Zoominfo

JULY 13, 2021

In just the last 12 months, we launched ZoomInfo Engage to automate sales outreach. We launched Workflows to activate market insights, buyer intent, and website activity. It’s impossible to listen to every sales call, every support call, and every recruiting conversation. We’ve had some big moments at ZoomInfo over the years.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Zoominfo

JANUARY 22, 2021

There’s a saying in marketing that goes, “if you’re targeting everyone, you’re targeting no one,” and for the most part, I agree with it. There are a million reasons why personalized content is widely promoted as a sales and marketing best practice, one of them being that it’s more effective than any kind of ‘spray and pray’ method.

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. Referred reps don’t have to worry about lead-gen.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

No More Cold Calling

MAY 17, 2019

That comment was from a 20-year sales veteran, the kind of seasoned pro who should know how to get referrals, and given this person’s track record, should feel confident about asking. It doesn’t matter how long you’ve been in sales. What if the person says no and refuses to refer us? I wasn’t surprised. It’s what I always hear.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

APRIL 16, 2020

Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. They hear the word sales and think of the stereotypical used-car salesman. If they can’t help, they’ll refer someone who can. Salespeople that earn trust in the time of COVID won’t have to worry about losing their jobs during an economic downturn.

Face-to-face 434

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

Steven Rosen

APRIL 6, 2020

Sales Leadership Roundtable Discussion. I had 8 senior sales executives join me for an open discussion. There is no playbook we can refer too, most of us are making it up as we go along. Sales Leaders Share: How we’re keeping our team productive: How do you manage anxiety? What do you prioritize? What do you do?

Face-to-face 359

Face-to-face Motivation Groups Training 359

No More Cold Calling

DECEMBER 7, 2018

When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology. Instead, he talked about the power of relationships for sales. When a trusted resource refers you to someone, you take the time to explore the option.”.

Referrals 310

Referrals How To Cold Calling Lead Generation 310

Sales and Marketing Management

SEPTEMBER 17, 2018

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Although many sales emails are quickly zapped into electronic junkyards, some companies are highly successful in implementing cold email campaigns. Forget about the sales mantra “Always Be Closing.”

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

Sales and Marketing Management

JULY 7, 2020

With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high. How to start applying this to your sales team.

Incentives 394

Incentives Incentive Motivation ACT 394

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? Or rather, change them back —from digital marketing to relationship building. But they’ll always speak with a person who’s been referred by a trusted colleague. Sales leaders have an ongoing challenge to get more qualified leads in the pipe, but seller access has evaporated.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

MAY 2, 2019

Hiding behind technology doesn’t drive sales—THIS WILL. The Sales Leadership Gap for Small Biz. Perhaps they came from marketing, IT, product development, finance, consulting, or customer success. But very few came from sales. In fact, they think sales is a four-letter word. The Sales Avoidance Phenomenon.

Small Business 316

Small Business Small Business Referrals Hiring 316

Jeffrey Gitomer

MARCH 4, 2019

Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? You do a memorable job in making the sale. You provide impeccable service after the sale. You provide impeccable service after the sale. Yes, if there is mutual trust.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale.

Referrals 297

Referrals Scale How To Lead Rank 297

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Sales 2.0

MAY 1, 2020

You may easily say “yes” but if I look at real sales people’s actions over the course of a couple of decades, I see that their actions say “no”. Going retro and sending people old-fashioned “boring” letters without any marketing glitz has worked well. You will have to try a bunch of approaches and repeat some of them many times.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Nutshell

APRIL 26, 2023

What is a CRM system in marketing? But with the right Customer Relationship Management (CRM) solution, you can optimize your marketing to suit the unique needs of every customer, just like you might in a small independent business. When people refer to CRM, they’re usually referencing the software. What is CRM?

Marketing 171

Marketing SugarCRM CRM Lead Rank 171

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? Reps told me they didn’t need to have sales conversations. The phone works. INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. And we’ve got examples. What is a BASHO Email?

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

MAY 8, 2019

After the event, the video can be used for training and professional development, marketing and sales materials -- the sky’s the limit. Just think of all that valuable content your audience could reference – and you could market – year-round. But it never hurts to go all in and capture everything.

Video 316

Video Strategy Maximizer ROI 316

The Pipeline

SEPTEMBER 21, 2021

While the exact number may vary, people in sales continue to accept the false assertion of an 80/20 world. While one looks at buyer’s state of readiness to buy, you can cross-reference with length of relationship with incumbent provider. When we look at how our friends in Marketing see the world, three simple categories.

Buyer 345

Buyer Demographics Video Territories 345

Zoominfo

JULY 6, 2020

Inbound marketing is worth it in the long run because it provides higher quality leads for sales compared to outbound marketing tactics. Inbound marketing is worth it in the long run because it provides higher quality leads for sales compared to outbound marketing tactics. A Guide To Marketing Automation.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Sales 2.0

OCTOBER 23, 2023

One of the areas of complex sales that I have seen soak up tons of time from entrepreneurs and senior salespeople over my years is writing proposals. As a [Your Position] at [Your Company’s Name and what it does], I’m often tasked with drafting sales proposals to potential clients. I fed this prompt into ChatGPT 3.5

Proposal 221

Proposal Social Media Media Decision Maker 221

Sales 2.0

JULY 17, 2019

If you run a small company, you usually end up being one of your company’s early sales people. I graduated from Wharton’s MBA program in 1993 and had no sales training at all. Along the way I read every sales book I could find and then over time became friendly with many of the authors. Closing is easy. Baylor University.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

MARCH 24, 2021

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. However, if that data isn’t clean, your marketing and sales efforts take a hit. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools.

Data 251

Data B2B Churn Buyer Persona 251

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Inbound lead generation is a part of inbound marketing. Broadly speaking, an inbound lead refers to any prospect who personally reaches out to a brand to learn more.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. The stock market rose to unheard-of levels, and unemployment was lower than ever.

Referrals 326

Referrals Cold Calling How To Call-back 326

Sales 2.0

AUGUST 15, 2022

I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”.

Hiring 195

Hiring Hubspot Inbound Forecasting 195

No More Cold Calling

AUGUST 22, 2024

Referrals solve the key problems that modern sales leaders face. But that growth stalls when your sales team isn’t booking enough meetings, generating qualified leads, or building a reliable pipeline. Top CRO Challenges What stands in the way of sales growth and keeps CROs up at night? Marketing is not the answer.

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

Zoominfo

APRIL 21, 2021

Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads. Understanding hyper-specific terms and key performance indicators is the first step — then you should incorporate prospects’ pain points into your sales strategy.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

No More Cold Calling

DECEMBER 10, 2020

I was appalled when listening to a podcast on marketing, and the interviewee said: “Explain it so your grandmother would understand.”. This isn’t the first time I’ve heard the grandmother reference. Let’s reach across generations: Hire a grandmother to speak at your virtual sales kickoff or next sales meeting.

Face-to-face 421

Face-to-face Motivation Hiring Guidelines 421