Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Sales Management 130

Sales Management Top of Funnel Sales Qualified Leads Work Management 130

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

Customer Surveys 130

Customer Surveys Top of Funnel High Quality Lead Zoominfo 130

InsightSquared

AUGUST 14, 2019

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. Strengthens Communication With Sales Leads.

Sales Management 228

Sales Management Marketing AI Process Top of Funnel 228

SalesIntel

NOVEMBER 27, 2023

In the fast-paced world of sales, effective time management is your secret weapon for success. As a sales rep navigating the dynamic landscape of 2024, mastering these 15 strategies will not only boost your productivity but also set you apart from the competition.

Allocation 52

Allocation Work Management Marketing & Strategy Sales Qualified Leads 52

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. What Is the Difference Between Sales and Account Management? Let’s do a quick overview.

Work Management 238

Work Management Marketing Management Cross-Selling Zoominfo 238

InsightSquared

MARCH 5, 2021

Todd Abbott is on a personal mission to significantly increase the dreaded 16 month tenure of CROs today. Fact: Your sales reps, regardless of how great they are, will never deliver the level of hygiene required to give you confidence in your CRM data. It is now quite clear to me that was not my reps’ fault.

Sales Management 156

Sales Management Forecasting Digital Marketing Funnels Work Management 156

Zoominfo

FEBRUARY 17, 2021

It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough. Instead, add a personal touch to your request.

Tactics 237

Tactics Top of Funnel B2B Thought Leadership Thought Leadership 237

Webbiquity

NOVEMBER 28, 2023

Crafting an impeccable B2B sales journey isn’t straightforward. Many sales reps struggle with it, as if stumbling in the dark. Image credit: Mikael Blomkvist on Pexels On one hand, there’s a sales quota you need to fulfill within a short span of time. What is B2B Sales Experience? Guest post by Eduard Klein.

B2B Sales 180

B2B Sales Webinar Metrics B2B Peer-to-peer 180

Zoominfo

JANUARY 20, 2021

Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. What is Funnel Mapping? How Do You Plan a Sales Funnel?

Top of Funnel 130

Top of Funnel Sales Cycle Marketing Funnels Correlation 130

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

Effectiveness 130

Effectiveness Peer-to-peer Zoominfo Analysis 130

Martech

APRIL 22, 2024

Answer: As a seasoned Demand/Lead Generation Director/Manager with expertise in developing comprehensive lead generation programs, I can provide guidance on creating an email program that generates leads for the telecommunications industry. Use lead scoring to identify and prioritize high-quality leads for sales follow-up.

Lead Generation 100

Lead Generation Lead Ranking Tactics Lead Scoring 100

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. Let’s get into it! DiscoverOrg.

B2B Sales 233

B2B Sales Research Paid Search Agency Tools 233

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Your digital-savvy B2B prospect is researching the product they think they need. That’s where your streamlined, four-stage sales funnel comes in.

Top of Funnel 130

Top of Funnel Ideal Customer Profiles B2B Sales Ad Building 130

Marketing Insider Group

DECEMBER 18, 2023

Effective marketing strategies for complex products are essential to driving business growth. Every product is different. This means you must adapt your marketing campaigns around the products that they promote. Traditional marketing starts with the product. Effective marketing works in reverse.

Marketing Strategy 231

Marketing Strategy Marketing & Strategy Work Management Product 231

Martech

APRIL 12, 2024

As a supporter of the program perspective for initiatives, I recognize the value of managing related projects, products and activities as a unified entity. Let’s explore the essential role of programs in product management, project management and marketing operations, bridging technical details with business priorities.

Budget Programs 100

Budget Programs Work Management Allocation Product 100

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase.

Tactics 116

Tactics Work Management B2B Marketing Marketing Management 116

Seismic

JANUARY 17, 2023

As more organizations embrace remote work, inside sales has become more important than ever. Even as sellers and prospects return to in-person events and activities, many buyers still prefer digital-first interactions. What makes a good sales rep is continuously evolving, but some core principles remain the same.

Work Management 98

Work Management Training Sales Cycle Organic Leads 98

Martech

APRIL 10, 2024

Redefining martech: From hype to authentic innovation Here’s the truth bomb: Success in martech isn’t about the pitch but the product. The market is saturated with me-too products, copies of copies with little to differentiate them. User-friendliness should be the cornerstone of every martech product.

Work Management 100

Work Management Marketing Management Product Differentiation 100

Salesforce Marketing Cloud

JANUARY 8, 2024

” to close a sale. But back at the office, they’ll ask their delivery or product team in a panic, “We can do that, right?” Sales contracts are vital to completing any business transaction. This guide will teach you how to draft a bulletproof sales contract. Why is a sales contract important?

Process 110

Process Practices Terms and Conditions Work Management 110

Martech

DECEMBER 27, 2022

This is the third of a three-part series on the ROI of personalization. After examining how audiences and content are measured in terms of personalized experiences, let’s discuss how brands should approach the process that drives personalization. Great personalized experiences require alignment across teams.

ROI 130

ROI Process Personalization Lead Ranking 130

Salesforce Marketing Cloud

APRIL 18, 2023

Welcome to #Salesblazer Q&A, a column by sales pros, for sales pros. Dear Salesblazer: What is generative AI and how will it affect sales reps’ jobs over the next year? I don’t see it replacing reps any time soon, but AI will certainly affect the way we work in the coming months and years. . Have a question?

Generation 98

Generation Sales Qualified Leads CRM Work Management 98

Navigate the Channel

NOVEMBER 8, 2023

However, there are still many marketing tactics that work in any market, regardless of the technology spurring disruptive change. Inside Sales Rep Magic Twenty years ago, the inside sales rep was the person working phone magic day in and day out.

Tactics 65

Tactics Trade Show B2B Marketing B2B 65

Hubspot

FEBRUARY 2, 2021

The same principle applies to B2B sales. Sometimes, reps can be exceedingly helpful and friendly, and while that might be perfectly pleasant in theory, it can undermine their sales in practice. Why Being Too Helpful Hurts Sales. Empowerment in sales is the delicate art of guiding prospects without overwhelming them.

Tactics 93

Tactics B2B Sales Buy Outreach 93

SalesIntel

FEBRUARY 19, 2024

So, what is the first thing that occurs to you when you start brainstorming about your B2B sales strategy? What are the latest challenges in B2B sales strategies ? The latest B2B sales challenges include: Difficulty in reaching decision makers and engaging with them effectively. But why do these B2B sales strategies falter?

Sales Management 95

Sales Management B2B Sales Top of Funnel Marketing & Strategy 95

Ontraport

MAY 19, 2020

To drive more sales, you may have tried sending out more email blasts, automating more of your follow-up process, or even doing more prospecting just to try and talk with more potential customers, but you probably experienced firsthand just how difficult it is to get results with these tactics. Sales follow-up calls.

Sales Management 105

Sales Management Top of Funnel Process Automation 105

Hubspot

JANUARY 5, 2024

It’s been pretty exciting to see the creativity that people all over the world are bringing to AI to improve their processes, create new services, and make being in business more fun and profitable. I’ve been in contact with sales experts about how AI has helped them.

Peer-to-peer 61

Peer-to-peer Work Management Lead Scoring Lead Ranking 61

Hubspot

JANUARY 17, 2024

In-Person vs. Self-Service: Who Wins? Despite the growing trend of self-service, most consumers still prefer in-person interactions. 65% of consumers prefer to interact with a salesperson in person, compared to 26% who prefer self-service. However, preferences change depending on the product or service.

Pricing 58

Pricing Price Purchase Interactive Marketing 58

SalesIntel

DECEMBER 6, 2023

To skyrocket the numbers, sales reps make use of various sales tools available in the market. Some of them are free while others are paid – but all bring in enormous value to the sales process. Investing in a random sales tool is a waste of time, money and effort. What are Sales Tools?

Marketing Automation Services 97

Marketing Automation Services B2B Sales Enterprise Management Work Management 97

ClearVoice

JANUARY 8, 2024

In business strategy, where the tides of change ebb and flow, a perennial debate echoes through boardrooms and marketing departments: content marketing vs traditional sales tactics. Here, we pull back the layers of the content marketing vs. traditional sales comparison so you can decide how to use each — or both simultaneously.

Top of Funnel 64

Top of Funnel Analysis Tactics Content Marketing 64

Hubspot

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in.

Work Management 77

Work Management Cold Calling Product Thought Leadership 77

Hubspot

FEBRUARY 16, 2022

In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot. Here, we asked six sales reps their tips for creating a convincing sales hook to turn prospects into customers.

Work Management 90

Work Management Marketing Management Tips Hubspot 90

SmartBug Media

FEBRUARY 25, 2022

When you’ve got a sales quota to fill, you know how important it is to be effective in the sales process. One efficient way to close the deal is to use personalization for sales enablement. Gone are the days of stagnant sales scripts and generic email blasts. Basics of Personalization for Sales.

Personalization 98

Personalization Top of Funnel Effectiveness Work Management 98

Hubspot

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results.

Work Management 83

Work Management Marketing Management Activities Marketing Proposals 83

Hubspot

MAY 30, 2023

It’s easy to be skeptical of AI in a job built on personal interaction. Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. Here’s what we found.

Generation 69

Generation Lead Ranking Enterprise Management User-Generated Content 69

Hubspot

AUGUST 24, 2023

Imagine a sales representative who never sleeps, never gets tired, and possesses an uncanny ability to analyze vast amounts of data in seconds. This is the promise of AI sales reps, and their potential to revolutionize the sales industry is undeniable. The application of generative AI in sales is diverse.

Marketing AI 53

Marketing AI Allocation Work Management Lead Scoring 53

Contently

JANUARY 11, 2023

Today’s consumers expect personalization at every touch point. As countless marketing messages flood email inboxes, McKinsey research suggests 71% of customers expect the messages they receive from brands to be personalized—and 76% are frustrated when they’re not. Personalization takes many forms.

Personalization 177

Personalization Top of Funnel Business Enterprise Management 177

SalesIntel

MARCH 22, 2024

Have you ever found yourself repeatedly searching for “sales call tips” or “cold calling tips” online, only to be disappointed by the lack of actionable advice from real sales professionals? We have compiled insights from top sales experts in various SaaS companies across different industries and target markets.

Cold Calling 52

Cold Calling Tips Product Enterprise Management 52