanding the Sales Force

AUGUST 16, 2023

I was watching a crew install a walkway made up of very large stepping stones. If they were anything like the bottom 56% of all salespeople, who don’t effectively follow a sales process, they would begin with step 4 so that they could quickly get to steps 7-9. It’s quite a process for the crew to complete this project.

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Zoominfo

JULY 23, 2020

For example, maybe they: Opted in to receive a piece of gated content on your website Submitted a contact form requesting more information about a product or service Followed your company on various social media channels Signed up for an email newsletter Were referred by a friend. If we miss them, we call up to 7 more times that day.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Marketing Qualified Lead 246

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. It’s that time of the year when new objectives drive marketing teams to come up with strategies and initiatives to reinvigorate lead generation efforts.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

SEPTEMBER 3, 2020

How Do You Set up Email Automation? Set up behavior-based triggers that notify sales teams of prospect engagement. Set up retargeting emails specifically for non-email openers. Demo – If a prospect is still engaging at this stage, you can consider them a warm lead. Technical Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Zoominfo

NOVEMBER 9, 2020

Its made up of the following: Total Addressable Market (TAM): The entire spectrum of prospective buyers who could potentially use a product — even the outliers. Get in their head with the following data-driven insights: Intent data: When it comes to intent data you can analyze either internal or external.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

FEBRUARY 25, 2021

It’s easy to get caught up in your product, making it the focus of your presentation. Will you demo your product, focusing on the benefits and critical pain points your solution solves? Get People to Sign up for Your Webinar. How do you get people to sign up for your event? How do you get people to sign up for your event?

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Zoominfo

FEBRUARY 10, 2021

He told me the other day that their sales productivity is way up, and they’re doing 10 times more demos. Storytelling like this delivers visual, relatable outcomes for prospects (in the form of increased sales productivity and demos ). This structure makes the story straightforward and easy to follow.

Examples 246

Examples Case Study Face-to-face Study 246

Awarathon

OCTOBER 28, 2024

In the competitive insurance sector , follow-up, cross-selling, and upselling are vital strategies for maximizing revenue and strengthening client relationships. Effective follow-up keeps agents engaged, helping them identify additional needs and offer relevant solutions.

Insurance 52

Insurance Insurance Follow-up Up-Sell 52

Zoominfo

APRIL 29, 2020

You can also advertise free demos or other promotions. If your company has an outbound sales team, share your lead list with the sales team and ask them to make some calls, inviting the prospect to book a meeting, schedule a demo – or at least stop by your booth. Remember, the objective is to book a meeting or a demo.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

DiscoverOrg Sales

APRIL 23, 2019

Follow up with prepared post-show sequences. Nina has a few tricks up her sleeve to find a list of event sponsors and attendees. You can also advertise free demos or other promotions. To ensure that your trade show prospecting goes smoothly, create follow-up content before the show. Take good notes.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Zoominfo

JUNE 6, 2019

Consider the following statistics ( source ): Companies who exceed lead and revenue goals are 4 times as likely to use personas for demand generation compared to those who missed lead and revenue goals. And while rejection always hurts, don’t give up on the prospects that tell you ‘no’. 3 Ways to Warm Up Cold Calls. Scheduling.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

Zoominfo

JULY 30, 2020

We’re talking about the information on your target market, the companies, the people, the attributes that make up those companies, where they’re located, the organizational charts, what’s going on in those businesses, that’s the foundation of your go-to-market motion. But the foundational layer is all about data.

Lead Rank 213

Lead Rank Lead Scoring Marketing Qualified Lead Sales Qualified Lead 213

Zoominfo

JUNE 4, 2019

The trick here is to put some money into a set-up that your team is able to re-use over and over again. Get high-tech: The thought of incorporating technology into a booth set-up can sound like a nightmare to some event marketers. Set up monitors around your booth, and play a demo of your product or service.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

The Pipeline

DECEMBER 4, 2018

these people live for “product”/”deliverable” elements and demos, after all, it’s their job, they are the operators/users or implementers. That’s why they ask those great questions that line up so nicely with your brochure and training. And these people do count in the scheme of the decision, but not as much as others.

Banking 225

Banking Pipeline Lead Rank Lead Scoring 225

Zoominfo

FEBRUARY 1, 2021

They personalize outreach emails with the contact’s name and get follow up calls on the calendar before they hang up. Whether you start a call with your demo or not, your software walkthrough needs to shine. You know you need great data to fuel your prospecting efforts and shore-up your sales strategy.

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

SEPTEMBER 7, 2021

Since April, when the COVID-19 crisis really began to take hold and many companies were shutting down offices to comply with local lockdown regulations, participation by C-suite executives in the buying process shot up dramatically. The following 12 tips can help ensure that you and your team are. more time.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Zoominfo

FEBRUARY 5, 2021

Middle: Here, the prospect downloads a white paper or signs up for a webinar. A sales rep walks them through a product demo. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers. Post-demo, the rep follows up; leads buy the product and leave the funnel as new customers.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

DiscoverOrg Sales

MAY 23, 2018

You guys take forever to follow-up on our leads – and you wonder why they don’t convert? MARKETING: Maybe if you actually followed up the same day. Well-aligned departments can serve up results that siloed functions can’t – no matter which side of the isle you’re on. SALES: Marketing leads are crap.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

Mr. Inside Sales

APRIL 30, 2023

They may get some leads out and set up some “demos or presentations,” but because they didn’t discover whether a prospect was truly a buyer and in the market at that time, their close rate is a disappointing 2 sales out of 10 full presentations…. with your voice lifting up at the end of the word. Like you’re really curious.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

Zoominfo

OCTOBER 30, 2018

Product demos and free trials show prospects exactly what your product does and how it can alleviate their pain points. But, conducting a product demo via phone call or Skype session doesn’t compare to the benefits of a live demo. Before and after the meeting, strike up a light conversation about non-business related subjects.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Sales and Marketing Management

APRIL 28, 2019

Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms. Testing can also help discern best video types to create, but if you don’t know where to begin, consider working with the following: 1.

Video 214

Video Closing Scale Face-to-face 214

DiscoverOrg Sales

JUNE 6, 2018

They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. We split passive candidates up into a few different groups: Candidates who are content with their current job and are not looking for new opportunities.

Hiring 230

Hiring Networking Positioning Compensation 230

Zoominfo

JUNE 25, 2021

Our teams have different activities that lead up to [revenue number delivery],” says Steve Bryerton, vice president of sales at ZoomInfo. “I I need to focus on win rate or average sales price, and [our SDR] needs to focus on inbound conversion rate, outbound demo sets, show rate.”. and appointments made with prospects.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Zoominfo

AUGUST 11, 2021

The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads. No one follows up with promising opportunities. COVID-19 has affected best practices for lead generation, follow-up, sales quotas, and sales cycle length. High-value deals get stuck. Meeting the Prospect.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

DiscoverOrg Sales

JUNE 6, 2017

Plus, see actual cold email exchanges that resulted in me scheduling a demo. I looked at his Twitter feed, and noticed that he followed only a handful of people – and they were all Golden State Warriors players. Please follow up with Aaron and let’s get the conversation started. Thanks again. No response.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Zoominfo

AUGUST 14, 2020

250+ inbound demos booked 225+ opportunities created. That comes from the 175+ outbound-sourced demos we book every day. This path is not exactly groundbreaking, but then again, neither is disciplined response time on inbound lead follow up. We take that record from the data lake, we pick it up and we move it forward.

Hiring 200

Hiring Lead Rank Lead Scoring Outbound 200