Expert insights. Personalized for you.
From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. So, as sales leaders, how have we kept ‘remote’ control? Communication in Sales: Clear is Kind. Sales is an individual sport but sharing insight helps us all win. MORE
Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind. MORE
It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . MORE
Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018. LinkedIn Sales Navigator. MORE
That means that your sales team must be prepared for competitive conversations in 2022. Sales EnablementCompetition is heating up in nearly every industry. In 2021, 53% of businesses said the majority of their deals were competitive. MORE
Sales EnablementUnless you’re subscribed to the Crayon blog, you’re most likely reading this because you Googled “pre-call planning.”. If that’s the case, you probably noticed that there are a lot of blog posts on this subject. You may have even read some of them. MORE
Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new. MORE
If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time? MORE
High-performing sales reps are not born; they’re built. To be more precise, high-performing sales reps are not built in a discrete period of time; they’re built on an ongoing basis. Sales Enablement MORE
Sales reps must make the most of this shortened window of time by gaining a thorough understanding of what decision drivers cause won and lost deals and what specific things they can do as individuals to increase win rates. What is “Sales Experience”? Sales Experience Analysis. MORE
Sales, in general, is a tough job. This imperative — communicating value effectively — is a key element of the topic of today’s blog post: sales enablement. By the time you’re done reading, you’ll have gotten an answer to each of the following: What is sales enablement? MORE
The more closely you align your sales and marketing teams, the better. Today, we’ll walk through six best practices for better alignment between sales and marketing. Sales Enablement MORE
Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. MORE
Sales enablement statistics are useful for a number of reasons. Maybe you’re building a business case for the formalization of a sales enablement strategy and looking for quantitative data that you can use to your advantage. Sales Enablement MORE
If you can help it, sales enablement — the act of empowering your sales reps with the tools, resources, and competitive intel they need to win deals — should not be conducted on an ad-hoc basis. To succeed over the long term in a competitive niche, you need a sales enablement strategy. MORE
Sales is an inherently competitive function. You and your rivals are battling for every potential sale. When a customer chooses to go with you and not the company across the street, that’s a victory for your sales strategy. MORE
On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage. MORE
Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence? MORE
Over the past decade, marketing organizations at enterprise companies have grown from being perceived as cost centers built around soft metrics to being highly respected drivers of measurable business growth. MORE
The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. Here’s a closer look at how sales rep processes changed in the past year and whether these new methods will outlast the pandemic. MORE
Q: What do sales leaders, meteorologists, and economists all have in common? It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Some 57% of sales reps do not accurately forecast their pipeline. MORE
Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Sales Funnel vs. Sales Pipeline. MORE
Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota. In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). Key Takeaways Regarding AI for Sales. MORE
Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. B2B Sales. MORE
How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. MORE
Unclear sales goals are costly. These are metrics that prioritize and improve sales performance and yield valuable specifics like percent of team meeting quota, average on-target earnings, and sales cycle length. KPIs should match the specific needs of your sales team. MORE
As sales leaders, we face tough challenges. Most often, buyers described missteps in the sales process as the reason for lost business – even ahead of price! Every sales rep is different. With many organizations, sales isn’t involved with closed-won customers after onboarding. MORE
In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? MORE
If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process. MORE
As Crayon fiercely commits to our diversity, equity, and inclusion initiatives, it has furthered our discussion around women in sales. Women represent only 39% of the workforce in sales despite women making up over half of the college-educated workforce. MORE
We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. The Old World vs. New World of Sales. In the new world of sales, being well connected is no longer as important as being well informed. The Rise of Inside Sales. MORE
The sales battlecard is an extraordinarily impactful tool for any business in a competitive B2B market. 71% of businesses that leverage sales battlecards say these tools have helped them increase their win rate. Sales Enablement MORE
Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations. MORE
Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. What Is the Difference Between Sales and Account Management? MORE
Whether you’re a marketer or a sales manager, there are innumerable ways you can empower sellers to do their jobs more effectively. Sales enablement comes in all shapes and sizes—which means there are dozens of metrics you can use to measure the success of your efforts. MORE
Sales Related Topics Crayon
JANUARY 19, 2022
That means that your sales team must be prepared for competitive conversations in 2022. Sales EnablementCompetition is heating up in nearly every industry. In 2021, 53% of businesses said the majority of their deals were competitive.
Crayon
OCTOBER 15, 2021
Sales EnablementMaking cold calls. Running demos. Persuading decision-makers.
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Crayon
APRIL 30, 2021
Sales enablement statistics are useful for a number of reasons. Maybe you’re building a business case for the formalization of a sales enablement strategy and looking for quantitative data that you can use to your advantage. Sales Enablement
Crayon
APRIL 2, 2021
If you can help it, sales enablement — the act of empowering your sales reps with the tools, resources, and competitive intel they need to win deals — should not be conducted on an ad-hoc basis. To succeed over the long term in a competitive niche, you need a sales enablement strategy.
Crayon
FEBRUARY 4, 2021
Sales, in general, is a tough job. This imperative — communicating value effectively — is a key element of the topic of today’s blog post: sales enablement. By the time you’re done reading, you’ll have gotten an answer to each of the following: What is sales enablement?
Crayon
SEPTEMBER 22, 2021
Whether you’re a marketer or a sales manager, there are innumerable ways you can empower sellers to do their jobs more effectively. Sales enablement comes in all shapes and sizes—which means there are dozens of metrics you can use to measure the success of your efforts.
Crayon
APRIL 14, 2021
The more closely you align your sales and marketing teams, the better. Today, we’ll walk through six best practices for better alignment between sales and marketing. Sales Enablement
Crayon
SEPTEMBER 8, 2021
Sales EnablementUnless you’re subscribed to the Crayon blog, you’re most likely reading this because you Googled “pre-call planning.”. If that’s the case, you probably noticed that there are a lot of blog posts on this subject. You may have even read some of them.
Crayon
MARCH 10, 2021
The sales battlecard is an extraordinarily impactful tool for any business in a competitive B2B market. 71% of businesses that leverage sales battlecards say these tools have helped them increase their win rate. Sales Enablement
Crayon
AUGUST 16, 2021
As Crayon fiercely commits to our diversity, equity, and inclusion initiatives, it has furthered our discussion around women in sales. Women represent only 39% of the workforce in sales despite women making up over half of the college-educated workforce.
Crayon
FEBRUARY 11, 2021
High-performing sales reps are not born; they’re built. To be more precise, high-performing sales reps are not built in a discrete period of time; they’re built on an ongoing basis. Sales Enablement
Zoominfo
MAY 3, 2021
Hitting an early impasse with a prospect is an age-old sales dilemma. “I They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So Reaching a dead end when bringing in a new sales account is nothing new.
Zoominfo
JANUARY 15, 2021
Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. What is Sales Intelligence?
Cipher
APRIL 7, 2021
Sales is an inherently competitive function. You and your rivals are battling for every potential sale. When a customer chooses to go with you and not the company across the street, that’s a victory for your sales strategy.
Zoominfo
AUGUST 18, 2020
If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. In fact, there are a host of obstacles that keep sales reps from being their most productive selves. Where Do Sales Reps Waste The Most Time?
Zoominfo
MARCH 4, 2021
On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. Today we’re sharing tips and tricks to shorten the sales cycle, broken down by stage.
Zoominfo
FEBRUARY 23, 2021
Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase.
Zoominfo
JULY 24, 2020
In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important?
Zoominfo
FEBRUARY 1, 2021
How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively.
Zoominfo
AUGUST 27, 2020
Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.
Zoominfo
JANUARY 23, 2021
If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Sales prospecting techniques are the tactics a salesperson uses to find new customers. Prospecting is an early and critical stage in the sales process.
Zoominfo
JANUARY 13, 2021
Exceptional sales performances aren’t achieved through sheer willpower — they’re accomplished by understanding goals that are easily tracked and planned out. Sales reporting helps managers track and monitor progress to keep a pulse on sales cycle profitability. B2B Sales.
Zoominfo
JANUARY 23, 2021
Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. What Is the Difference Between Sales and Account Management?
Primary Intelligecne
JANUARY 19, 2022
Sales reps must make the most of this shortened window of time by gaining a thorough understanding of what decision drivers cause won and lost deals and what specific things they can do as individuals to increase win rates. What is “Sales Experience”? Sales Experience Analysis.
Zoominfo
MAY 6, 2021
The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. Here’s a closer look at how sales rep processes changed in the past year and whether these new methods will outlast the pandemic.
Zoominfo
JANUARY 20, 2021
Overflowing the sales funnel with leads doesn’t necessarily guarantee more paying customers in the end. Abundant lead conversion can happen when sales reps practice meaningful engagement with them throughout the sales funnel. Sales Funnel vs. Sales Pipeline.
Primary Intelligecne
JUNE 10, 2021
As sales leaders, we face tough challenges. Most often, buyers described missteps in the sales process as the reason for lost business – even ahead of price! Every sales rep is different. With many organizations, sales isn’t involved with closed-won customers after onboarding.
Zoominfo
JULY 6, 2021
We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. The Old World vs. New World of Sales. In the new world of sales, being well connected is no longer as important as being well informed. The Rise of Inside Sales.
Crayon
JANUARY 26, 2022
Over the past decade, marketing organizations at enterprise companies have grown from being perceived as cost centers built around soft metrics to being highly respected drivers of measurable business growth.
Zoominfo
JUNE 24, 2019
Today John Holland, Chief Content Officer of CustomerCentric Selling, helps us cover the other side of the coin—artificial intelligence within the sales process. The Problem with B2B Artificial Intelligence and Sales. Only a mere 13% of the modern sales force consists of ‘A Players’ – or reps who consistently exceed quota. In fact, for the last few decades, only about 50% of sales reps have achieved quota ( source ). Key Takeaways Regarding AI for Sales.
Zoominfo
DECEMBER 10, 2020
From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. So, as sales leaders, how have we kept ‘remote’ control? Communication in Sales: Clear is Kind. Sales is an individual sport but sharing insight helps us all win.
Zoominfo
FEBRUARY 17, 2021
It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. .
Zoominfo
SEPTEMBER 10, 2021
Q: What do sales leaders, meteorologists, and economists all have in common? It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Some 57% of sales reps do not accurately forecast their pipeline.
Zoominfo
FEBRUARY 25, 2021
Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations.
Zoominfo
FEBRUARY 27, 2021
Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018. LinkedIn Sales Navigator.
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