SalesFuel

APRIL 7, 2025

Despite its importance, salespeople dont spend a lot of time doing prospect research. Why do prospect research? Doing prospect research can also save you time. He shares insights from other sales professionals, highlighting their best research practices. They will see that youve taken the time to learn about them.

Research 52

Research Prospecting Social Media Hiring 52

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

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. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

OCTOBER 14, 2024

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research, sales organizations invested an average of $2,326 per salesperson annually on sales training.

Training 156

Training Survey Research Sales 156

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 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.

Churn 130

Churn Face-to-face How To Buyer Intent 130

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 Scoring Lead Rank 409

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. In fact, research from Salesforce indicates that a staggering 90% of CRM data is incomplete. Real-Time Intent Signals : Identify decision-makers actively researching competitors or planning purchases, enabling timely and precise outreach.

B2B 130

B2B Intent Signal Scale Marketing 130

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. If you sell a product of a reasonable value to a reasonably large company there will be several people involved in the buying of such a product ( 6-10 based on Gartner’s research ). Do you know how you help? public) and those that are not.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

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.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

SBI Growth

FEBRUARY 6, 2025

Once considered a catch-all team performing various misfit duties for sales, our research uncovered that modern enablement has grown to support essential functions across the commercial organization. The mandate for enablement teams has evolved dramatically. But as the scope grows within an organization, so does the cost.

Scale 156

Scale Report Channels Research 156

Sales Gravy

OCTOBER 31, 2024

On this episode of The Sales Gravy Podcast, host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment.

Decision Maker 97

Decision Maker Social Media B2B Buyer 97

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. Do your online research to find out what is changing in your prospect’s environment.

Commission 511

Commission Webinar Metrics LinkedIn Up-Sell 511

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. Exhibit thorough product knowledge.

Prospecting 105

Prospecting Case Study Industry Study 105

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.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

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. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1. My sales manager was aghast. Yes, research matters. This is because sales is always a numbers game.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

Sales and Marketing Management

AUGUST 28, 2023

Recent sales management research shows that the best sales managers – those whose teams achieve targets, have higher win rates, and get premium pricing – are 52% more likely to excel at planning and analyzing how sellers should manage their territories.

Territories 288

Territories Research Sales Management Sales 288

SBI Growth

DECEMBER 16, 2024

Sales coaching is an essential responsibility of frontline sales managers. With such potential benefits, it is no wonder that many sales organizations recommend that their front-line sales managers spend 25% - 40% of their time on sales coaching. But what about senior management ?

Coaching 156

Coaching Quota Sales Coaching Report 156

Hubspot Sales

JANUARY 8, 2025

In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Lets get into it. Table of Contents: What is gap selling? Consider thinking about your customers future state as a three-part entity. Heres how it works: 1.

Examples 113

Examples Strategy Hubspot How To 113

Sales 2.0

OCTOBER 21, 2024

Sales is not getting any easier. Research shows it’s not the subject line we read first in an email, it’s the name of who the email is from.) Most businesses have sales and marketing plans. Buyers have become even better at screening out salespeople. Buyers could go online and get all the information they needed.

Scale 195

Scale Social Media Outbound Referrals 195

Zoominfo

AUGUST 6, 2024

Copilot also layers in signal data, such as ZoomInfo’s proprietary research and buyer intent data , to make your emails even more timely, relevant, and on-point. 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

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.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Hubspot Sales

APRIL 9, 2025

Not all sales shortcuts are created equal. Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Sales Shortcuts 1. Dont let them out-research you. Be equally ready. 15-20 minutes).

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

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

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

Vengreso

NOVEMBER 19, 2024

In an era where efficiency and productivity are paramount, AI sales assistant software emerges as a game-changer for businesses eager to streamline their sales processes and maximize output. At the core of AI sales assistant software lies its capacity to automate repetitive and time-consuming tasks.

Software 115

Software Software Scale Sales Qualified Lead 115

Zoominfo

AUGUST 6, 2024

Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels. This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

RAIN Group

NOVEMBER 20, 2024

In today's competitive sales landscape, having a well-structured sales playbook can be the difference between good and great performance. Download the complimentary guide and take it to read later.

How To 98

How To Sales Enablement Competition Research 98

Sales Gravy

NOVEMBER 21, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Sales success often comes when you're focused on going toward something, not just getting away from something else. –

Negotiation 97

Negotiation Intent Commission Advertising 97

Hubspot Sales

SEPTEMBER 12, 2024

Like most modern buyers, I had already done a wealth of research leading up to my decision, and nothing the salesperson said was going to make me walk away with anything other than the brand and model I showed up to buy. Also, they overwhelmingly prefer to do independent research. That process has changed dramatically.

Hubspot 116

Hubspot B2B Buyer Data 116