Lead Processing Techniques for 30% More Meetings and 35% Extra Time to Sell with SmartCloud Connect

Salespeople have to figure out what all the CRM reports mean and what they should do as a result. @Zilliant’s machine learning and AI provides the net/net to the rep – what customers should be buying but aren’t, which customers are in decline, what is the best price to offer that particular customer, and whether a deal is winnable. Brian Hirt, Director of Product Management at Zilliant talks to us about the challenges he sees when it comes to selling more to each customer at better margins.

Beyond CRM with Brian Hirt of Zilliant

Outbound sales organizations continuously struggle to achieve the balance between high-volume calling and high-value calling. In this podcast we talk about:
•	How to go from “Who should buy” to “Who probably will buy”
•	How to augment the insight on your website visitors with intent to buy so sellers can prioritize their time.
•	What to do if you’ve hit the point of diminishing returns where more volume just adds cost.
•	How to get real Intent data, not just on accounts but also on the contacts who—it’s important to note—have consented to being contacted.

TechTarget Smart Selling Tools Podcast

John and I discuss the results of his informal survey of Sales Enablement leaders about adoption of processes and technologies.

Nancy Nardin