Pipeliner

JULY 8, 2020

As the country starts to open up again, sales teams around the country are tentatively reaching out to customers to test their receptiveness. Whether it’s a salesperson on a shopping floor or sales executive on the brink of making a deal of a lifetime, salespeople rely heavily on one-on-one interactions with potential customers.

Skype 96

Skype Decision Maker Analysis Smart Company 96

Sales Hacker

NOVEMBER 21, 2019

Companies that prepare for and embrace the changes AI brings will thrive. Sales is traditionally a people-to-people business, but technologies like artificial intelligence are making expert sellers rethink the balance between human and machine. The need for automation in sales. The potential future of AI for sales.

Ideal Customer Profile 103

Ideal Customer Profile How To Churn Face-to-face 103

Zoominfo

OCTOBER 4, 2019

But, in the rapidly changing sales and marketing landscape, it’s important to challenge the status quo. Enter, B2P (business-to-person) sales and marketing. In recent years, we’ve seen B2C companies embrace more grassroots-style branding through personalized messaging that zeroes in on the qualities of individual consumers.

B2C 100

B2C B2B Marketing Lead Rank 100

Partners in Excellence

APRIL 13, 2018

Or a job change, a restructuring, any number of things give me clues of areas where clients and prospects may be struggling, that I can help. I just got my first “SMART Company Brief” from DecisionLink. It provides an in depth analysis of the company, including things like: Fast facts on them and their performance.

Smart Company 69

Smart Company Analysis Face-to-face Competition 69

Sales Hacker

AUGUST 28, 2018

In the world of B2B sales, the conventional thinking has become especially stark. Post-sale, the numbers were equally stark. Given the growing importance of customer experience in today’s market, as well as the increased complexity of many B2B sales cycles , these numbers are a significant red flag. Still Thinking B2B vs. B2C?

Buyer 89

Buyer B2B B2C Survey 89

Cience

DECEMBER 1, 2020

Your customers are one of your company’s most important assets. Although new sales are important, smart companies also focus on retention. Source: Bain & Company. Smart companies work proactively to make their customers feel seen and heard. That’s where sales and marketing automation comes in.

Retention 96

Retention Webinar Metrics CRM Ideal Customer Profile 96

Crunchbase

NOVEMBER 17, 2022

Any company involved in selling needs to decide where to center its efforts: outbound or inbound sales. Balancing outbound selling and inbound selling will enable you to prep your sales team to deliver the right strategies at the right moment. What are outbound sales? What are inbound sales?

Inbound 52

Inbound Outbound Ideal Customer Profile Strategy 52

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Smart Company 54

Smart Company Customer Leads Marketing Qualified Lead 54

MarketJoy

NOVEMBER 18, 2024

How Smart Companies Are Slashing Acquisition Costs by 50% Savvy businesses have moved beyond the spray and pray approach to marketing. By using tools like intent data and behavioral analytics, these companies focus on high-intent prospects who are actively looking for solutions, maximizing their return on marketing investment (ROI).

Cost per Acquisition 52

Cost per Acquisition Intent Data Sales Qualified Lead Intent 52

SBI

JUNE 10, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Decision makers know there’s no silver bullet to increase sales.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

The Brooks Group

APRIL 23, 2014

To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. The 8 Components Of A Best-In-Class Sales Management Process. Recruitment – Regardless of industry, recruiting top sales performers is the very cornerstone of any sales management process.

Hiring 40

Hiring Sales Management Smart Company Construction 40

The Brooks Group

AUGUST 10, 2012

It's part of a series of webinars celebrating this, our 35th year in the Sales Training Business. But, we've all run into those RFPs where the opportunity to connect with a prospect is limited (if not impossible). Instead find qualified prospects to work with. Sales Performance Improvement

How To 40

How To Proposal Decision Maker Webinar Metrics 40

Cincom Smart Selling

MAY 8, 2024

Smart companies research target audiences thoroughly in order to tailor messaging: Develop specific persona profiles exploring both demographics and psychographics of ideal customers Identify optimal communication channels—email, web, mobile, etc. Clear, relevant communication is crucial for any company.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Customer Scale 62

Factor 8

AUGUST 8, 2019

If you’re growing or starting up a team, you’re wise to spend time researching the type of rep that will best suit your sales process, talent pool, and customer preferences. And if you’re researching roles in sales, even better. Let’s dig in – starting with the top of the sales funnel or beginning of the buying process.

Inside Sales 31

Inside Sales Hiring Lead Rank Top of Funnel 31

Sales Hacker

JUNE 16, 2020

This week on the Sales Hacker podcast, we speak with Dr. Gleb Tsipursky , an internationally recognized thought leader known as the disaster avoidance. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time. Subscribe to the Sales Hacker Podcast.

Government 100

Government Call-back Real Estate Face-to-face 100

Your Sales Management Guru

OCTOBER 13, 2015

But one area where additional improvements still can be made is the sales organization. Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. They often lack both a strategic and tactical sales plan.

Revenue 40

Revenue Hiring System Case Study 40

Sales Hacker

JUNE 23, 2020

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Subscribe to the Sales Hacker Podcast. Sam Jacobs: Hey everybody, welcome to the Sales Hacker Podcast. Sales teams have had to quickly adapt to a new normal.

Customer 79

Customer Churn Lead Rank Scale 79

Sales Hacker

JULY 16, 2020

Smart companies, and sales professionals, are leveraging their integration ecosystems to create more sales deals and attract higher valuations. Notice this part of the Axios article: “The two companies first began talking prior to the pandemic, although that was more about a partnership than an acquisition.”.

Top of Funnel 126

Top of Funnel Pipeline Scale Funnel 126

MarketJoy

NOVEMBER 18, 2024

How Smart Companies Are Slashing Acquisition Costs by 50% Savvy businesses have moved beyond the “spray and pray” approach to marketing. By using tools like intent data and behavioral analytics, these companies focus on high-intent prospects who are actively looking for solutions, maximizing their return on marketing investment (ROI).

Cost per Acquisition 98

Cost per Acquisition Intent Data Sales Qualified Lead Intent 98

DiscoverOrg Sales

AUGUST 24, 2017

Each acronym provides the building block at a company’s inception to describe their mission statement, target market, and product. Sales and marketing departments live and die by their ability to grasp these concepts, and a company’s success hinges an identifying the target market within each audience. But even this is changing.

B2B 186

B2B B2C Buyer Persona Social Media 186