It’s that time of year again – sales teams have just finished the final push to close a few more deals before the end of the year while hopefully still managing some time with family and friends around the holidays. It’s also the time of year when everyone (including myself) reflects on the last 12 months and then looks into their crystal balls to make predictions for 2008.
2007 was a record-breaking year for ZoomInfo and our sales team. The entire team continues to impress me, and I predict the ZoomInfo sales team will be even more productive and successful next year. How can I be so sure? Because as a team, we strive to look forward to future success rather than focus on last month’s wins. We’re always looking for an edge – that idea, process or tool that makes us more successful – to streamline our processes, supercharge our sales team and ultimately shorten our sales cycle.
For example, for the past few months the team has been using ZoomInfo SF to seamlessly search, import and access ZoomInfo’s data within Salesforce. Each sales person can search for the decision maker in their accounts list, can track contacts if they move from company to company, and can view the ZoomInfo profile on both the lead and company before making that first call.
In 2008, I predict that the most successful sales teams will be the ones who incorporate research into every step of the sales process and workflow in a non-cumbersome way. This month’s newsletter, provides insight into what our colleagues, sales trainers and industry speakers feel is in store for 2008.
Do you have a prediction for 2008 you’d like to share? Email sales@zoominfo.com and share your thoughts with us. We’ll feature the best prediction in next month’s newsletter and will send the winner a video iPod.
All my best for a great and prosperous New Year!
Michael Souza - ZoomInfo Profile
Vice President - Sales
Interested in learning how you or your team can benefit from using the power of ZoomInfo combined with Salesforce.com? Sign up for a ZoomInfo SF demo.
Predictions for Sales in 2008
By Bryan Burdick and Friends
Sales efficiency will be a hot topic in 2008. Historically, companies have been willing to expand their sales force with the hope that, even if the cost of sales remains the same as a percentage, the total amount of sales will increase. With the economic uncertainty of the past few months, many executives will take a harder look at that equation and reconsider their fixed costs in the face of a potential downturn. My prediction is that hiring more salespeople to increase sales will take a backseat to increasing sales efficiency. As a result, CRM tools, sales training, and – most notably – research tools, will be the investments of choice this year.
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Top 10 New Year’s Sales Resolutions
- Lose 5 lbs (by taking my rolodex into the digital age)
- Exercise more (judgment that is – warm up my cold calls by researching prospects before picking up the phone)
- Practice good posture (while on sales calls)
- Spend more time with my family and friends (by finding less time-consuming ways to locate decision-makers)
- Enjoy life more (with all those commission checks I’ll be getting)
- Increase my professional network (by keeping my CRM up-to-date with accurate information)
- Do volunteer work (at industry functions, charity fundraisers, networking events…)
- Reduce stress (by selling smarter, not harder)
- Make more money (for myself and my company)
- Make 2008 the best year ever!
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