Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. Keep reading for our favorite event marketing blog posts! In 2016, after years of deliberation, ZoomInfo finally decided to hold our own sales and marketing conference—The Growth Acceleration Summit.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Understanding the Sales Force

DECEMBER 16, 2016

I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. Because my topics are driven by the conversations I have with clients and prospective clients, my articles are a reflection of what CEO's and Sales Leaders care about. Here we go!

Trends 120

Trends Pipeline Conversion Sales 120

The Brooks Group

NOVEMBER 23, 2015

As the year comes to a close and your team is busy trying to meet their Q4 target, don’t let prospecting for the new year fall by the wayside. Even the most skilled salespeople can’t close a deal if they aren’t capable of getting in front of the right people, so your team’s prospecting effectiveness should be your top priority for 2016.

Prospecting 40

Prospecting Territories Pipeline Up-Sell 40

Sales and Marketing Management

MAY 3, 2018

Yet, if you research cold calling on the internet, you’ll find blog posts, articles and essays all preaching the death of the cold call. As one senior sales executive said in a recent blog on the subject: “Cold calling isn’t dead, you just don’t have the guts!” According to a 2016 Reuters article, an online survey of 400 U.S.

Cold Calling 220

Cold Calling Survey Education Research 220

Partners in Excellence

APRIL 1, 2022

Too often, we force our prospects and customers to buy the way we want them to buy. The post Buying The Way I Want To Buy, Not How You Want Me To Buy first appeared on Partners in EXCELLENCE Blog -- Making A Difference. The Perfect Close Bits And Pieces -- August 20, 2016 Are You Earning Great Referrals? Are You Leveraging Them?

Revelation 122

Revelation Channels eBook Referrals 122

The Sales Hunter

SEPTEMBER 2, 2016

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business. Does this […].

Sales 122

Sales Prospecting Company Selling Skills 122

Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

When salespeople were calling on a prospect for the first time, the free samples actually hurt sales. In the absence of a relationship, prospects did see the “gift” as an attempt to buy their business – and at an insultingly low price. But here’s the twist: That happened only with existing customers. Maréchal, M. A., & Thöni, C.

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentives 52

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Partners in Excellence

OCTOBER 7, 2021

.” I don’t know anything about the webinar, but the title provoked my thinking for this blog post. I immediately conjured pick up lines for prospecting customers like: What’s a nice customer like you hanging out in a place like this? We do the same thing with our prospects and customers.

Webinar Metrics 62

Webinar Metrics Call-back Outbound Objections 62

Zoominfo

APRIL 18, 2019

Build Targeted Lists for Prospecting. Building out targeted lists will help ensure your prospecting approach is relevant. While it would be great if you could reach your prospects at the right time in their decision-making process, the chances of that happening are very low. Originally published by ZoomInfo on January 27, 2016.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Zoominfo

MAY 5, 2019

More than 86% of businesses surveyed in 2016 indicate that they plan to increase their upcoming email marketing budgets ( source )—and you should too. As you grow your email database , you increase the opportunity to reach potential prospects and customers. Email marketing isn’t going anywhere.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

No More Cold Calling

APRIL 1, 2016

To express my gratitude and celebrate this milestone, I am offering my No More Cold Calling book for 99 cents from the Kindle store for one day only: April 14, 2016. Simply go here on Thursday, April 14, 2016, between 12:01 a.m. It is a place for engaging audiences, not for pitching prospects. and 11:59 p.m. Find Out How.

Referrals 120

Referrals Cold Calling Sales Qualified Lead Social Media 120

MTD Sales Training

MAY 3, 2017

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. See what you can do to help prospects have an experience in working with and owning your products. Happy Selling! Sean McPheat. Managing Director.

Customer 133

Customer Insurance Insurance Travel 133

Hubspot Sales

JANUARY 21, 2021

Janice Mars is the founder Principal of SalesLatitude — a consulting firm, dedicated to helping businesses focus their sales efforts on winnable deals and aligning core strengths with the right prospects. He also produces and hosts TheAlignmentPodcast.com and publishes blog content through his website. Morgan J Ingram. Jeff Davis.

Influencer 128

Influencer Twitter LinkedIn Decision Maker 128

No More Cold Calling

SEPTEMBER 8, 2016

But instead of expecting instant sales leads from social media, commit to essential sales activities that get you to the point where you’ve earned the right to have an offline conversation with your prospect. Ian Moyse was rated #1 on “Social for Cloud” in both 2015 and 2016 by Onalytica , and “Top 20 for IOT” in 2016.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

No More Cold Calling

MARCH 24, 2016

” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed. The “ 2016 CSO Insights Sales Performance Optimization Study ” reveals lead generation is the top priority for sales leaders this year. Read the rest of Jim’s blog post for more.). Problem solved.

Sales Qualified Lead 120

Sales Qualified Lead Leads Marketing Qualified Lead Top of Funnel 120

No More Cold Calling

AUGUST 31, 2017

Take a look at this short video of my blog post, “Why Closing Is Never a Problem in Account Based Selling.”. You can read this and other August blog posts below: Why Closing Is Never a Problem in Account Based Selling. It’s prospecting that’s hard. percent of sales reps made quota in 2016. Don’t want to watch?

Referrals 149

Referrals Cold Calling Account Video 149

Pointclear

DECEMBER 8, 2016

Here is what happened on December 6, 2016 (the names have been changed to protect our client, a Fortune 200 company): Voicemail left by our business development associate forwarded by the VP Finance to the Director of Risk Management (DRM). Prospect has multiple regions, each with their own process and nuances.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Vengreso

NOVEMBER 9, 2020

One of the most common social selling questions I’m asked is: Can I send LinkedIn connection requests to cold prospects? . Can I send a #LinkedIn connection request to a cold #prospect? Using my personal stats alone, between Jan 31 and April 2 nd 2016 we sent and/or received a total of 1,129 LinkedIn connection requests.

LinkedIn 132

LinkedIn Ideal Customer Profile Social Selling Referrals 132

Partners in Excellence

AUGUST 18, 2022

How do they find the right opportunities, how, where, how many prospects to we have to engage? first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Great Prospecting Bits And Pieces June 5, 2016 Math Works, Always-How Do We Tilt The Numbers In Our Favor. Selling well, enables us to do the math of Sales.

Ideal Customer Profile 80

Ideal Customer Profile Face-to-face Retail Sales Cycle 80

SalesLoft

MARCH 8, 2016

They didn’t have a true target prospect list, or ideal customer profiles — and no, “everyone” is not your ideal customer. Building Your Prospecting Engine. John Barrows, an inside sales legend, knows what it takes to build a prospecting engine. And sales didn’t know what was going on.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Buying Cycle Account 52

Zoominfo

MARCH 28, 2018

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers—even when it’s difficult. Don’t hide information from your employees, and they, in turn, won’t hide information from your customers or prospects. Don’t just reach out when you have a new product or service.

Face-to-face 178

Face-to-face B2B Loyalty Consumer 178

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. so thank you not only for the lead but the professionalism that clearly rubbed off on this prospect.”. In this blog (there is also a one-minute video) I talk about the dangers of “inbounditis”. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

The Sales Hunter

OCTOBER 23, 2016

Check out the video to see what I mean: Copyright 2016, […]. What will you learn today and how will you put it into practice tomorrow? Your ability to do this is what creates opportunities.

Video 100

Video Motivation Opportunity Sales 100

Hubspot Sales

FEBRUARY 13, 2018

Use social media to find prospects you can help. Write blogs. Inbound sales is a way to identify and connect with prospects that leverages the inbound mindset of building relationships way before someone is ready to buy. They know sales is about consulting around the prospect’s problems, not closing the deal.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Leads 111

Pointclear

JULY 24, 2017

One of the uncloseables on their list was a company from which PointClear generated a sales-qualified lead that we turned over to a client in the middle of 2016. We know how to navigate the prospect, to find the decisionmaker, to pinpoint the need, and to move the lead to sales-qualified status. no email just vm.

Sales Qualified Lead 124

Sales Qualified Lead PointClear Lead Qualification Lead Generation 124

No More Cold Calling

AUGUST 24, 2017

percent of sales reps made quota in 2016. I love this blog post by Colleen Stanley, founder and president of SalesLeadership, Inc. It’s every department that interfaces with prospects and clients. I recently walked into a prospect’s office and stood in the lobby for a good five minutes. According to CSO Insights, only 55.8

Hiring 214

Hiring Account SalesForce Quota 214

MJ Hoffman

APRIL 22, 2019

She’s noticed she enjoys a high success rate when she talks to prospects 90 days before their contract renewal. While a tactic or technique may have been very effective in 2010, 2012, or even 2016, technology, industries, jobs, and people change. This blog originally appeared on Jeff’s Hubspot Blog in 2017.

Buyer Persona 69

Buyer Persona Hubspot Account Guarantee 69

Crunchbase

MARCH 23, 2022

We are honored to feature and promote their contribution on the Crunchbase blog. When my co-founder and I started Dooly in 2016, we did so out of pain. Grow your revenue with automated prospecting solutions powered by the leader in private-company data. to gauge their satisfaction at work. Here’s what we found. . Search less.

Survey 59

Survey Consumer Up-Sell Revenue 59

Hubspot Sales

MAY 4, 2020

I get this question from fellow salespeople — both inside and outside my company — all the time: How do you reach out to prospects for the first time? What’s your best prospecting email template? However, before we go any further, some ground rules: Never write a prospecting emails unless you have a reason to reach out.

Hubspot 68

Hubspot Call-back Research Follow-up 68

Hubspot Sales

MAY 30, 2023

Generative AI can help sales teams sell by gathering intelligence and creating outputs that save time and personalize prospect communications. 69% believe sales pros should use AI/automation for prospecting but avoid becoming overly reliant on them. Prospect outreach (16%). Here’s what we found. Research (16%). Sound familiar?

Lead Rank 99

Lead Rank Hubspot Microsoft Lead Scoring 99

Pointclear

AUGUST 18, 2015

Marketing and sales leadership can use the assessment to determine the stages of the buyer’s journey where prospects disengage and disappear. If you are not sure where to start, check out part two of this blog for some suggestions. Today's blog was submitted by Pam Hege. Data quality. Nurturing workflows. Pipeline management.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Hubspot Sales

DECEMBER 26, 2017

Video prospecting. 1) Video prospecting. Video prospecting” is a buzzword, but at HubSpot, we’ve seen great results. Of course, that’s probably one month before video prospecting starts to lose its impact …). It’s always been tricky for SDRs to balance quantity and quality when prospecting. SDR/BDR Skills for 2018.

Hubspot 141

Hubspot Lead Rank Call-back Sales Qualified Lead 141

Hubspot Sales

DECEMBER 14, 2017

Use social media to build relationships with prospects, peers, and even your competition. You’ve got to engage with the prospect throughout their consideration stage -- and to do that, you have to be where your prospects are: Social media. If a prospect “likes” a tweet, don’t immediately send a DM asking for a demo.

Social Media 99

Social Media Media Ideal Customer Profile Hiring 99

The Pipeline

DECEMBER 21, 2015

They were looking for pieces on predictions for big things in sales in 2016. They decided not to run the piece, and to quote: “The premise being that predictions aren’t a super useful exercise would cast a bad light on the rest of the posts on our blog that are predictions”. This also serves as a great coaching opportunity.

Forecasting 120

Forecasting Territories Exercises Account 120

Your Sales Management Guru

OCTOBER 24, 2016

With that economic domino effect affecting us all as 2016 begins to wind down, ending the year on a high note will be more challenging than ever. Remember that clients and prospects are seeking help and you’re in a position to both reassure and assist them. Never let a week slip by between meetings with prospects.

Compensation 40

Compensation Pipeline Vendor Revenue 40

Hubspot Sales

JANUARY 31, 2018

If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. I speak on behalf of HubSpot 50 times a year, and at every engagement I tell my audience they should take the hour they use for cold calls to do something that’s not even in their job description: blogging. Cold calling.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145