Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase?

B2B 85

B2B Ideal Customer Profile Top of Funnel Prospecting 85

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner.

B2B 81

B2B Prospecting SAP Sales Qualified Lead 81

Zoominfo

AUGUST 11, 2019

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. This virtual event format allows companies to engage with prospects and customers, receive feedback in real-time, and ultimately generate leads. Among such strategies, webinars come out on top. Keep reading!

Paid Content 100

Paid Content Webinar Metrics B2B Marketing 100

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. B2B LeadsCon.

Conference 111

Conference Scale Inbound Hiring 111

Pointclear

DECEMBER 16, 2016

This is incredible news for outbound prospecting proponents and a signal for change for inbound loyalists. 2017 begins the era of accountability and more outbound programs will be layered in to marketing mixes due to growth in Account-based Marketing and for scale.

Inbound 100

Inbound Account Based Marketing Scale Marketing 100

Pointclear

JANUARY 5, 2017

How well are your B2B organization’s sales and marketing behaviors, practices, and processes reliably and sustainably producing required outcomes? You can emerge from a chaotic state … you can rise above average … you can achieve a fully optimized state of prospect development. Or are you among the few that are kickin’ it?

Account Based Marketing 113

Account Based Marketing B2B Marketing ROI 113

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels.

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

No More Cold Calling

AUGUST 10, 2017

Account based selling teams find it increasingly challenging to reach their target prospects. According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. Why P2P Works for B2B. P2P Selling.”

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. For the seasoned B2B sales rep, there’s no denying the power of referrals. Trust is the foundation of any successful deal. Secure a referral.

Case Study 244

Case Study Referrals B2B Social Media 244

Pointclear

DECEMBER 22, 2016

The selling proposition is that someone agreeing to see your sales representative has to be more qualified than another prospect who is simply forwarded to you as a lead. Putting a good salesperson in front of the wrong prospect is unlikely to generate revenue.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Account Based Marketing 100

The Pipeline

JUNE 4, 2019

Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. The B2B Buying Disconnect – TrustRadius 2017. I had one client where, based on their internal measures, my Proactive Prospecting Program increased their appointments by 666%. By Tibor Shanto.

Discount 268

Discount Vendor Quota Buyer 268

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. In B2B sales, it’s time. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

PandaDoc

JULY 1, 2020

Precision prospecting is the first step towards reaching new revenue heights. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

DiscoverOrg Sales

FEBRUARY 19, 2018

You see, Tellwise offers a sales acceleration tool with a robust set of capabilities for interacting with prospects, and tracking those interactions. From there, sales reps can instantly call or IM the prospect to answer questions and deepen the relationship. fewer bounces than the typical B2B sales email campaign.

Data 254

Data Lead Rank Lead Scoring Leads 254

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Build trust – Providing 3rd party insights and research, customer case studies and proof points helps validate potential results with prospects and drive credibility.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Increase Sales

DECEMBER 28, 2016

How many times have you heard salespeople say “I help” when engaged in sales prospecting at B2B events? Then they go on and on and on about how they help. When words are overused, they are like water off a duck’s back. This differentiation starts with finding new sales behaviors.

Facebook 109

Facebook B2B Competition Conversion 109

Sales 2.0

JUNE 23, 2018

When you send a prospect an email or leave them a voicemail what do many of them do? Linkedin’s 2017 research found that 39% of B2B buyers consider trust in the relationship with the sales person as the biggest reason to ink a deal—the #1 factor. Does it convey a clear message and benefits to your prospect?

Google 220

Google LinkedIn Twitter Buyer 220

Mr. Inside Sales

SEPTEMBER 4, 2020

Did you know that Mike was named the 2017 + 2018 + 2019 Service Provider of the Year by the American Association of Inside Sales Professionals? ( [link] ). Mike can customize your keynote, breakout, or sales kickoff session and deliver a content rich, motivating message that will launch your team into action in January. Get Access Today.

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Sales and Marketing Management

MARCH 16, 2017

Issue Date: 2017-03-01. Teaser: The reality of having more decision-makers involved in B2B deals only complicates the job of any marketer or sales pro trying to disrupt their prospects’ current situation and drive consensus among disparate stakeholders. Author: Tim Riesterer. read more

Decision Maker 136

Decision Maker Segment B2B Prospecting 136

Hubspot Sales

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion. Text STOP to opt out”).

Conversion 98

Conversion Prospecting How To Guidelines 98

Alice Heiman

JULY 10, 2019

Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. We want our sales reps to be in the path of our prospects, so they can see us when they need us.

Prospecting 114

Prospecting Social Media Ideal Customer Profile Trade Show 114

Pointclear

DECEMBER 8, 2016

Prospect has multiple regions, each with their own process and nuances. The industry has been down so they need to grant more credit, and (most importantly). He has a goal to streamline their global credit decision process. The DRM has only been there a couple months, but this is a priority.

Account Based Marketing 100

Account Based Marketing B2B Call-back Marketing 100

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

MAY 5, 2019

In 2017, email marketing turned half a century old. Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. In this scenario, you would dedicate more resources toward content creation or B2B email list development. The reason for this is simple.

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

Pointclear

DECEMBER 14, 2016

Marketing tries to generate greater numbers of prospects. If your ultimate goal is to identify well-qualified opportunities where your solution stands an excellent chance of being selected by your prospect if you implement a thoughtful and effective sales strategy, then a more sophisticated qualification process is called for.”.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. But when you get referrals, the trust your prospects have with their colleagues is transferred to you. We’re not obsolete … yet. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Sales and Marketing Management

MARCH 8, 2020

Predictions for the impact of AI, the authors state, suggest a doubling of the economic growth of developed countries between 2017 and 2035, potentially adding $7.4 There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI trillion to the U.S. economy alone.

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

The ROI Guy

JULY 11, 2017

Two years ago, I was sitting amongst a shocked audience, listening to analyst Andy Hoar pronounce the “Death of the B2B Sales Rep”. So how can you best address these changing buyer trends and add more value to each and every prospect engagement? Source: Death of A (B2B) Salesman: Two Years Later - March 2017, Andy Hoar.

B2B 66

B2B ROI Buyer Competition 66

Nudge.ai

SEPTEMBER 7, 2017

Technology helps them build trust with prospects and customers, which is a crucial ingredient to the sales process. LinkedIn recently published a report on sales technology, its adoption, and success, and we wanted to highlight some of the more powerful statistics in there for B2B leaders.

Social Selling 52

Social Selling LinkedIn Networking Sales Cycle 52

DiscoverOrg Sales

JANUARY 1, 2018

Three areas caused the most distress in Q3 2017: Dated or inaccurate data impedes effectiveness of marketing operations. Old and/or inaccurate data topped the list of pain points In Q3 2017, with over half (56%) of all organizations experienced pain related to impeding the effectiveness of marketing operations. Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

Lead411

OCTOBER 31, 2018

One way to alleviate this anxiety is to reach out via multiple channels to find the best way your prospect or customer prefers to communicate. According to a Return Path study last year, analyzing 27 Billion emails sent by Americans between May 2016 and April 2017, 55% were opened via a mobile device.

Channels 63

Channels B2B Face-to-face Call-back 63

Hubspot Sales

MAY 22, 2019

I'm the host of The B2B Revenue Executive Experience podcast and, I'll admit, it's been a lot of work. But that work has paid off in terms of developing valuable content we can share with prospects and customers. Our podcast has enjoyed a continually growing audience, since its inception in the Summer of 2017. Of course not.

Channels 95

Channels Influencer Pipeline Social Media 95

No More Cold Calling

NOVEMBER 29, 2016

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Buyers are finalizing their 2017 budgets now, so reach out to your current clients and ensure you’re still on their radar. B2B sales reps don’t get good overnight either.

Referrals 120

Referrals Cold Calling Lead Generation Social Media 120

Increase Sales

JANUARY 2, 2017

” To be successful in sales, one must have strong relationships with sales leads, prospects, customers, vendors and others. In spite of all the hype about technology and salespeople becoming obsolete, people in the marketplace be it B2B or B2C still buy from people they know and trust.

B2C 86

B2C Vendor Intent B2B 86

Zoominfo

JULY 17, 2018

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. This format allows companies to engage with prospects and customers and receive feedback in real-time. In 2017 webinars were reported as one of the top revenue drivers for B2B marketers ( source ).

Paid Content 255

Paid Content Webinar Metrics Sales Qualified Lead Promotion 255

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. the stat above that we’ve all seen quoted everywhere) only looked at 42 companies in total and only 13 of those were B2B companies. For B2B SaaS companies? You’ve heard the stat 1,000 times….

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Zoominfo

OCTOBER 28, 2018

Both companies have access to the same demographic and firmographic prospect data—yet Company 123 also has access to technographic data. These technographics reveal the tools their prospects use, what they use them for, how long they’ve used them, and much more. What are B2B technographics? As it turns out—a lot.

Data 177

Data Eloqua Buyer Persona Demographics 177