DiscoverOrg Sales

JULY 10, 2018

If you’re dealing with an objection, congratulations! shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. I love objections.

Objections 243

Objections Buyer Persona Study Decision Maker 243

Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Four Ways to Establish Value in the Face of Price Objections. Keep reading. Ask questions.

Objections 239

Objections Case Study Face-to-face Study 239

The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. The murky fluid nature of the grey that is human emotion, clouds objectivity, suppresses logic and nullifies many conclusions derived from reams and mountains of data.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. ” Most Common Sales Objections. How Do You Overcome Sales Objections?

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Vengreso

OCTOBER 18, 2024

This case sounds all too familiar—sales objections are quite common. However, it takes strategic rebuttals to address these objections and effective strategies to achieve sales success. So, how do you overcome sales objections during the negotiation process? What are sales objections? Hence, the sales objections!

Objections 66

Objections Hiring How To Negotiation 66

Allego

JANUARY 23, 2025

Common sales objections like those are a naturaland inevitablepart of the sales process. But heres the truth: objections arent deal killers. In fact, such common sales objections can be your greatest ally. A recent study revealed that addressing sales objections head-on can increase win rates by nearly 30%.

Objections 62

Objections Handbook Cold Calling How To 62

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Allego

NOVEMBER 14, 2024

Yet, many still rely on learning management system (LMS) software designed for basic, classroom-style training. In this post, we’ll explore the difference between a sales enablement platform vs. LMS software. With that type of software, top reps can train, prepare, and grow every day—without having to switch tools.

Sales Enablement 62

Sales Enablement Software Software System 62

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

The Sales Hunter

JUNE 25, 2019

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Focus on prospecting with the people who align closest to your perfect customer.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. They maintain the same speech rate before and after the objection.

Objections 139

Objections Case Study Face-to-face Coaching 139

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

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. We recommend focusing on software that was created specifically for modern sales teams.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI

APRIL 27, 2021

26 Top Sales Software to Drive Growth in 2021. The pace of innovation in the Sales Software market is accelerating. Top Sales Software. Your objective may be to onboard new salespeople quickly. This year’s award recipients include top sales software that can help with all the above.

Software 143

Software Software Lead Rank InsideView 143

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Integration: Tools that integrate smoothly with existing Salesforce workflows, minimizing disruption.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

DECEMBER 15, 2020

It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Prospects typically get countless cold calls reaching for sale — so you still have to stand out from the (auditory) crowd. Organize Prospect Info by Building a Database from Scratch. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Zoominfo

JULY 13, 2021

It is consistently ranked as one of the most-loved software products, and it was recently named the number one provider in Conversation Intelligence by Trust Radius. Every piece of software that we build or acquire sits firmly on top of our world-class data foundation. PART I: How the Acquisition of Chorus.ai Advances our Vision.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Zoominfo

FEBRUARY 26, 2021

We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities. Sales automation tools are types of software that enables companies to automate the sales process.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Zoominfo

MARCH 4, 2021

Prospecting. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. It’s when prospects should be convinced that your product or service will resolve their challenges. Plan for every type of sales objection. Qualification.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Pipeline

MARCH 2, 2025

Construction CRM software is essential for managing people, projects, and processes in the industry. Whether you’re in roofing, plumbing, or expanding into new services like gutters or commercial projects, having adaptable software ensures smooth transitions and prevents costly disruptions.

Construction 52

Construction CRM Software Software 52

Zoominfo

FEBRUARY 6, 2023

From writing emails, to creating phone scripts and handling objections, it’s clear that AI tools based on large language models can be used in every stage of the sales process. How to Write Sales Prospecting Emails Using ChatGPT One advantage of ChatGPT is that it can iterate on what it’s already produced. Here are some examples.

Prospecting 130

Prospecting Cold Calling Banking Scale 130

Zoominfo

MARCH 13, 2025

To put these plans into action, Smartsheet needed a way to better segment its audience and target high-intent prospects while ensuring marketing and sales alignment. Automatic enrichment of data from high-intent prospects. Without ZoomInfo, it would be extremely difficult if not impossible to achieve our business objectives.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

Zoominfo

FEBRUARY 10, 2021

Telling your stories and the stories of others humanizes your selling and makes connections with prospects more meaningful (and productive). Your prospects Are Wired for Storytelling. And that makes sales pitches more engaging – for both you and your prospects. Get Your Prospect’s Attention (and Hold It).

Examples 246

Examples Case Study Face-to-face Study 246

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Jeffrey Gitomer

JANUARY 14, 2019

Get the prospect interested. Keep your eye on the prize – never lose sight of your objective no matter where the call goes. Know your objective and the purpose of your call before you start- to appoint, to inform, to question, to talk to a certain person, to sell. Select likely target prospects. – Make them laugh.

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

Hubspot Sales

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. This requires a deep understanding of their business needs and objectives. As a rep, youll need to engage in meaningful conversations to uncover what truly matters to prospects and tailor your pitch accordingly. So, the first hurdle?

Face-to-face 87

Face-to-face Sales Methodology Lead Rank Buyer 87

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

Sales and Marketing Management

MARCH 11, 2019

The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be. Overcoming pain points: Sales also has data about what went wrong during a sale: the pain points, objections, and stalls.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. This is their definable, objective goal.

Examples 113

Examples Strategy Hubspot How To 113

Zoominfo

AUGUST 31, 2020

“It’s imperative to continually listen to what customers are saying , putting yourselves in the customers’ shoes and thinking of ways to better enable them,” Craig Williams, chief information officer at networking software company Ciena, told IDG Connect. Technology : Sales intelligence platforms and buyer intent software.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Vengreso

JANUARY 6, 2025

With tools like Vengreso’s FlyMSG.io a productivity booster for sales engagement and prospecting aligning sales metrics has never been easier. This guide will walk you through the process of effectively syncing your sales performance metrics with your business objectives, ensuring both productivity and growth.

Lead Rank 68

Lead Rank Lead Scoring How To Top of Funnel 68

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. This scenario appears in industries like construction, engineering, software licensing, and more. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED.

Customer 82

Customer Licensing Proposal Government 82

Hubspot Sales

SEPTEMBER 4, 2024

If you’re looking for CRM (Customer Relationship Management) software for your startup, a third-party review website like G2.com To help you evaluate your options, I reviewed a range of CRM software and identified the best ones. For instance, HubSpot CRM lets you set object-specific permissions (e.g., The result?

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

Hubspot Sales

SEPTEMBER 29, 2023

Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. This software helps you track your team’s performance with HubSpot’s conversation AI that automatically captures voice data in your CRM. Pricing: Essential, Plus, and Ultimate tiers are offered.

Sales Coaching 115

Sales Coaching Software Software Coaching 115

Hubspot Sales

MARCH 13, 2025

Ideally, these calculations should be done every month, and using a forecasting software can simplify this step. But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep. Misaligned sales activities.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Zoominfo

MAY 25, 2021

Harvard Business Review foretold this problem in that old article, noting that installing and using automation tools “requires expertise in technology (computers, data communications, and software) as well as in marketing and sales.”. One side deployed code; the other deployed prospecting campaigns. “On

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252