Martech

JULY 16, 2024

Ideally, a lead score should rank prospects’ readiness to buy and assign an expected monetary value (EV) to the prospect pipeline based on the products of interest, engagement levels and purchase probability. These metrics are critical inputs for the most important MOFU metric of all: lead scores.

Finance 126

Finance Non-Profits Click Through Rate Strategize 126

Martech

SEPTEMBER 5, 2024

The LinkDR platform includes AI-powered prospecting to find relevant websites and influencers, a verified email finder, customizable outreach templates and follow-up sequences, a CRM-style pipeline for managing link-building campaigns, and an analytics dashboard to track ROI and link quality metrics.

Retail 112

Retail Gaming Campaign Engineering 112

Martech

APRIL 2, 2025

Dig deeper: 5 ways to transition from tactical to strategic marketing Defining your target audience A critical part of the audit is clearly defining your target audience or customer persona(s). What actions should your visitors and prospects take next? This step shapes many of the strategies and tactics you’ll implement.

Objectives and Key Results 116

Objectives and Key Results Strategize B2C CRM 116

Martech

NOVEMBER 4, 2024

Answer: Transitioning to martech (marketing technology) from a background in digital marketing and analytics can be a strategic and beneficial move, especially given your decade of experience in the field. Career advancement: Martech roles often come with opportunities for leadership and strategic influence within organizations.

Technology 117

Technology Technology Strategize Niche 117

SaaStr

JULY 1, 2025

Administrative quicksand: CRM updates: 14% of time Email follow-ups: 18% of time Scheduling coordination: 12% of time Proposal/contract admin: 16% of time Internal meetings/reporting: 12% of time The Performance Gap : Most AEs are terrible at the non-selling stuff—and they know it. CRM data accuracy sits at 47% across most sales orgs.

Territory 86

Territory CRM Negotiate Relationship building 86

Martech

NOVEMBER 6, 2024

Updated CRM object merge behavior to be aware of. How it helps you This update improves the mobile prospecting experience by giving sales reps a quick overview of their pipeline and highlighting the number of leads at each stage. Step up live call productivity with AI-powered Copilot assistance.

Objectives and Key Results 119

Objectives and Key Results CRM Contact Pipeline 119

Martech

DECEMBER 9, 2024

It drives most personalization, scoring and segmentation features of marketing automation, email marketing, CRM, social media and SEO systems. Ask yourself: Are you able to score your prospects more efficiently or minutely? AI assistants let project leaders focus on strategic decisions and determine next steps.

A/B testing 120

A/B testing Gaming Drivers/motivators Technology 120

RingDNA

JULY 2, 2025

CSE – Certified Sales Executive The Certified Sales Executive (CSE) credential from Sales and Marketing Executives International (SMEI) is designed for senior-level sales leaders seeking to sharpen strategic, operational, and leadership skills. Topics include lead conversion, pipeline management, reporting, and automating daily tasks.

Retail 62

Retail Technical Sales Consult CRM 62

Hubspot

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. You don't have to have your team berate prospects, wide-eyed and frantic, yelling, “THERE IS LITERALLY NO MORE TIME!

Sales 69

Sales Closing Up-sell Prospecting 69

Salesforce

JULY 18, 2024

For an SMB, Einstein 1 can bring together applications for customer relationship management ( CRM ), trusted AI, and connected data, all on one integrated platform. On average, Salesforce customers report 31% faster responses to customers, prospects, employees, and partners. So, what does Einstein 1 mean for small businesses?

Gaming 52

Gaming E-commerce CRM Customer Relationship Management 52

Salesforce

OCTOBER 28, 2024

Imagine a world where AI agents handle many of your everyday tasks, freeing you up to focus on what truly matters — building relationships, making strategic decisions, and innovating. For example, you wouldn’t want an Agentforce Sales Development Representative (ASDR) to contact the same prospect 100 times in a minute.

Trust 111

Trust Represent Legal Customer Relationship Management 111

Salesforce

MARCH 13, 2025

Finding it can guide your strategic plans, help you prioritize opportunities, and keep all your teams on the same page. How to calculate TAM Common challenges in TAM calculation and how to avoid them How to use TAM in strategic planning What is total addressable market (TAM)? And use CRM data to find the average revenue per user.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

RingDNA

APRIL 11, 2025

Outbound Sales Metrics and KPIs Do you have sales development reps (SDRs) who are partially or completely focused on outbound prospecting? Dials Per Day Key Question it Answers: How productive are reps at dialing prospects? Emails Per Day Key Question it Answers: How productive are reps at emailing prospects?

Quota 62

Quota Sales Pipeline Contact 62

Understanding the Sales Force

JULY 1, 2025

The 3 -minute video rant below answers the question, “Why don’t more companies follow a systematic, scientific, strategic, tactical, consultative sales process?” For example, early qualifying is a feature of Solution Selling but it occurs before a prospect has a compelling reason to answer any qualifying questions.

Process 71

Process Sell CRM Consult 71

Hubspot

JUNE 16, 2025

Incorporate critical CRM and sales technology proficiencies. Buj highlights data analysis and CRM skills as key differentiators: ‘It signals adaptability to sales tech stacks.’ For example: ‘Used CRM analytics to identify customer trends, improving engagement by 25%.’ Instead of simply listing a tool, demonstrate impact.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. The modern sales ops team is no longer just responsible for reporting and CRM management. Poor CRM hygiene creates duplicate records, bad lead scoring, and wasted rep effort.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

SaaStr

JULY 14, 2025

Take AI-powered customer support, one of the most mature applications we have today: AI handles the routine beautifully – deflecting standard inquiries with speed and accuracy Humans own the gray zones – stepping in when issues are too nuanced, emotional, or novel for AI This isn’t AI failure – it’s AI working exactly (..)

Strategize 69

Strategize Represent Education Negotiate 69

Hubspot

MARCH 13, 2025

But mid- to low-level buyers have the tools to evaluate offerings on their own in fact, 96% of prospects do their own research before talking to a human sales rep. Transaction milestones should meld the prospects buying process with the vendors selling process. Apart from sales dashboards and CRM, Alex Zlotko shares further insights.

Meeting 66

Meeting Pipeline Quota Sales 66

PandaDoc

JUNE 26, 2025

This could include targeting the right prospects, using persuasive messaging, and following a structured sales process. A CPQ (configure, price, quote) tool that can smooth out the quoting process and can integrate directly with your CRM. See also 5 ways to tell when you should use lead generation or sales prospecting 2.

CRM 52

CRM Legal Sales Price 52

Highspot

JULY 3, 2025

Revenue enablement , sales operations, and related business leaders at your company know they still need highly skilled sales team members to proactively interact with prospects passed to them via lead-generation activities from marketing. What is B2B sales enablement?

B2B 52

B2B GTM Objectives and Key Results Sales 52

RingDNA

MARCH 18, 2025

That way, you don’t have to be concerned about relying on inaccurate or incomplete information in your CRM. Another reason why real-time conversation intelligence is finding favor is that it supports reps actively on calls, so that they can ramp faster and be more confident in their ability to help prospects and customers.

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

PandaDoc

APRIL 28, 2025

This technology integrates with product catalogs, pricing databases, and customer relationship management (CRM) systems to produce detailed and accurate quotes swiftly. Data integration: The software connects with existing CRM systems, product catalogs, and pricing databases to access real-time information.

Price 52

Price CRM Customer Relationship Management Sales 52

RingDNA

MARCH 26, 2025

How to Use LinkedIn to Find and Engage B2B Sales Prospects While the cold call has hardly disappeared from inside sales, social media tools such as LinkedIn give you the ability to warm up cold calls with research. I’ve found that prospects seem quite receptive to InMail. Source: Gartner ​. LinkedIn from CEOs to SDRs 1.

Closing 62

Closing B2B Sell Referrals 62

Martech

APRIL 14, 2025

Team Expected use cases Unexpected use cases Marketing management Clear alignment with management and data use cases such as dashboards, data integration and sourcing matching their strategic and oversight role. Sales Strong fit with sales and commerce: personalization, proposals and CRM support. Low in sales and commerce.

Territory 88

Territory Government Legal A/B testing 88

Salesforce

OCTOBER 29, 2024

The five-step, door-to-door sales process includes prospecting, approaching, presenting, closing, and following up. Simply put, to have the best chance of closing a deal, you need to research your prospects — including their pain points , goals, industry, and competition — and ensure your sales pitch speaks to them.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Adaptive Business Services

APRIL 9, 2025

I have always been a strong believer in doing research prior to engaging with a client or prospect. He provides customized, hands-on guidance to help clients make the most of Nimble CRM, targeting those who have struggled with the platform initially. I hope that you will find this interesting!

Electricity 71

Electricity CRM Relationship building Clients 71

Martech

JULY 17, 2025

With more than 100 product updates released last month, June continues HubSpot’s momentum in AI innovation, CRM flexibility and cross-team efficiency. Use cases include things like answering product questions, guiding prospects through the funnel, or resolving post-sale issues.

CRM 75

CRM Territory Campaign Contact 75

Highspot

JULY 7, 2025

Account-based selling is a strategic GTM approach that aligns sales and marketing teams around highly targeted, high-value accounts, enabling them to deliver hyper-personalized and consistent buying experiences across every interaction in their companies’ respective sales cycle.

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

PandaDoc

JUNE 2, 2025

Decision criteria Especially for multi-faceted solutions like SaaS software or custom components, a prospects needs can quickly become overshadowed by the number of features that are available. Using this information, reps can plan ahead, anticipate obstacles, and try to push deals forward in a more strategic way.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Hubspot

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Call 78

Cold Call Hospitality Objectives and Key Results Follow-up 78

Highspot

JANUARY 23, 2025

In sales, interpersonal skills, such as empathy, patience, and EQ, shape how reps communicate effectively with prospects, handle objections with care, and build meaningful customer relationships. In other words, hard skills guide what sales reps sell, and soft skills determine how they sell to prospects.

Objectives and Key Results 52

Objectives and Key Results Negotiate Cross-sell Technique 52

PandaDoc

JUNE 23, 2025

Love them or hate them, there’s a right and wrong way to conduct a discovery call to make the biggest impact for both you and your prospects. Done correctly, discovery calls help your team gather important information to determine if the prospect is a good fit for your product, and vice versa. Build relationships with prospects.

Objectives and Key Results 52

Objectives and Key Results Commission Legal Sales 52

Hubspot

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Prospecting 81

Prospecting Contract Follow-up Pitch 81

PandaDoc

MARCH 25, 2025

Take buying a CRM, for example. Identifying product/customer fit: Once youve learned more about your prospects goals, challenges, budget, and timeline, you can use this information to decide if theyre a good fit for your business. Build relationships: Be available to your prospect and any decision-makers.

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Martech

MAY 8, 2025

Without addressing these core issues, even the most advanced CRM can’t deliver the unified view marketers need to measure impact and ROI. A prospect might receive an email, visit your website and then submit a form under an entirely different tracking structure. Real-world customer journeys don’t follow a straight line.

Campaign 83

Campaign Angle CRM Follow-up 83

PandaDoc

MARCH 25, 2025

Your sales professionals are likely doing it all: prospecting, selling, creating proposals, and managing customer relationships. Leverage technology strategically Technology can be a great equalizer between SMBs and enterprise competitors but only if you deploy it strategically.

E-commerce 52

E-commerce Contract Legal Sales 52

Hubspot

DECEMBER 4, 2024

According to HubSpot's 2024 AI Trends for Sales Report , 26% of sales folks are using AI for customer research and sales enablement copy; this means that, in the long run, your audience is more likely to convert (because they’re being well-prospected to, which is half of the customer retention battle) with AI involved. AI saves money.

Service 64

Service Manufacturing Prospecting Campaign 64