Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. Sales tools: Do you have too few sales tools, or too many? Are your tools actually being used by your sales team (CRM for example)? Do your tools support your sales process? Are reps spending too much time mucking around with your tools rather than selling?

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Zoominfo

AUGUST 6, 2024

Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels. From websites and social media to events and trade shows, these lead capture systems ensure that no opportunity to introduce a lead to your sales funnel slips through the cracks.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Nutshell

AUGUST 30, 2024

Organizing a company event can be daunting, with many parts to juggle and event requirements to arrange. A crucial component of the event management process is crafting and dispatching an event invitation email that motivates your recipients to attend. Engineering the perfect invitation email is somewhat of an art form.

Examples 108

Examples Webinar Metrics Conference Campaigns 108

Sales 2.0

JULY 8, 2022

Trigger events come in two “flavors”: “observable” and “unobservable”. Examples of “observable” trigger events are events like senior management changes (like a new CEO), some merger or acquisition activity, company growth or new funding (such as VC funding). That is those that are observable from outside the company (i.e.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Zoominfo

NOVEMBER 1, 2024

Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving. ABM traditionally relies heavily on targeted advertising, but can also include email, social, events, and any other relevant channel that can influence a key account’s buying behavior.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

Zoominfo

AUGUST 1, 2023

But advanced users know that intent can also be a handy tool for forecasting major corporate announcements like layoffs, acquisitions, or data breaches — events that can drive huge opportunities for any business able to capitalize. ZoomInfo covers over 4,500 topics, ranging from sales enablement tools to M&A to private equity.

Intent Data 130

Intent Data Intent Intent Signal Data 130

Smooth Sale

APRIL 12, 2024

Photo by 12019 via Pixabay Attract the Right Job Or Clientele: Building Relationships with Your Event Staff Increases Growth Hosting a live event means working with a lot of different people. Don’t feel alarmed, as working with your event staff may not be as intimidating as you think!

Networking 102

Networking Hiring Lead Rank Lead Scoring 102

SalesFuel

AUGUST 14, 2024

Challenge: How to create a unique event promoter ad campaign Nancy Nally, an account executive from Viamedia , has been using AdMall on and off for nearly 20 years. Nally knew that the sales tools provided would help her when it came to creating an event promoter ad campaign. “[The for 2024 is $9.9

Promotion 104

Promotion Campaigns Ideal Customer Profile Closing 104

Zoominfo

APRIL 23, 2021

ZoomInfo’s Workflows tool ensures that reps can easily automate their plays and ensure that potential sales opportunities don’t fall through the cracks. Triggering event: A small company secures a round of funding (check). Through trial and error, companies adopt “sales plays” that become repeatable and highly targeted.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

The Pipeline

OCTOBER 5, 2017

Lately I have had a chance to sit in on a number of “opportunity reviews”, and it is interesting how the format and tools have changed, the plot and the theme have not changed much beyond the costumes, props, and players. Become one of the thousands of sales professionals receiving my latest updates on sales execution, tools, tips and more.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

SBI Growth

JANUARY 20, 2020

What you choose to eat, how you decide what to wear to an important event, or even how often you. “What is the standard, and what is everybody else doing?” ” You’ve asked yourself this question individually in many different situations.

B2B 340

B2B Analytics Retention Data 340

The Pipeline

APRIL 27, 2020

While video as a sales tool, was very much on the rise prior to current events, COVID has made it a must. Sales Scrum Podcast Episode #7 – Guest Karthi Mariappan. Karthi Mariappan is the Co-founder and CEO of Hippo Video.

Face-to-face 280

Face-to-face Travel Video Benefit 280

No More Cold Calling

JANUARY 25, 2018

We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Reps need account based sales development training, lead generation tools, and a career path. Sales leaders must take the rap. They ended up cold calling.

Account 272

Account Hiring Lead Generation Face-to-face 272

No More Cold Calling

JULY 20, 2017

Some Lead Generation Tools Never Change. Despite what you’ll often hear from technology gurus about lead generation tools, sales success isn’t determined by who has the best technology; it’s determined by who has the best relationships. You can reference trigger events (Boy, am I tired of that phrase!)

Account 285

Account Referrals Lead Generation Cold Calling 285

Sales and Marketing Management

FEBRUARY 10, 2020

At conferences, you can learn about best practices, the latest technologies, and upcoming tools in the marketing world. You'll get hands-on experience with new tools and technologies, and the event itself is chock-full of inspiring keynotes on a variety of topics – from accessibility to diversity. Google Marketing Live.

Conference 229

Conference Microsoft Marketing Advertising 229

Zoominfo

JANUARY 15, 2021

Get Comfortable With Virtual Events. The COVID-19 pandemic forced many businesses to shift their tradeshow and events strategy. Events that captured leads offline have now been moved online. 89% of event organizers say virtual or hybrid events will be a part of their organization’s long-term strategy.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

JULY 15, 2019

Brand activation refers to a campaign, event, or interaction through which your brand generates awareness and builds lasting connections with your target audience. It’s true that brand activation requires a lot of prep work, perhaps more so than the typical marketing campaign or event. Let’s get into it! What is brand activation?

Trade Show 246

Trade Show Campaigns Face-to-face B2B 246

No More Cold Calling

JUNE 9, 2019

Successful sales professionals understand that technology is a must-have business tool. All these technologies lure many sales pros into scaling back their personal interactions and relying on tech tools to surface easy “qualified” leads. But very few understand how to incorporate technology into their prospecting strategy.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Steven Rosen

MAY 20, 2024

Utilize tools like Slack to communicate and collaborate with team members in preparation for meetings. In addition to theme songs, she introduced the first Rocky Mountain Red Carpet Awards ceremony, a virtual event recognizing and celebrating the team’s achievements. Time management is essential for finding time to prepare.

How To 296

How To Sales Leadership SalesForce Coaching 296

Sales 2.0

MAY 6, 2020

Is online training available to reinforce kickoffs, launches or sales events? Lack of tools : Do your sales teams have the tools they need to be effective? Wobbly tech stack: Have you gone too far with tech and now your sales people are swamped with tools? Do they know your company’s particular way of using these tools?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

DiscoverOrg Sales

DECEMBER 4, 2017

A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops. This tool also includes relevant “trigger” information like funding events, and technology data, which lets sales reps can skip straight to selling.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

No More Cold Calling

FEBRUARY 21, 2019

I’ve heard for years that people forget 70 percent of what they learn in a professional training class within 24 hours of the event. The way to embed learning and actually remember information is to use “testing as a tool for learning.” I do, and while I usually did well on my exams, I didn’t retain much of anything.

Cold Calling 308

Cold Calling Training Research Study 308

Nutshell

MAY 15, 2023

Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects. These tools streamline the prospecting process and can help sales teams close more deals. The LeadIQ tool saves sales reps an average of six hours per week on manual data entry alone.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

Zoominfo

NOVEMBER 17, 2020

Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job. Today, the average company is using anywhere from 20–200 tools, with an average of around 75+ technologies. A company can adopt an infinite number of tools.

Scale 246

Scale Google Analytics Hiring Software 246

Bernadette McClelland

JULY 11, 2022

Understanding a powerful tool of trade – our brain. . EVENT ORGANISERS (Video below) – When you hire your next speaker to address your sales team, your association or your franchise and want them to build their business, then let’s talk STORYSELLING. Stay Bold, Brave and Brilliant! . .

Chemicals 397

Chemicals Hiring Exact Follow-up 397

SalesFuel

NOVEMBER 25, 2024

SMBs need to focus on local marketing tools to promote their offerings and sales to meet their sales goals. Local Marketing Tools are Critical for SMBs in 2025 The Competition Never Tires A study by Valpak says that SMBs shouldn’t decrease their ad efforts because of inflation and higher cost of living.

Direct Mail 93

Direct Mail Tools Marketing Ideal Customer Profile 93

The Pipeline

SEPTEMBER 10, 2020

Big day today, thanks to our new virtual comfort, I am presenting at two different events, sharing best practices. We’ll share fundamentals supported by an executable process, skills, and usable tools that lead to results greater than the parts alone. By Tibor Shanto. From Sales Science to Sales 3.0, come along. Follow The Science.

Webinar Metrics 250

Webinar Metrics Conference Objections Follow-up 250

Sales and Marketing Management

MAY 14, 2020

These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.” Sales organizations can use these tools to create groups for topics and individual sales teams, collaborate on proposals, discuss strategies, celebrate customer wins and more.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

The Pipeline

MAY 8, 2018

The ones that do best are the companies where the leaders understand that they need their people using all tools available to them, not cherry pick the ones they like while ignoring the ones they don’t hate, like the phone. A Tool and His Fool. It is a tool, so if it is not working, you need to figure out the right way to use it.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Zoominfo

DECEMBER 28, 2020

Opportunity data: These indicate favorable conditions within an organization for a sale, such as company events or leadership changes. That might include using analytics tools to determine visitors’ time-on-page or managing email sign-ups in your CRM. Do you have the tools you need to get on board? Read more… B2B Sales.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. Invite Joanne to speak at your next sales meeting or professional development event. Give them a way to get past the gatekeeper for good.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

FEBRUARY 8, 2021

For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic. This adoption of new tools spurred early-stage funding in favored B2B companies. ZoomInfo analyzed what types of events drive a company to get funding. New Tools Needed to Sell New Products.

Trends 230

Trends Trade Show Retail B2B 230

No More Cold Calling

OCTOBER 1, 2020

Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals. Invite Joanne to share these strategies with your sales team at your next virtual sales meeting or annual Sales Kickoff event. Read “ Are Referrals Your Priority … or an Afterthought? ”).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

The Pipeline

SEPTEMBER 2, 2020

Prospecting is a process-driven activity; the sale is a series of events.” There is no shortage of data being generated by apps and automation tools. I recently worked with an organization committed to one of the popular hip tools the pundits love to tout. This is not about current tools and principals vs. old school.

System 316

System Prospecting Quota Decision Maker 316

Understanding the Sales Force

JUNE 24, 2021

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

Hotels 274

Hotels Sports Groups Objections 274

Steven Rosen

JANUARY 22, 2018

Sales management training with no follow-up or reinforcement is just an event, nothing more nothing less. Coaching is not a one-time occurrence or event. Provide Sales Coaching Enablement Tools. Several sales coaching tools are key to support your sales managers coaching. That requires change. Change is challenging.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Jeffrey Gitomer

MARCH 5, 2019

Arrange to meet at a social event (theater, ball game). Arrange to meet at a networking event. It's just a sales tool. Here are the preferred methods for a first meeting with a referral and customer in order of preference (and effectiveness). Get a personal (in person) introduction. Don't send too much information in an email.

Referrals 284

Referrals Call-back Cold Calling Meeting 284