Zoominfo

SEPTEMBER 22, 2023

ZoomInfo knows that even minutes can matter when you’re looking for prospects. Hearing directly from an employee at a specific company that they are looking for your product, for example, makes a world of difference compared to relying on third-party accounts to find your prospects.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

The Pipeline

SEPTEMBER 3, 2014

Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern. We will lay out what needs to be accomplished at each stage of the sales funnel and offer actionable insights for marketing and sales to work collaboratively on content development, defining the target market, refining prospect lists and generating engagement.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. If they were a prospect you would know how to treat them. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Let’s recap the time you have sucked out of the sales rep’s day.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Your Sales Management Guru

AUGUST 5, 2014

Smarter Salespeople: Power Network Map. 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. One action was to assign each salesperson to at least one local networking/association event per month.

Networking 84

Networking Jigsaw Cold Calling Ideal Customer Profile 84

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. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. In 2014, sales leaders told us they believe it will be as high as 70%. You are frustrated.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

No More Cold Calling

DECEMBER 30, 2014

Goodbye, 2014. Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Hello, New Year!

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops.

Collateral 55

Collateral Negotiation Proposal Vendor 55

SBI Growth

NOVEMBER 15, 2013

Social prospecting, technology proficiency and content production are just a few. What’s the quality of the contacts in their network? Have they tagged the connections in their network to reflect the personas you built? Have they leveraged their network to create referrals within new logo accounts?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. Secondly, you need to spend time on your network to create extensive LinkedIn Reach. 1) Provide a warm introduction to a dream prospect. In the majority of these cases, these people have dream prospects. Can you connect them to this prospect?

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

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. Do they have a network that can be leveraged for sales? Are your territories designed to maximize time with customers and prospects? Enable your Buyers to Buy. Follow @pseidell.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

SEPTEMBER 6, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Instant access to data, personal networks, experts and your competitors have enabled them. Building your social networks, listening to your buyers and providing relevant content. Reverse Your Approach.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Successful salespeople regularly follow up with every important contact —including leads, prospects, clients (current and former), and Referral Sources. Now is the perfect time to touch base with everyone in your professional network.

Follow-up 237

Follow-up Face-to-face Referrals Social Media 237

DiscoverOrg Sales

SEPTEMBER 6, 2017

And what could Chipotle, its partners, and prospective partners have done to get in front of the attack in the first place? In February of 2017, this OppAlert indicated someone working in Network Security had just one thing on their mind: Intrusion detection. Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

Partners in Excellence

OCTOBER 4, 2014

I’ve clipped an image of his prospecting email, having blocked a lot of things for obvious reasons. As I later discovered, this person is an expert in prospecting and cold calling so I expected to learn a huge amount from his prospecting approach. Related Posts: LinkedIn Networking Run Amuck! No related posts.

Prospecting 93

Prospecting eBook Cold Calling Promotion 93

SBI Growth

AUGUST 29, 2013

Get the Checkup when you sign up for SBI’s 7 th annual research tour: How to Make the Number in 2014. I was surprised (and in a way not) to find he had a LinkedIn network of 5 connections. SBI is predicting 69% by 2014. You need to hone your LinkedIn profile and network intentionally. Grow your network organically.

Social Media 300

Social Media Media B2G Ideal Customer Profile 300

SalesforLife

MAY 13, 2019

One of the big challenges that has hit the sales community since 2014 has been the “New Privacy Era,” we are entering into with Canada, Europe leading the way, and likely soon the US will be implementing various privacy policies that affect sales reps, and how they communicate with buyers. 2006-2014: The Portable Sales Era.

Policies 73

Policies ACT Hiring Face-to-face 73

The Sales Hunter

JANUARY 2, 2014

Copyright 2014, Mark Hunter “The Sales Hunter.” Blog Cold-Calling Networking Prospecting Sales Motivation cold calling prospecting sales call sales motivation sales prospecting' Here’s the link: Yes! I want the Monday Sales Motivation Video! ” Sales Motivation Blog.

Cold Calling 192

Cold Calling Motivation Call-back Networking 192

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. How to Get Prospects to Call You Back. I see you.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

OCTOBER 31, 2018

These industry experts and thought leaders often have large, active social networks and are recognizable to a specific audience. 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.

Influencer 153

Influencer Marketing Hubspot B2B 153

SBI Growth

AUGUST 14, 2013

Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. Social selling is a modern prospecting methodology that fills your funnel with opportunities. Social selling generates meetings with decision makers inside your target prospects.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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. Don’t Have Time to Nurture Your Network? percent were actually qualified.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Increase Sales

OCTOBER 3, 2014

LinkedIn continues to grow as one of the top go to social media sites to find sales leads, sales prospects, colleagues and centers of influence for those especially in the B2B world. The purpose as in any business to business networking activity is to connect and to begin to build relationships. Share on Facebook.

LinkedIn 139

LinkedIn Social Media Small Business Small Business 139

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. Editor's note: This post was originally published in October, 2014 and has been updated for comprehensiveness.

Decision Maker 102

Decision Maker Twitter Channels Research 102

Understanding the Sales Force

JULY 8, 2014

Here are my top 5 examples of salespeople who are busy, but not very successful: They spend long hours researching companies and prospects, reach out on LinkedIn, send InMails, emails and make calls, but have few takers for meetings. Image Credit Lightspring via Shutterstock.com (c) Copyright 2014 Dave Kurlan' Everything is relative.

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

No More Cold Calling

AUGUST 11, 2016

In May of 2014 (the most recent data available), the BLS asserted that there were 14,248,470 such workers employed in the U.S. Internet-enabled CRM allowed salespeople to sell more efficiently and effectively anywhere in the world … social networks gave sellers unprecedented insights about their customers and prospects ….

Face-to-face 120

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

Hubspot Sales

FEBRUARY 9, 2021

"This includes defining the niche where you add the most value, researching the contact before you pick up the phone, calling four times over 12 days to professionally pursue the prospect, and using video in your sales prospecting outreach.". Calling only when a renewal is due is so 2014. Qualifying on the Connect Call.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Customer Centric Selling

OCTOBER 20, 2014

If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party. This is the final quarter of 2014. Discounting - what has it cost you in 2014? Identify the Top10 prospects that you will carry over into 2015. Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

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

SBI Growth

MAY 11, 2013

Prospecting for leads is being replaced by Social Selling. Connect your customer to one of their dream prospects. And I didn’t see him at the networking event either. What cold calling was in 1997 referrals will be in 2014. Sales VPs need to make the number this quarter. Sales Managers want more new business.

Hiring 300

Hiring Referrals Decision Maker Ideal Customer Profile 300

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

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. To start with not every buyer has a Twitter, Facebook or LinkedIn account. Why do Socialites?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI

JULY 22, 2014

He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. Reach buyers where they live in social networks and online communities. Better communicate value and market positioning to prospects. In 2012 it grew to around 350.

Tools 123

Tools B2B Top of Funnel Marketing 123

Cincom Smart Selling

NOVEMBER 9, 2015

They hired sales folks to go out and find prospects who had those problems and then they would nag the prospect into solving the problem by buying their product. This process doesn’t start with established customers, it starts with prospects. Engaging with prospects means providing prospects with value.

Customer 75

Customer Hiring How To Fashion 75

No More Cold Calling

MAY 21, 2015

percent of sales reps made quota in 2014, according to the CSO Insights Sales Performance Optimization study. Get these in writing Before reps meet with referred prospects, provide coaching tips and discuss the following: What did you learn about the prospect from your Referral Source? That’s 5 percent less than in 2012.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

SBI

OCTOBER 22, 2014

If you attended, you’ll know it’s impossible not to come away with a mind full of takeaways from spontaneous networking, informative sessions, fun events and insight on new tools to investigate further. At Dreamforce, many new and improved tools exposed how they make prospecting data a breeze to acquire and manage.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122