Sales and Marketing Management

JULY 27, 2018

Author: Jake Shaffren The 2016 presidential election in the United States brought “fake news” into the vernacular of a growing number of Americans. How can you avoid wasting both your and your prospects’ time and taking the risk of being permanently shut out? It is not a new problem. How did your source get their information?

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Tenbound

MAY 20, 2020

This is supported by a CEB (acquired by Gartner) report in 2016 that shared “buyers on average are 57% of the way through their buying journey before even reaching out to a vendor”. Most of us are aware that the buyer’s journey has changed dramatically in the last few years (and months given the global pandemic).

Leads 126

Leads Marketing Qualified Lead Prospecting Inbound 126

The Sales Hunter

JANUARY 5, 2016

Your 2016 will be better for it! Now — not later — is the time to sit down with pen and paper and thoroughly answer the below questions honestly. What did I change in my sales process this past year and what do I need to change going forward? Do I know how […].

Sales Process 100

Sales Process Negotiation Selling Skills Motivation 100

SalesLoft

OCTOBER 4, 2016

Modern sales is taking over Dreamforce 2016 in the form of 30 Salesloft representatives. 30 Rainmakers all at Dreamforce 2016 to meet you: the prospect, the customer, the modern sales professional. 30 team members who reflect the Salesloft culture and core values through and through.

Meeting 52

Meeting Sales Sales Process Prospecting 52

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Credit www.gratisography.com.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Lead Rank 70

The Pipeline

OCTOBER 20, 2016

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. That’s what makes the book a must read for anyone looking to succeed in prospecting.

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Prospecting Face-to-face Call-back Cold Calling 120

The Pipeline

NOVEMBER 9, 2021

Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. Year end should be a time for where you can add extra value by helping prospects plan. By Tibor Shanto. The crowd was excited, a once in a lifetime shot. But was it? Much more profitable long shot, especially with the luxury of time.

Energy 201

Energy Video Account Prospecting 201

Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! What To Do When your Prospect is Short on Time: “Sorry, I’ve only got a few minutes. Fill that knowledge gap here. Can you just give me a quick overview?”

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Maximizer Follow-up Sales Course 61

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. As a result, we developed a one (1)-day, instructor-led CustomerCentric Selling® Prospecting & Business Development Work Session.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Bigtincan

JANUARY 21, 2016

[link] If marketers want to be successful in 2016 they need to be smarter about content. To be smarter about content, marketers must have access to actionable content analytics—such as what specific slides are being used with prospects throughout the […].

Marketing 52

Marketing Enterprise Enterprise Analytics 52

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. It’s a unique way to thank prospects for their time and showcase your organization’s values.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

KLA Group

AUGUST 29, 2022

By Kendra Lee This post was originally published in January, 2016 and updated in August, 2022. Whether you’re in sales or marketing, you have a list you’re targeting and you’re using prospecting.

Leads 92

Leads Marketing Qualified Lead Prospecting Sales 92

Partners in Excellence

OCTOBER 1, 2016

The most appropriate stories in introducing ourselves to prospects are very different than those we use in presenting our solutions, closing, and even after we’ve gotten the order. Paul’s guide will be the cornerstone to all my future speeches, and to most of my prospecting calls. No related posts.

Top of Funnel 48

Top of Funnel Conference Funnel Inside Sales 48

Sales and Marketing Management

JUNE 16, 2016

Issue Date: 2016-06-17. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market. read more

Prospecting 120

Prospecting Customer Marketing 120

SalesLoft

FEBRUARY 4, 2016

It’s almost time for Rainmaker 2016 , the the one and only conference dedicated 100% to all things sales development. Our Rainmaker 2016 speakers want to answer the question: what’s next in sales development? clickToTweet tweet=”“Personalize your messaging by getting to know prospects.”

Decision Maker 52

Decision Maker Consumer Conference B2B 52

SalesLoft

DECEMBER 9, 2015

Teams are setting initiatives, setting budgets, and planning for 2016 — and you need to get on their calendar. Sales Tip Recap: With the holiday season upon us, getting time on prospect’s calendars is tougher than ever. We’re still setting initiatives for 2016, get back to me in January.

Decision Maker 52

Decision Maker Video Call-back Objections 52

SalesLoft

SEPTEMBER 27, 2016

Between the tips from both the seasoned travel vets and newly nomadic, find out how you can make the most out of your Dreamforce 2016 tickets this year: Make Yourself Visible to Your Prospects. If you have a prospect that’s going to be speaking at Dreamforce sessions, obviously go see them speak. Win-win!

Travel 52

Travel Conference Guarantee Follow-up 52

The Pipeline

NOVEMBER 12, 2015

By Tibor Shanto – tibor.shanto@sellbetter.ca . As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities.

Maximizer 120

Maximizer Closing Opportunity Marketing 120

Sales and Marketing Management

MARCH 27, 2016

Issue Date: 2016-03-28. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Considering that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.,

Scale 120

Scale Prospecting Customer Consumer 120

Sales and Marketing Management

APRIL 21, 2016

Issue Date: 2016-03-01. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Author: Stu Heinecke. read more

Meeting 226

Meeting Referrals Marketing Influencer 226

Partners in Excellence

APRIL 1, 2016

Is Your Prospecting Call Relevant? Making A Difference In 2013: Help 1000’s Get Access… Bits And Pieces, March 12, 2016 93.2353% Of Plan It’s All About Water! If You Take Away Your Products, What’s Left? Question: I’ve been starting to use Slack as a collaboration tool with many of our client projects.

Campaigns 48

Campaigns Groups Conference Call-back 48

Sales and Marketing Management

MAY 26, 2016

Issue Date: 2016-05-26. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. The resulting score determines how marketing will respond to each lead to propel the prospective buyer through the Revenue Marketing journey. read more

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Lead Rank Lead Scoring Scale Revenue 200

Sales and Marketing Management

JULY 24, 2020

Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Boost Sales Enablement with a Meaningful Prospecting Gift. A great mailer can spark delight and organic interest from a prospect. Engage Both Your Employees and Your Prospects Through Gifting.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Boost Sales Enablement with a Meaningful Prospecting Gift. A great mailer can spark delight and organic interest from a prospect. Engage Both Your Employees and Your Prospects through Gifting.

Incentives 227

Incentives Incentive Motivation Demographics 227

The ROI Guy

MARCH 1, 2016

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”. - You need to factor Frugalnomics prominently into your sales and marketing strategies and investments.

ROI 53

ROI Decision Maker Proposal Forecasting 53

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

The Brooks Group

NOVEMBER 2, 2015

The key to building an all-star team in 2016 is having the right people in the right positions, doing the work they were naturally wired for. As your team plans for growth in 2016, you’ll want to make sure you’re putting the right people in leadership positions. Promote the right people to leadership positions. Learn More.

Hiring 40

Hiring Ideal Customer Profile Promotion Salary 40

DialSource

OCTOBER 1, 2018

Just this month, DialSource received the Business Intelligence Group’s BIG Award for Business and was named 2016 Product of the Year. The post DialSource Denali Named 2016 Product of the Year appeared first on DialSource. About Denali. We are so proud of all of the winners this year. It is truly a select group.”.

Lead Rank 28

Lead Rank Lead Scoring Fashion Microsoft 28

Sales 2.0

APRIL 8, 2016

It was entitled, 2016, The State Of Marketing. The problem with much of our prospecting or follow up on “leads,” is that it is completely disconnected from the content that generated the lead. It’s this disconnect, that actually hurts our abilities to prospect and engage the customer. It’s a fascinating piece of work.

Follow-up 150

Follow-up How To eBook Study 150

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. Today, I am continuing the music analogy, but this time, as it relates to motivational tools. Let me explain and then I’ll pivot to selling.

Motivation 156

Motivation Pipeline Hiring How To 156

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? In 2016, it was 53.3 The dreaded gatekeeper. In 2015, 43.6

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

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

Engage Selling

SEPTEMBER 6, 2016

Maybe you’re 100% perfect at your job. Maybe your pipeline is always overflowing with hot leads, you never have to place a cold call or send a cold email, your sales cycle is complete in a matter of days, and … Read More »

Inbound 48

Inbound Cold Calling Sales Cycle Pipeline 48

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

No More Cold Calling

JULY 13, 2017

Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process. Have you checked out the prospect’s LinkedIn profile? What are your other connections to this prospect?

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Sales and Marketing Management

MAY 23, 2016

Issue Date: 2016-05-01. Teaser: If you’re only challenging your prospect’s status quo with surprising information and data points, you could be falling short of creating the urgency you need to convince prospects to change. Author: Tim Riesterer. read more

Data 149

Data Prospecting 149