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Data from Bloomberg’s economists say we are in a recession. We’re starting to get familiar with how our lives are affected by the health issues inherent in this COVID-19 crisis but the economic consequences are just kicking in. These economic issues are very likely even bigger than the health issues, at least in terms of how many people are affected. (17 million unemployment claims in 3 weeks is off the charts vs. anything seen since the 1930s.).
Breaking through the “noise” successfully requires a more personalized, relationship-based selling approach, and the staffing sector is no exception. Firms and businesses have to find new ways to differentiate themselves. So how exactly can a staffing agency stand out?
Why do you trust some people and not others? Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times. Right now, in the midst of a global health emergency and a global financial crisis , we’re all asking ourselves who to trust.
It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.
Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.
Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.
Are there differences in selling to women vs. men in B2B sales? Isn’t it all the same? If that’s the mentality you’ve adopted, it might be time to rethink. In partnership with leading sales linguist Steve W. Martin, ZoomInfo surveyed 350+ B2B buyers, and we put this question to the test.
Most of us have joined what Time calls "the World's Largest Work-From-Home Experiment." Without proper preparation, the COVID-19 outbreak has prompted business leaders everywhere to tell their team to work remotely until further notice. Sales managers—your direct reports need your individualized coaching more than ever! The best managers have always individualized their coaching, but doing so remotely requires greater focus and intentionality.
You’re conducting an online sales presentation to a prospective new customer…. Just how can you increase their engagement and keep them interested – and how can virtual meetings and virtual presentations achieve this? This really comes down to a number of key points. I will outline these below, but owing to the detail and complexity that each possess I will hone in on the main points only.
Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true. And it demonstrates a tried and true concept that is more critical now than ever before: It’s not just what you say, but how you say it. .
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
These are difficult times. The death toll from COVID-19 keeps climbing. Unemployment is skyrocketing. Sports, proms, conferences, festivals, trade shows, concerts, seminars, and more have been cancelled. And uncertainty is everywhere. What can you do at a time like this? Laugh. Let me explain. We’re actually dealing with two pandemics at the moment.
Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. Click here to read part one. The awesome leaders shared over 30 great tips on how they are communicating during this crisis. The best section was how they are communicating with their boss. We all realized that we are all in unchartered waters.
For weeks now, businesses have been impacted by COVID-19. While it has been difficult to predict the severity of the pandemic, the one thing that has been unwavering is people’s innate desire to connect with one another. As a Customer.
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. Enough! Learn tried and true tactics to better align these two critical teams for higher revenue.
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Are you using online sales meetings throughout your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services. Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability. Do it correctly and it can work wonders for you.
By now, we are fully entrenched in the COVID-19 crisis. We have moved beyond the “shock” phase and into an “acceptance” phase of the new normal, at least for the time being. As market leaders, we must adapt to the current.
A month ago, you knew what to say when you picked up the phone or composed an email to prospect s. You knew your ideal customer profile, your target market, and your value propositions. You had all the tools you needed to prospect efficiently and effectively. . Now, some (or all) of that may be out the window as we adjust to social distancing during the COVID-19 pandemic. .
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.
When customers step through the door, they expect a certain level of customer service. Your customer will expect an experience that is free-flowing and completely hassle free and can set you apart from your competitors if you do it right. Each and every customer wants a unique experience where they feel like they are the only customer you have – they want it to be quick and painless but at a certain level of quality too.
By now, we’re all settled in at home and seamlessly conducting our business by phone and Zoom meetings, right? Well, not so fast…. Like you, I’ve greatly increased my Zoom meetings, and I’ve been disturbed by what I’ve seen. There has been a surprising lack of professionalism, lack of preparation, and in general an unorganized and ineffective approach to conducting Zoom meetings.
Throughout this past week, there has an overwhelming interest in the concept of going “back to base” During these uncertain times, your most significant opportunity for revenue growth is through retention. How will you create more value for your existing.
There’s a certain feeling of helplessness we each feel as we look at the current global health crisis, things happening in our companies, in our communities, even with our families. We are all facing things few of us, individually or organizationally, have ever faced. We each are struggling to find answers and to make sense of what’s happening.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Explaining what is happening with Covid-19, getting people to follow directions, and reassuring listeners that things will eventually turn out all right is the challenge every corporate, local, state, and national leader faces today. Though you may never be in such serious straits with your clients, it is instructive to look at how often Andrew Cuomo, Governor of New York, who has gotten high praise for his daily briefings, has reached for metaphors to explain and underscore his messages as wel
A depressed economy or personal business downturn requires that you relinquish any restrictions about your “ideal” or preferred customer. This isn’t a time to be selective with your criteria; you may have to break some of your previous rules for those with whom you do business. For instance, let’s say you normally only have Fortune500 companies as clients.
It can be difficult to keep up with current updates and regulations surrounding this new normal. Without knowing the full implications of how long this crisis will last, how are business leaders adapting their strategies, especially when working with customers.
It’s no secret that I believe that many sales organizations are overspending on technology. Right now, while many organizations are cutting payroll and looking for other ways to grow lean during a challenging time, I want to encourage you to take a good, hard look at your tech spend.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. In the tech sector alone, the direct losses from the cancellation of just 10 events are more than $1.1 billion. Many companies are canceling events or postponing them until after the crisis is over.
It’s normal to deal with slow periods in the world of sales. We all have difficult seasons, driven by changes in trends, new demands, or external factors that we can’t control. However, when both sellers and customers hit rough times, the problems that we face can be a lot greater, and more complicated to deal with. When these situations happen, businesses need to figure out how they can survive.
Appointing a Chief Customer Officer Who Owns the Retention Number. Corporate leaders around the world are all reacting to the tragic events and economic impact of the past few months. In order to weather the storm and come out on top.
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