Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Schedule a product demo. Avoid talking about yourself during the demo.

Objections 239

Objections Case Study Face-to-face Study 239

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople.

Incentives 105

Incentives Incentive Compensation Motivation 105

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

Sales Hacker

OCTOBER 15, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. The first Demo Day I led — after I joined ZoomInfo in 2019 — saw the team connect on 500 demos for the first time ever.

Lead Rank 122

Lead Rank Marketing Qualified Lead Demand Generation Targets Sales Qualified Lead 122

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it?

InsideSales 221

InsideSales Lead Scoring Lead Rank Ideal Customer Profile 221

Zoominfo

MAY 17, 2021

Sales reps’ lives were built around the office — the environment, the energy, and the excitement of end-of-quarter blitzes. Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. 4 Ideas to Incentivize Your Sales Team.

Incentives 147

Incentives Incentive Call-back Energy 147

Zoominfo

SEPTEMBER 4, 2019

Your knowledge center should also include any content that will help your customers use your products or interact with your brand — such as product demos, tutorials, webinars , and other useful assets. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Nutshell

MARCH 11, 2020

A product demo is an in-person or virtual demonstration that illustrates the ways in which a physical product or piece of software operates. Product demos can be pre-recorded or delivered in real time, and are usually employed by salespeople to give prospects an overview of various features, highlight use-cases , and communicate value.

How To 92

How To Software Software Lead Rank 92

Hubspot Sales

MAY 18, 2018

Sales Goals. Monthly sales goals. Below, find out how to set sales goals on an individual and team level. How to Set Sales Goals. Calculate your monthly sales goal. If you’re setting personal or team goals, they should align with annual sales goals. The incentive for your reps to meet their quota?

Sales Goal 145

Sales Goal Incentives Incentive Top of Funnel 145

Zoominfo

MAY 17, 2021

Sales reps’ lives were built around the office — the environment, the energy, and the excitement of end-of-quarter blitzes. Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. Enter the sales spiff. A Gallup poll showed that 51% of U.S

Incentives 130

Incentives Incentive Call-back Energy 130

Anthony Cole Training

FEBRUARY 7, 2013

Performance management is generally considered to be the 2nd step in building successful sales teams. Earlier in this post, I stated that it could be argued that performance managment is the 3rd step in buidling sales success. These are all activities that sales people perform or should be performing.

Hiring 181

Hiring Lead Scoring Lead Rank Incentive 181

Zoominfo

JUNE 25, 2021

Unclear sales goals are costly. These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team. The Sales KPIs You Need to Know.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Sales and Marketing Management

FEBRUARY 3, 2020

Although company websites, content and sales presentations are highly used assets when evaluating an organization and its products, a Harvard Business Review study determined that customer references are an influential decision support tool too. Demo reference technology tools. Build a script for formal customer reference recruitment.

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

The Pipeline

DECEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. Tags: Attitude , Coaching , execution , Guest Post , Leadership , Sales Success , Sales Training. December 2007.

Pipeline 230

Pipeline Training Twitter Hiring 230

Zoominfo

SEPTEMBER 7, 2021

Yet, historically, getting the CEO, CFO, or even the CTO to engage early in the sales process—if at all—has been a long shot. Chorus.ai’s analysis of more than 500,000 recent sales meetings conducted by more than 100 of our clients in 10 major industries. The following 12 tips can help ensure that you and your team are.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. Maybe they even requested a demo or free trial. That’s a powerful way to add incentive to your remarketing campaigns. It’s easy to give up after a few tries. You run ads, bring in leads, and then follow up.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Sales Hacker

AUGUST 20, 2020

Sales contests are a great way to get your reps hustling and keep their heads in the game. But if you’re only leveraging them for short-term results, you’re majorly underestimating the heavy lifting they can do for your team, your sales org, and ultimately, your bottom line. Why Sales Contests? Get specific.

Incentive 130

Incentive Incentives Competition Distribution 130

Partners in Excellence

SEPTEMBER 7, 2023

What we get wrong in our execution is that we focus only on executing our sales process. Ironically, we probably understand the critical things a buyer must do, independent of sitting through our presentations and demos, to successfully navigate their buying process. It’s where all the work that both have done goes off the rails.

Sales Process 150

Sales Process Proposal Incentives Incentive 150

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. It creates a culture of continuous improvement so marketing, customer success, and sales teams can work in sync and maximize efficiency at every stage of the buyer journey.

Lead Scoring 52

Lead Scoring Lead Rank Incentives Incentive 52

Xactly

APRIL 9, 2018

Building a successful sales compensation plan carries an incredible amount of responsibility for compensation planning teams. Those tasked with creating a plan must develop a process and incentive plan that will motivate and encourage the right sales behaviors to achieve goals, all while driving growth. Who: Helen Rendos.

Compensation 70

Compensation Incentives Incentive Commission 70

Hubspot Sales

SEPTEMBER 20, 2019

Imagine your sales team performing 19% better month after month. Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. In other words, no other productivity investment is nearly as impactful as sales coaching.

Sales Coaching 145

Sales Coaching Coaching Top of Funnel Lead Rank 145

Anthony Cole Training

FEBRUARY 7, 2013

Performance management is generally considered to be an important step in building successful sales practices and sales teams. And they must be the right ones to help a sales leader effectively monitor, coach, mentor, and motivate a sales person to success. So, give them the guidance they need to meet that expectation.

Lead Rank 120

Lead Rank Lead Scoring Hiring Marketing Qualified Lead 120

Hubspot Sales

MARCH 27, 2019

In the film, Alec Baldwin's straight-talking sales manager arrives at a small business to motivate the sales team. For sales managers, "Glengarry Glen Ross" is a cautionary tale. Here's everything you need to know about setting successful sales quotas. Sales Quota. Are sales quotas and sales goals the same thing?

Quota 143

Quota Territories Commission Forecasting 143

Hubspot Sales

JULY 15, 2020

As businesses continue navigating the challenges that have resulted from the COVID-19 pandemic, many sales leaders are wondering the best path forward. One of the toughest changes sales leaders need to adapt to is the dramatic impact the events of 2020 have had on win rates. Sales priorities are shifting. Image Source.

Pipeline 138

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 138

Xactly

JANUARY 2, 2019

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

Compensation 69

Compensation Incentives Incentive Commission 69

Zoominfo

SEPTEMBER 1, 2019

Your knowledge center should also include any content that will help your customers use your products or interact with your brand — such as product demos, tutorials, webinars , and other useful assets. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc.

Loyalty 130

Loyalty Customer Incentive Incentives 130

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The annual sales kick off (SKO) meeting. As the term implies, a sales kick-off meeting is meant to be a sales reset.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Today’s ICM solutions are aimed at optimizing more than just sales compensation, focusing on end-to-end sales performance management (SPM). What Companies Want to Solve with SPM.

Compensation 60

Compensation Incentives Incentive Data 60

Sales and Marketing Management

FEBRUARY 8, 2021

At Innovaxis Marketing, e-commerce for our B2B clients has risen from 5% to 15% or more of total sales. If a distributor sells below the manufacturer’s list price and is providing sufficient additional value to customers, they should not lose sales to a manufacturer. If they do, they have to look at their own service.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentive 156

Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Invest in sales management coaching. Plan a sales contest. Sales contests are another engaging way to propel reps forward.

Motivation 132

Motivation Commission Webinar Metrics Decision Maker 132

SBI

NOVEMBER 2, 2017

We call it Sales Tech Simplified. It is the primary objective for CEO’s and for Sales and Marketing executives. For Sales teams, Model N solutions streamline the Quote to Cash process with smart selling solutions like CPQ and Contract Lifecycle Management, designed to shorten sales cycles and maximize deal value.

Revenue 131

Revenue Lead Rank SAP Maximizer 131

Hubspot Sales

MAY 29, 2019

So you’ve just been promoted to sales manager -- congratulations! In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not. In your first three months as a manager, you’ll have to learn an entirely new set of processes -- some related to sales, some not.

Sales Management 141

Sales Management Hiring Forecasting Pipeline 141

Partners in Excellence

NOVEMBER 25, 2021

Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. PLG is great for sales. Hopefully we have a couple of unique features our competition doesn’t have–we can focus on those in the demo, even if the customer doesn’t need them.

Revelation 151

Revelation Hiring Lead Rank Lead Scoring 151

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? So, what is sales velocity? Sales Velocity. Creating Sales Velocity. The four factors of sales velocity.

How To 138

How To Sales Cycle Discount Lead Scoring 138

The Digital Sales Institute

JANUARY 29, 2025

How to close a sale with twelve techniques that have been tried and tested, because closing sales is about the salesperson’s attitude as much as the sales skill. There is no doubt that sales cycles have gotten longer, and closing a sale is nearly a process in itself. What does close a sale mean?

Closing 52

Closing How To Lead Rank Sales Cycle 52

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Lead Rank 111

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 111