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To give sellers a fighting chance, sales leaders need to build an effective, flexible salesenablement program. With the right salesenablement process, revenue leaders can confidently improve sales team skills, boost customer retention, expand market differentiation, and drive revenue growth.
Among many takeaways — about salesenablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. It’s about helping your sales organization do what they do best.
What is salesenablement? Salesenablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, salesenablement must be careful in its direction and procurement of information to assist sales.
The key objective of the partnership, said IDC senior research analyst Erica Spinoni, is to unify HR and financial data from Workday with CRM data from Salesforce in a way that can support AI use cases and improve employee experience (EX) and customer experience (CX) alike.
Among many takeaways — about salesenablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. It’s about helping your sales organization do what they do best.
What is salesenablement? Salesenablement provides salespeople with tools, content, and information that help them sell efficiently and effectively. To be an effective provider of these resources, salesenablement must be careful in its direction and procurement of information to assist sales.
We’ve done the research to compare the top-rated website visitor identification software vendors — but first, here’s an overview of the definitions, features, and benefits of website visitor ID software platforms. 6sense Revenue AI for Sales 6sense Revenue AI for Sales reveals anonymous B2B site research and uncovers hidden opportunities.
Everything you do to help your sales team reach their goals is salesenablement, but have you thought about putting an intentional salesenablement strategy in place? HubSpot research found that 88% of those who use salesenablement processes believe it is moderately to extremely important when making a sale.
And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. . 82% of sales reps feel challenged by the amount of data and the time it takes to research a prospect. For more information check out the sales productivity infographic below!
Social Selling Mistake #2: You engage with prospects before doing any research. The downside to that convenience is this– sales reps can now reach out to prospects they know very little about. Why should they take the time to answer your questions when you clearly didn’t take the time to do preliminary research?
I’m happy to share why I think Owler is powerful salesenablement and content marketing tool! We’re SalesEnablers and Want to Share the Best Resources with Our Customers As the senior content marketing manager for Marketron, I develop content that delivers strategies, tips, and ideas to an audience of salespeople.
These applications tend to range in functionality, but we recommend you simplify each tool’s use case to understand how it fits into your sales process. Research and find contact information? Then, think about which channels (email, phone, social media, etc) your sales reps prefer to engage prospects. Integrate SalesEnablement.
SalesLoft offers a suite of sales engagement tools to help reps form better connections with their prospects, analyze their sales process, and much more. Their sales blog features advice from industry experts, background information about important sales events, and shines a light on important salesresearch.
In fact, according to research, companies that have embraced a data-driven culture are three times more likely to be substantially ahead of their competitors financially ( source ). On the ZoomInfo blog we often discuss the use of data in sales, marketing, and recruiting. Simple enough, right? Stuck for data ideas?
Research by Gartner shows that Conversation Intelligence is the sales tech solution category with the highest impact and highest satisfaction rates. Signals we generate come from all over: intent from research on the B2B web, executive changes, funding alerts, website chats, and emails, to name a few.
A sales rep using a direct dial is 147% likelier to reach a prospect at the VP level than a rep who is not using a direct dial. Unless you want to spend countless hours on prospect research , your best bet is to enlist the help of a B2B data provider. This productivity pitfall isn’t your sales reps’ fault.
Sales acceleration is a form of competitive intelligence (CI) in the salesenablement ecosystem. An effective accelerated sales strategy arms your business with timely data and insights that ramp up the velocity and relevance of sales conversations. How well do you know your customer or prospect?
The ultimate goal is to nurture your prospects through the sales funnel until they eventually make a purchase. While the concept is simple, effective B2B sales prospecting is difficult to execute. In fact, research shows 50% of sale’s time is wasted on unproductive prospecting ( source ). SalesEnablement.
My research landed me squarely on Bizo, a company that once aspired marketers to “precisely target business people by specific business demographic criteria.” A salesenablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales.
With the rise of salesenablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales. The Problem with B2B Cold Calling. Do you ask unnecessary questions? Are the labels confusing?
Often, in the corporate world, sales professionals are praised for multitasking—yet, working on too many things at once can be a huge productivity suck. In fact, research shows that when employees multitask, their overall productivity declines and the quality of their work suffers. Will this require more preparation and research?
Believe it or not, sales reps only spend about a third of their time talking to prospects ( source ). Other tasks include emailing (21% of their day), data entry (17%), prospecting and researching leads (17%), internal meetings (12%) and scheduling calls (12%) ( source ). The key to personalized sales efforts is prospect research.
SalesLoft offers a suite of sales engagement tools to help reps form better connections with their prospects, analyze their sales process, and much more. Their sales blog features advice from industry experts, background information about important sales events, and shines a light on important salesresearch.
Friction among revenue teams, especially surrounding their sales content and collateral, is an all-too-common phenomenon. The tensions usually play out like this: Marketers worry that their content, however expertly crafted or meticulously researched, will go unused.
Whether you’re just getting started in your sales career or you’re a seasoned veteran, this podcast is designed to help take you to the next level. The Sales Excellence Podcast showcases professionals engaged in creating a culture of sales excellence. Sales Babble. Listen here.
It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Four things your marketing department can do to increase sales productivity: 1. Improve your sales-enablement content.
Without access to sales intelligence, sales reps will have a difficult time connecting with decision-makers and influencing their purchase decisions. For this reason, we recommend working with a B2B contact database or salesenablement tool. Prepare notes. An organized salesperson comes across as reliable and trustworthy.
From an operations point of view, I manage our clients’ overall research and delivery, be it Market Intelligence, Competitive Intelligence, GTM Support, Sales Intelligence, and others. Overall, I have about 17 years of experience, mostly focusing on research and sales intelligence.
Our recent webinar, " Elevate Your Competitive Enablement Strategy with Crayon AI ," explored how businesses can harness the power of AI to outsmart competitors and thrive in a fast-paced market. In a world where business competition is fiercer than ever, having a strategic edge is no longer optional—it's essential.
Instead, sales organizations require deeper, more sophisticated insight into their target contacts and companies. This shift led to the intertwining of concepts and phrases like technographic data, sales intelligence, salesenablement, and sales prospecting tools. Spend less time searching and more time selling.
“ZoomInfo has always had a very big culture of call contests, and that energy you feel when you’re walking through the office and people are calling and you’re hearing great phone calls — that’s lost when you’re alone in your living room,” says SalesEnablement Manager Lauren Penney. 4 Ideas to Incentivize Your Sales Team.
Unfortunately, in sales, the pressure never lets up; there’s never enough revenue, clients, or deals. These resources may come in the form of salesenablement tools, more team members, or additional sales training. As seasoned reps will tell you, the sales process looks different at every company.
Specifically, the successful candidate will provide contextual analysis by supporting and improving ongoing competitive research, as well as by tracking and analyzing competitor products and GTM strategies.
Specifically, the hiree will conduct primary and secondary market research. Results from those studies will be used to define the salesenablement messaging for the company’s portfolio and individual services.
Intent Data: How it Works Intent data detects what your leads and accounts are actively researching on third-party sites across the web. ZoomInfo covers over 4,500 topics, ranging from salesenablement tools to M&A to private equity. Let’s break down a few examples to show how intent can be your crystal ball.
According to Lever’s LinkedIn post, the successful applicant will work with a cross-functional team to develop new customer- and value-oriented content, including thought leadership collateral and salesenablement tools. The applicant will also do research on market trends and work with other departments to launch new products.
Customer Intelligence To get a deeper impression of what your customers need, what motivates them, and how they behave, conduct customer intelligence research. How to Conduct Competitive Intelligence Research Let’s look at the steps you need to take to gain an advantage through competitive intelligence research.
“ZoomInfo has always had a very big culture of call contests, and that energy you feel when you’re walking through the office and people are calling and you’re hearing great phone calls — that’s lost when you’re alone in your living room,” says SalesEnablement Manager Lauren Penney. It’s a really good way to unite people.”
As a Product Marketer, I know the research I conduct is only as valuable as the relative impact it has on the teams making strategic business, sales, and product development decisions everyday. Ultimately, the research you conduct within AlphaSense doesn’t have to stop at discovery.
Perhaps you sell a salesenablement tool , and your target customers are sales managers and executives at small and medium sized businesses. They research your history, read reviews, monitor your social media interactions, and more. If your company produces and sells products, you likely know who you’re selling to.
With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. Go check out the SBI Insider Video Podcast! Influence at Work.
The future of salesenablement is providing custom, rep-specific coaching in the flow of work. DRAPER, UT. , Feb. Ideally those recommendations are based on actual performance feedback from real customers,” said Erik Peterson, Chief Executive Officer of Corporate Visions.
Want to ramp up sales but feel like it’s always an uphill battle to reach your targets? Sales productivity is the #1 challenge for almost 65% of B2B organizations, according to research from The Bridge Group. Only 33% of inside sales rep’s time is actively spent selling, according to CSO Insights. Sales productivity.
If you asked the right questions during the initial cold call, you should have a solid basis from which to begin building a body of research for your discovery call. If you consider that an average sales cycle is about 90 days, discovery calls likely place about a month after you began reaching out to the prospect.
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