The Pipeline

MAY 4, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Your email address will not be shared.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Sales Hunter

FEBRUARY 17, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Feb 17, 2012. This is a basic rule of selling in a B2B environment. However, this does not mean B2B sales do not also have a big element of what I call “B2P” impact. .” These people definitely exist in B2B sales.

Motivation 172

Motivation B2B Decision Maker Hiring 172

Pointclear

AUGUST 14, 2012

This is the first in a series of four blogs about B2B Lead Generation marketing and sales metrics, and proverbs. Over the next four weeks we will talk about all of the statistics on the following table, though today we are going to focus on lead rate: Based on over 60,000 completed company dispositions per year (annualized for 2012).

Lead Generation 247

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 247

The Sales Hunter

FEBRUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. B2B Phone Sales Cold-Calling: It Still Works! Feb 03, 2012. B2B cold-calling works! Copyright 2012, Mark Hunter “The Sales Hunter.” prospecting. One Response to “B2B Phone Sales Cold-Calling: It Still Works!”

Cold Calling 186

Cold Calling Motivation B2B Hiring 186

Score More Sales

FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value. 2. Become an Influencer in Your Industry Niche.

Twitter 232

Twitter Strategy Prospecting Promotion 232

Alice Heiman

MAY 19, 2022

The number of quality interactions with prospects has declined. By using sales discovery to truly understand the prospect, you can build a relationship and partner with them to solve the challenges they’re facing. During our conversation, we talk about how important ‘discovery before discovery’ is to successful calls with prospects.

Face-to-face 136

Face-to-face Software Software LinkedIn 136

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Research is critical, because you are learning online where your prospects and customers are, and coexisting. As in real life, you need to go where your customers are. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Pipeline

MARCH 26, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 7 Must-Have Lead Nurturing Recipes for B2B Marketers. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] #news #sales. December 2011.

Lead Nurturing 218

Lead Nurturing Sales Qualified Lead B2B Pipeline 218

The Pipeline

FEBRUARY 22, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. A big win for your sales team would be to find more prospective customers and start listening to what they are saying.

InsideView 249

InsideView Research Prospecting Eloqua 249

Pointclear

AUGUST 30, 2012

Brian Carroll is Executive Director of Revenue Optimization for MECLABS and spoke midday here in Orlando on Day Two of the MarketingSherpa 2012 B2B Summit. Signing off now from the 2012 MarketingSherpa B2B Summit. Nurturing leads increases revenue by 125%—yet most companies don't do it.

Marketing Qualified Lead 170

Marketing Qualified Lead B2B Leads Lead Generation 170

The Pipeline

NOVEMBER 10, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Successful Strategies for Prospecting – Roundtable. The message from blogs, webinars, tradeshows is clear: The buyer has changed and so must your prospecting strategies. Prospecting. Sign up for our Email Newsletter.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

MARCH 30, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Prospecting. Your email address will not be shared.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Sales Hunter

NOVEMBER 26, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Why You Should Prospect During the Holidays. Yes, you can do sales prospecting during the holidays. As a salesperson, though, you would be foolish to not recognize what is unique about this time of year when it comes to prospecting.

Motivation 217

Motivation Prospecting Ideal Customer Profile Hiring 217

Score More Sales

MARCH 14, 2012

Before you make in-person or phone contact, decide what you and the buyer (prospect) are going to do next. Convey that to the prospect, with their agreement, so they understand what is going to happen next. It gives you the chance to show your prospect some of the qualities they’d experience if they were to work with you.

Buyer 196

Buyer B2B Call-back Decision Maker 196

Score More Sales

AUGUST 14, 2012

Next, think about focusing on your prospective customers finding you and the context you can gain on critical issues and events that affect what and when they buy. For many in B2B this means LinkedIn first and foremost. Inbound marketing and good intelligence products will bring knowledge your way – your job is to interpret it.

Social Media 233

Social Media B2B Strategy Media 233

Pointclear

MAY 2, 2013

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Try outbound prospecting. You can significantly expand your sales pipeline by investing in outbound prospecting techniques, according to Aaron Ross, co-author of Predictable Revenue. Motivate Your Sales Team with These 13 Ideas That Work.

Hiring 174

Hiring PointClear B2B Outbound 174

The Sales Hunter

AUGUST 29, 2012

Timing, emotion and personality still play a big role in B2B selling situations, yet too many salespeople leave them out. As I work with B2B salespeople and ask them these questions, it’s amazing how few really know the best time to contact a person. Emotion and personality do have a huge place in B2B sales for one key reason.

B2C 175

B2C B2B Cancellation Motivation 175

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. B2B big data wasn’t quite there. We expect major gains in the sophistication – and volume – of B2B data in 2019. B2B big data is big business. But this wave of B2B data raises other questions too. Prediction #2: B2B Intent Data will (start to) go mainstream. BIG business.

Data 196

Data Intent Data Intent Customer 196

SBI

JULY 22, 2014

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. In 2012 it grew to around 350. Better communicate value and market positioning to prospects. What B2B marketing tools would you like to see on the list? We want to hear from you.

Tools 123

Tools B2B Top of Funnel Marketing 123

Increase Sales

JULY 8, 2013

of the recruiters favored LinkedIn as their primary social media site in 2012. of the recruiters used social media in 2012. Recruiters are salespeople whose sales prospects are skilled qualified employee. Sales education based marketing LinkedIn LinkedIn Contacts sales prospects social media' Share on Facebook.

Social Media 128

Social Media Media Prospecting LinkedIn 128

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

The Pipeline

MAY 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. There are steps to follow that can make prospecting easy and effective. December 2011. November 2011.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. According to recently published research from MarketingSherpa’s 2012 Lead Generation Benchmark Report, “the creation and distribution of unique, engaging content is becoming increasingly critical to the success of any online outreach program.” [2].

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

Score More Sales

MAY 24, 2012

We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Pointclear

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. This second blog is about the importance of valuing qualified inbound and outbound marketing prospects and the proverb “A bird in hand is worth two in the bush.”. For many, this is a remarkable takeaway.

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Lead Management 133

The Pipeline

MARCH 2, 2012

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. March 2nd, 2012. Much easier to show value to a customer than to a prospect. March 2nd, 2012. As a sales person you should be able to take what you know from existing clients, and apply them to new prospects.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

Score More Sales

MARCH 5, 2013

Kyle and I first met when he came to Boston for B2B Camp Boston last year. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. One is our automatic prospecting tool and the other is Job change alerts. LR: Do you have any B2B Camps coming up?

Social Selling 243

Social Selling Tools LinkedIn B2B 243

The Pipeline

MARCH 17, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in "Did You Just Say.?" , Appointments , Attitude , Cold calling , Prospecting , Tongue in cheek , execution. "Did you just say you're giving up prospecting for Lent?" " [link] #sales #B2B.

Pipeline 228

Pipeline Twitter Cold Calling B2B 228

Pointclear

AUGUST 30, 2012

He is also author of a popular sales and marketing blog, Funnelholic , where he shares B2B content with an edge. Craig specializes in lead generation, lead qualification, and B2B marketing and sales. 2012 Trends: Social Marketing Gaining Real Traction & Growth Hacks.

Software 187

Software Software B2B Top of Funnel 187

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. 3 Underutilized B2B Sales Strategies in Social Media. . Close More Deals.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

AUGUST 6, 2012

Sales reps are searching as many as 15 different data sources for information on customers and prospects. 82% of those surveyed believe that sales reps are challenged by the amount of information and the time it takes to research prospects prior to making contact. Reps are on information overload. You can download the study here.

Data 197

Data CRM Survey Study 197

No More Cold Calling

AUGUST 23, 2018

It is a place for networking, research, and engaging audiences, not for pitching prospects. I don’t like it—and your prospects don’t like it. 92 percent of B2B buyers use social media to engage with industry thought leaders. The prospect doesn’t know you and doesn’t expect to hear from you. Source: Bambu ).

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218