Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. Every hero needs a sidekick — and in sales, that sidekick is content marketing.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

The Pipeline

MAY 25, 2020

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Having conducted post-mortems on enterprise-level deals for leading companies, Steve shares what he has learned over the years, and more importantly, some actionable insights that will boost you in all markets. Focusing your energies on high-impact opportunities.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Zoominfo

SEPTEMBER 30, 2020

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. And How Can They Help Marketers? Marketers can use buyer personas to build content strategies that speak directly to their targeted audience, and therefore build trust and reliability with customers. Understand Your Target Market.

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Zoominfo

AUGUST 20, 2024

Believe it or not, two of the least likely allies in a B2B company – sales and compliance – can successfully work together to achieve a harmony that benefits both internal stakeholders and customers. Sales teams often achieve this by showcasing features and functionalities that they think customers want and value.

Fashion 130

Fashion Promotion Discount Vendor 130

SBI Growth

FEBRUARY 25, 2019

Too often marketing leaders focus their digital initiatives on one thing: lead generation. So, if you’re like most CMOs, you’re investing a lot of time and energy into your website, marketing automation platform and maybe some tools to provide enhanced.

Energy 196

Energy Lead Generation Marketing Top of Funnel 196

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Education Scale 226

The Pipeline

JUNE 17, 2021

I am proposing that you make it safe to miss a sales target. I have some research that makes this a great debate to have in your sales team right now. What hypothesis I am proposing is this: Ambition is key – investing energy in low balling targets will hurt you in the long run. Does this describe your sales organisation?

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. Marketing teams pour budget into new accounts that arent really new. Your sales coverage becomes intentional and conflict-free.

Data 130

Data Revenue Scale Territories 130

Sales Gravy

OCTOBER 15, 2024

On this episode of The Sales Gravy Podcast, Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. This shift makes human skills even more essential in later stages of the sales process.

Outbound 98

Outbound Lead Rank Lead Scoring Conference 98

Sales and Marketing Management

JULY 12, 2022

Inefficiency in any stage of your sales cycle robs your team of valuable time and energy, and ultimately negatively impacts forecast accuracy. Here are five tangible tips for shortening the sales cycle. The post 5 Tips for Shortening the Sales Cycle appeared first on Sales & Marketing Management.

Sales Cycle 218

Sales Cycle Forecasting Energy Sales 218

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

Sales and Marketing Management

MARCH 25, 2019

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future? There are five developments that companies should pay attention to if they want to be competitive: Traditional sales forces will be cut in half. Sales will become too complex to stay a one-man show.

B2B 254

B2B Segment Ideal Customer Profile B2C 254

Sales and Marketing Management

SEPTEMBER 18, 2020

Author: Dan Martin Every day, marketers across all industries wake up ready to do their part in growing their brand’s reach. But the life of a marketing professional can be as hectic and challenging as it is rewarding. As marketers, a day where only 20% of tasks completed have value can mean the decline of a brand’s success.

Marketing 194

Marketing Motivation Follow-up ROI 194

Sales and Marketing Management

OCTOBER 5, 2020

Author: Brandon Brown Today, most marketers and salespeople agree that we need to build relationships with our customers. But many of those same marketers and salespeople are implementing old-school marketing tactics that bombard consumers with unwanted ads and clickbait. Two words: influencer marketing.

Influencer 194

Influencer Marketing How To Face-to-face 194

Sales Gravy

MARCH 30, 2025

It can also make life much easier if your sales plan and quota gets bigger in the back half of the year as many do. With so much volatility in the market place in the moment I highly recommend listening to my book Selling in a Crisis on Audible or Spotify or taking my courses on Selling During Uncertainty on Sales Gravy University.

Quota 103

Quota Insurance Insurance Policies 103

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Zoominfo

MARCH 6, 2019

We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What is referral marketing?

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. Sales requires a lot of skills you can only acquire from experience, but there’s one critical attribute you should start to hone on day one: persistence. How to Use AI for Sales Follow-Ups 1.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Sales and Marketing Management

SEPTEMBER 7, 2020

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. You may notice that your campaigns move too quickly or slowly, indicating that your marketing team has become distracted. If you’re going to obsess over B2B outbound marketing strategies, try fixating on the right ones.

Outbound 177

Outbound Ideal Customer Profile Marketing Cold Calling 177

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. Having just gone through a sales force downsizing, Paul has adopted an inspirational leadership style.

Hiring 227

Hiring Face-to-face SAP Energy 227

Bernadette McClelland

DECEMBER 27, 2018

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance. Book your Conference or Sales Kick Off Meeting today! Here’s the truth. Some won’t. And some won’t for many different excuses reasons. You see, we cherry pick. All our desires.

Comparison 363

Comparison Discount Conference Energy 363

Hubspot Sales

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Read on to hear my tactics for ending a sales email.e From there, initiating conversations and strengthening relationships with business buyers and influencers got easier.

Closing 122

Closing Quota How To Webinar Metrics 122

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

DiscoverOrg Sales

SEPTEMBER 28, 2017

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. At ABM Orkestra , we have helped dozens of companies solidify their account-based marketing strategy. 1 outside sales speaker.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Allego

NOVEMBER 19, 2024

A well-planned sales kickoff meeting can be the launchpad for a high-performance year. But here’s the truth: 85% of companies fail to make their sales kickoff events as impactful as they could be, research from Opus Agency revealed. What Is a Sales Kickoff Meeting?

Meeting 62

Meeting Energy Motivation Follow-up 62

SBI

AUGUST 24, 2021

5 Reasons Why Sales Doesn’t use Content from Marketing: and What to do About it. Your company has invested a lot of time and money creating content for Sales Reps, so why isn’t Sales using the content from Marketing? 1: Sales can’t find the content Marketing creates. By Lee Mayfield, Presentek.

Marketing 153

Marketing Engineering Remedy Face-to-face 153

Smooth Sale

NOVEMBER 22, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Make Sales That Benefit You and the Customer Retail and corporate sales have many similarities; they all begin with serving clientele well. Our collaborative blog offers insights on ‘How to make sales that benefit you and your customer.’

Benefit 97

Benefit Customer How To Hiring 97

Sales and Marketing Management

JULY 13, 2020

Wherever they are, your sales force is a dynamic team that's unique to you. There's a few common scenarios that occur in partially onsite outside sales teams: Benching: Situated side-by-side in wide-open rows, benching is an efficient way to provide a home base for employees on the go. Rethink Sales Collateral.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Sales and Marketing Management

OCTOBER 16, 2020

Clarity creates movement and energy. Aaron McClung is the founder and principal of AM, a full-service branding, marketing, and technology firm in the Dallas/Fort Worth area. Your core values will remove bottlenecks and empower individual growth across your organization. In a way, it’s a shortcut.

Benefit 317

Benefit Company ACT Energy 317

Sales 2.0

JANUARY 25, 2024

Up to this point many of the tools available to sales teams have encouraged volume-based sales techniques, like mass emailing and cold calling. For many, this means learning new skills and processes—no more relying on a sales development team or their marketing department for all their leads.

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195

Sales and Marketing Management

MARCH 8, 2019

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. And how do we, in turn, ensure our own sales kickoffs are effective? We recently completed our sales kickoff at InsideView. We know they’re having fun, but how are they learning and preparing for a successful new selling year?

InsideView 223

InsideView Scale Exercises Call-back 223

The Pipeline

MARCH 3, 2020

They have invested time and energy learning things, and now we turn? When you understand why you are winning losing or failing to get a decision is a great way to stay with or ahead of changes in the market. I am not talking about the mechanical stuff sales enablers like to play with. The Sales Scrum Podcast.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Unfortunately, trade shows are expensive and time-consuming. Step up your swag.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Zoominfo

AUGUST 18, 2020

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time? Here are three obstacles to time management in sales.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

Sales and Marketing Management

JULY 20, 2020

Author: Kris Belau Is there anything more quaint in sales and marketing than the door-to-door salesperson? As was common at the time, the main sales channel was an on-the-ground sales force. So what now for companies, perhaps yours, that rely even in some part on offline sales? It means rethinking how you engage.

Face-to-face 194

Face-to-face Social Media Channels Lead Rank 194

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

Conversion 195

Conversion Amdocs Territories Forecasting 195