This site uses cookies to improve your experience. To help us insure we adhere to various privacy regulations, please select your country/region of residence. If you do not select a country, we will assume you are from the United States. Select your Cookie Settings or view our Privacy Policy and Terms of Use.
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Used for the proper function of the website
Used for monitoring website traffic and interactions
Cookie Settings
Cookies and similar technologies are used on this website for proper function of the website, for tracking performance analytics and for marketing purposes. We and some of our third-party providers may use cookie data for various purposes. Please review the cookie settings below and choose your preference.
Strictly Necessary: Used for the proper function of the website
Performance/Analytics: Used for monitoring website traffic and interactions
Are cold calls your least favorite part of the job? They don’t have to be. What’s the first thing that comes to mind when you think about cold calls? You might be thinking of rejection, or tedium, or something similarly negative. But cold calls don’t have to be the most dreaded part of your schedule. Cold calling helps you expand your network, and engage with new prospects: Close sales fast … if you do it the right way.
Account-based marketing (ABM) is a growth strategy brands are adopting at a rapid rate. “70% of marketers say they use ABM, and there’s a 15% year over year increase in the usage of an ABM,” said Ali Haeri, VP of marketing at MNTN, in his presentation at The MarTech Conference. “But the problem with ABM is that everybody is using the same playbook.” Email marketing , targeted advertising, and personalized landing pages are some of the most popular tactics employed b
Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be.
With two years gone since the beginning of the pandemic crisis, I’ve been pondering what’s changed in selling behaviors. Not techniques, tactics or strategies but behaviors – the DNA of who we are. To truly understand what’s changed, I contacted Markku Kauppinen , who knows more about selling behaviors than anyone I know. Markku is the President and CEO of Extended DISC powered by FinxS, the award-winning international behavioral assessment company serving clients worldwide.
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.
Is business voicemail dead? While there are statistics that share voicemail’s decline in the business world , we can’t avoid the fact that 80% of all cold calls will reach the decision maker’s voicemail inbox. As we’ve shared in past blog posts on cold calling , saying that something is ‘dead’ is becoming a catchy headline and a trend. However, 9 times out of 10, these are mere theories supported by lax evidence.
Elon Musk is reportedly in advanced talks to buy Twitter. Unfortunately, his vision of an unfettered town square with few restrictions on what people can say is an impossible utopia. Social networks ceased being free speech platforms a decade ago when they moved from reverse chronological display (newest post at the top) to one showing content to users driven by AI algorithms.
Elon Musk is reportedly in advanced talks to buy Twitter. Unfortunately, his vision of an unfettered town square with few restrictions on what people can say is an impossible utopia. Social networks ceased being free speech platforms a decade ago when they moved from reverse chronological display (newest post at the top) to one showing content to users driven by AI algorithms.
Sales pipelines are used to aggregate the progress of potential customers all through the sales life cycle. They are usually visually represented in CRM software so sales team members can easily keep track of the deals that are in the pipeline at any time. A sales pipeline is a collection of potential customers for a business. It consists of different stages, which are: Lead.
Almost three-quarters of Americans consider themselves lifelong learners. Still, in most sales teams, the words “training initiative” elicit groans rather than excitement. Why is that? Maybe you’re just not selecting the right sales training topics for your team.
Cold emailing has never been more effective. Thanks in part to the popularity of inside sales and remote work, and the improvement in sales engagement and sales analytics software, cold email metrics have been skyrocketing like never before. The longstanding debate of short cold emails versus long cold emails also grew louder the past two years. Brevity versus credibility.
One of the most critical parts of sales training , is learning how to close a sale without being pushy. Without the close; your discovery call and everything else after may be wasted time, so learning how to ask effectively is critical for consistent sales. In this article, you’ll learn five ways how to close a sale without being pushy, and with a consultative approach.
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.
Spoiler alert, we really seek to be both interested and interesting, and we hope our prospects/customers are both interested and interesting. However, to maximize the opportunity for this to occur, there is important sequencing of this process. As sellers, we do everything we can to be interesting. We leverage provocative insights, we develop pitches we think are interesting/even compelling.
If the intention of your discovery questions is to elicit a problem so you can sell your "solution," you are not really doing discovery. Instead, you are positioning whatever it is you sell. While there is nothing wrong with asking questions about your client's challenges, this line of questioning doesn't create value for your contacts, as they are well aware of their problems.
Measurement is a challenge to every aspect of marketing from attribution to campaign optimization. To meet that challenge, marketers need insights into the vast quantities of data being generated from the wealth of customer touchpoints. New technologies surface insights faster and create the opportunity to visualize and share data. Tools are even giving marketers the ability to predict interactions in order to increase efficiency and allow for real-time adjustments.
Consistent sales are the lifeblood of any Business Owner, Sales Professional or Consultant , and you need to learn how to make your sales without winging it – which is why we’ve created this sales 101 list of requirements you should know. In this article, we’ll be looking at eight sales 101 tips to help you win more sales and serve more people, in a consultative and non-pushy way.
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.
Sales kickoff events effectively get your sales team on the same page and enthused about the year ahead. They offer an opportunity for sales leaders to inspire their teams, set goals, establish best practices, and layout plans for achieving these goals. An excellent way to make sure that everyone at your company is on board with how you want them to sell is by hosting a memorable sales kickoff event.
There may be nothing worse than churn when it comes to net new revenue growth. The more clients you churn, the more you find yourself running in place, winning new deals that only replace part of what you lost. I happen to know a lot about churn from my time working in a Red Ocean industry, one with a lot of competition. It would not be uncommon to lose three million dollars in revenue every year, requiring three million and one dollars to get one dollar of growth.
By Lisa Heay , Director of Business Operations at Heinz Marketing. I’m not a productivity expert. I wish that I was. There are many out there who are who I am in awe of. But productivity is something I’ve been thinking about a lot lately. How can I balance everything on my to-do list and keep my sanity, too? Are you Tired? I am! As a full-time working mom of two young boys, I feel like my hair is on fire all day long.
They told him he would never make it in sales. Now Andy Paul is a well-known expert in the sales industry, author of two books and creator of the award-winning podcast “Accelerate Your Sales” which he sold to Revenue.io in 2020.
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.
???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from … Read More. The post One of the Best Strategies to Increase Closing Rates | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
There is a lot of talk about differentiation in sales, and almost every sales organization pursues sales in the same way, often having the exact same order to ensure there is no meaningful differentiation. The marketing folks will tell you to differentiate by sharing how your company is different, and the product folks will insist you differentiate your "solution"—a word that inflates your product or service by making it the answer to your client's problem.
Every SaaS founder dreams of conquering the market and growing at a record rate. But when you stick to traditional, siloed sales motions, you may prevent your goals from being met. Fortunately, with the right strategy, you can continue to grow with a funnel that stays fresh. Hillary Carpio, the Director of ABM at Snowflake, shares her company’s account-based marketing (ABM) playbook and how it can dramatically scale business. .
By Tom Swanson , Engagement Manager at Heinz Marketing. Too long, didn’t read: Goodhart’s Law should be used for leading metrics, but lagging metrics make great targets. In fact, the further downline you go, the better they get (to a point). Today we are going to be talking about a topic I have been exploring for a while: Goodhart’s “Law”. For those of you who are unfamiliar, the adage goes “when a measure becomes a target, it ceases to be a good measure.”.
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!
The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers. McMahon, Kaplan and their guests get real, digging into timely topics with some of the most successful business leaders in all company disciplines (i.e., Sales, Finance, Product, Engineering, Customer Success, Executive Leadership, etc.).
What if your team’s cold call close rate could be 10% or higher? With the right B2B cold calling tips and tricks, that figure can be your team’s reality.
Ok times are tough in the public markets for SaaS and Cloud. But not for Zscaler. It's worth $30B at $1B in ARR, and it's growing an incredible 63%. The key? It's doing that, AND generating $200m of free-cash flow a year. That's the bar today. And it's a high one. — Jason BeKind Lemkin #???????????? (@jasonlk) April 26, 2022.
By Carly Bauer , Marketing Consultant at Heinz Marketing. Since starting with Heinz Marketing a little over a year ago, I have been continuously exposed and tasked with different areas of social media marketing, from organic content to paid ads on various platforms. Being successful as a business on social media, working to build your following and brand awareness takes a lot of time, money, and effort.
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.
Traditional A/B testing only lets you test messaging, creative and other marketing assets after they have gone live in the market – with no warning of how they will perform. This sometimes leads to falling short on your marketing goals. What if there was a way to test before launching, improve your return and understand why your consumers selected the asset they did?
We celebrate our wins and victories, as we should. Sometimes, we do a debrief on why we won, so we can learn and improve our execution in future opportunities. Often, we focus on all the things we did; we engaged the right people, we talked about the issues that were important to them, we had a superior solution, we were more compelling than the competition.
Seed investment isn’t slowing down. But the momentum game into a quick 3x-5x Series A (and beyond) is. Will see how it plays out. — Jason BeKind Lemkin #???????????? (@jasonlk) April 25, 2022. So now is an odd time for SaaS startups: The best are growing faster than ever. It looks like unicorn rounds are still being announced almost every day.
By Katauna Loeuy , Marketing Intern at Heinz Marketing. In a world of digital media where you can search anyone on the internet within the matter of a few seconds, it’s crucial to have a developed profile that truly embodies how you want to be seen. Personal branding is important in my life because it helps me differentiate myself from other students, interns, and people in general throughout my personal and professional career. .
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
We organize all of the trending information in your field so you don't have to. Join 26,000+ users and stay up to date on the latest articles your peers are reading.
You know about us, now we want to get to know you!
Let's personalize your content
Let's get even more personalized
We recognize your account from another site in our network, please click 'Send Email' below to continue with verifying your account and setting a password.
297 
Let's personalize your content