Top Sales KPIs for Your B2B Sales Reps

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Unclear sales goals are costly. These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team.

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How to Use Sales Multi-Threading to Your Advantage

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Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new.

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Market & Sales Intelligence — Why Both are Essential for Sales Teams

Zoominfo

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence?

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Old School Sales vs New: The Rise of the Modern Sales Model

Zoominfo

We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. The Old World vs. New World of Sales. In the new world of sales, being well connected is no longer as important as being well informed. The Rise of Inside Sales.

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7 Data-Driven Lead Generation Strategies That Drive Growth

Delivering sales-ready leads is a constant challenge for B2B marketers. Check out these 7 strategies to find and target high-value prospects who are ready to buy, and motivate them to act.

Sales Reporting: A Guide to Creating Useful Sales Reports

Zoominfo

Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. B2B Sales.

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The Sales Prospecting Strategy Guide

Zoominfo

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.

Sales Productivity: Where Are You Wasting The Most Time?

Zoominfo

If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time?

How to Improve Communication Between Marketing and Sales

Zoominfo

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important?

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An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

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Why Start With Marketing & Sales Alignment

Speaker: Molly Rigatti, Marketing Strategist at SmartBug Media

Before you plan your next sales kickoff or bottom of the funnel marketing campaign or any effort where sales and marketing are both on the hook for performance, you need to check in on your teams. Sales and marketing both oversee a very important part of the pipeline and revenue process for your organization. But that doesn’t mean they should function in silos. When building up your sales enablement program, think about the three “P”s—practicality, productivity, and profit—when defining responsibilities and facilitating communication between your teams.

Will Outside Sales Recover When the Pandemic Ends?

Zoominfo

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams. What is Outside Sales? The drop in Outside Sales opportunities.

Embracing New Sales Traditions in 2020

Zoominfo

From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. So, as sales leaders, how have we kept ‘remote’ control? Communication in Sales: Clear is Kind. Sales is an individual sport but sharing insight helps us all win.

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Five Ways to Change Your Sales Strategy After COVID

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If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships.

Artificial Intelligence for Sales: Discover How Sales is Changing

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Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota. In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). Key Takeaways Regarding AI for Sales.

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The Ultimate Buyer’s Guide for Sales Enablement Platforms

According to Gartner, 15% of all technology spending in 2021 is predicted to go toward sales enablement technology. When identifying a platform that bridges the gap between sales, marketing and customers while staying within budget, the selection process quickly becomes overwhelming. So, what features do you need to consider? What questions should you ask? Our buyer’s guide will help you evaluate your options and find the sales enablement solution best suited to your needs.

8 Simple Steps to Prep Your Webinar Funnel for Sales

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Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations.

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7 Sales Prospecting Tips to Ignite Even the Coldest Pipes

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If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process.

Building a Sales Tech Stack? Start with Good Data

Zoominfo

When it’s time to build a technology stack, sales teams are faced with hundreds of solutions that offer lofty promises of automation, efficiency, and higher revenue. What is the Sales Tech Stack? Take sales reps. B2B Sales B2B Data Data Hygiene Tech Stack

LinkedIn Sales Navigator Isn’t Just For Sales

Webbiquity

Marketing and sales are more connected (or at least, they should be aligned ) than ever. LinkedIn Sales Navigator can help. Yes, it’s typically thought of as a sales tool (it’s in the name, after all). But Sales Nav is powerful for B2B marketing, too.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

What is Sales Enablement, Anyway?

Biznology

The other day I was invited to speak on retention marketing as part of a 3-webinar series on sales enablement. It got me thinking: What is sales enablement, anyway? But it seemed to be mainly about collateral and sales presentations in those days.

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Who Run The World?: Women in B2B Sales

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When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. What’s It Like Being A Woman In B2B Sales?

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How ZoomInfo Engage Helps Accelerate Sales through Automation

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Ask any sales rep, and they’ll tell you too much of their time is spent on non-selling activities, like manual data entry, looking up prospects in siloed systems, and pushing data around spreadsheets. Engage helps sales teams automate sales communications. B2B Sales

28 Effective Tips for Shortening Your Sales Cycle

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On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

Prospecting Insights: Boost Your Sales Strategy with High-Octane Data

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How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively.

Buyer-Enabled Selling: The Next Progression In B2B Sales

Tony Zambito

In modern B2B sales, we are witnessing the story arc of selling progressing from seller-directed to buyer-directed. Causing B2B sales leaders to rethink how their sales organizations engage with buyers. . Such a shift means B2B sales organizations adopt the role of an enabler.

How to Calculate Sales Commission

Varicent

How to calculate sales commission: Find out what a sales commission is and how to calculate it. sales compensation plan pay compensation planningUnderstand the various types of commissions.

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B2B Sales Intelligence: Bad Data and Sales

Zoominfo

Whether you realize it or not, the efficiency, productivity, and drive of your B2B sales team is directly dependent on the quality of your data. This week, we’re flipping the script and taking a look at how bad data impacts B2B sales. How does bad data kill your B2B sales success? Bad data impacts every department within an organization—but none more so than the sales department. of sales reps’ time. That’s 546 hours a year per full-time sales rep ( source )!

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses

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It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. .

Sales Account Management: Your Go-To Guide for Greater Growth

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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?

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The Top 35 Sales Podcasts for Sales Professionals

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Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. So if you’re already familiar with the sales podcasts on this list, we recommend you check out that post as well. The Ultimate List of Sales Podcasts. 2. Sales Pipeline Radio.

Building Trust in Sales: A Guide for Sales Professionals

Zoominfo

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. In fact, only 3% of buyers trust sales reps ( source ). We’ve compiled a comprehensive guide to building trust in sales. For the seasoned B2B sales rep, there’s no denying the power of referrals. There is no such thing as being too prepared – especially in the sales industry. B2B Sales

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Build a Successful and Results-Driven Sales Culture

Speaker: Gary Galvin, CEO, Galvin Technologies

Every business asks the same question: How can we increase revenue? Gary Galvin is here to answer that question. He will help you define metrics to drive success, empower your sales team, and create a culture driven by results and accountability; because when your team clearly understands what path they’re on and why they’re on it, they are that much more likely to achieve results.

How to Conduct Effective Sales Cold Calls with ZoomInfo Insights

Zoominfo

At ZoomInfo, we care about the sales numbers, but we know to get there we must: Always. When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. ZoomInfo Solutions Just for Sales.