Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Understanding the Sales Force

MAY 20, 2020

You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.

Leads 361

Leads Marketing Qualified Lead Engineering Sales 361

Sales 2.0

MARCH 17, 2025

This role is somewhat like a sales engineer. Despite my confidence that I think I can turn tech babble into English, I have encountered a prospect that did not know what I was talking aboutand in my experience when that happens, its no sale every time! Summary Dont use gobbledygook in any of your sales or marketing.

Engineering 195

Engineering Up-Sell Prospecting Course 195

Zoominfo

AUGUST 27, 2024

The platform supports the integration of these insights directly into CRM and marketing automation systems, ensuring that marketing efforts are aligned with sales strategies for improved lead conversion rates. With Pocus, sales and marketing teams can confidently build pipeline and consistently close more revenue.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

SBI Growth

JANUARY 23, 2024

This raises the question for many Go-to-Market (GTM) leaders: how do we use AI to help sales? AI development continues at a breakneck pace, with the number of use cases increasing by the day. How do we ensure smooth adoption of AI? And what value does it bring to the business?

Engineering 177

Engineering Sales Marketing Strategy 177

Alice Heiman

JULY 9, 2024

Having no plans of becoming a CEO, engineer Marko Dinic shares his 18-year journey to becoming the leader of a company that excels in compliance solutions. Complex Sales Require Technical Expertise Marko emphasizes the need for deep technical understanding when selling intricate compliance solutions.

Engineering 130

Engineering Hiring Scale Government 130

Sales and Marketing Management

AUGUST 15, 2022

Search engine optimization tricks are a thing of the past. The post Forget SEO As You Knew It appeared first on Sales & Marketing Management. Today’s SEO boils down to a few best practices under proper site construction and solid content marketing.

Construction 348

Construction Engineering Marketing Sales 348

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

JANUARY 21, 2025

The rapid adoption of GPT-based AI tools isnt simply a technological evolution in sales; its a fundamental restructuring of how teams work. And theyre moving the needle: According to McKinsey , sales orgs that use AI see revenue uplifts of up to 15% and sales ROI uplifts of up to 20%. Its about building GPT-native sales teams.

Hiring 130

Hiring Lead Rank Intent Data Territories 130

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

No More Cold Calling

APRIL 6, 2025

Top sales teams win with referrals. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic. Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Sales and Marketing Management

NOVEMBER 9, 2020

Author: Thiago Sa Friere With the shift to a remote workplace, sales reps and account executives are engaging with the C-suite. Here’s how the sales team should handle calls now that the C-suite is actively involved. Get the Executive Talking. Neither demo nor deck is an opportunity to “do what we’ve always done.” Mind the CFO.

Buyer 334

Buyer Strategy Buyer Persona ROI 334

SBI Growth

APRIL 28, 2020

The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.

Engineering 292

Engineering Tools Consumer Software 292

Sales 2.0

OCTOBER 11, 2019

When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle. A real sales job.

Engineering 262

Engineering Small Business Small Business Banking 262

Sales Hacker

APRIL 4, 2025

Were calling this the rise of the GTM AI OS a coordinated, AI-driven backbone that connects marketing, sales, CS, and product into a single motion. In this newsletter: The GTM AI Operating System (GTM AI OS): A new architecture emerging across sales, marketing, CS, and product. Not through more software, but through system design.

System 106

System Scale Outsourcing Services Lead Rank 106

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales Hacker Training

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. But when done right, it can transform your sales organization into a high-performing revenue machine.

Sales Leadership 119

Sales Leadership Lead Rank Scale Marketing Qualified Lead 119

Sales and Marketing Management

APRIL 6, 2020

I've always wanted to make things more efficient, which is why I studied industrial engineering in college, and why I’ve always thought I would have been a great plant manager during the industrial revolution. Sales and marketing professionals, shareholders and, ultimately, customers all come out on the plus side. .

Industry 279

Industry Revenue Engineering Fashion 279

Hubspot Sales

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 104

Closing How To Call-back Software 104

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. And when outdated, incomplete, and unreliable data meets the rising complexity of modern buyer behaviors, the result is chaos bad data erodes the effectiveness of marketing campaigns, derails sales efforts, and creates inefficiencies across revenue operations.

B2B 130

B2B Intent Signal Scale Marketing 130

Force Management

OCTOBER 17, 2024

In a candid discussion, Scot and the hosts break down the strategies he leveraged to engineer a new era of success for BGSU football and how the same tenets apply for leaders of any high-performance team.

Coaching 136

Coaching Engineering Revenue Strategy 136

Pipeliner

OCTOBER 30, 2024

In today’s digital landscape, businesses are increasingly turning to innovative strategies to enhance sales and build deeper relationships with their audience. One such strategy is leveraging AI in podcasting , creating a powerful synergy that transforms sales teams’ approaches.

Top of Funnel 105

Top of Funnel Strategy Lead Rank Lead Scoring 105

Zoominfo

SEPTEMBER 17, 2024

By leveraging advanced algorithms and data scraping techniques, these tools can extract potential leads from various sources, including customer databases, sales histories, website analytics, and social media platforms. A goldmine of qualified leads that can significantly boost your sales pipeline and drive business growth.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Scoring 130

Understanding the Sales Force

JULY 27, 2022

We can name them: Account Executive, Territory Manager, Business Development Rep, Sales Development Rep, Account Manager, Key Account Manager, National Account Manager, Channel Manager, Application Engineer, Sales Consultant, Inside Sales, Outside Sales, and more.

Top of Funnel 296

Top of Funnel Sports Territories Outside Sales 296

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. But corporate hierarchy errors are much more serious than your garden-variety duplicate CRM record because they undermine core sales and marketing strategy.

Data 130

Data Revenue Scale Territories 130

Sales Hacker

JUNE 12, 2024

Elizabeth Pemmerl currently serves as GitHub’s Chief Revenue Officer, where she oversees all facets of the company’s go-to-market strategy and customer engagement, including sales, support, and operations. Highlights: (9:13) Transitioning from IC to sales leadership and driving a forecast cadence. (18:20) Brought to you by Orum.

Engineering 123

Engineering Revenue Buyer Persona Account Based Marketing 123

Smooth Sale

NOVEMBER 25, 2024

For instance, you may need more than merely thinking about becoming an engineer to fulfill your desire to become an engineer. If an engineer desires to show his importance by building a great structure or dam, the engineer has a positive attitude. Today’s insights are provided to help you achieve the Smooth Sale!

Positioning 122

Positioning How To Engineering Hiring 122

Zoominfo

FEBRUARY 20, 2025

We surveyed over 11,000 revenue professionals to uncover exactly how GTM teams use ZoomInfo to expand markets, accelerate sales cycles, and drive revenue. By using real-time data and signals, sales teams are identifying high-potential accounts they would have otherwise missed. The results? Real-time insights power precision targeting.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Membrain

JANUARY 29, 2025

Ive written quite a lot about Generative AI in sales , including a fair number of rants , and some pieces about how best to apply it in a complex sales environment. Like everyone else, Ive been interested in current Generative AI technology since it first came out.

Engineering 129

Engineering Data Research Sales 129

No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. How can smart, experienced sales reps let their customer relationships wither? But not all sales teams make those investments. Far too many sales organizations are so focused on bringing in new business that they neglect their current customers.

Referrals 432

Referrals Customer Social Media Revelation 432

Partners in Excellence

JANUARY 22, 2025

” This was a brilliant observation by James Pursey in an outstanding seminar on AI in sales. Every engineer I shipped out, slowed our development. If you think about it, the characteristics of these conversations are very similar to sophisticated prompt engineering. But for a small company, that was unsustainable.

Engineering 124

Engineering Decision Maker Tools Face-to-face 124

DiscoverOrg Sales

MARCH 27, 2018

When it comes to sales and marketing, building a prospecting list of target accounts and contacts may feel like a good place to start, but identifying the Total Addressable Market should come first. This solution uses your own company data to build reliable market boundaries and sales goals. Bottom-Up market size.

Lead Rank 162

Lead Rank Marketing Hiring Vendor 162

Sales Hacker

JANUARY 13, 2025

Over the years, he built and scaled a world-class sales organization, creating a team that generated hundreds of millions in revenue. This success was underpinned by five distinct phases of growth, each requiring a unique type of sales leader and leadership approach. seller, head of sales, or commercial cofounder).

Hiring 108

Hiring Scale Pivotal Enterprise 108