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3 Ways to Research Prospects Online to Grow Sales

Score More Sales

courtesy of InsideView. A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here.

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Cold Calls Warm With Research in Advance

Score More Sales

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). Jigsaw InsideView Netprospex OneSource. Rainking (to understand a prospect’s tech platform).

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Why Sales People Don’t Ask for Referrals

Score More Sales

Do any board members run (or are a part of) any of your prospect companies? Tools like InsideView , Discover.org and others can alert you to events that should trigger you to contact them – leadership changes, mergers, and other corporate activity. THIS is a no-brainer. You should be looking for these all the time.

Referrals 263
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What’s the Half-life of a Referral?

No More Cold Calling

Make time to prospect for referrals. Register for my next InsideView webinar: Get the Trash Out of Your Funnel | Tuesday, October 09, 2012 | 10 a.m. – We marveled at the fact we’d never met in person, the two of us hadn’t spoken in a long time, and yet he still made the referral introduction. High Touch, Big Reward.

Referrals 192
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The Pipeline ? Reports of the Death of the Salesperson Are Greatly.

The Pipeline

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. At Dreamforce, Tibor and I presented at the InsideView booth. Everyone thinks of social selling as a way to understand the prospect (it is), but it is also important to think about social selling in terms of your online persona.

Report 244
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Sales 2.0 - The Impact on Selling and Sales Success

Anthony Cole Training

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Engage prospects in a more meaningful dialog. But, with todays click(s), a prospect could shop for an hour and at the end of the hour they might know: More about you and your company than you do.

Hiring 181
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How Can We Control External Events If We Do Not Have Control Internally?

Jonathan Farrington

Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction; neither do they have a clearly defined set of goals against which to measure the progress they are making. Mark your calendar for June 12, 2012 at 10 a.m.