Pointclear

MARCH 6, 2012

Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. She has produced hundreds of white papers, case studies and eBooks for a range of organizations, including some of the world's leading technology companies.

Influencer 162

Influencer Buyer Persona Lead Rank Case Study 162

Sales Hacker

JANUARY 15, 2020

Here’s a print version… The REPLY Method For Cold Prospecting. The fundamental principle behind every prospecting activity should be: Don’t prospect to make a sale, prospect to start a conversation. The goal of prospecting is not to sell your product/service. Results — Get the prospect’s attention.

Outbound 80

Outbound Cold Calling Case Study LinkedIn 80

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. We have dozens of case studies to illustrate it.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

SalesLoft

DECEMBER 14, 2015

2015 has been a crazy awesome year of events and conferences in the B2B tech industry. Be like Sherlock Holmes in your visual discovery and find your prospects. Come prepared with at least 5 key customer case studies you can pick from when storytelling. Have one person organize and the best presenter, present.

Conference 52

Conference Decision Maker Case Study Sports 52

SBI

OCTOBER 22, 2014

I’ll separate the Snickers from the Candy Corn, or in this case, the really yummy tools that will energize your 2015 Marketing Journey! Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. Read more including the Zendesk case study.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

The ROI Guy

JANUARY 11, 2017

Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility. Leveraging customer intelligence data gathered from each engagement to deliver new and unique insights, benchmarks and advice.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Nutshell

AUGUST 15, 2018

A 2015 study of more than 350,000 salespeople from over 200 countries showed that the average consultative seller skill set was exhibited by only 48% of salespeople —a mere one percentage point higher than it was four years prior. Question bank: Success in consultative selling depends on the kind of questions you ask your prospects.

Customer 48

Customer Consultative Selling Hiring Face-to-face 48

Tenfold

JULY 18, 2017

Marketing, on the other hand, involves all those actions that a business takes to reach and recruit prospects. The number of ‘touches’ a prospect requires to convert into a sale varies, though research suggests anywhere between three and twelve touch points. Podcast listening increased by 23 percent between 2015 and 2016.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

PandaDoc

NOVEMBER 6, 2020

Millennials are shifting into decision-making and leadership roles in the workplace and accounted for half of the B2B buyers in 2015. Once a well-designed eCommerce site begins attracting new prospects’ attention, it can start doing the work of converting customers by delivering the information they need to make decisions.

B2B 40

B2B Scale Decision Maker Vendor 40

Your Sales Management Guru

APRIL 20, 2016

Let’s assume there is a “demonstration” stage in your sales cycle, next ask yourself, when do your salespeople move the prospect to the demo stage: When it is scheduled? Identify Roles of prospects Team. Submit Findings to prospect along with appropriate Case Study. Modify sales Pathway and discuss with Prospect.

Sales Process 0

Sales Process Lead Rank Lead Scoring Case Study 0

Your Sales Management Guru

JANUARY 19, 2015

This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! Building belief is critical in creating a sustaining business model.

Company 40

Company Case Study Conference System 40

Sales Hacker

SEPTEMBER 11, 2020

According to Crunchbase data, 95,000+ companies have received funding (globally) from 2015-present, totaling $1.3+ Instead of asking, “ Who should I be prospecting into? ” Cast a wide net, and prospect into the entire team, not just C-suite and directors. trillion worth of funding. Only about 1% reach that honor.

Outsourcing Services 78

Outsourcing Services Scale Vendor Pivotal 78

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Your Sales Management Guru

OCTOBER 13, 2015

Make 2015 Your Best Year Ever! In addition, such a tool helps a salesperson and sales manager, who are looking at planned activities far enough ahead, to ensure that consistent activities are in place to build pipeline values that will provide enough prospect opportunity to exceed individual quotas or personal goals.

Revenue 40

Revenue Hiring System Case Study 40

Your Sales Management Guru

OCTOBER 6, 2015

These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts. Second, hit your market with a strong, clear message – ROI and productivity gains – through case studies in publications that your market reads and a customer reference list.

Sales Management 40

Sales Management Ideal Customer Profile Hiring Lead Rank 40

Hubspot Sales

OCTOBER 28, 2020

Here are four prospecting tips, backed by data. With those odds, it’s going to take a lot to make an impact on a prospect. The data says: The best times to email prospects are 8 am and 5 pm, according to Get Response. Whether it’s getting in shape, saving money, or making prospecting calls, we want to see progress right away.

Data 93

Data Prospecting Top of Funnel Lead Rank 93

Chorus.ai

APRIL 1, 2021

You have to build a convincing sales deck that sells a vision of your prospect’s future. The best sales presentations lead your prospect on a journey through your product and leave your potential clients wondering how they ever did without it. Your message should focus on how impactful your product can be for your prospect.

Decision Maker 62

Decision Maker How To Lead Rank Lead Scoring 62

Hubspot Sales

JANUARY 3, 2018

According to Docurated’s State of Sales Productivity 2015 , salespeople spend roughly one-third of their day creating content. Rather than having each rep develop their own messaging, questions, and resources to use with prospects, give them ready-made content. Second, a playbook frees up time for selling. What are the deliverables?

Ideal Customer Profile 126

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 126

DiscoverOrg Sales

APRIL 24, 2018

If you do it right, eventually you reach a place where more reps are leaning toward the closing – not the prospecting. Marketing serves a key role in instilling confidence in the product: case studies are a huge confidence booster. Then you have an opportunity to specialize. That’s what has happened with us.

Scale 120

Scale Hiring Cold Calling Coaching 120

Cience

NOVEMBER 20, 2019

Senior Vice President and General Manager, American Express Meetings & Events, Issa Jouaneh predicted a boom in the event industry for 2019 after a tremendous slowdown as recently as 2015. The right time – since appointments have been scheduled beforehand, you won’t interfere in your prospect’s busy schedule at the wrong time.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

The ROI Guy

MAY 19, 2015

Prospects and sales reps are all to easily lost in a sea of content. According to Jim, the costs are cumulative, with reps spending an inordinate amount of time on low-productivity tasks; critically lowering the time they spend selling and effectively engaging prospects. While the other half saying t the content wasn’t good or useful.

Marketing 73

Marketing B2B Proposal Call-back 73

Your Sales Management Guru

SEPTEMBER 28, 2015

Call volume matters with web leads too, but calling warmer web prospects offers some smarter-not-harder shortcuts. Recently, Find Accounting Software gathered data about web lead follow-up that was too interesting to keep under our hats, entitled “ Case Study: 63,256 Calls Boiled Down to the Most Effective Web Lead Follow-up Strategies.”.

Follow-up 40

Follow-up Sales Qualified Lead Lead Rank Lead Scoring 40

Tony Hughes

MARCH 7, 2018

What truly constitutes an ideal prospect? In 2015 everything including Ferraris can be purchased on a mobile phone with one click and how on Earth do I know it's not a scam? I would love a case study, perhaps I'm wrong (but I doubt it.) Write this down on paper to memorialize it. You are Jacques Cousteau!

Lead Rank 66

Lead Rank Enterprise Enterprise Scale 66

Tony Hughes

MARCH 13, 2018

To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Build out concise case studies with testimonials from your happiest reference customers. Build out a YouTube channel of customer testimonials.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63