Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 128

Research Prospecting Face-to-face Twitter 128

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Download this simple tool to track the three aforementioned productivity killers. Here’s a blog post that covers the best practices on how to assess rep talent. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. Understanding how the prospect thinks is part of the CMO’s DNA. WANTED: CMO’s to Guide Sales to Make the Number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

SBI Growth

SEPTEMBER 29, 2013

In my previous blog, I wrote about obtaining LinkedIn referrals. That’s where this blog comes in. Social debt is one of the most powerful tools to obtaining new referrals. In this blog, I will cover 5 different ways that you can create social debt. Follow these tips and you’ll be swimming in referrals for 2014.

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. This tool has been around for a few years now. Win-Loss reviews were implemented and conducted.

Sales Tools 45

Sales Tools Tools Training Collateral 45

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Increased use of blogs, video, webcasts and social media are aimed at the new buyer. As the primary team responsible for sales tools, it’s time to re-evaluate. Where You Can Focus.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

NOVEMBER 2, 2013

This is content that aligns with the prospects buying process. It pulls prospects through the buyers journey faster Your internal team has more product knowledge than any 3rd party content writer. An onsite review of SBI’s 2014 Sales & Marketing Research Report. Content Headlines – i.e. Blog titles.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Zoominfo

OCTOBER 31, 2018

In 2014 these two brands enlisted the help of 40 influencers from renowned brands such as LinkedIn, MarketingProfs, and Facebook, to promote the 2014 Content Marketing World Conference. They generate 200,000 views, 200+ event referrals, 4,000+ PDF downloads and nearly 1,000 leads, all by the end of December 2014 ( source ).

Influencer 153

Influencer Marketing Hubspot B2B 153

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. My last two blogs covered Step #1: LinkedIn Profiles and Step #2: LinkedIn Reach. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Additionally, you’ll have more insight into your prospect.

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

The Sales Hunter

NOVEMBER 19, 2013

The pool of prospects next year is going to grow. There will be more prospects than ever, and the good news is more of them will actually buy. The internet continues to open up new areas and this means prospects can come from more places. Prospects are going to engage you later than ever in the process.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Hubspot Sales

JUNE 8, 2020

Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase? This leads to subtle pushes like asking for a demo before the prospect is ready.

B2B 91

B2B Ideal Customer Profile Top of Funnel Prospecting 91

Zoominfo

FEBRUARY 28, 2018

Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. A salesperson’s CRM—or customer relationship management platform—is one of the most used tools in their technology stack. Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ).

B2B 225

B2B Social Media CRM Social Selling 225

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Prospects will not tolerate that.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? By George de los Reyes, Sales Benchmark Index (SBI) Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Attendees well receive an Overachievers Tool Kit.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

SBI Growth

AUGUST 30, 2013

Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Step #1 – Define Your Prospect Universe. In my last blog post , I walked you through the mechanics of account segmentation. User Prospect – Buyer(s) who will be using the solution. Content is king.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

SBI

MAY 7, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

NOVEMBER 6, 2013

Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects. BPM’s are a sales tool that maps the decision-making process used to purchase a product or service. Nurture content for LinkedIn status updates.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. This means you don’t need to spend hours writing blog posts and ebooks. Tools Sales Management'

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. This is a blog post which means I had to summarize. Call to Action: Prospects are taking meetings again. Call to Action: Prospects are taking meetings again. Your 2014 quota is going up.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. You may do it in pieces, but it’s more than just buying digital tools. It’s rethinking the way you’re working.”.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Hubspot Sales

APRIL 28, 2020

Prospecting emails are the arch nemesis of many sales reps — they don’t enjoy the process of pitching via email, particularly because, these days, people feel more bombarded than ever by their inboxes. Whenever possible, share a blog post, story, or whitepaper that could be useful to the person on the other side of the computer screen.

Decision Maker 104

Decision Maker Twitter Channels Research 104

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. These items above are a basic minimum in 2013 (heading into 2014) for a seller.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Zoominfo

APRIL 16, 2018

Administrative tasks and prospect research eat up a ton of time that reps could spend selling. There are a million tools out there (Zoominfo) to help with that. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. KeenanTakeover ”. Their tagline?

Journal 171

Journal Case Study Influencer Sports 171

Zoominfo

FEBRUARY 25, 2018

A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. If you’re not sure how to do this, we dig a little deeper in a recent blog post: How to Use Social Media for B2B Lead Generation. Talking too much or not talking enough. We know B2B databases.

Social Media 147

Social Media Media B2B Marketing 147

SBI

OCTOBER 22, 2014

Note from Nancy: In case you missed it, we sent our a Dreamforce wrap-up and cool tool report in our newsletter this Sunday. In today’s blog post, Rebecca Bell Ellis weighs in on the goodies she found at Dreamforce. If you are a database marketer like me, you are thrilled that the tool vendors are now embedding proven analytics.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

A Sales Guy

JUNE 30, 2014

This post on email timing is a great example of connecting with prospects. —————————————– On Jun 1, 2014, at 9:29 PM, “Mark Roberge” wrote: Hope the weekend went well QQQQQ. I hope you like it. I wanted to follow up on scheduling this call.

Data 128

Data Hubspot Lead Rank Lead Scoring 128

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. When prospects come to us, they have problems that need to be solved—pain that needs addressing. the most powerful tool in your sales toolbox is still you!

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI

MARCH 18, 2014

We’ve launched a new biweekly blog feature. DiscoverOrg enables sales and marketing professionals to quickly identify and target the right IT prospects, so they can streamline their sales and marketing efforts. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Up-Sell 139

Up-Sell Revenue Closing Marketo 139

SBI

APRIL 15, 2014

Welcome to our biweekly blog feature. Frank: Marseli is a software and services company that helps sales and marketing teams improve performance through simple, easy to use and affordable diagnostic tools. Sales reps and managers use simple dashboards and a weekly pipeline review tool. Nancy: What does Marseli do?

Up-Sell 127

Up-Sell Revenue Lead Rank Closing 127

SBI

MAY 14, 2014

Welcome to our biweekly blog feature. Regardless of size, pretty much every company has a salesforce, or is engaged in sales activities, and the interactions between that salesforce and your prospects and customers are what ultimately dictate your success or failure as an organization. Nancy: What does SAVO do?

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

Score More Sales

AUGUST 23, 2013

It is almost 2014. While you don’t need to talk in 140 character bursts, you do need to be more concise and clear – whether to a prospective buyer or to a peer. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. That’s right around the corner.

Customer 201

Customer Hiring Lead Rank Consumer 201

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. This is further broken down to the top go-to sites.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79