Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. Let’s tackle the B2B challenge first by capturing today’s reality. A reality check. We know the facts.

B2B 102

B2B GTM Cross-sell High impact 102

Hubspot

AUGUST 30, 2023

But what changes will it bring to the sales industry? Will it be the end of salespeople, or will it become the secret weapon to help sales reps work more efficiently? HubSpot conducted research on the “State of AI,” with over 1,350+ specialists reporting on how AI affects their business. Let’s jump to the nitty-gritty.

Cross-sell 62

Cross-sell Price Sales SQL 62

Lead Fuze

JULY 20, 2023

Understanding how to increase sales volume is a crucial aspect of any business, from startups and small businesses to established corporations. Measuring, analyzing and improving sales volume can have a major influence on the total income from sales and help to expand your business. Why is Sales Volume Important?

Growth 52

Growth Objectives and Key Results User Experience UX 52

Hubspot

OCTOBER 14, 2019

Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. Conduct market research.

B2B 95

B2B Closing Sales Price 95

Heinz Marketing

SEPTEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Welcome to another episode of Sales Pipeline Radio.

Pipeline 133

Pipeline Outside Sales Sales Up-sell 133

Martech

JUNE 27, 2022

For each project, we’ll briefly explore what it is, how it works for marketing, and any pitfalls – technical or cultural — that you might need to be aware of in applying it. How many of them do you have? How do you describe a customer? Which ones buy which products or services? Marketing Data Management.

Technique 122

Technique Entertainment Consult Contact 122

Sales Hacker

JUNE 7, 2021

We hear a lot about equipping salespeople with customer insights to help them move from simple questioning to exploring challenges and discussing solutions with customers. Sales customer insights. Organizations’ qualifying characteristics. Knowledge and flexibility to engage prospects.

Conversion 108

Conversion Customers Drivers/motivators Sales 108

Lead Fuze

JANUARY 16, 2023

Besides, a lot of data has proven that cold calling is here to stay with us for the foreseeable future. 96% of customers want to hear from a sales rep when they’re ready to buy, which often starts with a cold call. 55% of high-growing companies still use it as their primary strategy for closing prospects.

Cold Call 52

Cold Call Technique Prospecting Follow-up 52

Martech

SEPTEMBER 14, 2023

Since I’m a firm believer in context, allow me to qualify these comments and recommendations: They come from supporting the perspectives on boards and executives and investment firms. Executives can also convince themselves that sales will provide enough “air cover.” ” Here’s the problem with that mindset.

GTM 113

GTM Market share Growth Technology 113

Sales Hacker

MAY 8, 2019

A successful close is the end goal that every sales team guns for. Whether prospecting, making cold calls, negotiating, or even researching, every small step a sales rep takes is tied to this goal. But despite a focus on closing sales, it remains one of the biggest issues for teams. Why is that? Image Source.

Closing 110

Closing Pitch Sales Quota 110

Hubspot

OCTOBER 23, 2017

One of the most important conversations salespeople have with their prospects is the discovery call. Here lies the proverbial fork in the road for you and your prospect. That’s where sales qualification comes in. Use the table of contents below to navigate through the guide: What Is a Qualified Prospect?

Sales 101

Sales X-functional Contact Prospecting 101

Lead Fuze

JANUARY 2, 2024

You know they’re out there, but pinpointing them feels more like chasing shadows. That’s where automated lead generation steps into the spotlight, transforming those elusive prospects into tangible opportunities. How do you auto generate leads? Ready to dive in? Table of Contents: What is Automated Lead Generation?

Lead generation 52

Lead generation A/B testing Cold Call Technique 52

ConversionXL

JUNE 16, 2022

In this article, we’ll explain how to create a marketing playbook to align your teams and boost your sales opportunities. In this article, we’ll explain how to create a marketing playbook to align your teams and boost your sales opportunities. A marketing playbook gets everyone on the same page.

Campaign 149

Campaign Objectives and Key Results Launch Click Through Rate 149

Lead Fuze

OCTOBER 4, 2023

Ever wondered how to win the high-stakes game of B2B marketing? It’s today’s reality where businesses leverage AI for customer segmentation and lead generation like never before. Generative AI: More than just an impressive term, it’s a tool that can help businesses get ahead in today’s fast-paced world.

Technology 52

Technology Technology B2B Lead generation 52

Hubspot

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Technique 82

Technique Sales CRM Pipeline 82

Lead Fuze

AUGUST 22, 2021

Follow Consistent Sales Forecasting Methods to Avoid Making Bad Decisions. Sales forecasting solves this! Most B2B businesses don’t bother creating a sales forecast. Instead, they tally up their sales for the month and compare it with the month before or the same month last year. If their sales are up, happy days!

Pipeline 98

Pipeline Sales Quota Clients 98

Heinz Marketing

JANUARY 10, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. To another episode of Sales Pipeline Radio. Well, welcome everyone.

Pipeline 106

Pipeline Finance Non-Profits Sales 106

Hubspot

AUGUST 21, 2023

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script , or download free sales call templates.) Cold calling is a way to engage prospects one-on-one to move them to the next step in the buying process. What is a cold call?

Cold Call 69

Cold Call Objectives and Key Results Hospitality Follow-up 69

Sales Hacker

JULY 23, 2020

A lot of what sales trainers have told you is wrong. The fundamentals of Sales never change, but their application to a new technologically-driven market will cause change. Because of this, many established sales training practices don’t work like they used to, and in some cases, they can even hold you back. That is wrong!

Cold Call 79

Cold Call Presentation Closing Up-sell 79

Heinz Marketing

MARCH 29, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. This time we are talking about sales management intelligence. .

Pipeline 124

Pipeline Sales Gaming Up-sell 124

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.

Negotiate 57

Negotiate Objectives and Key Results Represent Trust 57

Lead Fuze

JUNE 29, 2023

What is a sales funnel? A sales funnel is a model that illustrates the theoretical customer journey towards purchasing any product or service. In this comprehensive guide, we will delve into the intricacies of a sales funnel – from its evolution to modern models.

A/B testing 52

A/B testing CRM Technique Sales 52

Sales Hacker

MARCH 21, 2019

Creating a winning sales pitch has never been more challenging. In a recent report, sales expert Marc Wayshak found that only 24.3% of 400 surveyed sales reps exceeded quotas last year, and that 61% consider selling harder than it was five years ago. Prospects expect sales pitches to be highly personalized, too.

Pitch 106

Pitch Sales Angle Prospecting 106

Search Engine Land

NOVEMBER 14, 2022

To sum it up, content marketing is important because it’s a cost-effective, sustainable marketing method that nurtures your audience, answers their questions, and builds their trust – all of which helps your business generate better leads, more conversions, and more sales. Why is content marketing important? Why should you use it?

CTR 97

CTR Real Estate Engineering Trust 97

Xant

APRIL 15, 2021

One of the most positive outcomes from the past year was the swift adoption and embrace of technology for sales and marketing. As teams moved out of the office, they learned quickly how to stay aligned and hit their targets without face-to-face interactions. SD Teams Under Sales More Likely to Hit Quotas.

Quota 52

Quota Sales Pipeline Technology 52

Heinz Marketing

SEPTEMBER 26, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Tune in to hear more about: The evolution of sales enablement.

Pipeline 52

Pipeline Sales Niche Start-ups 52

Heinz Marketing

APRIL 27, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I ask George, how do I continue to sell with empathy? How are you sir?

Pipeline 86

Pipeline Sales Up-sell Technology 86

Lead Fuze

NOVEMBER 30, 2021

Sales trainers have told you a lot of things that no longer work. Sales is always evolving, but the fundamentals never do. Most of the time, new hires are taught all sorts of things about sales. Outdated Advice in Sales: How to be a Sales Trainer. Outdated Advice in Sales: How to be a Sales Trainer.

Cold Call 52

Cold Call Objectives and Key Results Presentation Sales 52

Heinz Marketing

AUGUST 17, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. I ask him how much of that is a key part of the recipe for success.

Pipeline 136

Pipeline Sports Sales Start-ups 136

InsightSquared

APRIL 14, 2021

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. CROs, and sales leaders alike, often walk into their new role blind. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. Lack of Trusted Data.

Contract 62

Contract Territory Cross-sell Pipeline 62

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? While you could come up with a complicated plan that won’t deliver results for half a year or more, you can get better results, faster, by implementing a DRIP Marketing Plan. You need a sales engagement plan to deliver those touches.

Contact 68

Contact Referrals Appointment Cross-sell 68

Hubspot

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase?

Sales Experience 63

Sales Experience B2B Prospecting Tradeshows 63

Heinz Marketing

JANUARY 27, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Spotify , iTunes , Blubrry , Google Play , iHeartRADIO , or Stitcher.

Pipeline 76

Pipeline Sales Up-sell Represent 76

Lead Fuze

SEPTEMBER 30, 2023

Whether you’re a startup founder, a small business owner, or an experienced marketer, understanding how to generate leads while spending no money can be the key to sustainable growth. The challenge lies in reaching out and engaging these prospects without breaking the bank. How do you manually generate leads?

Lead generation 52

Lead generation Cold Call Strategic planning Technique 52

Lead Fuze

JANUARY 1, 2022

Top 26 Sales Interview Questions and Answers. In this article, you’ll find the 26 most common sales job interview questions that will help you prepare for your upcoming interview. If you are shooting to impress your interviewer and get the position on the spot, these possible sales interview questions are your best bet!

Sales 52

Sales Drivers/motivators Commission Follow-up 52

Lead Fuze

JULY 24, 2023

Whether you’re a seasoned marketing executive or an emerging startup founder, understanding how to measure account-based marketing is crucial for your business growth. This impressive statistic underscores the importance of mastering this targeted approach in today’s competitive B2B landscape. How is ABM measured?

Objectives and Key Results 52

Objectives and Key Results Campaign Lead generation Growth 52

Heinz Marketing

JULY 1, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes long, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. It’s time for another episode of Sales Pipeline.

Pipeline 74

Pipeline Sports B2B Sales 74