Zoominfo

JANUARY 13, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know AI isnt a magic wand that can close deals for you.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Prospecting 130

Zoominfo

OCTOBER 31, 2024

It’s also raising big questions about the future of the sales profession — including lingering worries that many sales jobs could soon be replaced by machines. According to several top sales experts, it’s not quite that simple. This is what takes your sales process to the next level,” Frattini says.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. What is AI Sales Assistant Software?

Software 211

Software Software Tools Hubspot 211

Mr. Inside Sales

APRIL 29, 2024

I hope you’re not making this common mistake when following up on an email you sent: “I’m just calling to see if you got the email I sent you?” While this may sound like a reasonable way to follow up after sending an email, do you see how you’re providing your prospect with the perfect stall?

Follow-up 226

Follow-up Face-to-face Gatekeeper Decision Maker 226

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

APRIL 16, 2025

When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet. Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy.

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Zoominfo

JANUARY 30, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Intent Signal 130

Sales 2.0

APRIL 30, 2025

People are people, so why should it be, you and I should get along so awfully–Depeche Mode During a conversation with a friend who is the CEO of a small professional services firm the question came up how well do you know this person? We are all on the receiving end of some truly strangle (bad) prospecting emails.

Buyer 339

Buyer Promotion Maximizer Follow-up 339

No More Cold Calling

OCTOBER 24, 2024

If your focus is on winning as much business as possible before year-end, you’ll be starting 2025 in a losing position—with a lackluster pipeline and few new sales opportunities for the New Year. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

Opportunity 177

Opportunity Referrals How To Pipeline 177

Sales 2.0

MARCH 31, 2025

Often when were talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy. Follow up is a critical part of selling.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! The AI behind those poorly written messages, calls to action, and workflows responsible for sending multiple, ineffective follow-up messages, are not the answer to your ever-shrinking pipeline challenges.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They do not follow any rules of engagement. If the prospect will meet with them, talk with them, reply to their emails, many salespeople will just go all in.

Prospecting 325

Prospecting How To Follow-up Up-Sell 325

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Often, they end up offering huge discounts with expiration dates. While this technique might result in an initial sale, I advise against it because the companys margins and the reps commission bonus both take a hit. Lying is no way to make a sale.

Prospecting 98

Prospecting Hubspot Discount Follow-up 98

Sales Gravy

APRIL 23, 2025

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. Kyle's situation likely resonates with many of you in outside sales. These micro-prospecting sessions add up throughout your day.

Prospecting 75

Prospecting Outside Sales Outbound Territories 75

Vengreso

JANUARY 2, 2025

The art of crafting the perfect follow up email can make all the difference in achieving your professional goals. Whether youre seeking a new job, nurturing sales leads, or simply maintaining business relationships, a well-structured follow up email template can enhance your chances of success.

Follow-up 62

Follow-up Examples Hiring Proposal 62

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 105

Prospecting Case Study Industry Study 105

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. Be like teflon: no excuses stick.

Motivation 91

Motivation Prospecting How To Face-to-face 91

Understanding the Sales Force

JANUARY 15, 2025

When he got older, we watched Christmas Vacation, Home Alone, Elf, School of Rock, and Grown Ups every year. Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing).

Sales Process 173

Sales Process Lead Scoring Lead Rank Sales Qualified Lead 173

Hubspot Sales

JULY 15, 2024

But even though having a productive LinkedIn presence is one of the bigger “no-brainers” in sales, a lot of reps struggle to leverage the platform to its full potential. Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Engage your prospects by leaving active comments.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. God’s punishment for failing to follow his commands were harsh.

Comparison 173

Comparison Exact Follow-up Call-back 173

Understanding the Sales Force

FEBRUARY 10, 2025

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency.

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

Sales 2.0

FEBRUARY 18, 2025

I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling. Ive gotten to the point in this project where I need to start building a list of prospects. Clean up starts I merged both CSV files together and then I used my favorite Excel function Remove Duplicates.

CRM 221

CRM Lead Rank Lead Scoring Marketing Qualified Lead 221

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

Pipeliner

NOVEMBER 24, 2024

The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence. This blog post will break down the key insights and actionable advice shared by Wes, focusing on his five proven steps to making every sale.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Decision Maker 212

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. By Tibor Shanto. Productivity.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. The bad news?

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Sales 2.0

MARCH 17, 2025

This role is somewhat like a sales engineer. I accompany salespeople to meetings where the prospect has an interest in these types of services. Many of these prospects have very little technical background. Prospects eyes glazed over rapidly as these executives spoke to them about their amazing products. No gobbledygook!

Engineering 195

Engineering Up-Sell Prospecting Course 195

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Calls-to-action shouldn’t be up to interpretation.

Closing 122

Closing Quota How To Webinar Metrics 122

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

Zoominfo

AUGUST 8, 2024

Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%. But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. In today’s markets, that’s often a luxury reps can simply no longer afford.

Churn 130

Churn Face-to-face How To Buyer Intent 130