Some might compare selling to a competitive sport, which is hard to disagree with. Sales professionals have monthly quotas to hit, just as athletes are expected to perform well and win. In the business world, sales professionals are under a lot of pressure to perform and sell. If they don’t, they could easily be replaced with someone who can outperform them. Continue reading “The Essential B2B Sales Stack”
The 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”
A recent paradigm shift has caused the “Digital Age” to merge with its predecessor, the “Information Age,” to spawn the “Age of the Customer.” The new era is best defined by the considerable leverage and control potential customers possess.
While the circumstances have changed, expectations for productivity have risen. The bottom line is, the “Age of the Customer” has put more pressure on sales to cut through the noise, connect, and transition qualified prospects to sales opportunities.
Keep reading to find out how market intelligence not only aids with prospecting, but also improves your sales cadence. Continue reading “Perfecting Your Sales Cadence with Market Intelligence”
Last weekend I attended a baby shower luncheon for a close friend. It was at a beautiful venue and of course, included a delicious buffet. Upon seeing the spread of food, I instantly grabbed the bigger of the two plates and loaded up on both types of salads, chicken, pasta, veggies, bread and, dessert. Completely unnecessary.
I think there is an interesting phenomena with buffets in that your eyes are always bigger than your stomach, simply because it’s all readily available.
Similarly, we are in the middle of a tech stack “feeding frenzy,” and it’s difficult to know which tools to select. Continue reading “The Buffet Problem & Your Market Intelligence Solution”
Gone are the days of the rolodex and hours of follow up. Intelligent dialers, email templates and inbound sales tools minimize obstacles and increase the efficiency of the sales process each step of the way. These technologies make up what is known as a sales stack, the tools used by sales professionals to support their efforts and boost performance. Continue reading “Tools to Improve Your Sales Stack”