Score More Sales

DECEMBER 22, 2014

How different would it be to begin 2015 with some solid appointments and opportunities rather than a blank slate? What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Increase Opportunities. Expand Your Pipeline. Close More Deals.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. It''s the fourth quarter and if you''re like most salespeople, you''re examining your pipeline trying to determine which opportunities have a chance of closing this quarter; what needs to be done and when in order for them to close; and, which ones will have to be carried over into 2015.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

The Sales Hunter

DECEMBER 22, 2014

If you are working, don’t slow down on your prospecting. View this time as an opportunity to connect with people who you otherwise would have difficulty reaching at other […]. Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivation video sales prospect'

Motivation 206

Motivation Video Selling Skills Prospecting 206

Pointclear

MARCH 19, 2015

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Marketing is no longer sequential.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

No More Cold Calling

MARCH 30, 2023

Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. Men like this father want their daughters to have the same opportunities as they had. A lot has changed since 2015, but we still have miles to go. My prospects are on my side. They don’t want their daughters in a toxic workplace.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. Read more… Most Intriguing Prospecting Idea.

InsideView 127

InsideView Tools Decision Maker Twitter 127

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about unqualified opportunities. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

The Sales Hunter

APRIL 23, 2015

There is no reason to pass on an opportunity like this to glean from so many people with insights that can help you succeed. I will be speaking on prospecting in my session “High-Profit Selling: […].

Selling Skills 100

Selling Skills Networking Prospecting Sales 100

The ROI Guy

JANUARY 26, 2015

Because the sales rep may not be afforded the opportunity to meet many stakeholders involved in the decision, it is important that the value storytelling and justification be provided in a format that can easily be shared with the advocates – to continue selling long after the initial in-person conversation.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

The ROI Guy

JULY 15, 2015

These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain significantly challenged, with little reason for optimistic spending growth predictions from Gartner or anyone else. And those opportunities you thought were progressing through the waterfall / sales process to “wins”?

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

Sales and Marketing Management

JANUARY 20, 2020

Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

APRIL 20, 2022

In 2015, they found that 70% of B2B marketing organizations reported the amount of pipeline they sourced as a KPI. For example, if a prospect downloads a whitepaper and six months later sales runs an outbound motion to re-engage them — who gets the credit? Data from Forrester Research shows how rapidly marketing metrics are changing.

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

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. 4/22/2015). (10/26/2015) Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

Sales Training Connection

JANUARY 16, 2015

As Bain points out: “Many buyers will have researched a supplier, queried some of its customers and screened the supplier out of consideration before the supplier’s rep has an opportunity to contact the prospective buyer. So what are some things a company can do right now to do a better job getting ready for 2015? Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Janek Performance Group

OCTOBER 4, 2022

First, you can directly send invites to prospects who are connections. There is an opportunity to build rapport and establish credibility. For example, if you follow a prominent prospect, you will be the first to be notified if you clicked the bell icon on their profile.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Increase Opportunities.

Company 215

Company Trade Show Engineering Ideal Customer Profile 215

The Pipeline

SEPTEMBER 3, 2014

As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. Focus on opportunities to capitalize on social networks’ unprecedented data, reach, and resonance within each stage of the sales process. Smart sales is an ‘and’ not an ‘or.’

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

The ROI Guy

DECEMBER 8, 2014

IDC) The reality is that with more decision makers, your deals are getting more complicated, and as a result your opportunities are getting stalled, and those that close are taking longer to get approved. Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. Customers need fresh ideas and creative insights for addressing a set of needs and opportunities that are both new and challenging. Salespeople must learn how to effectively say “no” or disagree or present a different view to prospects and customers and have the customer view that interaction positively.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

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

Alice Heiman

FEBRUARY 2, 2022

A born entrepreneur, Torrance spent eight years in the Air Force before launching Teak & Twine in 2015. At the time, Teak & Twine was focused on creating custom wedding guest boxes, but an opportunity to create a holiday gift for Microsoft helped Torrance identify the company’s true niche. About Teak & Twine.

Account Based Marketing 88

Account Based Marketing Journal Microsoft Retail 88

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? 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. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Sales and Marketing Management

MARCH 30, 2015

Issue Date: 2015-03-30. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. Author: Rafe Gomez. Here are some tips for effectively using this critical sales tool. read more'

B2B 120

B2B Sales Tools Buyer Tools 120

The Pipeline

SEPTEMBER 15, 2014

Revisit “No decision” Opportunities – As I have argued in the past, it is important that we always understand why opportunities that made it into our pipeline delivered the results they did, usually one of three: Win – Loss – No Decision. We each presented three things you can do to close the year strong.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Hubspot Sales

SEPTEMBER 30, 2020

If one team isn’t carrying their weight or is out of step with the rest of the company, you could be missing out on customers or an opportunity to grow. Marketers should be attracting and nurturing leads with targeted content so that qualified prospects can be passed onto Sales, while sales reps should convert those prospects into customers.

InsideView 128

InsideView Lead Rank Lead Scoring Account Based Marketing 128

Zoominfo

OCTOBER 19, 2021

What you see in ZoomInfo today is a lot of the vision that I had for DiscoverOrg in 2015, 2016, but I never built a good enough engineering and product team to make that vision come to life,” Schuck said. So, he dusted off his old vision document and asked the new engineers if what he wanted was too hard.

Engineering 130

Engineering Hiring Software Software 130

Hubspot Sales

SEPTEMBER 14, 2023

Skill Development: Coaching helps salespeople develop and refine their selling skills, such as prospecting, objection handling, and negotiation, which leads to improved sales performance. Editor's note: This article was originally published in January 2015 and has since been updated for comprehensiveness. Sales Coaching Benefits 1.

Sales Coaching 105

Sales Coaching Coaching Benefit Construction 105

BuzzBoard

DECEMBER 18, 2023

Opportunities fizzle. We reflect on some key reasons agencies struggle to gain traction and show you how to turn these growth barriers into breakout opportunities. New business leaders burn out chasing dead end leads instead of nurturing prime prospects. First opportunities slow then revenue stalls. Why is that?

Top of Funnel 52

Top of Funnel Ideal Customer Profile Funnel Social Media 52

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. Increase Opportunities.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

The Pipeline

NOVEMBER 12, 2015

As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.

Maximizer 120

Maximizer Closing Opportunity Marketing 120

Sales and Marketing Management

JUNE 20, 2019

One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. . There’s an opportunity being exacerbated by a non-obvious evolution in buying behavior. Today, the world of sales is once again shifting under our feet. While that prediction clearly missed the mark, there is pressure on the profession.

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Hubspot Sales

JULY 16, 2020

Imagine you have a captive audience, and you're making your pitch to prospects who are perfect for the product/service you're selling. That last point is important because, no matter how good a salesperson you are or how great the opportunity, you won't have success unless you're in the room with the right people.

ACT 128

ACT Follow-up Data Sales 128

SBI

JULY 14, 2021

Chorus uses machine learning and artificial intelligence to capture and analyze prospect and customer calls, meetings, and emails. It unearths insights that enable revenue teams to listen to previous conversations, learn from them, win business, and repeat these actions across all prospect and customer deals. About Chorus.ai.

Conversion 85

Conversion Top of Funnel Lead Rank Lead Scoring 85

Vengreso

MAY 28, 2020

That includes tracking prospecting, networking, email outreach, calls, meetings, pipeline growth, deal velocity, and, of course, closed-won and closed-lost outcomes. In fact, this is why LinkedIn ® asked me to speak at their Annual User Conference in 2015 when I was formerly a VP of Sales. to convert that meeting into an opportunity.

ROI 122

ROI Sales Tools Tools How To 122

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Anthony Cole Training

APRIL 30, 2015

Evaluate your “opportunity cost” to maximize the investment of your time. Ask the right questions to eliminate prospects that aren’t going anywhere. When I was in the leadership position with a transportation company, I told my people to be aware of their “Opportunity Cost”. Make a list of the “Gotta Do’s”… and then do them.

Transportation 120

Transportation Maximizer Intent Resources 120

Pointclear

DECEMBER 8, 2016

One of the best responses to this question that I have seen is from a somewhat dated (2015) article in Eyes On Sales in which the author asks: “How many callbacks do you get if you DON'T leave a voicemail?”. I’m tired of all the whining about reaching a prospect’s voice mail. Should you leave a voicemail? Simplified.”

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100