Understanding the Sales Force

FEBRUARY 28, 2024

Are the opportunities made of gold bullions or lumps of coal? This week, my team had two reactions to a client’s pipeline report. ” When there are multiple reactions, the final impression is only as strong as the worst reaction so the data in this pipeline report gets a strong No. What’s in your pipeline?

Pipeline 177

Pipeline Opportunity Decision Maker Top of Funnel 177

Zoominfo

SEPTEMBER 17, 2024

Sellers who fuel their sales process with advanced signals and the latest AI tools create twice the opportunities as their counterparts, save up to 10 hours per week on time-consuming administrative tasks, and improve productivity by 60%. The advantage is clear. How do they do it? That’s a good signal for us.

Hiring 214

Hiring Data Prospecting Lead Rank 214

SBI Growth

APRIL 25, 2024

But with Q1 2024 going by without much issue, it seems like the perfect opportunity for business leaders to accelerate growth and capitalize on new opportunities. For much of 2023, volatile markets and unforeseen challenges held CEOs back from executing aggressive value creation plans.

Report 177

Report Marketing Opportunity Research 177

SBI Growth

MAY 9, 2024

Yet from our observations, it seems like CEOs have gotten their strategy, operating model, and product fit right, providing them with the perfect opportunity to capture their value creation goals. To make 2024 a significant year for growth, CEOs have many factors to consider before making their next move.

Report 177

Report Opportunity Strategy 177

Sales 2.0

DECEMBER 17, 2024

I am continuing to report on findings from my new sales project. I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. The project has already thrown up a few reminders I see time-and-time-again in the sales world.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

DiscoverOrg Sales

AUGUST 7, 2018

With visibility limited to digital behavior tracked on your own corporate website, lead and account scoring provides a purview to a fraction of the opportunities developing all around. Demand Gen Report, 2016). Identifying and acting on Intent data from B2B buyers represents a huge opportunity for forward-thinking companies.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Zoominfo

AUGUST 6, 2024

ZoomInfo Copilot users are already reporting major improvements in their prospecting efforts: 65% report that Copilot has improved their ability to pinpoint the optimal time to engage with accounts. Users overall report a 60% boost in productivity thanks to Copilot.

Scale 130

Scale Buyer Intent Intent Data Intent 130

Nutshell

NOVEMBER 26, 2024

Set up tracking and reporting Use affiliate management software to track your affiliates’ performance, monitor sales, and manage commission payouts. Here are a few valuable tools to consider for effective affiliate management: Affiliate tracking and reporting Implement automated tracking of affiliate sales, clicks, and conversions.

Commission 117

Commission How To Promotion Campaigns 117

Understanding the Sales Force

OCTOBER 13, 2024

When Moses reported back to God, God debriefed Moses and then coached him again. For those who sell by phone, technology has made it possible for sales leaders to listen to any sales call at any time, and to identify the moments, messages, timing, and missed opportunities from sales conversations.

Coaching 194

Coaching Hiring Scale Sales Leadership 194

Hubspot Sales

JANUARY 14, 2025

Every interaction with a prospect is an opportunity, and sales champions dont just know this, but they make the most of it. This forward-thinking mindset often involves introducing additional resources, offering post-sale support, even proactively identifying opportunities to enhance the client experience for a prospect.

Data 111

Data Hubspot Negotiation B2B 111

Zoominfo

JULY 23, 2024

Key takeaway : The new year brings new opportunities. Specifically, the day with the highest reported OOO rates in 2023 was December 27, the Wednesday between Christmas and New Year’s. But watch out for absent prospects as March draws close. Really focus on nailing your prospecting down before they start to take off.

Analysis 130

Analysis Trends Campaigns Outbound 130

Hubspot Sales

DECEMBER 20, 2024

Over on Trends , our community members have front-row seats to predictions and analysis on future business opportunities. We find surprising opportunities that exist right now. Look to journalism and research reports, subreddits, Keywords Everywhere, and Ahrefs 2. We do not predict the future, says Trends analyst Ethan Brooks.

Trends 104

Trends How To Journal Analysis 104

Understanding the Sales Force

AUGUST 31, 2024

The point is that chasing your tail – whether gardening or selling – is a giant waste of time. On the gardening side, I gave up on the old technology – a coaxial cable that wasn’t buried deep enough in the ground, and upgraded to the Halo collar which uses GPS and a geofence to keep Dinger safe.

Cold Calling 316

Cold Calling Call-back Follow-up Proposal 316

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

Zoominfo

DECEMBER 11, 2024

We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals. Senior Job Posting Signals Leadership changes at target accounts can signal new opportunities for engagement and ways to step ahead of the competition.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Partners in Excellence

NOVEMBER 18, 2024

And, of course, as long as these sellers win 15-20% of the opportunities they compete for, they are happy! ” Of course, it would be silly of me to talk about the massive opportunity cost to this revelatory mindset. They don’t have to find more opportunities, they just have to find more of those they have already qualified.

Customer 127

Customer Outbound Revelation Discount 127

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? The partnership didnt end there.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

No More Cold Calling

DECEMBER 6, 2019

According to this LinkedIn report : “In the old days, sales prospecting consisted of cold calling, dropins, daily meetings and networking over lunch: Basically putting yourself in front of a lead at every opportunity. It’s a treasure trove of research opportunities and a way to get your brand in front of your buyers.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Sales Hacker Training

NOVEMBER 22, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. HG Insights has been writing market reports for years as the pioneer of tech adoption and market insights and is trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

Hubspot Sales

JANUARY 16, 2025

Small Business Administration reports that poorly managed inventory is a leading cause of small business failure. Additionally, theres an opportunity cost the money tied up in excess inventory could have been spent on more profitable items. Accurate Tax Reporting For tax purposes, unsold inventory is considered an asset.

NetSuite 104

NetSuite Chemicals Retail Software 104

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Geotargeting: There’s probably a geographical component to the sales data, including customer locations, opportunities for travel, events, and trade shows. But today’s customer journey has gotten more complex.

CRM 289

CRM Lead Rank Lead Scoring Data 289

No More Cold Calling

JULY 13, 2021

The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. He explains: “When salespeople successfully reach the actual decision makers, opportunities move through the pipeline and reach the closable stage, often resulting in a win.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Partners in Excellence

DECEMBER 31, 2024

That goes against the current trend in dashboards and reporting. Each of us has a goal for these, reporting them each week. With these three focus areas, we know we are doing enough to generate the volume of opportunities to feed our pipelines. We thought we might be losing revenue growth opportunities by being too restrictive.

Ideal Customer Profile 127

Ideal Customer Profile Top of Funnel Pipeline Lead Rank 127

Sales and Marketing Management

SEPTEMBER 28, 2020

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. There are many challenges ahead, but there is an opportunity to emerge from the crisis stronger than before. Assertive businesses have taken the lead and have handled the crisis with resilience.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Pipeliner

NOVEMBER 8, 2024

The combination of AI and human agents is transforming the inbound sales call centre landscape, creating new opportunities for businesses to engage customers, enhance personalization and drive sales. According to a study by McKinsey, businesses that use AI to streamline sales processes report a 40% increase in productivity.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

Steven Rosen

APRIL 15, 2021

The Head office should prepare any sales report or dashboard. I believe that this is a lost opportunity. If management wants to build a performance-based organization, there are opportunities to use the quarterly business review to reach even higher performance levels. How would you address that opportunity?

Territories 336

Territories Quota Coaching Sales 336

Vengreso

NOVEMBER 19, 2024

Moreover, the scalability of AI sales assistant software allows it to grow alongside your business, handling large volumes of data effortlessly and adapting to new challenges and opportunities. This past year, organizations utilizing AI tools for sales report an uptick in business leads and appointments by around 50%.

Software 115

Software Software Scale Sales Qualified Lead 115

Sales Hacker

NOVEMBER 15, 2024

That’s why HG Insights created The Next Generation of Sales AI report — to calm the FOMO and help you bring AI to your GTM teams. HG Insights has been writing market reports for years as the pioneer of tech adoption and market insights and is trusted by GTM leaders at the likes of Snowflake Five9 and Google Cloud to improve GTM efficiency.

Outsourcing Services 111

Outsourcing Services Scale Cold Calling Hiring 111

Sales and Marketing Management

NOVEMBER 11, 2020

Freeman Event Research reports that some are pushing boundaries and reimagining virtual events in useful, unusual, and offbeat ways. Some organizers are rethinking the value of an event completely, bundling in perks and extras like consulting services, one-on-one coaching, and year-round opportunities for education and networking.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

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

FEBRUARY 23, 2022

It is important that you focus your time here instead of on clearing your email inbox or making reports that look nice and pretty. Observe what they’re doing well and focus on what are their opportunities for improvement. Get out of your office and start coaching your team.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Understanding the Sales Force

FEBRUARY 25, 2024

The people they report to, Senior Sales Leadership, either Sales VPs, CROs or CSOs, aren’t providing the time, framework, incentive, motivation, guidelines, expectations or requirements for Sales Managers to coach. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Is it to challenge them?

Coaching 347

Coaching Guidelines Margin Incentives 347

Sales and Marketing Management

DECEMBER 16, 2019

That person should not be the president, CEO or owner, but someone who reports directly to them. . . Their standard of living typically doesn’t afford them the opportunity to fly first class, stay at five-star resorts, drive a luxury automobile or enjoy other high-end experiences. Why Employees Often Lack Customer Empathy .

Company 423

Company Customer Insurance Insurance 423

Zoominfo

FEBRUARY 8, 2021

For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic. Companies Digitize, Investors See Opportunity in B2B Tech. Looking back on 2020, it surprised some to see that VC funding remained strong despite economic, social, and political uncertainty.

Trends 230

Trends Trade Show Retail B2B 230

Steven Rosen

NOVEMBER 7, 2022

Developing a monthly tracking and reporting system to provide feedback on how each team member is doing against their CSFs helps keep things real. To conclude the process, I recommend a quarterly review meeting focused on opportunities and ways to improve, drive better execution and crush your sales numbers month over month!

Strategy 380

Strategy Call-back Objections Forecasting 380

The Pipeline

AUGUST 5, 2021

cloudingo.com, The Salesforce User’s Benchmark Report) With feedback like that, how can you confidently go forth and hope to win? But more important, is the ongoing communication with evolving opportunities over time, or what I call “buyers in the making.” This could explain why many hide their CRM behind an “engagement” tool or layer.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Sales and Marketing Management

MAY 20, 2019

As executive assistant Kristina Charneki explains, Hodges-Mace’s “Smarter Choices” program for its employees focuses on enhancing not only workers’ physical well-being, but their financial health as well as a sense of belonging to the greater community through volunteer opportunities. The motivation is not purely altruistic.

ROI 257

ROI Incentives Incentive Study 257