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. Integration : Most lead capture tools seamlessly integrate with CRM systems and other marketing automation platforms, creating a cohesive ecosystem for lead management.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Sales 2.0

OCTOBER 25, 2021

The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Following a systematic process to identify decisionmakers, understand their interests, and have them “coauthor” proposals, can significantly boost closing ratios. Sales time sucks. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

The Pipeline

AUGUST 5, 2021

With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. All measurable, all quantifiable and can be improved with skills and the right tools. And while strategy and skills are paramount, you need to select the right tools to support them. Productivity.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

Zoominfo

SEPTEMBER 17, 2024

There are many lead mining tools and platforms available today. 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. What is Lead Mining Software? The result?

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Mr. Inside Sales

OCTOBER 30, 2023

OR “When would be the best time for me to follow up with you?” (And The bottom line is that most sales reps simply don’t have any idea of when they should follow up—because they never ask! The next time you have someone on the phone, don’t assume a month or two or three is the best time to follow up.

Call-back 240

Call-back Face-to-face Follow-up Gatekeeper 240

Bernadette McClelland

JULY 11, 2022

Understanding a powerful tool of trade – our brain. . The IV is only inserted for about 10 minutes and that is repeated the following day’ Each scan follows exercises in a resting state and a concentration state so that changes in brain blood flow patterns can be seen and compared. Why did I do this? Do I trust you?

Chemicals 397

Chemicals Hiring Exact Follow-up 397

Sales and Marketing Management

OCTOBER 15, 2020

How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. Video technology tools like Zoom and Slack were reported helpful in fueling connection and engagement. Budgets don’t have to be large.

Incentives 317

Incentives Incentive Travel Cancellation 317

Zoominfo

FEBRUARY 12, 2024

Choosing the best-fit revenue operations tools can dramatically enhance cross-departmental collaboration, enabling unified platforms where sales, marketing, and customer service teams are able to access and share critical data. To help with the vetting process, here are some suggestions of the top RevOps tools worth considering.

Revenue 130

Revenue Tools Scale Lead Rank 130

Mr. Inside Sales

AUGUST 13, 2021

While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. By including this sentence my communications, I not only get more responses, but I remove the “beg” in my pitch/follow up. They send email after email or leave a couple of voice mails and then give up.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Zoominfo

OCTOBER 31, 2024

AI tools are reshaping the way salespeople tackle their day-to-day work, automating many of the core business development tasks that have eaten away at the average sellers’ day. That means personalization has become critical for effective sales outreach — and AI used properly, with the right data to back it up, plays a pivotal role. “It

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? Unlimited License: One to 100 reps can attend for one low price!

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

Zoominfo

DECEMBER 28, 2020

That might include using analytics tools to determine visitors’ time-on-page or managing email sign-ups in your CRM. Using the predictive data, you can set up your lead-scoring model to prioritize the companies that show genuine interest and purchasing intent. Do you have the tools you need to get on board?

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Mr. Inside Sales

SEPTEMBER 25, 2021

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Let me know when it pops up, and I’ll show you a couple of links you’ll want to explore later. “In This is actually great because it tells you that you won’t need to follow up on the email—they aren’t buying!

Sales Qualified Lead 284

Sales Qualified Lead Face-to-face Gatekeeper Licensing 284

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. How long will this take?” What to do?

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

Zoominfo

SEPTEMBER 6, 2023

Set up news alerts in Salesforce for companies you connected with at the event to stay up-to-date on information that may help you land a deal. Use Tracker to Follow Key Influencers. Follow-Up Emails to Stay Connected. ZoomInfo’s modern GTM tools and industry-leading data make post-event follow-up a breeze.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Do you know how you help? Is it a good time to talk about this?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Zoominfo

MARCH 8, 2021

You want to know if a lead is qualified well before you even pick up the phone to call them. Immediately after the lead arrives, you open it up in your CRM, find the website, and then open up the website in another browser tab. Move over to a different tool that provides lead intelligence. Instead, it’s a chase.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

The Pipeline

AUGUST 31, 2021

What follows are five things you can do any time in any year, but given the opportunities, they are crucial this year. Take time to catch up with your inbox. Catch Up With Your Inbox. There have been a ton of new tools and approaches that have been presented since the first lockdown. Harvest referrals. Try Something New.

Harvest 360

Harvest Referrals Call-back Video 360

Sales 2.0

MAY 30, 2023

Once AI is implemented, she says, “The question then becomes, ‘do sales organizations that use technologies like this shift their time to higher value activities, like training, researching prospects and strategy, so that when they do get face-to-face time to sell, they show up prepared and better trained?’” Sign up for the Sales 2.0

Face-to-face 312

Face-to-face CRM Forecasting Cold Calling 312

The Pipeline

JUNE 25, 2020

Transformation has taken centre stage again, how would you grade these leaders, should we follow them again? I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” I didn’t see any new tools introduced. Get In The Game. Or maybe a lack thereof.

Sage 288

Sage Real Estate Skype Collateral 288

Steven Rosen

MAY 15, 2021

The next level of management was not actively involved in the follow-up. Great training with no follow-up or sustainment is a great event, nothing more, nothing less. 10% on providing pull through tools. And like most training, the learnings dissipate in short order. What is the alternative?

Survey 358

Survey Coaching Training Sales Management 358

The Pipeline

SEPTEMBER 10, 2020

Follow The Science. We’ll share fundamentals supported by an executable process, skills, and usable tools that lead to results greater than the parts alone. This presentation delivers clear, executable strategies and tools for engaging with buyers’ most fundamental drivers – their objectives for success. come along.

Webinar Metrics 250

Webinar Metrics Conference Objections Follow-up 250

Mr. Inside Sales

OCTOBER 25, 2021

If you get buy in here, then you can either: Set up a meeting to pitch the decision maker. Set a follow up call after they have pitched the decision maker. If they buy in to your question that they are going to recommend it, then ask: “And do they usually go with your recommendation?”.

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Mr. Inside Sales

JULY 6, 2021

You can use the intel you got from your initial pitch to open up the upsell. In addition, often times other products or services bump up the dollar amount, and this often slows down decision making as well. At that time, load them up! We have other clients in your situation, and they found our…very helpful.

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Zoominfo

JULY 28, 2021

Many of the administrative and other non-revenue generating activities such as scheduling meeting follow-ups, taking meeting notes, and entering post-meeting information into their CRMs takes up a significant amount of time ? One-click pins: Bookmark key moments to review later and speed your follow-ups.

Meeting 246

Meeting Policies Follow-up Up-Sell 246

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 Analytics 246

PandaDoc

SEPTEMBER 17, 2024

Between prospecting, sales calls, data entry, quote preparation, and follow-ups, it’s very easy for teams to mismanage data and trip over themselves on the way to the finish line. That’s why sales collaboration tools are an essential part of the modern sales lifecycle. Let’s jump right in! 5 Capterra Rating: 4.5/5

Tools 98

Tools InsideSales Top of Funnel SalesForce 98

Mr. Inside Sales

NOVEMBER 16, 2020

Begin thinking about how to point out those aspects of your product or service that matches up with what they want (because you’ll be clear what they are). By taking notes, you will: Be forced to actually listen and hear what they are telling you (rather than thinking about what you’re going to say next). Become a better listener.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

Zoominfo

JULY 24, 2020

The ultimate goal is to get an A, but if everyone is working on different, conflicting topics, it’s impossible to end up with a cohesive end result. If executives of the two departments get along and start the communication initiatives, the rest of the team will likely follow. Schedule Bi-Weekly or Monthly Meetings to Stay Up-to-Date.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Mr. Inside Sales

JUNE 7, 2024

If you would like to instantly improve your selling skills—and so your open and close rate—you can do so by taking just a few minutes to complete the following exercise (don’t worry, it’s easy and fun!). Following up on emails sent or information sent: Closed ended: “Did you get a chance to read the email I sent?”

Selling Skills 224

Selling Skills Gatekeeper Face-to-face Licensing 224

Mr. Inside Sales

JUNE 11, 2021

On the other hand, if you continue to ad-lib and make your pitch up, then you will continue to struggle, talk past the close, introduce objections, and, worse, keep talking…and talking…and talking. And not only a script—but one that you and your team adheres to. A good script—and script playbook—changes companies and careers.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Zoominfo

JANUARY 23, 2021

But it doesn’t hurt to have an arsenal of tips and tricks up your sleeve. Whether a sales rep is doing a cold call or following up on a marketing lead, building a relationship with a prospect is critical. He suggests setting up another phone call in a month — after the C-suite shuffle — and gets the call on the calendar.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

SEPTEMBER 3, 2020

More scalable marketing strategies – Email automation enables Integration with other digital tools, making touchpoints trackable. Improved lead flow and qualification – Automated touchpoints makes the lead qualification easier with emails acting as a screening tool. How Do You Set up Email Automation? Basic Steps.

Prospecting 262

Prospecting Scale Lead Nurturing How To 262

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! Everyone knows that a partial message like: “Hey _, this is Mike. Call me back as soon as you can…” just reeks of a tricky salesperson calling.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254