Sales Rep Development

    strategies

    Here Are the Best Days & Times for Product Demos

    Key Takeaways: Best Demo Days & Times: Here’s What the Numbers Say If you sell software, you know how persuasive product demos can be as a sales tool. When your solution can literally change the trajectory of an entire business, seeing is most definitely believing — if you can seize that chance and actually book […]

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    strategies

    Business Development vs. Sales: Getting the Best of Both Worlds

    Business development representatives typically focus on expanding a business’ opportunities, partnerships, and markets, laying the groundwork for long-term growth. Sales teams, on the other hand, center their attention on converting leads, closing deals, and driving immediate revenue. So why is it important to understand the differences between business development and sales? Separating the two: Here’s […]

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    tactics

    Finish Strong: How to Close Your Sales Calls and Boost Deal Velocity

    There’s an endless list of tips and tricks for starting your sales calls on the right note. But experienced sellers know that how you finish is just as important. Need an easy-to-remember framework to ensure your next meeting maintains momentum? It all comes down to having a plan. Steven Bryerton, SVP of sales at ZoomInfo, […]

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    strategies

    What is Sales Enablement? Steps to Building an Enablement Strategy

    To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.  To give sellers a fighting chance, sales […]

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    strategies

    Cold Email vs. Spam: 8 Ways to Know the Difference

    Sending cold, unsolicited email to a commercial recipient in the United States is not illegal, but sales campaigns must abide by certain rules.

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    strategies

    Overcoming Sales Objections: 12 Proven Strategies from the Sales Floor

    When overcoming sales objections, it’s important for sellers to know how to listen. Learn 12 tips for handling objections to ease prospects towards a deal.

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    strategies

    The B2B Cold Calling Guide: Best Practices for Cold Calling

    Cold calling is an old selling tactic, but is it completely dead? Our post covers alternatives for new contact selling including “warm calling.”

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    tactics

    How to Build a B2B Sales Funnel That Pulls in Customers

    If you think a B2B sales funnel is abstract, brace yourself. Here’s a practical how-to for building a funnel that captures & converts your best buyers.

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    strategies

    Sales Process Optimization: 9 Steps to Closing More Deals

    What does it really mean to optimize your sales process? From a leaky pipeline to lack of automation, your sales workflow may lack in more ways than one.

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    category iconnews & trends

    When Business Gets Personal: Sales Pro’s Big Bet on ZoomInfo Pays Off

    Convincing management to invest in new software solutions isn’t always the easiest sell. But what if you happen to know the CEO of a software company that you know will help you close more business?

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    strategies

    Anatomy of a Cold Call: 4 Steps to Better Outreach

    In the era of modern GTM, cold outreach can still be remarkably effective with the right tools, uncompromising data accuracy, and a tested strategic framework. Here’s how to create warm opportunities from even the coldest leads.

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