SBI Growth

JULY 23, 2013

The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." SBI’s 7th annual research tour has begun.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Pointclear

MARCH 26, 2015

The Essential Handbook for Prospecting and New Business Development. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience. When you are prospecting, you are essentially interrupting someone’s day—which is why you better have something the prospect wants to hear right off the bat.

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. Twitter: @mike_weinberg. About Mike Weinberg.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

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. Use Twitter or other social channels as complements. How to Boost Email Response Rates With Empathy.

Decision Maker 102

Decision Maker Twitter Channels Research 102

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? 2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. Empower Your Sales Team Get Intel on Your Top Prospect Accounts. So how did the hackers do it?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

Pointclear

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. Connect with Paul on Twitter: @pgillin. Connect with Allan on Twitter: @allanschoenberg By Dan McDade.' More information and links in the blog.

Social Media 223

Social Media Media B2B Decision Maker 223

No More Cold Calling

OCTOBER 9, 2014

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. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Because Buyer 2.0

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

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. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

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. I’m not the only one spreading this message. Was it more than 7 days ago?

Face-to-face 266

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

Understanding the Sales Force

AUGUST 18, 2014

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. Not too long ago, the only options for prospecting were either to pick up the phone or knock on a door.

Social Selling 196

Social Selling Face-to-face Inbound Sales Leadership 196

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 …. of the U.S.

Face-to-face 120

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

Score More Sales

SEPTEMBER 22, 2014

From there I hopped on a plane to Seattle to host my own event with 33 Sales Shebang sales experts, and immediately after that I spent three more days in Boston at INBOUND 2014. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. The AA-ISP Frontline Event – Boston was on September 9th.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

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. Check out our Twitter and Facebook banners below. Remember, both customers and prospects are following your social channels – don’t miss an opportunity to convert. Posting exclusively about products.

Social Media 147

Social Media Media B2B Marketing 147

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. Regardless of how you reach out to prospects, your attempt is either: Cold : Your prospect doesn’t know you and doesn’t expect to hear from you. There’s no such thing as a warm call.

Inside Sales 120

Inside Sales Cold Calling Wireless Decision Maker 120

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. Any of these simple ideas can engage your prospective buyers. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

Gong.io

AUGUST 8, 2022

It can be a tremendous relationship-building platform that lets your business focus less on old-school prospecting practices like cold calling. . Social selling is a process where salespeople can leverage social media channels to reach out and connect with prospects. This was developed by LinkedIn back in 2014. .

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

Score More Sales

NOVEMBER 11, 2013

One way you can be more successful in remote selling – that is, selling when you are not in front of your prospective buyer in person, is to have more impact with your messaging. Think Twitter – and find ways to whittle down what you WERE saying into less words. It’s simple messaging that we remember. Do or Do not.

Inside Sales 221

Inside Sales Lead Rank Lead Scoring Call-back 221

Zoominfo

APRIL 16, 2018

In a recent Twitter Q&A we hosted, a participant asked the following question: “Hi @Keenan and @Zoominfo ! Administrative tasks and prospect research eat up a ton of time that reps could spend selling. We’ve experienced this no-nonsense attitude firsthand. Keenan is a PSIA Certified Level 2 ski instructor. Their tagline?

Journal 171

Journal Influencer Case Study Sports 171

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. Daily updates are made.

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. Daily updates are made.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

SBI

DECEMBER 17, 2019

Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Social selling is the process of finding prospects on social media, building relationships with them, nurturing them with the right content, and converting them into customers down the line. Track social mentions to find more prospects.

Social Media 103

Social Media Social Selling Media Influencer 103

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. Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

SBI

JULY 7, 2020

So if we want to build long-term value and relationships with our target prospects(and who doesn’t?) Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Then ask yourself: what impression would this make on me if I was sent it as a prospective customer?

Collateral 139

Collateral Consumer Research Exact 139

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

MARCH 18, 2014

DiscoverOrg enables sales and marketing professionals to quickly identify and target the right IT prospects, so they can streamline their sales and marketing efforts. If they are spending more than ¼ of their time researching ideal prospects then your pipeline and revenue stream is suffering. We are more than just a contact list.

Up-Sell 139

Up-Sell Revenue Closing Marketo 139

Score More Sales

AUGUST 23, 2013

It is almost 2014. Twitter has taught us to work to shorten our messaging. 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. That’s right around the corner. Think Frequent Short Interactions.

Customer 201

Customer Hiring Lead Rank Consumer 201

SBI

MAY 6, 2014

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. Power Prospecting. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. Performance and Compensation. Quoting & Pricing.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

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

MAY 14, 2014

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 would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

SBI

OCTOBER 22, 2014

Follow me on twitter @sellingtools to hear what’s happening at the event. Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. 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

SBI

APRIL 15, 2014

Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? So building an efficient pipeline is a big theme for 2014. If reps have to prospect less, they have more time to sell. If reps have to prospect less, they have more time to sell. Go for quality and not quantity.

Up-Sell 127

Up-Sell Revenue Lead Rank Closing 127

SBI

MAY 6, 2014

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. Power Prospecting. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. Performance and Compensation. Quoting & Pricing.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

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. Power Prospecting. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide. Performance and Compensation. Quoting & Pricing.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Igniting Sales Transformation

MARCH 20, 2019

SalesLoft , a hometown tech success here in the ATL, launched Rainmaker in 2014. More importantly, you should be spending the bulk of your networking/prospecting/sales call time with ONLY those people! They leverage their ability to clarify and confirm what they know based on up front research before talking to prospects.

Conference 101

Conference InsideView Cold Calling Scale 101

SBI

JULY 30, 2013

In Sales, we refer to the most productive tasks—communicating with prospects and customers—as ‘selling’ tasks. The answer is that much of what salespeople do when they aren’t talking with prospects and customers are none-the-less, necessary to close a deal. All other tasks are often referred to as ‘non-selling’ tasks. Incidental or.

Sales Process 131

Sales Process Transportation Collateral Cold Calling 131

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

Sales Training Connection

OCTOBER 21, 2014

Whether it’s checking a review on Amazon, Yelp, CNET or Zagat or posting a question on Facebook or Twitter – consumers can do comparative shopping as long as they have a keyboard within reach. The salesperson isn’t the only one introducing prospects to your products and services. ©2014 Sales Momentum, LLC. . .

Face-to-face 92

Face-to-face Customer B2C Consumer 92