SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. open rate (Google, 2013). These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other. Hands down. Still not convinced?

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

No More Cold Calling

AUGUST 12, 2014

Anthony Iannarino’s brilliant post When Was the Last Time You … poses some eye-opening questions: When was the last time you met with a brand new prospect face-to-face? At least every couple months, a phone conversation is in order, and an in-person visit is even better. Was it more than 7 days ago?

Face-to-face 266

Face-to-face Cold Calling Small Business Small Business 266

No More Cold Calling

OCTOBER 29, 2015

Unless you can tap into what’s really going on with your customers and prospects—unless they feel that working with you will help solve their problems—you’ll never get the deal. A Lesson from Google.” This is true whether you’re online, on the phone, or having an in-person conversation. There are many.

Hiring 120

Hiring Google Face-to-face Ideal Customer Profile 120

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. You can’t depend on your marketing department to generate real leads.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

MARCH 5, 2015

It’s what great salespeople do all the time—whether we’re online, on the phone, or meeting with clients and prospects in person. Social engagement simply means having robust conversations, exchanging ideas, providing insights, and sharing expertise with clients and prospects. In doing so, we become trusted resources.

Networking 120

Networking Social Media Referrals Cold Calling 120

SBI

JUNE 4, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Hubspot Sales

JANUARY 17, 2018

Get in the Door: Sales Prospecting Strategies & Tactics. Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. Linking Into Sales Podcast. In the Arena. Accelerate!

Scale 145

Scale Sage Lead Rank Lead Scoring 145

LeadBoxer

JANUARY 9, 2019

There are free tools that can help you do this, such as Google Analytics, but it’s also possible to take it a step further and learn how you can contact those visitors and which visitors are likely to become a customer. This is found under the Audience category and the Technology sub-category in the Google Analytics menu.

Google Analytics 69

Google Analytics Ideal Customer Profile B2B Sales Qualified Lead 69

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

Sales Hacker

DECEMBER 14, 2021

Join us for an inspiring conversation about perseverance and organic growth outside of a major market. Record your webcam, your screen, or both to make prospecting videos, follow ups, product demos, and other communication that drives virtual selling. Today, a lot of people have not.com domains, but in 2014, that was shocking advice.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

Cience

MAY 7, 2019

For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. However, these examples make it easy to understand how your ICP regulates the number of prospects you can get by means of sales research.

Ideal Customer Profile 58

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 58

SBI

JUNE 3, 2014

Duncan: The buying process has changed dramatically in the last decade and today as much as 70% of the buying cycle happens before a prospect ever reaches out to a vendor. They are reaching out to their friend Google instead.) This gives a very narrow window within which a sales rep must be able to add value for a prospect.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Think relationship selling, sales prospecting, and lead nurturing all rolled into one.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Cience

MAY 7, 2019

For the purposes of this article we’ll use “sales lead” to denote: The contact data of a decision maker obtained for the purpose of prospecting/lead generation. However, these examples make it easy to understand how your ICP regulates the number of prospects you can get by means of sales research.

Ideal Customer Profile 40

Ideal Customer Profile Lead Rank Lead Scoring Sales Qualified Lead 40

Hyper-Connected Selling

APRIL 14, 2015

By the end of that those few seconds, over half of a webpage’s visitors have left (according to research by digital metric tracker Chartbeat in 2014). When a prospective client or other interested party visits, they are looking for more information on you, but they aren’t looking for an autobiography. Fifteen seconds.

LinkedIn 45

LinkedIn Ideal Customer Profile Social Media ACT 45

Hubspot Sales

OCTOBER 29, 2019

Social selling is the process of researching, connecting, and interacting with prospects and customers on social media networks -- notably Twitter and LinkedIn, but others certainly fit the bill. Check out the profiles of your customers and prospects. Advance the conversation in a meaningful way, or just sit back and observe.

Social Selling 126

Social Selling Ideal Customer Profile Social Media Twitter 126

Sales Hacker

JULY 2, 2019

2014 saw the rise of marketing automation. Just as pro athletes review game tapes, you need to listen to yourself talking to prospects. Don’t give information that someone could google in 30 seconds or less. Many times my posts are based on a specific conversation I’ve had with a CEO or sales rep.

Top of Funnel 103

Top of Funnel Social Media Scale Face-to-face 103

Sales Hacker

NOVEMBER 10, 2020

It’s a great conversation, and it’s really all about going off on your own and pushing yourself into that zone of discomfort where all personal growth happens. So the inflection point was 2014, 2015… 2014, we did 750,000 and S in ARR. Great conversation with AJ Bruno. That’s the other side of it.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74