SBI Growth

JANUARY 23, 2025

But for many teams, this well-intentioned effort leads to a slow start. Sweeping changes to commercial technology and data processes can leave sellers overwhelmed and distracted, taking up valuable time that could be spent selling.

Marketing Qualified Lead 156

Marketing Qualified Lead Leads Intent Up-Sell 156

Hubspot Sales

AUGUST 26, 2024

I woke up to my alarm clock shattering that fantasy. In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. It’s a time consuming but necessary process, which means mastering the AI sales follow-up can be a game-changer.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. I blame outdated lead-gen strategies, metrics, and leadership.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

OCTOBER 31, 2024

On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. AI can generate insights and predictions at lightning speed, but if your data is flawed, you’re essentially weaponizing those errors.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Steven Rosen

JANUARY 16, 2023

Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover. Succeeding in a recession will require developing new strategies and approaches to lead your team and adapt to the economic conditions. The post Are You Ready to Lead and Succeed in a Recession?

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

Understanding the Sales Force

APRIL 3, 2025

The only thing that’s really important about this overly complex process that isn’t possible to follow is that I placed a red border around the only step of this process that represents a selling activity conducted by a salesperson. Lead scores do not predict the likelihood of a winning a particular sales opportunity!

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Smooth Sale

JANUARY 13, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Increase B2G Leads with Effective Client Acquisition Strategies for Growth B2G (business-to-government) markets present significant opportunities for organizations selling new products and services. Unfortunately, these markets are also highly competitive.

B2G 109

B2G Lead Rank Lead Scoring Webinar Metrics 109

Sales 2.0

MARCH 31, 2025

When you’re selling you are a steward of a buying process. Follow up is a critical part of selling. Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities. Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

SalesFuel

FEBRUARY 26, 2025

Crafting a sales lead list can have a major impact on success. To bridge this gap, industry professionals suggest sellers incorporate lead lists into their strategy. What is a sales lead list? A sales lead list is a collection of potential customers' contact information and details that sellers use to target prospects.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

Hubspot Sales

NOVEMBER 22, 2024

You need a healthy pipeline of leads to meet those targets. That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. Further, 21% cite cold email as their most successful lead-gen method. Want to generate more inbound leads ?

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

Nutshell

OCTOBER 23, 2024

Leveraging text messaging is a great way to stay better connected with leads throughout the sales process. With SMS, your team can have text conversations with your Nutshell contacts, track text history in your timelines, and use texts in your sales automation process to engage your leads. Can I send texts to leads?

Leads 77

Leads Marketing Qualified Lead Sales Automation Conversion 77

MarketJoy

FEBRUARY 17, 2025

A sales strategy should have a concrete lead-generation process set up that can drive a consistent flow of interested prospects who can become loyal customers. B2B lead generation services are your solution to creating a solid lead-generation process for your business.

Lead Generation 83

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 83

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. Ask yourself: How are sales reps sourcing leads? How are sales reps qualifying their leads? What is their sales plan for following up? And that’s referral leads.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

APRIL 6, 2025

Are you keeping up? Referral selling isnt just a nice-to-have sales strategy. Your Referral Edge Referral selling is not just a conceptits your unfair advantage. Wait, and you risk playing catch-up for the rest of 2025. Top sales teams win with referrals. As Q1 comes to a close, CROs face a critical inflection point.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Understanding the Sales Force

NOVEMBER 15, 2024

Jack’s eyes lit up. As I pivot to selling, please watch this two-minute video before continuing the article. If they swung with their eyes open, and made any contact at all with the ball – even a foul tip – I would purchase them a video game of their choosing. He was all in! Incentives work.

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

Sales 2.0

OCTOBER 21, 2024

About a decade ago, certain subject matter experts came up with a solution to this problem. Many salespeople becoming mass email marketers. Some people see this as a new way for salespeople to generate even more outbound email (and social media messages). What should you do then if you want to sell your stuff in the age of AI?

Scale 195

Scale Social Media Outbound Referrals 195

No More Cold Calling

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Steve thought he was a social selling pro, but his first message after connecting with me on LinkedIn proved that he wasnt. What is referral selling? Effective social selling is trust-based selling.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

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. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Sales process efficiency.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

MARCH 17, 2025

In the Ear of the Beholder One of my roles for this client is to help them sell more complicated services than their salespeople do on a day-to-day basis. And up to this point, I thought I was doing well. Time for some kaizen In this one aspect of selling, it looks like I became too comfortable. Keep up the kaizen!

Engineering 195

Engineering Up-Sell Prospecting Course 195

No More Cold Calling

APRIL 16, 2020

It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. The rest just want to sell you their products—the heck with caring about who you are. Wondering how your team will keep selling in an economic downturn? In a word, it’s fidelity.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

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. Motivated buyer – something they want and need, but you still fall short of urgency, leading to a very long sales cycle. This opportunity is disqualified before you ever get to the qualifying stage.

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

Sales 2.0

DECEMBER 17, 2024

The project has already thrown up a few reminders I see time-and-time-again in the sales world. I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. Little left behind My journey through the old dusty files did not turn up much.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Zoominfo

DECEMBER 11, 2024

Weve witnessed sellers become their best, most efficient selves and seen marketers fully realize their TAM and identify messaging that really drives leads. But with our new WebSight Buyer ID capability, enterprise marketers and sellers can know exactly whos interested in their solutions even if theyre anonymously visiting a website.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. How do they do it? That’s a good signal for us. Because that means it’s hurting.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Cincom Smart Selling

APRIL 10, 2025

This requires accurate and relevant information on potential leads. They cannot rely on guesswork or assumptions to understand market dynamics. Let us learn all the ins and outs of automated sales intelligence and how your organization can use it to find and generate leads. What is sales intelligence software?

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

Sales Gravy

APRIL 10, 2025

The LinkedIn post that magically draws leads like moths to a flame. If youre not hitting your number, its probably not because you need better leads, better tech, or better timing. If youre not hitting your number, its probably not because you need better leads, better tech, or better timing. Follow-up calls. Warm calls.

Closing 90

Closing Cold Calling Follow-up Objections 90

Zoominfo

APRIL 14, 2025

Copilot automatically generates professional summaries of each participant, helping reps tailor their approach, reference relevant expertise, and show up to every conversation with confidence. Ready to see what smarter selling looks like? Get a demo today to find out what Copilot can do for your team.

Decision Maker 130

Decision Maker Scale Sales Qualified Lead Hubspot 130

SBI Growth

JANUARY 6, 2025

Most of us end up arguing in a boardroom before succumbing to our gut feelings and just shipping a pricing page to see how it does. First up, we have the marketing automation behemoth thats rumored to be the second fastest growing SaaS company in the world right now: HubSpot (full disclosure - we're happy customers).

Hubspot 156

Hubspot Strategy Inbound Campaigns 156

Hubspot Sales

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Examples 113

Examples Strategy Hubspot How To 113

Zoominfo

FEBRUARY 11, 2025

For too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. In reality, each of these tools tends to work independently and the gaps between these tools can swallow even the best go-to-market strategy. If you lead a GTM team of any size, I know youve felt this pain. Sell Smarter.

Strategy 147

Strategy Scale Marketing CRM 147

Hubspot Sales

AUGUST 7, 2024

The CRM market size is expected to grow to $262.74 To stay competitive, every SaaS company needs CRM software in its corner that helps bring in leads, keep customers happy, and facilitate growth. A SaaS company isn’t future-proof without a centralized database of customer data, leads, and contact information. increase from 2024.

Software 115

Software Software CRM Oracle 115

Zoominfo

AUGUST 8, 2024

Common Sales Enablement Activities What makes up the content, guidance, and training that’s so pivotal to providing sales and revenue specialists with the resources they need to engage customers and create conversions? It’s important to include sales and marketing automation tools in sales enablement initiatives.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales Gravy

MARCH 18, 2025

If youve ever hired a sales class or tried to ramp up new hires in an industry with complex products or strict guidelines, youll relate to Gaiuss dilemma. By the time theyre ready to sell, theyll be way behind on prospecting and might even lose that day-one enthusiasm for building relationships. And yes, theres a risk of mis-steps.

Cold Calling 85

Cold Calling Hiring Guidelines GoldMine 85

Hubspot Sales

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. That process has changed dramatically. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S.

Hubspot 116

Hubspot B2B Buyer Data 116

The Pipeline

MARCH 23, 2021

If you want to lead your prospects to change their buying habits, be a role model. Change needs to be led, and how you prospect, sell, and manage discovery is the first step. In that context, change is about keeping up and winning. Sales is about changing habits, start with yours.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367