Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Email automation takes more tedious tasks off your hands so more effort and resources can be put into impactful brand messaging.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

The Pipeline

SEPTEMBER 2, 2020

By Tibor Shanto. From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. Consistent, effective, and efficient prospecting sufficient to deliver enough viable opportunities to retire quota, still eludes many teams.

System 316

System Prospecting Quota Decision Maker 316

Anthony Iannarino

AUGUST 31, 2020

Most people start the day wading through email , searching for what they might do next and allowing other people’s priorities to drive their actions. Their work is not active but merely reactive, as they wait for some external force to move them. By contrast, successful salespeople know what they want and what they need to do to produce those results.

eBook 125

eBook Face-to-face Energy Lead Rank 125

SBI Growth

SEPTEMBER 3, 2020

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In.

Marketing 303

Marketing Sales Segment Revenue 303

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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

Zoominfo

SEPTEMBER 1, 2020

You know those YouTube rabbit holes you go down? Twenty videos later you look up to see that hours have passed you by? Prospecting can feel pretty similar. Having more strategic workflows in place can ensure you’re spending your time on the right things without going too far off track. Let’s learn more. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects.

Prospecting 264

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Anthony Cole Training

SEPTEMBER 1, 2020

Within 10 years, Hispanics will account for over 21% of the population in the United States. There is a valuable opportunity to understand and proactively adjust to this coming shift in demographics.

Consumer 261

Consumer Demographics Account Opportunity 261

SBI Growth

AUGUST 29, 2020

In a virtual world, Customer Experience has definitively been at the forefront of the digital revolution. How has your company adapted to the new demands of the market? Many have been turning to AI and automation for an optimized experience. On.

Ideal Customer Profile 303

Ideal Customer Profile Customer Marketing Company 303

Zoominfo

AUGUST 31, 2020

Today, businesses across the country are scrambling to adapt, doing everything they can to rework their operating models in weeks and months, not years. Even those at the top are always at risk. In 12 years, half the companies on the S&P 500 may fall off that list, according to industry research. Disruption and uncertainty are inevitable in these times, which is why a solid go-to-market plan is critical to address the unique stage and goals of any given company.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

The Pipeline

AUGUST 31, 2020

By Tibor Shanto. There is no denying the collective shock we all experienced when asked to lock down in spring. But in many ways that the “ Re-Opening ” may end up being more stressful for many. As sales professionals, we need to be cognizant of this while approaching prospects. Anyone with children or others they need to care for the pressure will be much greater than in the spring.

Face-to-face 258

Face-to-face Penetration Fashion Forecasting 258

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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

Connect2Sell

SEPTEMBER 2, 2020

Sales 208

Sales 208

SBI Growth

AUGUST 31, 2020

In a survey of nearly 200 CMOs taken last year, the following question was asked – in what area of business leadership would you most like your influence to grow? Overwhelmingly, the most common answer was in the area of.

Revenue 267

Revenue Strategy Survey Marketing 267

Sales and Marketing Management

SEPTEMBER 3, 2020

Author: Jeff Shore Great salespeople love the thrill of the hunt. They don’t so much get a sale as they bag a sale. There is something about going in for the close and getting rewarded with a “yes.” The yes is their trophy. . But what about the one that got away? What happens when you take your shot but the customer says, “Not yet”? . For many “one-and-done” salespeople the process is effectively over.

Follow-up 207

Follow-up Prospecting Motivation Training 207

Zoominfo

AUGUST 31, 2020

It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’. Originally developed by OpenAI, a research lab in San Francisco, GPT-3, the hot new language model, has gained significant traction as the hottest new language processing model in recent memory. An (admittedly) oversimplified explanation of GPT-3 is as follows: a language processing tool that can do everything from creating poetry, writing code, or answering ques

Data 179

Data B2B Industry Engineering 179

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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

Mr. Inside Sales

AUGUST 29, 2020

Peter Drucker—author of over 39 books on business—has been credited with inventing modern business management. He’s credited with perhaps the most fundamental quote in business management, and it’s this: “If you can’t measure it, you can’t improve it.”. You can credit Drucker for all the KPI’s you collect and measure, and for all the software that’s been created to measure all the stats in your sales process, i.e., calls, contacts, closing ratios, top, middle, and bottom of the funnel management

Top of Funnel 180

Top of Funnel Face-to-face Exercises Gatekeeper 180

Anthony Cole Training

SEPTEMBER 3, 2020

Being successful in sales requires continuous growth and learning from day-to-day experiences. Identifying those buyer's you can actually help by doing great research and keeping detailed prospect notes, it part of that success.

Research 172

Research Buyer Prospecting Sales 172

Sales and Marketing Management

SEPTEMBER 3, 2020

Author: Umberto Milletti By the time you read this, we’ll have been in some form of “lockdown” for months. Some cities are becoming less restrictive, but the economy has a long way to go before we’re feeling prosperous. At InsideView, we’ve been helping customers find unexpected opportunities by using a variety of non-typical data signals. I’d like to share what’s been working to help others find their way.

Ideal Customer Profile 194

Ideal Customer Profile InsideView Real Estate Retail 194

Julie Hanson

AUGUST 30, 2020

I was on a coaching call with a salesperson this morning. Below is the pitch transcribed just as it was delivered to me. Can you spot the problem? Salesperson: “I understand that you currently have a very manual order process with a lot of errors and your reps are spending too much of their time fixing them to adequately reflect customer’s needs so what we’re going to show you today is how our solution can improve your order accuracy by as much as 90% and save you over $200,000 a year an

Video 171

Video Face-to-face Trends Sales 171

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

John Barrows

AUGUST 31, 2020

Our friend Ashley Welch joins us on the podcast this week to take a deep dive into how design thinking could and should be applied to your sales process. Ashley takes us behind the scenes on what design thinking really is and how you can apply it, even if it’s difficult at first. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. That’s a wrap.

VanillaSoft 167

VanillaSoft Social Media LinkedIn Media 167

Zoominfo

SEPTEMBER 1, 2020

Recruitment is an art and a science. It can be complex and time consuming. One badly sourced candidate can set recruiters back months, and cost a lot of time and energy. But the reward for finding the right candidate? It’s a feeling you won’t forget. So, while some recruitment best practices can be time consuming, they will undoubtedly save you time (and money) in the long run.

Consumer 165

Consumer Pipeline Social Media Positioning 165

Sales and Marketing Management

AUGUST 31, 2020

Author: Gerard Lafond When we kicked off 2020, no one could have anticipated the rollercoaster this year would become. With the emergence of COVID-19, we saw events (both personal and professional) get canceled, we lost the comfort of seeing loved ones without worry and had to shift into a more secluded world by working remotely and upholding social distance.

Conference 177

Conference Cancellation Social Media Collateral 177

Mr. Inside Sales

SEPTEMBER 4, 2020

2121 Sales Kickoffs are going to be different this coming January. Many will be held virtually—but that doesn’t mean they can’t still be impactful and motivating. Especially when you hire Mike Brooks, Mr. Inside Sales to kick off your sales event! Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January.

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

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

Miller Heiman Group

SEPTEMBER 3, 2020

Now is the time when organizations need problem-solvers who can help them overcome unforeseen challenges, putting sellers in a position to engage with customers on a deeper level than ever before. Our research shows that more than 70% of buyers wait until after they have already defined their needs to engage sellers. They see sellers as product representatives rather than problem-solvers, and often see little to differentiate one seller from another.

Customer 154

Customer Lead Rank Lead Scoring Buyer 154

Gong.io

SEPTEMBER 1, 2020

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Two months ago, I bought some software. I needed a solution to help my team move faster towards a strategic goal.

Video 152

Video Data Face-to-face Call-back 152

Predictable Revenue

SEPTEMBER 2, 2020

Co-Founder and CEO of Lemlist, the coolest sales automation platform ever created, shares tips and tricks to grow a SaaS company in a B2B space, from scratch! The post Building a Successful B2B Outbound Sales Strategy From Scratch appeared first on Predictable Revenue.

Outbound 149

Outbound B2B Strategy Sales Automation 149

Grant Cardone

SEPTEMBER 4, 2020

Remember to stop adapting and start creating. These days, everyone is talking about “adapting and pivoting to the “new normal”, whatever that all the means. The reality is Covid-19 is forcing people to believe they need to somehow change everything they are doing, including their messaging, who they are and how they do business. They couldn’t be more wrong.

Real Estate 145

Real Estate Pivotal Face-to-face Sales Qualified Lead 145

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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

SocialSellinator

SEPTEMBER 4, 2020

SEO and Social Media actions produce different outcomes. But they do have the same goal, and that is to drive website traffic and conversion. The thing is, they both have vacancies. Surprisingly, they simply fill-in what’s lacking on the other. Let’s find out how their differences allow them to address their purpose.

Social Media 144

Social Media Media Conversion 144

Hubspot Sales

AUGUST 31, 2020

While there are many perspectives on what kind of goals are best to set and easiest to achieve, fewer goal-setting strategies have gotten better PR than the SMART goal. In case you need a refresher, SMART stands for specific, measurable, assignable, relevant, and time-based. Sound familiar? This acronym has been the framework recommended most to students and professionals alike when it comes to setting goals.

Sales Goal 143

Sales Goal How To Objections Sales Qualified Lead 143

Gong.io

SEPTEMBER 3, 2020

No one said sales was fair. Actually, it’s pretty darn unfair. . AND: it just got worse. Why? Because the questions sales leaders had all-but-written-off as impossible to answer. Well, they just became answer-able. And some sales leaders (1000 of them, give or take) are already getting ahead. Questions like: Which competitors are really coming up in my deals?

Buying Cycle 143

Buying Cycle Competition Follow-up Sales 143