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.

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. With that said, cultivating and projecting credibility can be extremely tricky in a sales engagement. Check out what they had to say!

Prospecting 105

Prospecting Case Study Industry Study 105

The Pipeline

FEBRUARY 9, 2021

There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. The view that modern selling is different, the phone is a relic. 31 seconds that make a prospecting call. Some feel too naked talking outcome without set up, but that is the best thing you can do. By Tibor Shanto.

Prospecting 369

Prospecting Real Estate Quota Video 369

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them.

Prospecting 314

Prospecting How To Follow-up Up-Sell 314

The Pipeline

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. The idea is sound, but in many instances leads to less prospecting and an excessive amount of “figuring out.”.

Prospecting 345

Prospecting Cold Calling Video Exact 345

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. When you’re selling you are a steward of a buying process. You can influence when a sale happens, but you cannot overcome the inherent dynamics of how that customer wants to buy.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

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. Steve thought he was a social selling pro, but his first message after connecting with me on LinkedIn proved that he wasnt. What is referral selling?

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

No More Cold Calling

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales 2.0

MARCH 17, 2025

In the Ear of the Beholder One of my roles for this client is to help them sell more complicated services than their salespeople do on a day-to-day basis. This role is somewhat like a sales engineer. I accompany salespeople to meetings where the prospect has an interest in these types of services. Keep up the kaizen!

Engineering 195

Engineering Up-Sell Prospecting Course 195

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. Sales process efficiency. Sales time sucks.

Territories 396

Territories Compensation Scale Decision Maker 396

Sales 2.0

MAY 29, 2020

In the sales domain, this big change has accelerated the trend to digital selling. As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Some of those new digital selling habits will stick. Prospecting.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

Sales 2.0

FEBRUARY 18, 2025

I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling. Ive gotten to the point in this project where I need to start building a list of prospects. Clean up starts I merged both CSV files together and then I used my favorite Excel function Remove Duplicates.

CRM 221

CRM Lead Rank Lead Scoring Leads 221

No More Cold Calling

APRIL 6, 2025

Top sales teams win with referrals. Are you keeping up? Without a referral-first mindset, pipeline uncertainty loomsleading to missed targets, longer sales cycles, missed quotas, and end-of-year panic. Referral selling isnt just a nice-to-have sales strategy. They do trust you when you share close contacts.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

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.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

Prospecting 212

Prospecting Face-to-face Gatekeeper Licensing 212

Sales 2.0

DECEMBER 17, 2024

I am continuing to report on findings from my new sales project. The project has already thrown up a few reminders I see time-and-time-again in the sales world. I am taking over a sales territory from a salesperson that has recently left the clients company. Reminder 2: Sales are driven by the customers.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

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. To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

The Pipeline

MARCH 23, 2021

One way to stand out is to demonstrate to prospects that you not only bring different habits but are willing to change. If you want to lead your prospects to change their buying habits, be a role model. Sales is about changing habits, start with yours. In that context, change is about keeping up and winning.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

Hubspot Sales

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Table of Contents: What is gap selling?

Examples 113

Examples Strategy Hubspot How To 113

The Pipeline

AUGUST 5, 2021

In sales the go to is often sports, and one can understand why. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. It start with how sellers think about time; which is why in sales, time is value not money. By Tibor Shanto. Customer Value Management.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Sales Gravy

FEBRUARY 20, 2025

In sales - especially in product knowledge training - were taught from day one how to pitch, how to present, and how to overcome objections. But too often we forget one of the most basic truths in sales: The more you listen, the more you learn. Silence shutting up and listening is your secret weapon.

Up-Sell 50

Up-Sell Objections Exact ACT 50

Hubspot Sales

AUGUST 26, 2024

I remember it like it was yesterday — I was just starting out in SaaS sales, and I had identified a promising account I wanted to target. I woke up to my alarm clock shattering that fantasy. It’s a time consuming but necessary process, which means mastering the AI sales follow-up can be a game-changer.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Upfront Bonus Steps Challenge yourself to utilize the other side of your typical sales personality.

Prospecting 78

Prospecting Hiring Lead Scoring Lead Rank 78

Zoominfo

FEBRUARY 11, 2025

Sales teams are drowning in tools. For too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. Your sales engagement platform might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. Sell Smarter. The list goes on. The reason?

Strategy 147

Strategy Scale Marketing CRM 147

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. What Are Sales Acceleration Platforms?

Scale 130

Scale SalesForce Analytics Hubspot 130

Zoominfo

AUGUST 6, 2024

Email is a cornerstone of today’s go-to-market strategies, but crafting personalized and relevant messages that truly connect with prospects can be a complex and time-consuming task. Sales Signals Addition: You can enhance the email with insights from Sales Signals such as Scoops or Intent, offering more ways to personalize the outreach.

Scale 130

Scale Buyer Intent Intent Data Intent 130

Understanding the Sales Force

FEBRUARY 10, 2025

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency. .:

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Now at this point, you may be thinking, “My gosh! It's relatively self-explanatory. Types of Business Emails 1.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

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. Read on to hear my tactics for ending a sales email.e Calls-to-action shouldn’t be up to interpretation.

Closing 122

Closing Quota How To Webinar Metrics 122

Hubspot Sales

AUGUST 7, 2024

After some initial discovery, the capable sales rep dove into the platform to give me a look at one of the functionalities I was most interested in. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way. But during the live demo, disaster struck.

Closing 104

Closing How To Call-back Software 104

Zoominfo

AUGUST 8, 2024

Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%. But it’s backing up those higher targets with support investments, a strong signal that executives view higher coverage figures as a new normal. Quickly summarize why this customer bought our product or service.

Churn 130

Churn Face-to-face How To Buyer Intent 130