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Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.
If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.
Good user research asks the right questions to the right people. If you fail on either account, you may make million-dollar decisions on bad data. Leading questions are an easy way to poison your data. A leading question is “a question asked in a way that is intended to produce a desired answer.”. If you’ve worked in marketing or sales, you know leading questions well: They’re wonderfully effective at guiding consumers toward a “yes” for a product or service.
This post is another of my learnings on my personal learning journey on micro improvements. There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them. One is hugely simple to implement–it really focuses on my mindset. The other is theoretically easy, but takes a lot of practice to make it real.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
By Joshua Baez , Engagement Manager at Heinz Marketing. We’re all busy. There’s no denying that. And in our line of work (that work being marketing, and even more specifically, agency marketing), being busy just comes with the job. It doesn’t matter whether it’s the first of the month or last of the month. Whether it’s the start or end of a quarter.
If digital and traditional marketers faced off in a debate about whose promotional philosophy is superior (which would probably get more heated than an NSYNC versus Backstreet Boys dispute), one of the points digital marketers could hang over traditional marketers’ heads is their ability to measure a campaign’s performance -- and their opponent’s inability to do the same.
Editor’s Note: This article first appeared on Highspot’s blog here. . Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen.
Editor’s Note: This article first appeared on Highspot’s blog here. . Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen.
Most sales people focus on the outcome of the deal. They want to get to the close and an order as fast as possible. Managers constantly reinforce this rush to completion in their “coaching conversations,” by asking, “When are we going to get this deal?” or “We need this to close this quarter!” Everything we do is focused on jumping to the end of the buying process.
One thing almost every founder I meet with these days has figured out is that outbound email campaigns work. But not always at first, not always the same wa y. It took me a while to figure it out, too. In my first start-up, I cold emailed the VP Engineering of a Fortune 100 company. He called me back the next day. I thought I was a genius! My second cold email, I got a Top 3 prospect to call me back in 24 hours!
When I initially applied for my role at HubSpot, I was immediately blown away by the hiring manager I was working with. She was professional, incredibly informative, and experienced. She had the answer to every question I had about the company, the role I was being interviewed for, and HubSpot’s culture. From the first point of contact with this HubSpot employee and throughout my onboarding process, she was the prime example of what I believed a person in human resources should be.
If you’re getting all the responses you’ll ever need on the 1st email you send to prospects, let me know. You’re a walking, talking miracle worker! If you’re like the rest of the sales world, and need to send several follow-up emails to get a response, this one’s for you. Here’s what we’re covering: Balance Scale with Personalization and Relevance. Have a clear purpose.
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.
It’s a sad fact that most sales presentations and pitches are instantly forgettable. And forgettable presentations are unsuccessful presentations. One of the biggest reasons presentations are unsuccessful is because they follow a structure that has been around since the seventies. And how many of your prospects were even around in the seventies?! Does this mean you need to overhaul your entire presentation?
Last year, a buzzword ripped through the content marketing space that most marketers were surprisingly thrilled about and eager to implement. Shockingly, it didn’t start with “virtual” or end with “intelligence”. Instead, it was what attracted most marketers to the industry in the first place -- "storytelling". Content marketing’s steady adoption of storytelling is an exciting new opportunity for content creators.
As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One way to do that? Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals.
What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Over the last twenty-five years, I have worked in a variety of environments and roles that, in one way or another, focused on the pursuit of sales. During those years, there were many times when I was frustrated by the lack of reporting capabilities necessary to drive continuous improvement. Through it all, it was clear that having the right metrics presented with actionable insights was the key to getting better.
We can all agree there's more than one way of doing something. For example, some people default to the "loop, swoop, and pull" method when they tie their shoes, while others swear by the "bunny ears" technique. Either way you swing it, your shoes get tied, right? The trouble is, in some areas of life, different approaches don't always return the same results.
There are a few magical moments as you go upmarket in SaaS: The first time you close a $1m TCV (total contract value) deal. E.g., $250k a year for 4 years. The first time you close a $1m ACV deal. A $1,000,000 a year deal. The first time you close a $1m ACV deal — every month. 12 a year. This one takes a while to get to ??. But once you can close one $1m deal, you can close another, and eventually 10, and then, like ServiceNow, a stunning 600+ per quarter.
Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali
As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.
I’m constantly amazed conversations I have with otherwise smart people. Usually, they start with some sort of challenge they are having: We aren’t growing at the rate we need to grow. We aren’t hitting out numbers. The markets have changed dramatically. Our competition has changed. Our customers are changing. Our budgets are smaller, we don’t have the resources we used to.
Why are you good? Seriously. Have you asked yourself this question before? Let’s face it. Salespeople often come with healthy egos, to put it lightly. The good ones know that they’re good, but it’s vital to go beyond that.
We all know about the infamous rivalry between Dunkin' Donuts and Starbucks. At the end of the day, they both sell coffee -- but they've each cultivated strong, unique brands, and have attracted very different audiences as a result. You can often overhear heated arguments regarding the topic, with people vehemently claiming one coffee chain to be better than the other.
For the Inuit people of North America, hunting whales is serious business. They plan for whale hunting season all winter long and when spring comes, they station scouts to watch for signs that the ice is breaking up and the hunt can begin.
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Authenticity has become a buzzword tossed around social media too casually. We aspire to be authentic, we claim we are authentic. Or, at least, I’ve never met someone who claims to be inauthentic–though I suspect many of those who claim authenticity but are actually inauthentic. What is authenticity? To paraphrase Justice Potter Stewart, I know it when I experience it.
Statistically speaking, this is the point in the month when many people give up on their New Year’s resolutions. Then again, most people aren’t salespeople. Whether you’re still going strong on your original New Year’s Resolution or are ready to reset, let’s keep the Resolutions going because salespeople never quit and never get tired of giving it their all.
What's your company worth? It's an important question for any entrepreneur, business owner , employee, or potential investor -- for any size company. And like most complex mathematical problems, it depends on a variety of factors. If you're an entrepreneur , understanding the value of your company becomes increasingly important as the business grows, especially if you want to raise capital, sell a portion of the business, or borrow money.
Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process. Towards the end of the article, they provided a sample of what an effective sales process should look like.
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process. 70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according to CSO Insights, the research division of Miller Heiman Group.
When sales and marketing work well together, social media marketing and social selling are powerful strategies for driving revenue. In fact, as recent social media statistics state, 64% of Twitter users and 51% of Facebook users are more likely to buy the products of brands they follow online.
In sales, you only go as far as your team will take you. This makes sales hiring one of the most critical pieces of building a high-performing revenue machine. So, how do you think about what kind of sales team you want to build? Build Teams Like a Pro Sports Recruiter. Professional sports organizations think about building their teams in a very specific way.
Recently, I was having a conversation with a good friend and colleague. He asked me the question, “Dave, what to you think is the biggest problem area for B2B sales people in generating business today?” I’m a little slow, I asked, “George, what do you mean?” He responded, “Well if you look at much of the press and social media, it’s prospecting or top of the pipeline, lead to opportunity conversion… ” “But,” he went on, “som
Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
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