6 Outdated Sales Techniques Hurting Productivity

outdated sales techniquesHave you ever felt your productivity slipping, despite the fact that you’re putting in the same amount of effort you always have?  Have you ever wondered, “If I’m working as hard as before, why I am accomplishing less?”

If you answered yes to the questions above, your sales process may be out of date. Strategies that worked five years ago just aren’t as effective now—and if you don’t abandon your bad habits, your sales productivity will suffer. Continue reading “6 Outdated Sales Techniques Hurting Productivity”

Beating A Prospect’s Defense [Infographic]

beating a prospects defenseSales and football have a lot in common. If you’re among the many readers who just rolled their eyes—hear me out! Both activities are games of strategy and neither your reps nor your team will win big without the right resources.  Among other factors, both require a good coach, lots of practice, a sense of urgency, the drive to win, incredible focus, and insight into the competition. I could continue, but I’ll do us both a favor and leave it at that.

In both sales and football, there’s one major obstacle that stands in the way of winning—and that’s the other team’s defense.  In sales the other team your prospect and their defensive line is an objection to your sales pitch. Continue reading “Beating A Prospect’s Defense [Infographic]”

How to Spend Less Time Leaving Voicemails

voicemailsThere’s no way around it – voicemails are not an enjoyable part of a salesperson’s job. Not only is it a tedious process, but it’s largely ineffective in terms of getting a response. Consider these statistics (source):

  • 80% of calls go to voicemail, and 90% of first time voicemails are never returned.
  • The average voicemail response rate is 4.8%.
  • 15% of the average sales rep’s time is spent leaving voicemails.

Continue reading “How to Spend Less Time Leaving Voicemails”

13 Sales Productivity Lessons from the Experts

sales productivityIf you’re a regular reader of the ZoomInfo blog, you’ve seen quite a bit about sales and marketing productivity in the last few weeks. And it’s for good reason—sales and marketing productivity is the theme of our 2018 Growth Acceleration Summit! So, to get you in the right frame of mind and prepare you for our upcoming event—we bring you 13 of the best sales productivity lessons from our favorite experts.

Ready to kick off your new year on the right foot? Keep reading. Continue reading “13 Sales Productivity Lessons from the Experts”

4 Myths about Sales Productivity

sales productivity

Every B2B sales rep wants to be more productive, so they can hit their quota that much faster. But when asked how to best accomplish this goal, many seem to be at a loss.

This should come as no surprise, given the number of misconceptions still exist about sales productivity today. Let’s dispel them once and for all.

Continue reading to learn about the top 4 sales productivity myths, debunked:

Continue reading “4 Myths about Sales Productivity”

Data: King of the B2B Enterprise Sales Stack

b2b enterprise sales stackThe B2B enterprise sales stack has risen to prominence for a variety of reasons. To start, every organization has a unique approach to sales that involves different needs, processes, channels, and initiatives. A one-size fits all solution is simply not feasible. So, it should come as no surprise that 50 percent of sales development organizations leverage 5 or more technology applications (source).

Truthfully, though, these applications range in importance and adoption. At the very least, most stacks comprise of a CRM and sales automation tools. Others include gamification software or predictive analytics. But make no mistake, it’s also important to invest in a market intelligence solution—like ZoomInfo. Let’s explore three reasons why. Continue reading “Data: King of the B2B Enterprise Sales Stack”

3 Ways to Use the Phone for B2B Sales Success

How many conversations does it take to turn a qualified prospect into a customer? Ask any B2B sales professional this question, and they’ll tell you a different number based on their personal experience.

Of course, some sales cycles will naturally be longer than others. But before you can even talk about closing the deal, you need to get the right people on the phone. And this is where sales reps tend to run into roadblocks, from wrong numbers to gatekeepers. Continue reading “3 Ways to Use the Phone for B2B Sales Success”

Back-to-School: 4 Ways Sales Professionals Can Rise to the Top of Their Class

Back-to-school season is upon us! This time of year tends to bring a lot of excitement for parents, anxiety for college freshmen and sadness for younger children. But there is one common theme as the days get shorter and the nights get cooler: opportunities for success. There is something about September that feels like a new beginning and the same can apply for your career.

Did you know, the average turnover rate for a sales development representative (SDR) is just over 14 months? There are quotas to hit and a lot of pressure to perform and sell. It’s a grind; however, a brand new [academic] year is upon us! And trust us, you can excel in the world of sales. Continue reading “Back-to-School: 4 Ways Sales Professionals Can Rise to the Top of Their Class”

How to Increase Your Sales Productivity & Stop Wasting Time [Infographic]

If your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities.

In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can contact decision makers, you need to conduct research.

Do you have your prospects’ email addresses and direct dial phone numbers at hand? How much do you know about their backgrounds? Searching for this information can take more time than you’d expect. Continue reading “How to Increase Your Sales Productivity & Stop Wasting Time [Infographic]”