No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. Most salespeople only spend about 10 percent of their workdays actively selling, and another 10 percent on prospecting, according to Augusoft.

Referrals 224

Referrals Cold Calling eBook Small Business 224

SBI Growth

AUGUST 18, 2013

The ability to prospect. As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” As a sales leader, you need a richer pipeline. As a sales leader, you need a richer pipeline. Sign up here to receive a copy of the Modern Prospecting Toolkit. Selling in the Orange—Online Prospecting.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

SBI Growth

DECEMBER 30, 2013

Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January. This is the first major interaction between sales and marketing. The Top 3 Mistakes for Marketing at Sales Kick-off.

Face-to-face 300

Face-to-face Lead Rank Lead Generation Google 300

No More Cold Calling

AUGUST 11, 2016

The most effective sales techniques don’t require a device. And social media and the internet will eliminate the time-consuming, face-to-face aspect of sales. Marketing automation, CRM, social media , and other technology tools enable sales reps to sell more efficiently and cost effectively. Man vs. Machine: No Contest in Sales.

Face-to-face 120

Face-to-face Social Media Cold Calling Call-back 120

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. That this is how the new buyer wants to buy before talking to our sales reps. If you Google the term, you can read for hours on end.

Lead Rank 312

Lead Rank Lead Scoring Airlines How To 312

No More Cold Calling

MARCH 17, 2015

If only you weren’t graded on the number of dials you made or restricted from spending too much time on the phone with a prospect. What salespeople—and sales managers— need to understand is that calls are either hot or cold. Hot : You’ve been introduced by someone your prospect knows and trusts.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

No More Cold Calling

OCTOBER 9, 2014

There’s no excuse for not doing your sales homework. Imagine the richer sales conversations he could have had. It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. They’ve been calling me en masse. Because Buyer 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

SBI Growth

AUGUST 14, 2013

It’s getting harder for your sales reps to get at bats these days. As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests. Signs this is happening to you are: Customers and prospects are declining meeting requests.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Sales and Marketing Management

FEBRUARY 8, 2021

Google searches reflect that Airbnb has eclipsed the equity of century-old brands, in one decade, across markets big and small,” wrote entrepreneur and NYU marketing professor Scott Galloway. People who find Airbnb offerings do so by typing “Airbnb Chicago” or other destinations into Google. An Ongoing Batt le.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

MTD Sales Training

FEBRUARY 24, 2014

On the way to work today I heard on the radio that British Airways have just taken the title of 2014 UK Superbrand! BA beat off the likes of Google, Facebook and even Apple to take the coveted top spot. This got me thinking about the sales people that we have trained for companies who have a “top brand”. You need to sell too!

Facebook 120

Facebook Google Up-Sell Training 120

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. open rate (Google, 2013). Today we’ll address step #3 of the LinkedIn sales process. 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

Understanding the Sales Force

AUGUST 18, 2014

Understanding the Sales Force by Dave Kurlan. It happens to salespeople when they aren''t able to stay in the moment, maintain complete focus on what their prospects are saying, and respond without thinking several moves ahead or, more typically, about what they want to talk. I paid her and then replied, "I''m fine, and you?"

Social Selling 196

Social Selling Face-to-face Inbound Sales Leadership 196

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? Keep this in mind as we approach the final quarter of 2014. Associations Enterprise Sales Management Salespeople Small Business'

Face-to-face 266

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

Score More Sales

SEPTEMBER 22, 2014

When you are working predominantly with inside sales reps and their immediate sales leaders, it is easy to only think about being in the office and not ever going out at all. If you are an individual contributor in an inside sales role, is there one big event each year you could somehow get to? Each was amazing in their own way.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

Score More Sales

SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Initially for customers of Hubspot, the INBOUND event now attracts thousands of marketers, sales leaders, and business builders from around the world.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

SBI Growth

NOVEMBER 6, 2013

B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. The quick wins will build credibility with sales and the CEO. Focus on wins that positively impact the ability of the sales force to Make the Number. Infuse the Sales Process with Buyer Insights.

Top of Funnel 282

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

SBI Growth

DECEMBER 22, 2013

This is a flawed way to measure winning and losing as a sales leader. This post will discuss a new way sales leaders should measure performance. As a VP of Sales, you own capability building. When you view sales improvement projects, you ask yourself “Is this really that hard?” Sales leadership is hard.

Scale 282

Scale Exercises Compensation Follow-up 282

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Enhancing lead generation is a top priority for any sales organization.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

No More Cold Calling

MAY 21, 2015

Set metrics around sales activities you can measure and coach. Sure, revenue is our goal in sales. We can, however, measure and manage the key sales activities and behaviors that drive revenue. Not only does this strategy let sales leaders off the hook for coaching and training salespeople —which is their No.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. Information comes from your sales team, your website and your press releases. A 2014 research by the Acquity Group, a digital marketing company under Accenture, pegs the number of B2B buyers who do online research at 94 percent.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

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.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

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.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

No More Cold Calling

MARCH 5, 2015

We call it “social engagement,” and it’s critical to increasing B2B sales effectiveness. Social engagement is a hot topic in sales and marketing circles. But it’s not just the latest buzzword floating around sales conferences, nor is it a new concept. But it is not the place for a sales pitch. Well, sales is not a party.

Networking 120

Networking Social Media Referrals Cold Calling 120

Pointclear

APRIL 1, 2015

You were feeling pretty good about work until the new SVP of Sales & Marketing announced that leads sourced by marketing have to be proactively accepted or rejected by sales; AND if you reject a lead you have to say why. Based on CSO Insights you can still beat most of the other sales reps out there with just a little effort.

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100

SBI

JUNE 4, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? 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

Sales Evangelist

MAY 22, 2019

Business owners and sales reps who try to sell to everyone will struggle to succeed until they decide to focus their efforts on the ideal customer. Sales From The Street allows us to connect with a sales professional and hear about the biggest professional struggles that person faced.

Customer 74

Customer Facebook Face-to-face Social Media 74

Hubspot Sales

FEBRUARY 19, 2018

I have a confession to make: I haven’t recorded a new voicemail greeting since 2014. A relatively unprofessional one -- like mine, for instance -- does the opposite: It encourages prospects, recruiters, and potential connections to run in the other direction. Obviously I need to update it. Hello, you’ve reached [your name].

Call-back 144

Call-back Hiring Engineering Facebook 144

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Your Sales Management Guru

AUGUST 5, 2014

During a recent client sales meeting we talked about the power of networking, the need to expand the influence of one’s reach and effective ways to find new and better sales opportunities. If you aren’t doing this now, make it part of your active sales activity planning session. for the first time sales manager.

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

Groove.co

MAY 7, 2020

Today, Groove announced that it raised $12 million in Series A funding to drive awareness of our unique market position as the only sales engagement platform built for the sophisticated needs of account executives and large enterprises. Today, the sales engagement market has been concentrated in the tech industry.

Lead Rank 26

Lead Rank Lead Scoring Enterprise Enterprise 26

Sales Hacker

DECEMBER 14, 2021

In this episode of the Sales Hacker Podcast, we have Brian Trautschold , Cofounder and COO at Ambition , a 10-year-old sales gamification startup based in Tennessee, not the Bay Area or Atlanta. Why gamification is such a powerful concept in sales. Subscribe to the Sales Hacker Podcast. powered by Sounder.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

A Sales Guy

AUGUST 26, 2013

If you expect to continue to be a great sales person and remain at the top of your game, then it’s time to start your own blog. The answer to that question is in three parts: We are in an information world and information (content) has never been more important to sales. This is even more valuable in sales. Why a blog?

Social Media 131

Social Media Media Google Networking 131

Sales Hacker

AUGUST 2, 2019

If you only had 90 days to penetrate the market and produce sales, what would you do? In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. You need a sales engagement plan to deliver those touches. DRIP: The Secret to Reliably Penetrate the Market. As it worked.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

SBI Growth

SEPTEMBER 5, 2013

‘A’ player sales reps are a unique breed. To clarify an ''A'' player is a sales rep who consistently performs in the top 10% of production and exhibits model behavior. As a VP of Sales, you pride yourself on taking care of your best. During the research for this event , SBI heard from over 2,200 ‘A’ Player Sales Reps.

Social Selling 300

Social Selling Ideal Customer Profile Maximizer Segment 300

SBI

JUNE 3, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? 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.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57