No More Cold Calling

APRIL 26, 2021

Video conferencing is a great way to get face to face with clients. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. Referral sellers have been relationship-building their way through the pandemic. But while it may be as close as you can get to in-person, it’s not, and you’re not.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Zoominfo

MARCH 17, 2021

Not only is it important for organizations to avoid malware and other intrusions, but customer expectations are high that their data will remain safe with vendors. The effects of the pandemic wield lingering influence on 2021 budgets. In fact, one in six companies plans on investing in security initiatives. Source: ZoomInfo.

Company 324

Company Survey ROI Face-to-face 324

Zoominfo

MARCH 10, 2021

So the company begins defining requirements for new CRM software, and two months later selects a vendor. These figures account for a combination of companies installing CRMs for the first time and other organizations switching CRM vendors. billion doing so, according to new analysis from ZoomInfo. Source: ZoomInfo. billion estimate.

Analysis 246

Analysis CRM Remedy SalesForce 246

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. How to stop ignoring your best source of new revenue. New business is harder and harder to come by.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Mr. Inside Sales

FEBRUARY 2, 2024

Based on how successful my last blog was on handling the objection: “We’ve Already Got a Vendor for That,” I thought I’d give you another proven response to help you overcome the objections and resistance you get daily. Need More Proven Responses to the Selling Situations You Face Every Day? In this case, “Your Price is Too High.”

Face-to-face 224

Face-to-face Gatekeeper How To Licensing 224

Sales and Marketing Management

MARCH 4, 2018

Two solutions have helped my company, Stirista, achieve a 95 percent customer retention rate and should work for your business: Turn every employee into a customer-facing one. Put your whole team in a customer-facing role. How to hire the best customer-facing employees. But awareness and action are two different things.

Customer Service 286

Customer Service Retention Hiring Account 286

Sales and Marketing Management

JULY 13, 2020

They’re shaped by numerous factors, but the risks they face during the COVID-19 pandemic are significant. Despite the internal procedures you put in place, ensure that you’re considerate of client or vendor policies. Wherever they are, your sales force is a dynamic team that's unique to you. Determine the Where. Add Space In Offices.

Face-to-face 257

Face-to-face Outbound Collateral Conference 257

Zoominfo

MARCH 12, 2025

in Pipeline and 1,100+ Hours Saved Challenge Sendoso , a leading direct-mail automation platform, faced challenges managing a vast TAM and ensuring accurate CRM data. Winning in today’s markets takes more than just raw effort. Thats where Go-to-Market Intelligence enters the picture. RESTful APIs for flexible and scalable data usage.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

No More Cold Calling

OCTOBER 1, 2020

Referrals are how most people prefer to do business, whether they’re looking for a good restaurant or a new software vendor. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Get the latest from No More Cold Calling.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

APRIL 15, 2021

Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. Talk to any software vendor, and they can’t wait to show you their cool software. Have We Met? Can I Trust You?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

SBI Growth

AUGUST 29, 2013

In 2011, the Sales Executive Council reported the average B2B buyer engaged vendors once they were 57% of the way through their buying cycle. This statement covers B2B, B2C and B2G. The question is, are you evolving and keeping pace with your buyers? As buyers evolve and change, it becomes more important to focus on Buyer Anthropology.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. This is crucial. Listen, plain and simple.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Zoominfo

DECEMBER 15, 2020

Buyer intent data is digital information collected from the public-facing digital world, such as web page views, downloaded content, and webinar attendance. Integrating holiday energy with your B2B efforts typically increases chances of revenue success. This valuable information indicates interest from users in a certain product or service.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Tenbound

JANUARY 28, 2025

Ask yourself and your team: – What challenges are we facing in our sales process? – Vendor Websites: Explore feature lists, case studies, and demo videos directly from vendors. Step 5: Request Demos and Trials Most vendors offer free trials or live demos. – Do we need better analytics and reporting?

Sales Technology 91

Sales Technology Software Software Vendor 91

No More Cold Calling

DECEMBER 7, 2018

When Wes was considering a new vendor, he spoke to a fellow VP at another company—a friend with whom he regularly meets to bounce around ideas. He chose the vendor his friend recommended. They don’t want to feel pushy, intrude on a relationship, or look like an aggressive, “in your face” salesperson. It’s who you know.”.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

Zoominfo

FEBRUARY 10, 2021

Mid-Sized Firms Face Unique Pressures. Such organizations constantly fight to keep employees from going to larger companies , and mid-market firms often don’t have the HR setup to develop effective recruitment strategies, said finance and HR platform vendor Workday. This post is part of ZoomInfo’s 2020 Annual Report series.

Company 246

Company Face-to-face Enterprise Enterprise 246

Sales and Marketing Management

SEPTEMBER 19, 2018

But compliance isn’t just the domain of IT: marketing and sales teams now need to rethink their strategies when leveraging data from third-party vendors and customers. 1 priority. The Risks Posed by the Proposal Process. The Burden of Security Questionnaires.

Proposal 251

Proposal Ideal Customer Profile Vendor Face-to-face 251

Sales and Marketing Management

JULY 19, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions When it comes to enabling salespeople to be great “in the moment” across the different types of selling situations they face, the technology is there. That’s the good news. The bad news: Messaging content and skills training approaches are not always present.

Training 214

Training Face-to-face Research Proposal 214

Sales 2.0

MARCH 30, 2014

I guess at some point the tools will be so good they will slap salespeople in the face with the exact information they need to really personalize everything they are doing but until then it seems to me that salespeople that do their homework will have a distinct edge. A lot of salespeople don’t like to do research. As much as Sales 2.0

Tools 323

Tools Face-to-face Social Selling Banking 323

Sales Gravy

FEBRUARY 4, 2025

Zack faces a unique challenge that may sound specific at first but is more common than you think: he can only close a deal if his customer closes a deal of their own first. Ask Jeb: How to Sell When Your Customer Has to Sell First Welcome to another Ask Jeb segment on the Sales Gravy Podcast! Today, we took a call from Zack in Defiance, Ohio.

Customer 80

Customer Licensing Proposal Government 80

Mr. Inside Sales

DECEMBER 4, 2020

Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market. If you prospect by phone for a living, then you’re no stranger to rejection.

Face-to-face 191

Face-to-face Decision Maker Cold Calling Objections 191

Sales 2.0

MAY 21, 2024

However, sometimes you may be faced with no choice. There’s a big difference between approaching a CxO with no clue about what they are wrestling with versus going in briefed with the top three issues they are facing. I’m a huge advocate of using human relationships to get into accounts. I really believe it’s a small world.

Face-to-face 195

Face-to-face Referrals Account LinkedIn 195

Steven Rosen

JULY 22, 2024

You face intense pressure to drive performance and deliver results quarter after quarter. The Challenge of Developing Sales Leaders While strong sales managers have clear benefits, many high-growth companies face a significant challenge: they lack the internal resources to develop their sales leaders effectively.

Quota 156

Quota Company Face-to-face Sales Leadership 156

The Pipeline

MARCH 13, 2017

The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people. Or conversely won a deal, where on the face of things we were deficient and less cost effective than an alternative.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

Hubspot Sales

FEBRUARY 24, 2025

I never take that first objection at face value. Objection handling is one of the trickier, more grating aspects of sales life. Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. The classic mistake? It rarely is.

Objections 95

Objections Discount Face-to-face Comparison 95

Bernadette McClelland

MARCH 11, 2018

(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? and CEX are EGs of acronyms!

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Steven Rosen

MAY 4, 2017

Most companies do not have inside training support for sales management development, so they hire external vendors. Many vendors do an awesome job delivering sales management training. Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Can you relate?

Sales Management 276

Sales Management Hiring ROI Coaching 276

The Pipeline

NOVEMBER 20, 2020

And no doubt you can recover from real rejection we face in sales. One question I always when helping sales teams prospect better, is “why B2B professionals don’t like to telephone prospecting?” The first answer is always predictable, rejection. There are many others that follow, from the length of time, to return on effort and more.

Objections 262

Objections Call-back Face-to-face Margin 262

Zoominfo

JULY 18, 2018

In fact, 72% of B2B buyers say they selected a vendor over others due to the timeliness of their response to inquiries ( source ). Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Sometimes, even more so than your own sales experts.

B2B 180

B2B Decision Maker Face-to-face Referrals 180

Sales and Marketing Management

JANUARY 20, 2020

Forrester estimates that 82% of buyers will have viewed at least five pieces of content from the vendor that wins their business. He told the audience about his research and his expectation that out of the then 4.5 million B2B reps currently selling, as many as 1 million could be gone by 2020. Adapt to the Digital Business Environment.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

NOVEMBER 11, 2020

One of the biggest challenges organizations continue to face with ABM is not having the right, easily accessible data at their disposal to scale ABM campaigns. Anastasia: What challenges does your team face? I Zoom’ed with Hussam AlMukhat, Senior Director of Strategic Marketing at ZoomInfo, for all the details. Hussam: Very true.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Bernadette McClelland

FEBRUARY 25, 2018

It is harder and harder to front up to work with a brave face today and the mask that many have put on for so long slips more often. So what can we do about it? Well, we can do a few things: We can dangle another carrot or crack another stick. We can use command and control and send a 30 day letter.

Pipeline 207

Pipeline Vendor Policies Sales Leadership 207

MTD Sales Training

NOVEMBER 25, 2018

Without that depth of knowledge, you sound just like any other vendor, trying to persuade your prospect to buy from you rather than someone else. 5) What are the main issues you will be facing that will affect how well you perform in the next few months? It will also help you to see if you can replicate the successes in the future.

Buyer 175

Buyer Face-to-face Buying Cycle Vendor 175

The Pipeline

FEBRUARY 4, 2020

By Tibor Shanto. 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. The predictions may not be off the mark. Segmenting. show a different reality.

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

Sales and Marketing Management

JUNE 22, 2020

An original promise of SaaS was that it would take the pain away from internal IT personnel and transfer it instead to the technology vendor, which specializes in the thankless job of establishing the optimal hosting environment and maintaining the software for many clients at once. Managing the technology, however, is just the first hurdle.

B2B 207

B2B Customer Vendor Enterprise 207