Zoominfo

APRIL 23, 2020

Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. But there’s data, and then there’s data. It’s not hard to find data: a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers.

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Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. 1. A time to plan. Conversely, this slow time is a great time to plan for the future.

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Enterprise Enterprise Penetration Gatekeeper 432

SBI Growth

APRIL 24, 2020

These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as well as.

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Webinar Metrics Strategy Data Resources 234

Zoominfo

APRIL 20, 2020

As we approach May, the ongoing economic stress caused from the COVID-19 pandemic still has every company in the world asking themselves the same question: “What can we do to be successful this quarter ?”. Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. …But what about next quarter?

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Pipeline Marketing Top of Funnel Hiring 239

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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

Trends

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”.

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Meeting Face-to-face How To Call-back 156

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. In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business.

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Data B2B Ideal Customer Profile Strategy 240

Hubspot Sales

APRIL 24, 2020

As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation. Whether depicted as participation trophy-holding underachievers who prioritize avocado toast over homeownership and carelessly destroyed various industries or constantly being mistaken for Gen Z , Millennials haven’t been portrayed in a positive or even neutral light.

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Strategy Social Media How To Scale 123

criteria for success

APRIL 22, 2020

The following leadership risks are what set apart the great from the good. At Criteria for Success, we work with a lot of different companies. They operate in different industries, countries, states, and marketplaces. And, the best part of working with so many different businesses is that we get the opportunity to interact with their dynamic leadership teams.

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Salary Follow-up Exact Groups 97

Pipeliner

APRIL 24, 2020

Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to mind.

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How To Hiring Small Business Small Business 80

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

No More Cold Calling

APRIL 22, 2020

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. (Definition, informal : a weak, cowardly, or ineffectual person; a wimp.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180.

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Referrals Cold Calling Call-back Research 358

Understanding the Sales Force

APRIL 20, 2020

They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again.

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Revenue Sales 303

The Sales Heretic

APRIL 21, 2020

In my last post, I discussed the dangerous physical and mental effects of elevated cortisol levels and how laughter can lower them. As awesome as laughter is, though, it’s not the only way to reduce cortisol levels. There are a lot of things you can do to combat cortisol. Here are 26 proven ways: 1. [.].

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Energy Sales 300

SBI Growth

APRIL 20, 2020

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.

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Webinar Metrics Territories Forecasting Meeting 298

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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

SalesForce

The Pipeline

APRIL 20, 2020

By Tibor Shanto. Sometimes you get lucky, but it is also true that even luck you have to meet halfway. I have some great news about the Sales Scrum Podcast, starting with Episode #6, today. We record our Sales Scrum Podcast, once a month, a full day capturing great insights. In April, we recorded on the 9 th , and spoke to six great guests, great timing.

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Sales Coaching Sales Video Coaching 49

Score More Sales

APRIL 21, 2020

Will all your sales team go back to working out of the office?

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Sales Management Sales Sales Coaching Sales Leadership 245

Zoominfo

APRIL 24, 2020

At ZoomInfo, data is our passion. We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. And in that pursuit, we’ve learned data is best served with context. So, let’s start there. Flashback, to just a month and a half ago, the week of March 9th. Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the N

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Outsourcing Services Intent Data Transportation Intent 227

SBI Growth

APRIL 21, 2020

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

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Channels Company Sales Telecommunications 254

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Sales and Marketing Management

APRIL 21, 2020

Author: Paul Nolan The COVID-19 outbreak has changed the world’s concept of gathering. What does it mean for business events and incentive travel programs? Have things been permanently disrupted? We spoke with Carina Bauer, CEO of IMEX Group, which connects meetings and events businesses with customers through annual tradeshows in Germany and Las Vegas.

Meeting 227

Meeting Face-to-face Travel Incentives 227

Anthony Cole Training

APRIL 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

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Hiring Sales Sales Management Sales Talent 178

Zoominfo

APRIL 21, 2020

If you work for an IT staffing firm, this probably sounds familiar: Is that developer position filled yet? When will the new team be trained, so that – Oh. So no one’s been hired yet? Bummer. Even in-house recruiting teams need help sourcing great candidates before competitors snapped them up – especially in the high-demand tech scene where passive recruiters often reach out to talented workers before they even start looking at job postings.

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Vendor Hiring Decision Maker Discount 221

SBI Growth

APRIL 19, 2020

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.

Strategy 242

Strategy Company Opportunity Telecommunications 242

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Sales and Marketing Management

APRIL 20, 2020

Author: Tanner Corbridge, Senior Partner, Partners in Leadership While a lot of us have worked from home in the past, the numbers now doing it are unprecedented. Culture is never more needed than at a time of crisis. Morale becomes strained as outside influences push in. Many proven leadership principles will be the first to go by the wayside. Leaders can maintain morale by moving remote workers to a place of optimism.

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Face-to-face ACT Call-back Coaching 194

Alice Heiman

APRIL 22, 2020

In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home , this also isn’t the first down market we’ve ever seen. As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end.

How To 167

How To Construction Customer Service Coaching 167

Zoominfo

APRIL 22, 2020

ZoomInfo recently covered the various ways in which companies are stepping up during the pandemic to support their employees , like paying hourly workers who have no hours, giving out cash bonuses, and taking a no-layoff pledge. Now, we’re covering the ways they’re stepping up for their customers—a business decision that is equally as crucial as supporting employees.

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Company Customer Microsoft Film 173

Crunchbase

APRIL 23, 2020

“We’re going to target recession-proof industries!”. — every SaaS sales team right now. Don’t do this. I can only imagine how many teams are cold calling into $ZM right now. There’s no doubt that every sales team is scrambling. The easy way to overcome the objection of: “I no longer have a budget for this” is to go after recession-proof industries that would hypothetically have the budget. … Right?

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Lead Rank Lead Scoring CRM Outbound 141

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Sales and Marketing Management

APRIL 22, 2020

Author: Paul Nolan As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly. The synonyms for “uncertainty” provided at thesaurus.com include “anxiety,” “concern,” “confusion” and “uneasiness.

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Journal Government Incentives Incentive 177

Hubspot Sales

APRIL 20, 2020

Let’s get right to it — there are elements of the sales process that are wonderful on video and others that aren't. So the idea of doing an entire sales process from beginning to end while utilizing video may not be the best approach. To effectively use video to sell, you have to incorporate the right elements of video during specific points of the sales process.

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Video Sales Process Face-to-face How To 136

Membrain

APRIL 22, 2020

The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.

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How To Sales Sales Management 133