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

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JULY 11, 2013

He was my sales colleague. We both were account managers selling millions of dollars worth of technology to a major aircraft company. It can take weeks or months for some in sales to truly qualify a sales opportunity. If you would like more on this, visit our recent Inside Sales Power Tip on Listening.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

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APRIL 29, 2013

One big contributing factor to your sales success is in your follow-up. There are three points to consider when thinking about following up with prospects, buyers, and with leads: A. With many in sales, follow-up effort is focused less about them and more about you, your products, and services. How many times you follow-up.

Follow-up 261

Follow-up Inside Sales Outbound Lead Scoring 261

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SEPTEMBER 3, 2013

Want to get slowed down as a sales prospector and waste a lot of time? Does Outbound Lead Gen Still Work? . Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 2012

We sat down and talked through every sales opportunity he had listed. This sales rep was not consistent in his reasoning as to where each of his sales opportunities were. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for tips and strategies in selling. ASK GOOD QUESTIONS. .

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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DECEMBER 31, 2012

It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues. We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites.

Video 210

Video Social Media Outbound Hubspot 210

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MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. Sellers and sales organizations, like most everyone, often see change as hard. What’s in it for you, if you are a seller or sales leader is MORE revenues, and some great satisfaction in learning new strategies for building business.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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NOVEMBER 9, 2012

At a recent sales training session, I polled the large group to see who reads professional development books and books about improving your sales skills. One of the best that I like is called Sales From the Streets – a place where anyone can post their best sales tips and anyone can view for a quick 2 minute lesson.

Video 225

Video B2B Outbound Proposal 225

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JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. Just like most humans, many sales professionals fear rejection. Asking for referrals as a regular part of a company’s sales activities requires organization, process, and a plan.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

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NOVEMBER 26, 2012

Working hard in sales but not accomplishing enough? Declare a sales goal you want to accomplish and give some detail – it needs to be specific and time bound. The “science” aspect of selling will help you grow sales by 10-30% or more.

Webinar Metrics 260

Webinar Metrics Outbound System Account 260

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DECEMBER 26, 2013

What if you had a sales dashboard? If you are not one of those sellers, and would like a very simple way to get your week off to a great start, consider downloading our free Weekly Sales Dashboard – Generic version free download here. Weekly Sales Dashboard FREE DOWNLOAD click here. What videos or blogs? Jot them down.

Hiring 231

Hiring Scale Ideal Customer Profile Sales Methodology 231

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AUGUST 5, 2013

Call wider – find a manager or VP who can share insight which will give you more ideas on how to reach your executive level contacts. Recently I’ve talked to a couple of sales reps who only target C-level people and these reps could be calling others in the companies they are reaching out to. Increase Opportunities.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

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SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs. Think outside of the box?

Resources 232

Resources B2B Oracle Lead Rank 232

SBI Growth

OCTOBER 5, 2013

As a marketing leader, the CEO is going to measure your 2014 success in three ways: Leads – Number of Sales Qualified Leads delivered to Sales. Opportunities – Percent contribution by Marketing to the Sales Funnel. Wins – Percent contribution by Marketing to Sales Revenue. An LDR is not a sales rep either.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

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FEBRUARY 5, 2013

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Lead Scoring 224

Lead Scoring Lead Rank Inside Sales Influencer 224

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FEBRUARY 13, 2013

What tools are you using to grow sales? Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

Pipeliner

OCTOBER 20, 2020

As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation. This article doesn’t touch that subject but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management.

Lead Management 92

Lead Management Lead Scoring Lead Rank Sales Qualified Lead 92

Zoominfo

SEPTEMBER 10, 2020

You might not think that automatic sales dialers have that much to offer you. What Is A Sales Dialer? A sales dialer is pretty much what it sounds like: technology that automatically dials numbers for salespeople. You’re a sales representative. Here’s where the sales dialer comes in. You have hundreds.

Closing 264

Closing Call-back How To Outbound 264

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MAY 21, 2012

It’s a simple concept – being strategic in your thinking, planning and acting in sales works. These are calls to people you may or may not know – and they are all people who can refer you to others – or support you in the sales opportunity you are already working on.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

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JANUARY 4, 2013

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. In my sales career I had new revenue goals that seemed attainable, others that seemed like a healthy stretch – doable if everything worked together.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

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DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. This is something we work on routinely with technology and distribution companies for inside and outside sales teams – don’t hesitate to ask us if you have a question or two. Some have completed theirs.

Territories 220

Territories Distribution Outbound Outside Sales 220

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JANUARY 15, 2013

B2B content kings Openview Labs first came out with a list of Top Sales Influencers for 2012, which was an honor to be listed on. At the end of last year, they asked us all what we thought would be the trends for sellers and sales leaders in 2013. Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales.

Influencer 215

Influencer Social Media Outbound Twitter 215

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APRIL 3, 2013

This is basic information and, unfortunately, our team runs into these issues nearly every day as we coach and train front line sales professionals. The difference I am finding now is that some sales reps are oblivious to the importance of correct spelling, good grammar, and the right words when communicating by email. Word choices.

Face-to-face 238

Face-to-face Social Media Travel Outbound 238

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JANUARY 16, 2013

As a sales professional, do you invest in getting known in your marketplace and in growing your career? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. We also know how little time most sales reps spend on this part of their day.

Outbound 241

Outbound Influencer LinkedIn Analysis 241

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FEBRUARY 28, 2014

Salespeople love a great sales pitch. I was at one of my clients’ offices this week, Granite LLC , coaching sales team members and meeting with sales leaders – and heard about the massive undertaking that will be happening on Monday. You can mail one to me at the Score More Sales office. 1931 Woodbury Ave.,

Ideal Customer Profile 325

Ideal Customer Profile Lead Rank Lead Scoring Fashion 325

SBI Growth

DECEMBER 16, 2013

Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes. Sit down with your sales counterpart and talk through each other’s 2014 goals. Lead Management – Someone who form-fills isn’t a sales-ready lead. TECHNOLOGY.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

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FEBRUARY 18, 2013

One of the most talked-about sales books in the last couple years is The Challenger Sale. The complete title is: The Challenger Sale – Taking Control of the Customer Conversation. You may think you drive all of your sales opportunities, and that you take control – until the opportunity goes dark, right?

Buyer 222

Buyer Inside Sales Exercises Outbound 222

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JULY 29, 2013

You know that guy or woman on your sales team who is relentless? How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? The post Inside Sales Power Tip 125 – Grit appeared first on Score More Sales. Increase Opportunities.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

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JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. If your potential buyer is a sales recruiter, for example, you can see where they are active and what they are working on, then tailor your messaging to better fit what their world is like currently.

InsideView 249

InsideView Research Prospecting Eloqua 249

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MAY 20, 2013

After being in sales for many years, I had an “Aha” moment. I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. I don’t even know where it came from.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

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DECEMBER 24, 2013

Sales teams that perform the best tend to have specialists at every part of the sales pipeline. How can you focus on your strengths to grow your pipeline and ultimately your sales? Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 227

Inside Sales Decision Maker Lead Rank Lead Scoring 227

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MARCH 14, 2013

Sales and marketing experts Jill Konrath and Ardath Albee just announced a new e-book, Cracking the LinkedIn Sales Code which will help you better understand how professional B-2-B sellers are using LinkedIn to grow visibility, gain connections and ultimately grow revenues. LinkedIn Power Tips for Sales.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

SBI Growth

MAY 1, 2013

She inherited a legacy B2B marketing team, no marketing automation or lead generation program. Sales leadership continues to hammer marketing for support. They are looking for help generating qualified leads. At this point sales sees no value in marketing and why would they? Currently no leads provided to sales.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What are we trying to accomplish? This is where we see a big issue.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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JANUARY 23, 2013

One of my weaknesses, as a “student of sales” and as a “student of life” is in buying business books. They are top sales books, marketing / branding books, training, team building, and a couple of wild cards thrown in too. Real, hard bound and soft cover old school books.

Marketing 218

Marketing Outbound Follow-up Influencer 218