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Values statements are helpful, but they’re not nearly enough. The “culture champions” — those organizations that make integrity a way of doing business — are the ones that stand apart from the rest. The Value Of Integrity. How important is integrity in business? In its Culture 500 Index , MIT Sloan Management Review/Glassdoor includes integrity as one of the ‘Big 9’ values — those values that are most frequently cited and that “are linked to a variety of desirable outcomes like finan
Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. Though it may not seem like it, selling to SMBs can benefit you in the long run. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs.
What is the best way to stand out in today’s virtual, fast paced world with limitless information at our fingertips, social media and highly informed prospects? Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. The best way to cultivate a trusting relationship is to focus on your prospect and be genuinely curious about their business challenges.
The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.
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.
What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.” Sonia is absolutely right about that, and she even created this unique video that brings the referral message home.
By Tibor Shanto. Helping people to reconnect with things they have moved on from can be an effective way to start conversations. In all group decisions we do things for the greater whole, but that does not mean we have completely abandoned the idea or desire for it. If you are willing to do the work, and reviewed wins, losses, and draws in greater detail, you could learn to deal with objections differently.
By Tibor Shanto. Helping people to reconnect with things they have moved on from can be an effective way to start conversations. In all group decisions we do things for the greater whole, but that does not mean we have completely abandoned the idea or desire for it. If you are willing to do the work, and reviewed wins, losses, and draws in greater detail, you could learn to deal with objections differently.
When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. Women are changing the demographics of this profession and helping to shape the bright future of B2B sales. .
Author: Jim Ewel This should be the golden age of marketing. We have more tools at our disposal to implement and measure marketing, and, until the pandemic hit, advertising budgets were at record levels. Even with the pandemic, budgets are only down by roughly 5%. . But ask any CEO whether he or she feels that marketing is delivering record levels of business and customer value, and, for most business leaders, the answer is a resounding NO!
On this week’s episode we’re talking with Charlie Locke of SDR Nation. Charlie and John deep dive into what has changed from an SDR perspective in 2020, how the SDR role is viewed, and what it takes to be successful. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video : That’s a wrap.
By Tibor Shanto. Salespeople spend a lot of time looking for people to make decisions. Yet often the biggest decision impacting their success needs to be made by them. But most salespeople and people in general, find it easier to rationalize. Easier to live with the consequences of might-have-beens, than the consequences of their actions. While others may have a hand in deciding the outcome, only you control how it all starts, if it starts.
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.
Personalization. It’s one of the most talked-about trends in the marketing world. . Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them. But what does developing an actual personalized marketing strategy actually entail? What Is Personalization In Marketing?
Author: Raul Perdigão Silva The spooky season is upon us, and as salespeople are preparing to look at the past year in review to prepare for 2021, there are common fears that salespeople are expected to grapple with. The unprecedented year of tough business decisions and cutbacks have drastically impacted the sales industry and changed the way that sales representatives work.
October 27, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Mark Huson has joined the firm as a Managing Director focused on the Technology sector. Mark has over 20 years of.
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.
Peanut butter and jelly. Tacos and Tuesdays. Some things just go together. At ZoomInfo, our Sales Development Representatives (SDRs) and Account Executives (AEs) complement each other across the sales process. First things first, how did we get here? . According to a 2019 study, 67% of salespeople agree or strongly agree that they are close to experiencing burnout.
Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.
Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily.
A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Decay is natural. If you leave anything alone for too long, it will age and, usually, become outdated. When it comes to data, this process is considerably speedier. Data decay happens naturally (and often) due to how regularly people change jobs, titles, companies and beyond. Because of this, many organizations are working with a B2B database that is outdated, invalid, or incomplete.
Are you actively promoting your business through social media marketing ? Advertising your company, products, or services on social media platforms like LinkedIn, Instagram, Twitter, and Facebook is an effective way to boost brand awareness and increase your sales. However, you need to manage and monitor your campaign to ensure you are getting your money’s worth.
Receiving permission makes literally anything less intrusive — no matter the context. Think about it. If someone enters your home with permission, they're a guest. If someone enters your home without your permission, they're breaking and entering. That principle — the value of receiving permission — is the underlying premise of a brand of sales known as permission-based selling.
Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. No manager can complain that “Coaching takes too long” or, “I don’t know what to ask in this situation,” or “We need our managers to be coaching 50% of their time.” If this is what you and your company think, then you have no idea what coaching is, and you’ve never coached before.
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!
As ZoomInfo announced its acquisition of Clickagy earlier today, I couldn’t help but think back to famous baseball statistician and political author, Nate Silver, and the point made in his bestselling book, The Signal and the Noise : “… a practical statistician must have a firm understanding of how uncertain processes work, what measures are reliable and which not,,” and “… what scales of aggregation are useful, and then to utilize the statistical tool kit as well as possible.”.
Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.
Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. Before we get to a few tips for improving win rate in your company, let's revisit the definition of a win rate, explain how to calculate it, and remind you of a few best
You’re on top of the world. The orders are pouring in. And with every sale, customers aren’t just buying your product or service, they were buying YOU. It feels great… at least until it doesn’t. Because a month or two later, things dry up. If they were buying YOU in the good times, what does it mean when they aren’t buying in the bad times? It’s the feast or famine trap.
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!
Slack creates branded sneakers with footwear company Cole Haan. Pet insurance provider Petplan partners with The Dodo, a media brand that focuses on animals, to offer coverage via a new app. The Westin Hotel in Boston houses students from Northeastern University as part of COVID-19 precautions. In 2020, businesses have broadened partnership ideas and grabbed onto sparks of innovation that may not have been needed before the pandemic.
While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. Those categories are known as selling styles, and there are four that can capture the nature of almost every salesperson's professional qualities and personal inclinations.
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