Understanding the Sales Force

JANUARY 18, 2025

Treat that appointment as you would a sales call and don’t cancel it or reschedule it. For example, keeping the math simple, if you need to close $100,000/month in new business, you have a win rate of 50%, and your average sale is $25,000, then you must close 1 sale per week. To funnel (see what I did there?)

Quota 331

Quota Top of Funnel How To Cancellation 331

Zoominfo

JANUARY 24, 2025

For todays sales teams, data and signals are the foundation for smarter strategies, better decisions, and consistent growth. From identifying high-performing reps to forecasting future revenue, this technology provides the clarity sales leaders need to drive results. What is Sales Analytics Software?

Analytics 246

Analytics Software Software Tools 246

Understanding the Sales Force

MARCH 31, 2025

Even the people who provide the services promising inbound leads, meetings, and sales increases are struggling to generate inbound leads! Today, there is only one effective, manageable and controllable way to quickly build a quality sales pipeline. It’s April Fools every day! It’s true. And that’s the problem.

Pipeline 188

Pipeline How To Cold Calling Inbound 188

Zoominfo

OCTOBER 24, 2024

And in the age of AI-assisted sales, what was once a long process of research, targeting, and crafting outreach has now become remarkably fast. But today’s top AI sales assistants don’t just help sales teams work faster — with the right data, AI helps sellers make smarter decisions. What is AI Sales Assistant Software?

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Software Software Tools Hubspot 211

Understanding the Sales Force

OCTOBER 19, 2024

My latest sales epiphany happened while I was watching Friday’s American League Championship Series game between the Yankees and the Guardians. And because this is my brain, this article is actually about sales, not baseball! Huge opportunity? Important opportunity? Like Sales Leaders should worry. [A

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Epiphany Real Estate Face-to-face Coaching 188

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting. That would be 200 dials for 1 new meetings booked – per week.

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Pipeline Follow-up Conversion Outbound 188

Zoominfo

OCTOBER 31, 2024

It’s also raising big questions about the future of the sales profession — including lingering worries that many sales jobs could soon be replaced by machines. According to several top sales experts, it’s not quite that simple. This is what takes your sales process to the next level,” Frattini says.

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Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

SEPTEMBER 17, 2024

Instead of waiting until buyers are clearly in-market, sales teams now can rely on a layered, AI-fueled analysis of multiple high-value signals to zero in on prospects who are strong fits for their product or service but not yet showing classic signs of interest. They can’t get the sales, the pipeline isn’t moving.

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Hiring Data Prospecting Lead Rank 214

Understanding the Sales Force

JANUARY 15, 2025

Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). How is it that in 2024, people are still hailing BANT as some kind of relevant and beneficial sales tool?

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Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

No More Cold Calling

MARCH 30, 2025

She had the intelligence, credentials, and ambition, yet the opportunities simply werent there. She didnt get the job she deserved, but she made sure her daughters had opportunities she never had. My mother didnt get her dream job, but she made sure her daughters had every opportunity. I guess that was okay by then.)

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Licensing Hiring Call-back Cold Calling 296

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

Sales 2.0

MARCH 31, 2025

Often when were talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they close. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy. Sales is a tough gig and its not getting any easier.

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Follow-up Gatekeeper Call-back Up-Sell 195

Zoominfo

AUGUST 8, 2024

Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%. They’re also adding more enablement, training, and AI resources,” sales coach Collin Cadmus says. ZoomInfo Copilot Chat can help frontline sales teams get up to speed rapidly in a variety of scenarios.

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Churn Face-to-face How To Buyer Intent 130

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. Social sellers do their homework, using their LinkedIn networks to gain insights, build sales trust , and make connections. The second you respond, you get a generic sales pitch.

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Referrals Social Selling Networking LinkedIn 177

Understanding the Sales Force

JANUARY 9, 2025

I’ve had the opportunity to meet some through chance encounters and when I was in the music industry in the late 70’s and early 80’s, it was arranged for me to meet many star musicians. If you play your cards right, follow the sales process and use a consultative approach, they may not need to talk with anyone else!

Airlines 173

Airlines Decision Maker Call-back Vendor 173

Understanding the Sales Force

NOVEMBER 23, 2024

This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. Make your sales team biblical and do God’s work.

Comparison 173

Comparison Exact Follow-up Call-back 173

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. Sendoso turned to ZoomInfo as a single source of truth for: TAM analysis to prioritize the most valuable expansion opportunities, particularly in the UK.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

JANUARY 13, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know AI isnt a magic wand that can close deals for you.

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Lead Rank Lead Scoring Conversion Prospecting 130

The Center for Sales Strategy

OCTOBER 10, 2024

In marketing, businesses often struggle to align their SEO efforts and sales objectives, leading to missed opportunities. However, by integrating SEO strategies with the sales funnel through a thoughtful content strategy, companies can attract high-quality leads and improve conversion rates.

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Top of Funnel Funnel Strategy Analytics 122

Zoominfo

NOVEMBER 7, 2024

ZoomInfo’s new integration with Clari Groove helps sales teams automatically sync contacts between ZoomInfo, Salesforce, and Groove Flows — seamlessly bridging the gap between lead identification and engagement. Go-to-market teams are constantly looking for integrated solutions that can help them work faster, smarter, and more effectively.

Lead Management 147

Lead Management Marketing Qualified Lead Leads SalesForce 147

No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Hope isnt a strategy.

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Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

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Sales Tools Tools B2B Lead Rank 130

Zoominfo

JANUARY 30, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. But savvy sales leaders know that AI isnt a magic wand that can close deals for you.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Anthony Cole Training

NOVEMBER 22, 2024

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team. Companies want to know:

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Sales Process CRM Pipeline Opportunity 285

Zoominfo

AUGUST 20, 2024

Believe it or not, two of the least likely allies in a B2B company – sales and compliance – can successfully work together to achieve a harmony that benefits both internal stakeholders and customers. Sales teams often achieve this by showcasing features and functionalities that they think customers want and value.

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Fashion Promotion Discount Vendor 130

Pipeliner

NOVEMBER 24, 2024

The conversation delved into the evolution of sales strategies in response to changing buyer behavior, particularly in the wake of the COVID-19 pandemic and the rise of artificial intelligence. This blog post will break down the key insights and actionable advice shared by Wes, focusing on his five proven steps to making every sale.

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Video Strategy Top of Funnel Direct Mail 116

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

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Hiring Lead Rank Lead Scoring Compensation 352

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Balancing Quality and Speed: Sales teams often struggle to balance quality with pipeline velocity.

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Pipeline Face-to-face Compensation Sales Qualified Lead 98

Hubspot Sales

DECEMBER 2, 2024

Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. Q4 Sales Strategies 1. Incentivize performance with contests and rewards.

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Incentive Incentives Intent Closing 98

SMEI

NOVEMBER 21, 2024

Unlocking the Potential of Bluesky Social for Sales and Marketing Professionals The digital landscape is changing, and platforms like Bluesky Social are transforming how brands connect with their audiences.

Marketing 149

Marketing Campaigns Promotion Consumer 149