The Pipeline

MARCH 5, 2020

Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product. Sales Scrum was created for individuals in sales, marketing, and related disciplines. By Tibor Shanto.

Lead Scoring 383

Lead Scoring Lead Rank Buyer Relationals 383

Zoominfo

AUGUST 8, 2024

Using ZoomInfo Copilot Chat: Renewals, Upselling, and Cross-selling Reps focused on renewal business must be able to quickly identify what’s working well for specific customers, as well as potential areas of opportunity — for both buyer and seller. Which website pages are receiving the most traffic from this account?

Churn 130

Churn Face-to-face How To Buyer Intent 130

Sales 2.0

DECEMBER 17, 2024

I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. I found a few clues from the odd call note and the salespersons name attached to certain contacts in the CRM; however, nothing that would represent an opportunity ripe for closing.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. For me an opportunity to validate an approach most mismanage, and I normally avoid. Go on the offence, that label and actions related to it, seems to confuse people. By Tibor Shanto. Great exercise, more companies should follow their lead.

Data 368

Data Objections ACT Lead Scoring 368

Hubspot Sales

NOVEMBER 12, 2024

To help you out on that front, we here at The HubSpot Sales Blog — the Internet's definitive, ultimate, unimpeachably authoritative authority on all things sales-related and sales-adjacent — tapped some experts for strategies they use to get an unresponsive prospect talking again. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

The Pipeline

AUGUST 5, 2021

One proven way is to use analogies from different yet relatable practices. But more important, is the ongoing communication with evolving opportunities over time, or what I call “buyers in the making.” Not product related, but objective, outcome and impact based. We need to communicate things related to that.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

The Pipeline

JUNE 18, 2020

The real problem is the lack of time, but a lack of viable opportunities and deals. If your pipeline was running over the brim with opportunities, you could care less how long it takes to close. The few opportunities in most pipelines have plenty of room to properly social distance. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. Can you relate? You must use these meetings to learn what is working, create new opportunities, and focus on improving your execution. The formula for business success combines great strategy and effective strategy execution. Have the right team in place.

Strategy 408

Strategy Scale Objections Maximizer 408

The Pipeline

MARCH 3, 2020

Focused on success, their own and the clients, the two are inextricable, good sellers evolve with the opportunities. The fact that there is an opportunity to help them with that is your opportunity to drive change on your team. Getting rid of the old ways brings light and clarity. Continuous.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

Zoominfo

FEBRUARY 24, 2025

And while these strategies are tried and true, they leave a critical opportunity untapped: latent demand. Savvy GTM orgs can continue using traditional and effective demand gen methods while also leveraging this powerful latent-demand intelligence to reveal untapped sales and marketing opportunities. Lets see how.

Demand Generation Agencies 130

Demand Generation Agencies Lead Rank Ideal Customer Profile Scale 130

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. Similarly, in many businesses, customer-facing employees can’t relate to their customers. First, most frontline employees don’t know what “world-class” looks like.

Company 423

Company Customer Insurance Insurance 423

Understanding the Sales Force

NOVEMBER 15, 2024

When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. When prospecting doesn’t take place on a daily basis, salespeople fail to build their pipelines.

Prospecting 177

Prospecting Incentive Incentives Cold Calling 177

Zoominfo

FEBRUARY 28, 2025

Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. ZoomInfo is already helping GTM leaders bridge these gaps and seize the opportunities their competitors are missing. Bottom line?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Pipeliner

JANUARY 24, 2025

However, its wise to realize their issues, which often relate to jealousy. Intriguing Ideas for Greater Brand Recognition Share snippets related to your ideas in your online posts to see if more people notice. Inquire of employees if they have concerns about any safety-related factors. Never underestimate your novel ideas.

Travel 126

Travel Face-to-face Social Media Relationals 126

Hubspot Sales

JULY 30, 2024

Only 26% said their primary motivation was following a business they were passionate about or a unique opportunity. The most common pain points entrepreneurs experience are finance-related. Most entrepreneurs see growing a customer base as the biggest opportunity they have in the next year. 16% wanted more income.

Survey 105

Survey Report Hiring Social Media 105

Zoominfo

JANUARY 16, 2025

Understanding Intent Data: From Noise to Opportunity Intent data is a familiar concept to marketers, but it has evolved significantly in the past several years. Need-Based Signals : These show active research behaviors, such as downloading content related to solutions.

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

The Pipeline

JUNE 17, 2021

It relates directly to how goals, targets and quotas are set and hit. There is something amazing about working out where the most significant areas of improvement and opportunity are, setting a goal that is ambitious and then focusing on that. I am proposing that you make it safe to miss a sales target. Hear me out.

Top of Funnel 352

Top of Funnel Quota Proposal Lead Rank 352

Sales Gravy

NOVEMBER 14, 2024

. – VIP and Exclusive Gatherings: DrinkCurious organizes exclusive, high-end tastings for VIP clients, offering a tailored, premium experience that enhances client relations and creates unique business opportunities.

Trade Show 98

Trade Show Advertising Advertising Webinar Metrics 98

The Pipeline

JULY 16, 2019

Ask a group of sellers what they sell, and the majority will respond in something related to their deliverable. As long as we continue to define our value in the space between our buyers and us, we will continue to deal with the back end of the opportunity, literally. The Back End. Will, what you’re selling help them do that better?

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Zoominfo

AUGUST 6, 2024

Additional Context: Add specific directions or unique context related to the prospect. We’ve gotten more responses and more opportunities, because we’re reaching more people.” Leverage Sales Signals: Signals are reasons to reach out, giving sellers another way to enhance the relevance and targeting of their emails.

Scale 130

Scale Buyer Intent Intent Data Intent 130

The Pipeline

SEPTEMBER 14, 2021

The opportunity is not to get lost focus on the wrong thing, current problem vs. beneficial future. Even people who do not admit to a need or pain can relate to where they would like to go. Also, having a forward focus allows you to engage with people in pain as well as people who most would describe as Status Quo.

Objections 339

Objections Prospecting Fashion Face-to-face 339

Nutshell

OCTOBER 21, 2024

Importance of cross-selling in business The difference between cross-selling and upselling Identifying cross-selling opportunities Common cross-selling techniques What is cross-selling? Identifying cross-selling opportunities There are various ways in which you can identify cross-selling opportunities in your business.

Loyalty 71

Loyalty Discount Analytics Up-Sell 71

Steven Rosen

JANUARY 16, 2023

Your success is directly related to achieving or exceeding company revenue objectives. They constantly seek new opportunities and are not afraid to take risks to achieve their goals. In 2023 there is a strong possibility that you will be dealing with cost-cutting and lower demand due to recessionary pressures. Things to slow down?

Marketing Qualified Lead 317

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

Smooth Sale

OCTOBER 24, 2024

However, considering unique ideas often sets us apart from the crowded playing field, empowering a standout brand with unforeseen opportunities ahead. Fast ways to spot viral content opportunities. Vunela Provides a unique opportunity to view Videos and read articles by World Leaders. Endless content ideas at your fingertips.

Strategy 131

Strategy Social Media Hiring LinkedIn 131

The Pipeline

JANUARY 28, 2020

If your solution can indeed help prospects facing challenges relating to these processes, it makes more sense to start with those, rather than things they were not thinking about when you called. Better to start with something they can relate. Get In Their Head. What is that?

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Janek Performance Group

DECEMBER 24, 2024

This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. Though customized training comes at a price, cost must be seen in relation to value, what customers receive. Of course, a buyers most common objection is price.

Training 118

Training Hiring How To Retention 118

Hubspot Sales

MARCH 13, 2025

If theres a shortfall, there should be ongoing efforts to find and bring new opportunities into your funnel. Sadly, many of these sellers believe opportunities are much farther along than they actually are. However, the only benefit of focusing on YTD is to realize how much of the mountain is left to be climbed.

Revenue 95

Revenue Meeting Top of Funnel Forecasting 95

Understanding the Sales Force

OCTOBER 9, 2024

We also collaborated with them to build a predictive sales scorecard that would accurately identify the opportunities they are most likely to win as well as those they are most likely to lose. We provided instructions for integrating it into their CRM, and visualized it so that it could be introduced to their sales team.

Hiring 358

Hiring Lead Rank Lead Scoring Compensation 358

Zoominfo

APRIL 23, 2021

ZoomInfo’s Workflows tool ensures that reps can easily automate their plays and ensure that potential sales opportunities don’t fall through the cracks. Triggering event: A sales rep is alerted when a certain company “spikes” in consuming content related to ZoomInfo’s competitors. 3: Competitive displacement play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

MAY 21, 2020

It takes time: researching a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection. Hyper-personalized cold emails are the main tenant of account-based sales approach (related to account-based marketing, or ABM ). When you’re using an account-based strategy.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

The Pipeline

JULY 6, 2021

This has changed the buying process and cycle, but not all related habits. This is an opportunity for sellers to take a leadership role in helping process of helping buyers cope with change. If you go back and look at how purchases unfold, you’ll find buyers are not as confident or clear as they posture.

Buying Cycle 282

Buying Cycle Pipeline Buyer Quota 282

Zoominfo

SEPTEMBER 6, 2023

Professional events can generate loads of opportunities in a very short period. With ZoomInfo Scoops , you can track any funding news or announcements related to these companies. Don’t let good opportunities escape — create a play that can immediately trigger a Slack alert to the account owner when a prospect visits your pricing page.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

Zoominfo

DECEMBER 28, 2020

Opportunity data: These indicate favorable conditions within an organization for a sale, such as company events or leadership changes. Related: How Business Search Behavior has Shifted During the Coronavirus. Re-engage dormant opportunities. Here’s a snapshot of buying signals. How to respond to buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Hubspot Sales

OCTOBER 15, 2024

"For example, if a prospect is struggling with operational inefficiencies, rather than presenting generic efficiency stats, share a case study or a data point that directly relates to their industry and demonstrates how your solution has made a measurable impact on similar companies. Nitin Khanna , President of N3 Business Advisors Inc.

Prospecting 105

Prospecting Case Study Industry Study 105

Zoominfo

NOVEMBER 9, 2020

Related infographic: Ultimate Guide for Sales Outreach in 2020! Related blog: How to Manage Expectations Around Marketing Vanity Metrics. Related blog: What is intent data? In the consideration stage, leads are officially converted to sales qualified opportunities and are viewed as prospective customers. Interest Stage.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

JANUARY 21, 2025

Offer certifications in AI-related competencies such as Advanced CRM Automation or Prompt Engineering for Sales. Real-Time Account Health Dashboards: ZoomInfo feeds engagement and intent data into GPT to create account health dashboards that dynamically assess opportunities and risks.

Hiring 130

Hiring Lead Rank Intent Data Territories 130