Zoominfo

APRIL 2, 2025

The Systems Advantage in Go-to-Market Execution Go-to-market teams that apply systems thinking to their data strategy gain distinct competitive advantages: Revenue Acceleration: When data flows seamlessly across systems, prospects move through your pipeline more efficiently than in fragmented data environments.

System 130

System Enterprise Enterprise Data 130

Allego

FEBRUARY 23, 2021

We invited two industry experts to address the challenges and opportunities of virtual sales training in our recent webinar, Progressing the Pipeline: How to Enable Virtual Sales Training at Scale , hosted by SMM Connect. 6 Ways to Enable Virtual Sales Training at Scale. It Must Be Tailored for the Specialty.

Scale 99

Scale Webinar Metrics Training Hiring 99

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. So, your first action is to SHOW your sales team your commitment to prospecting through referrals.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales Hacker

JULY 8, 2020

Michael talks about how he does that at scale and how he thinks about scale. The origins of Compass, how it achieved scale, and its competitive advantage [7:13]. The origins of Compass, how it achieved scale, and its competitive advantage [7:13]. That it’s hard to get scale. How did Compass achieve scale?

Scale 125

Scale Real Estate Tools Lead Rank 125

The Pipeline

AUGUST 27, 2019

They not only give away their time; they pay the prospect for the privilege of doing so. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.” You know what I mean, spending all that valuable time with prospects that you know will never buy. Below Your Scale. Well you can.

Wireless 264

Wireless Discount Face-to-face Scale 264

Zoominfo

SEPTEMBER 4, 2019

Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own. Establish an incentive-based customer loyalty program. Offer incentives that speak to your customers’ values.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. How I reignited interest with a prospect who went dark”). Some companies are creating work-from-home policies from scratch. Reacting proactively.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Pointclear

MAY 16, 2017

Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. Message: Compelling "silver bullets" (conversational points) about your prospects' specific challenges, problems or concerns (vs. That is, by not using a cost-per-lead metric.)

Lead Scoring 169

Lead Scoring Lead Rank Leads Marketing Qualified Lead 169

Sales Hacker Training

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. And if I want to scale, I need people who can implement for me.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)?

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Zoominfo

MARCH 6, 2019

Not every referred prospect will become a customer, but the increased conversation about your company and products will strengthen your brand and help maximize your reach. The most common method is a Net Promoter Score survey, which directly asks customers how likely they are to refer your brand and products on a scale of 1 to 10.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Hubspot Sales

OCTOBER 3, 2017

But early on in younger sales teams, most of the reps take on all the responsibilities in the sales process -- from prospecting to closing. 1) Don’t scale too quickly. When most managers build a sales team, they scale too quickly. 2) Implement proper incentives for compensation. The temptation is hard to resist.

Scale 107

Scale Hiring Strategy Compensation 107

Highspot

MARCH 24, 2025

It depends on strong foundational pillars that drive improved workflows, rely on actionable insights, and align incentives with measurable business goals. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors. Lets explore four pillars of GTM ops excellence: 1.

Lead Scoring 52

Lead Scoring Lead Rank Incentive Incentives 52

Sales and Marketing Management

OCTOBER 15, 2020

Use of digital gift cards in the incentive division of Blackhawk Network, a leading gift card provider, is up 200% in 2020, according to Blackhawk’s Vice President of Marketing Theresa McEndree. Companies are also using Tango cards as incentives to complete training. We’ve never dealt with something on this scale before.

Incentives 227

Incentives Incentive Face-to-face Survey 227

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.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

InsideSales.com

OCTOBER 4, 2019

Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. RELATED: 4 Best Practices For Incorporating Twitter Into Your Prospecting Sequence. Prospecting at Scale | Scale It Right with These Outbound Sales Components.

Scale 40

Scale Prospecting Buyer Persona Outbound 40

Sales Hacker

JUNE 14, 2019

At every point of the buying journey, your prospects and customers share valuable insights with you into their world, giving you visibility into their needs, pains, competitors, and more. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives. Sales reps want to sell. Now what?

Data 91

Data Closing Prospecting Incentives 91

Hubspot Sales

SEPTEMBER 13, 2018

Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. Size and scale are no longer the same. Global is the new scale." Sirolli explains how to listen to the people you're trying to help -- take this lesson and apply it the next time you're on a sales call with a prospect.

Scale 145

Scale Motivation ACT Incentives 145

Hubspot Sales

JUNE 27, 2018

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. Email 2: The After.

Prospecting 112

Prospecting Scale Ideal Customer Profile Collateral 112

Zoominfo

OCTOBER 13, 2021

For our demand generation team, it’s all about marketing at scale (one-to-many). We don’t require prospects to take a meeting to claim the gift. At ZoomInfo, the value of the gift cards we offer prospects depends on the target segment, funnel stage, and our own tests. They can even pass it on if they are unable to use it.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

SEPTEMBER 22, 2023

ZoomInfo knows that even minutes can matter when you’re looking for prospects. Hearing directly from an employee at a specific company that they are looking for your product, for example, makes a world of difference compared to relying on third-party accounts to find your prospects. We generate over 1.2 1 for buyer intent by G2.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

SBI

JUNE 5, 2019

Both of these approaches can be piloted on a small scale. JOHN: While transformative change must necessarily deliver benefits at scale, it shouldn’t begin there. That’s because looking to operate at scale out of the gate makes it highly likely that you could fall into the trap of simply scaling up bad processes.

Account 135

Account Scale Ideal Customer Profile Intent Data 135

SBI

FEBRUARY 5, 2014

I asked LinkedIn group members to contribute examples of when salespeople and managers over-think and here are a few responses: “Sales incentives can become so complicated or over thought that they completely miss their point and are counter-productive.”. “A When a salesperson reads too much into what a prospect does or says.

Scale 138

Scale LinkedIn Incentives Incentive 138

Openview

MAY 30, 2018

In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. Pay too much, however, and you will struggle to scale your sales organization as that growth occurs. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act.

Compensation 147

Compensation Top of Funnel Commission Lead Rank 147

eGrabber

OCTOBER 29, 2024

The MICE (Meetings, Incentives, Conferences, Exhibitions) industry is a high-impact sector of business tourism that creates global connections, fosters innovation, and boosts local economies. Incentives: Company-funded trips to motivate and reward employees or partners. What is the MICE Industry?

Lead Generation 40

Lead Generation Tourism Industry Sales Qualified Lead 40

Sales Hacker

JANUARY 5, 2024

Common Room supercharges your GTM motion by bringing all of your product usage data, social media signals, community activity, and CRM insights together so you can surface high-intent prospects, convert customers faster, and drive more revenue. On the strategic side, 2024 predictions have been flowing for the past two weeks.

Scale 126

Scale Intent Signal Ideal Customer Profile Intent 126

Zoominfo

SEPTEMBER 1, 2019

Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own. Establish an Incentive-Based Customer Loyalty Program. Offer Incentives that Speak to Your Customers’ Values.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Sales Hacker

MARCH 30, 2021

Scaling sales during the pandemic. Scaling Up During The Pandemic [11:40]. Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable.

Oracle 113

Oracle Scale SalesForce Incentive 113

Adaptive Business Services

NOVEMBER 6, 2024

What incentive does the recipient have to click a specific link? Nimble will be introducing a large scale message sequencing, and I assume group messaging, feature sometime this year. Still being able to track link clicks is a plus. I have been aware of this for some time now so, since the cat’s out of the bag, here it is.

CRM 62

CRM Webinar Metrics Scale Constant Contact 62

No More Cold Calling

MARCH 3, 2016

Understand the pain of your prospect. She’s been there … as a customer of incentive compensation and a lover of performance management. I stick to my beliefs that no one should ever have to cold call and that referral selling is the #1 way to reduce prospecting time and get every meeting in one call.

Referrals 120

Referrals Scale Cold Calling Call-back 120

Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time.

Scale 130

Scale Hiring Sales Automation ROI 130

Tenbound

OCTOBER 31, 2024

Gifting & Sending Sendoso: A sending platform that enables businesses to send personalized gifts, eGifts, and direct mail to engage prospects and customers. Sales Intelligence ZoomInfo: Delivers business contact information and company data to help sales teams identify and reach prospects effectively. Website 11. Website 13.

Sales Technology 52

Sales Technology Sales Qualified Lead Research Lead Scoring 52

Sales Hacker

NOVEMBER 16, 2018

As leads pour in, it becomes challenging for your current sales reps to manage their book of business and properly prospect. The amount of time it takes to launch a professional sales development program is drastically reduced if the function is outsourced to a firm that already specializes in prospecting.

Outsourcing Services 99

Outsourcing Services Scale Hiring Sales Outsourcing 99

Women Sales Pros

JULY 27, 2018

Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.). This simple referral method requires checking your client’s LinkedIn profile and identifying 3-5 connections you want to engage as prospects. Three Ask-For-Referral Methods .

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Zoominfo

MARCH 6, 2019

Not every referred prospect will become a customer, but the increased conversation about your company and products will strengthen your brand and help maximize your reach. The most common method is a Net Promoter Score survey, which directly asks customers how likely they are to refer your brand and products on a scale of 1 to 10.

Referrals 130

Referrals Marketing Incentives Incentive 130

Hubspot Sales

JUNE 29, 2020

One issue that underlies virtually all those best practices has to do with screening and incentives — the debate between charging beta testers and letting them participate for free. It can rest on factors like your pricing acumen, how specialized your product or service is, and the scale of testing you're interested in carrying out.

Scale 96

Scale Sales Qualified Lead Incentives Incentive 96