Name: Objections Masterclass: The Art and Science of Getting Past No
Start: 2021-08-13T19:50:00Z
End: 2021-08-13T19:50:59.000Z
Location: BrightTALK

Today’s buyers are busier than ever before, and their attention span is shrinking. In fact, Microsoft found from a recent study that humans have the attention span of a goldfish.

Which is a mere eight seconds (and counting)…  

Since eight seconds is short-lived, sellers only have a fraction of time to stir-up curiosity. But by using personalized, relevant prospecting techniques, sellers can cut through the noise and get to the heart of what their buyers care about.

But too often, sellers of every caliber aren’t really sure how to effectively use these techniques. 

Join us alongside our partner, Reveneer, on February 15th, as we’ll dive into how you can create relevant sales conversations, stand out from the prospecting crowd, and stay top-of-mind in a busy market. 

You’ll learn:

Proven tips and tricks to quickly capture and hold your prospect’s attention across channels

The differences between personalization and relevance and why it matters 

Where relevance comes into play across the sales cycle and how to use it 

Ways to go beyond traditional personalization techniques to engage prospects

Seller Psychology: How To Create Relevant Sales Conversations that Convert

The lack of sales and marketing alignment is failing businesses everywhere. Only 8% of companies have an alignment strategy in place. The other 92% struggle with lost sales, a poor brand experience, and the weight of annual revenue stagnation and decline. 

Why does this matter? Sales and marketing teams with strong alignment are 67% more effective at closing new business. They also have a higher customer retention rate.

Join us on February 22 at 2:00 PM ET to learn how to unify and align your sales and marketing efforts with Aircover. Get actionable tips for sales reps to collaborate with marketing to run targeted campaigns and grow existing business.

You’ll learn how to: 

Align sales and marketing to run better-targeted campaigns for more successful outcomes 
Enable sales reps to identify key accounts and grow existing business 
Orchestrate campaigns and activate reps across marketing channels and sales teams simultaneously.
Create tighter alignment between sales and marketing on account identification and targeting.

Hardwiring Alignment: Scale Your Sales with Marketing Aircover

Online dating apps might claim love at first swipe, but there’s actually a lot going on behind the scenes to find your perfect match.

Preferences like location, age, virtues, and vices all play a part in determining compatibility. Sound familiar? It’s not so different from defining your ideal customer profile.

But just because you think you have the perfect profile, doesn’t mean your work is done. No algorithm is perfect, after all. 

Whether it’s dating or demand generation, if you want to find the leads of your dreams, you’ve come to the right place. 

Join Act-On and ZoomInfo as we crack the code to finding the leads that turn into true love (we mean MQLs).


What you’ll learn:

Identify red flags: How to recognise the signs for when it’s time to change your lead scoring strategy
Define the relationship: How to convince your leadership team that quality over quantity is better, in the long run.
Play the long game: How to regularly anticipate and adjust your lead scoring strategy

Sales Matchmaking: 3 Steps to Finding Your Best Leads

In this webinar from ZoomInfo, join Joy Bernard, Manager of Learning & Development, and Sneh Kakileti, VP of Product Management, as they discuss 
features to focus on:

Convert Demand: Intent, WebSights, and Account Based Marketing
Sell as a Team: Workflows, Air Cover, and Chorus Deals
Customer Loyalty: Tracker, Enrich Premium+

Things You Didn't Know ZoomInfo Can Do | A Closer Look at High Impact Features

In this webinar, Shawn Peterson, CEO of Quantum Business Solutions, and Ben Salzman, SVP of Special Projects at ZoomInfo, discuss how to improve your company's go-to-market strategy.

Organizations struggle to scale their GTM strategy due to 3 key challenges:
- The efficiency gap
- Ops leverage
- Data decay and waste

3 Essential Steps to Accelerate Your GTM Strategy in 2023 (and Beyond)

As interest rates rise by 75 basis points for the first time in almost 30 years, experienced sales reps and newcomers alike are facing the prospect of selling during a recession.
Sales is tough enough as it is, and prolonged economic uncertainties make the job even harder. Budgets are reduced or eliminated. Companies evaluate prospective new technologies with greater skepticism or postpone such investments entirely. Your warm leads leave for “safer” industries or join the ranks of the recently laid-off.
With the odds stacked against them, how can salespeople navigate a dicey economy and hit their number during a downturn?

Join in our upcoming webinar with Jeb Blount, CEO & Founder of Sales Gravy and best-selling author with his newest book, Selling in a Crisis. During the webinar, Jeb along with Will Frattini, Principal, Sales at ZoomInfo will share concrete tips for how sales professionals can prepare and sell in a recession.
You’ll learn:
What key characteristics of any downturn sales teams should be aware of, be prepared for, and why
The differences between coaching well-seasoned vs newer reps 
How sales teams can be equipped to stay motivated and hit quotas
Concrete tips for how sales professionals can prepare and sell in a recession

Future-Proofing Sales: How to Pivot, Prepare, and Sell in a Recession

Nothing sells better than when sales and marketing work together. Want easier ways to loop in your partners on your marketing team?

Learn the cheat codes in this live episode of Sell Better.

What You'll Learn:
How to identify and pursue shared marketing and sales goals
Working with marketing to laser-focus on ideal customer personas
How to improve the sales and marketing feedback loop for more effective communication

How Top Sellers Execute Bulletproof GTM Planning with Their Marketing Team

In today’s economic uncertainty, many marketing and sales teams are questioning the future state of their MarTech budget and how to stretch it. In fact, Gartner reported that more than 60% of respondents plan to cut Martech budgets, while another 35% are planning massive stack overhauls.

Turn-Up in a Downturn: How Marketing Teams Can Succeed During an Economic Change

Sales leaders have great influence on the success of their organisations. To be an effective leader requires certain attitudes and skills, different from the ones that drive success as individual contributors.

ZoomInfo’s successful culture of growth depends on investing real time and resources into developing sales leaders. In this webinar, Ryan Oosterveld (Head of New Business, EMEA) and Phil Nagel (Sales Manager and Lead, Canada) will discuss data-driven ways they adopt to improve the performance of sales teams, and how they channel that success into coaching sales reps to make the career leap into sales management. 

You will learn about: 
- Implementing technology-based solutions to automate sales strategies, improve overall performance, and build your future sales leaders.
- Leveraging ZoomInfo Engage to help sales reps expand their engagement output, while managers track KPIs and effectiveness of messaging.
- Coaching customer interactions and pipeline risk using Chorus.
- Helping reps develop the skills and mindset needed as sales managers.

How Top Sales Leaders Use Data and Automation to Upskill Teams

When building a sales team, it’s tempting to gravitate toward candidates with the same specific traits. But too often, focusing on “culture fit” can create massive blind spots for your business.

By focusing instead on “culture adds,” sales leaders can create an inviting environment for new ideas, encourage healthy competition, and drive better bottom-line results. 

Join sales leaders from ZoomInfo and SmartBug Media, as they share actionable insights about how to develop a diverse sales workforce. You will learn about:
- Improving results with a team that embraces many backgrounds
- Building diverse sales teams and eliminating bias
- Partnering with leadership to embrace company-wide diversity

Panel Discussion: The Advantages of Diversity in Sales Teams

As we sit on the brink of a recession, it’s hard to determine the next moves your business should make. While this environment is perhaps less predictable than previous downturns, that doesn’t mean you should just sit tight and wait for more clarity. Every decision needs an extra level of consideration and scrutiny right now. Give greater attention to your budgets — and think larger than just sales. Is marketing using the right channels to effectively hone in on prospects and drive leads? 

Think past the end of the quarter and the end of the year. What does your business need to do to get through the downturn and continue to be successful afterward? 

Join ZoomInfo’s [Speaker] & [Speaker] for this session to learn how to efficiently align revenue teams and invest in growth. 

You will learn:
—What mission-critical objectives revenue teams should be taking stock of and aligning resources towards, now more than ever 
—Why it’s time to take a closer look at your revenue tech stack and identify redundancies and hidden costs
—How to invest in sales and marketing audience alignment to boost revenue growth
—How to cut unit costs while scaling the impact of your digital advertising program

How Revenue Teams Can Invest in Growth AND Cut Costs.

B2B marketers have seen their fair share of change in the last 24 months. A global pandemic, the move to a digital-first world, changing buyer behaviors, and pressing macroeconomic conditions are just a few of the challenges they are facing today. What do you need to be focused on in today’s ever-changing, buyer-centric market and how can your teams continue to propel your business forward?
Join ZoomInfo CEO, Henry Schuck and Integrate CEO, Jeremy Bloom for a candid conversation that will help you unlock more value from your business.
In this fireside chat, these industry leaders will share actionable tips and strategies on:
What separates successful marketing teams right now from those that are struggling?
What does success look like for a customer-centric marketing approach?
What marketing strategies are supporting the success of converting to a digital-first world?
What top topics of conversation are on the table right now among CEOs, CMOs, and the Board?
How to break down barriers in new or emerging markets to find, engage, and keep your next best customer.

The CEO's Perspective: A CMO Masterclass on Driving and Expanding Business

In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim, and pressure you for price decreases.

Yet, you are still under the same pressure to make your sales number. In this situation, it’s natural to feel stressed out and feel demotivated. 

Join our upcoming webinar with Jeb Blount, CEO & Founder of Sales Gravy and best-selling author with his newest book, Selling in a Crisis. During the webinar, Jeb along with Will Frattini, Principal, Sales at ZoomInfo will share how to stay motivated, keep your pipeline full, increase sales, retain your customers, and advance your career in times of uncertainty and change.

Jeb & Will will share What you’ll learn during this webinar: 
—How to become indispensable, turn off negative inputs, manage your time & activity, and consistently hit your numbers. 
—Practical strategies for maintaining a positive attitude towards sales, keeping your enthusiasm, and finding opportunities in the face of adversity.
—Tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down.

How To Stay Motivated & Increase Sales In A Crisis

B2B data providers are a key element in the chain of support for organisations looking to scale revenue generation, but not all data platforms or providers are created equal. There are vast differences in data coverage and quality, as well as in the way vendors manage privacy, security, and data compliance of the B2B information they hold. 

At ZoomInfo we understand customers’ concerns around privacy and we take it seriously. It’s why we have the industry’s largest data privacy team and over 400 researchers who ensure data security and compliance is our number 1 priority. And their efforts are not for naught: having the most up to date, accurate data combined with intent and automated workflows has enabled our sellers to grow our international business by 80% YoY.

Join this webinar to understand how thousands of our customers leverage our B2B data to drive their revenue. You will learn:
– Why it’s important to walk the balance between quality over quantity in B2B data
– How data compliance and stewardship impacts sellers’ productivity
– How accurate data and automated workflows can lead to scalable revenue growth
– What practices your organisation can implement to drive best-in-class data practices around data stewardship and sales prospecting

How to Conduct B2B Sales Prospecting in a GDPR World

Do your new sales dev reps have the necessary grit to win over prickly prospects? 

How do they hold up when objections derail their quota and their confidence? 

The most critical skill for any sales development manager is the ability to lead a team of resilient, hard-charging SDRs — to help them learn from rejections, and focus on the next “yes.” 


But how do you instil true grit in a brand new sales team and keep your reps motivated? 

 
Join us on September 7th at (11 a.m. ET | 4 p.m. BST ), as two global leaders in the Sales Development Space, Bruno Broughton, Global Sales Development Manager at ZoomInfo, and Jerin Hiatt, Senior Manager of Sales Development at Twilio, discuss what it takes to build successful teams in one of the most challenging business roles. 

 
During this session you’ll learn how to:

Motivate brand new SDRs — even when the going gets tough
Create an in-office vibe with your remote SDR teams 
Instil a positive team mindset and flush out negativity
Help new reps prepare for a commission-based role 
Retain talented SDRs before recruiters can lure them away
 
Register Now!

Twilio: True Grit: Building Resilience in Sales Development Teams

ZoomInfo’s record for meetings set in a single day from cold calling is 27.

Yes, you read that right. 27 MEETINGS IN ONE DAY.

In this workshop, we’re going to pull back the curtain on their winning cold call formula.

Rod Baptista is one of the top SDRs at ZoomInfo. He’s spent the last 5+ years mastering cold calling.

His manager, Theisen Chang, was one of the first 10 SDR hires at Zoominfo. He’s been there since the beginning. And he’s going to bring a leadership lense to the training.

If you’re a rep, you’re going to get actionable tactics you can use right away to book more meetings. And if you’re a sales leader, you’ll get actionable insights to help you get better results from your team’s cold calling efforts.

Here’s what you’ll walk away with:
● Tactics for gaining instant credibility in the first 30-60 seconds of the cold call
● Using “micro-yes’s” to gain small commitments and increase your odds of success
● Why ZoomInfo reps are only allowed to pitch in their “customer voice”
● How you can “go for no” to make it easier for prospects to get to “yes”
● How to create friction within your target accounts move decision-makers to take action

This is going to be an action-packed workshop with tons of actionable takeaways for both reps and sales leaders.

Steal ZoomInfo’s Winning Cold Call Formula

Check this out, companies with strong sales and marketing alignment achieve a 20% annual growth rate. 

Whether you're in the throws of "right sizing" or growing, getting sales and marketing alignment airtight is more important than ever to survive and thrive.

ZoomInfo is teaming up with Kronologic to break down the tips and tricks to create true marketing and sales alignment. 

Your takeaways will be:
- Discover new ways to think about your revenue cycle
- Re-evaluate sales engagement at each stage of the buyer's journey 
- How and when to use automation to drive more lead conversion

How to Fail-Proof Your Sales and Marketing Alignment

While customer data is an essential tool in the marketing toolbox, a recent poll revealed that nearly 40% of respondents struggle to apply that data to their marketing campaigns.

That’s no surprise though. As audience data floods your CRM and marketing automation tools, it’s easy to lose focus and default to “spray and pray” marketing. It might sound counterintuitive, but sometimes it’s more effective for marketers to go small.

It's time to consider a niche marketing approach that brings in the prospects that actually convert.

Marketing experts from Act-On and ZoomInfo will show you real-world applications on how to:
- Create a niche marketing strategy that’s easy to build, personalize, and scale
- Untangle the challenges around marketing segmentation
- Reach your target segments using micro-level data points
- Execute and evaluate your plan using go-to marketing tools

The Power of Niche Marketing

You’ve worked hard, have an appointment with a prospect, and are well prepared.  Suddenly, out of nowhere, objections creep into the conversation. Sometimes they are obvious, sometimes they are very hard to see, either way if you can’t deal with them, your opportunity dies.

Join CEO and Best-Selling Author of the book Objections, Jeb Blount and Sales Leader at ZoomInfo, Will Frattini for a live webinar on objection handling. During the session the experts will discuss how to walk through the human side of dealing with fear and rejection, while offering innovative, modern techniques for getting past NO.

In this session you will learn:
- How to get past the natural human fear of NO and become rejection proof
- How to minimize resistance and why buyers throw out objections
- How to become rejection proof and strategies that turn you into a master persuader
- How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle
- How to turn around buying commitment objections using our 5-step process

Objections Masterclass: The Art and Science of Getting Past No

Sales Acceleration

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Sales Objections

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Objections Masterclass: The Art and Science of Getting Past No

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