Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Now is the time to get sales on track. Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. Sales managers are the key to driving sales performance.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

SBI Growth

FEBRUARY 6, 2025

Once considered a catch-all team performing various misfit duties for sales, our research uncovered that modern enablement has grown to support essential functions across the commercial organization. Today's enablement professionals handle an array of responsibilities ranging from training sellers to leading cross-functional GTM initiatives.

Scale 156

Scale Report Channels Research 156

Sales and Marketing Management

JANUARY 18, 2021

With the pandemic pushing change in consumer behavior, marketing and sales teams specifically have seen a huge shift in how they must reach current and potential customers. For example, video streaming subscriptions hit over 769 million in Q3 2020, up from around 552 million a year earlier, and TikTok surpassed 2 billion downloads in 2020.

Video 317

Video Scale Marketing Face-to-face 317

RAIN Group

NOVEMBER 20, 2024

Download the complimentary guide and take it to read later. In today's competitive sales landscape, having a well-structured sales playbook can be the difference between good and great performance.

How To 98

How To Sales Enablement Competition Research 98

DiscoverOrg Sales

AUGUST 7, 2018

But they’re not asking for help from your sales team. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Unfortunately, sales does not reward second or third place. This includes: Downloads of whitepapers, case studies, tech publications. Why is predictive intent important for B2B sales?

Intent Data 313

Intent Data Intent Data Lead Rank 313

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. Fast-forward two years later : I am the manager of Sales Development. Align sales and marketing to boost lead quality. Hot lead qualification.

Lead Rank 276

Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

The Sales Heretic

AUGUST 25, 2020

Do you need photos for sales presentations, training materials, or blog posts? Fortunately, there are a lot of great online resources stocked with millions of photos you can download and use free of charge. But your budget is a little tight? Hey, we’ve all been there. Here are 23 of the best.

Resources 295

Resources Training Sales Marketing 295

Zoominfo

SEPTEMBER 24, 2024

These could be anything from website visits, content engagement, and social media interactions, to more advanced sales signals like changes in a company’s leadership, financial performance, or public statements from executives. To maximize effectiveness, marketers should map key signals to specific points in the sales funnel.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

OCTOBER 22, 2020

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Strategy 416

Strategy Marketing Qualified Lead Leads How To 416

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Speakers who were in the sales space doing what I wanted to do. Jill Konrath. appeared on my screen.

Meeting 294

Meeting B2B Sales Leadership Sports 294

No More Cold Calling

JUNE 4, 2020

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I knew Barb as a fellow member of Women Sales Pros. She took her passion one step further and created an eBook called Opening the Doors to Sales Opportunities. Download the eBook now to find out what I mean. Petersburg, Russia.

Travel 309

Travel eBook Call-back Cold Calling 309

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Today you are more than a sales rep.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

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

No More Cold Calling

OCTOBER 1, 2021

I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. LinkedIn invitations to connect from people who immediately send you a sales pitch. Rude, rude, rude sales behavior. Sales Reps Not Closing Sales?

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Nutshell

OCTOBER 21, 2024

Cross-selling is more than just another sales technique. Cross-selling is a sales strategy where sellers encourage customers to buy additional products or services alongside their original purchase. An example of cross-selling is when you buy a new Apple Pro laptop, and the sales consultant suggests adding a laptop sleeve.

Loyalty 71

Loyalty Discount Analytics Up-Sell 71

Pipeliner

OCTOBER 26, 2024

In a recent episode of the Sales Pop Online Sellers Magazine, host John Golden sat down with Gail Kasper , a master sales trainer, author, television host, producer, and humanitarian. The system emphasizes the importance of building momentum in sales conversations and maintaining consistency, much like the behavior of cockatoos.

System 98

System Lead Rank Lead Scoring Negotiation 98

SBI Growth

JANUARY 14, 2019

Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.

Ideal Customer Profile 244

Ideal Customer Profile Customer Sales Enablement Account 244

SBI Growth

MAY 21, 2020

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Inside Sales 418

Inside Sales Customer Prospecting Sales 418

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Consider this. What is a cold call?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Sales Gravy

DECEMBER 2, 2024

In this episode of the Sales Gravy Podcast, I highlight a key sales opportunity as we approach the final stretch of the year. Most tell me that their sales are up following the election. Last week, I was out with a field sales rep, and we called on one of his large conquest accounts. People are feeling good.

Strategy 95

Strategy Call-back Proposal Field Sales 95

Allego

MARCH 20, 2025

In industries like pharmaceuticals, medical devices, and financial services, sales teams must do more than just train. They need sales certification to ensure compliance, consistency, and credibility. A strong sales certification program ensures they are prepared. Download the eBook now.

Retention 62

Retention Analytics Video eBook 62

Tenbound

DECEMBER 2, 2024

The State of EMEA Sales Development Survey 2024 highlights key trends shaping the Sales Development Representative (SDR) landscape across Europe, the Middle East, and Africa (EMEA). Here’s a breakdown of the findings and their significance for Sales and Marketing leaders. Download Report Here. Download Report Here.

Survey 59

Survey Hiring Compensation Lead Rank 59

Hubspot Sales

MARCH 12, 2025

Buyers face the same challenge every day, making simplicity a superpower in sales. Lets take a look at the basics of SNAP and how you can start using it in your sales cycle. SNAP selling is a sales methodology created by sales strategist Jill Konrath , based on her book, which covers the process extensively.

Face-to-face 87

Face-to-face Sales Methodology Lead Rank Buyer 87

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. A referral is the best way to get a meeting with the decision maker.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

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

Sales and Marketing Management

APRIL 24, 2020

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. Maybe they all found you in a similar way – social media, a trade show or sales outreach, for example.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Allego

JANUARY 9, 2025

Medical device sales reps face greater challenges than ever, making sales certifications an essential tool for success. Further, regulatory pressures, complex buying cycles, and the rise of digital technology have transformed the way sales teams must operate. Thats where sales certifications come in.

Hiring 62

Hiring Marketing Exercises Scale 62

SMEI

JANUARY 24, 2023

Are you a marketer looking for a quick and dirty way to boost sales? This means that while you may see higher sales in the short term, it will be difficult to sustain those gains over a long period of time. Get Your Free Marketing Guide Now The post Shame Marketing Boosts Sales but Reduces Loyalty appeared first on SMEI.

Loyalty 231

Loyalty Marketing Lead Rank Face-to-face 231

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). It’s not old wine in a new bottle,” says Dave Sill, our Senior VP of Sales. “It’s

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307