The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

SBI Growth

MAY 28, 2013

B2B Chief Marketing Officers are enthusiastic about sharing tangible results. Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? Again, specific responses automatically qualify a lead; whereas, other actions may not necessarily require sales intervention.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

Pipeline

APRIL 1, 2024

Other notable reasons why logistics companies struggle with lead generation include: Inefficient internal sales processes Lack of strategic agility Poorly curated value proposition Lack of technological adoption Methods to Help Boost Lead Generation for Logistics Companies: 1. Lead evaluation: not every lead is worth pursuing.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? Again, specific responses automatically qualify a lead; whereas, other actions may not necessarily require sales intervention.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

SBI Growth

MARCH 8, 2013

CEO’s and board members in B2B firms are looking for a more direct measurement of marketing spend. There are two primary approaches to calculating the right number of leads required: Top down and bottoms up. For a more detailed description try Marketo’s recent Definitive Guide to Marketing Metrics. Average deal size.

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

Score More Sales

AUGUST 26, 2013

Do you want more and better leads when reaching out to potential buyers? This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. Close More Deals.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Score More Sales

SEPTEMBER 16, 2013

Being a remote professional (virtual) rep means that you have no body language to read because your prospective client is talking to you over the phone. It is simple, just not always easy, and definitely takes time to hone and be proficient at it. To become proficient, practice with people you know first. Increase Opportunities.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Score More Sales

NOVEMBER 8, 2013

One rep told me that since his prospect didn’t call back they must not be interested. You know that there is no definitive answer. Keep a realistic eye open so that you’re not proposing amazing things that will never happen – wrong prospect or wrong value proposition. 2 – Optimism. op-tuh-miz-uh m1.

Lead Rank 224

Lead Rank Lead Scoring Proposal Outbound 224

Salesmate

AUGUST 18, 2020

They covered almost everything from cold calling to sales forecasting and even provided helpful tips to handle prospects and close more deals. Jeb Blount is a sales leader and author of famous sales books like “ Fanatical prospecting,” “Objection” and “Sales EQ”. Sales podcast 2 – Sales Gravy. Host: Jeb Blount. Host: Donald C.

Cold Calling 113

Cold Calling B2B Pipeline Sports 113

Score More Sales

DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Your messaging, in order to gain the interest of a busy B2B executive must either pique their interest, or share ideas that can help them do their job better. You need a message makeover.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Score More Sales

JANUARY 7, 2014

If you are lucky enough to have a three-year-old in your life, then you’ll definitely know what I’m talking about. Imagine just for a moment if you had such curiosity for your prospective buyers. Do you know everything there is to know about your prospects? Why did they go to that page on your website?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225

Score More Sales

OCTOBER 11, 2013

A current pet peeve is about how some B2B sales trainers and consultants are teaching a social selling tactic – they are telling others how to gain “social debt” with people so that they will OWE YOU and, therefore, help you with sales prospects and sales opportunities. Increase Opportunities. Expand Your Pipeline.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

Pointclear

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Quality conversations and personal engagement with prospects.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Pointclear

SEPTEMBER 11, 2012

This time we are going to talk about managing the “No Response” rate and the importance of having patience when it comes to working prospects—including resting them and then recycling re-segmented prospects to improve overall results. Managing “No Response” dispositions is not an art, it’s a science. VP level) are 2.5

Lead Generation 167

Lead Generation Sales Qualified Lead Outsourcing Services Leads 167

Zoominfo

AUGUST 20, 2018

In fact, studies show that the use of a marketing automation platform produces, on average, 60% revenue growth for B2B businesses ( source ). Sales reps and marketers have different perspectives regarding prospects and customers– and that can lead to opposing goals and workflows. But, this is easier said than done.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Marketing 113

Pointclear

JUNE 7, 2016

Helping them understand actual vs. assumed buyer behavior in B2B sales environments helps alter their behavior—and helps them be more successful. Note that at this step sales is not saying the lead is qualified (that would be terming the lead sales qualified lead or SQL). SAL lead distributed. SAL lead distributed.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Pointclear

SEPTEMBER 18, 2012

Here are some common mistakes: Following up on a lead by placing one telephone call or sending one email and assuming that the lead must not have been qualified if you don’t hear back from the prospect (even highly qualified leads require UP TO twelve follow-ups over a period of time).

Sales Qualified Lead 157

Sales Qualified Lead Leads Marketing Qualified Lead Inbound 157

SBI Growth

FEBRUARY 13, 2013

B2B companies must learn to sell ‘when a rep isn’t present’. One suggestion is to conduct joint win-loss interviews with former customers and lost prospects. Have you developed persona-driven content for reps to leverage when prospecting? Send the reps only those leads that match this definition.

Top of Funnel 267

Top of Funnel Sales Qualified Lead Marketing Lead Nurturing 267

Score More Sales

JULY 26, 2013

Arrogance is a noun and the dictionary definition is, -an attitude of superiority manifested in an overbearing manner or in presumptuous claims or assumptions. It caused me to wonder about my customers and the customers of this blog’s readers. You can answer for yourself -. Is your company arrogant? Merriam Webster). Increase Opportunities.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL ) an antiquated, vanity metric? Again, specific responses automatically qualify a lead; whereas, other actions may not necessarily require sales intervention.

Lead Rank 100

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 100

The Pipeline

JANUARY 2, 2012

Fire everyone in your pipeline that you thought definitely close by year end 2011. HR Management. Lead Management. Prospecting. 3 R’s of Prospecting Success. B2B Lead Generation Blog. Hold your nose with one hand, and toss it out of your pipeline with the other. Impact Questions.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

OCTOBER 5, 2011

Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. In and of itself, cold calling, like referrals or other prospecting methods is not the end all and be all. I most definitely agree with all that was declared concerning cold calling.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Pipeline

APRIL 8, 2011

When I returned home from my tour and got back to my job as the manager of a marketing team, I carried with me the lessons I learned in attempt to win the hearts and minds of the Iraqi people. We took two definitive steps to get the Iraqi people to willingly let us help them get their infrastructure up and stable. Anthony Iannarino.

Pipeline 216

Pipeline Meeting Webinar Metrics Strategy 216

The Pipeline

DECEMBER 12, 2011

First thing we need is a definition of value. Lets start with the definition: Buyers will see value in those things that eliminate barriers and gaps between where they are now, and their objectives. HR Management. Lead Management. Prospecting. 3 R’s of Prospecting Success. Impact Questions.

Pipeline 225

Pipeline Hiring Lead Rank Lead Scoring 225

Pointclear

JULY 7, 2015

The lead score should take into account the ideal customer profile fit and force the prospecting team to look beyond who filled out the web form and to proactively go after the right buyer. A lead is an arrow to opportunity if you do the right things with it. The Flawed B2B Approach. B2B buyers are committees.

Lead Rank 100

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 100

Zoominfo

AUGUST 12, 2020

On building a sales organization as sophisticated as contemporary B2B buyers …. Every B2B trade publication, analyst, and even company (Hi!) But what does the structure of a B2B sales organization look like as we enter the next decade? How Do You Improve Retention Rates for B2B Sales Teams? Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Pointclear

APRIL 25, 2011

I recently had the opportunity to interview Ardath Albee about the importance of lead nurturing and I think you’ll be interested to read some of the valuable feedback she provided. PC: Ardath, you’ve written a lot about the importance of using lead nurturing to engage leads across the entirety of the buying process.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Let’s start with this definition. Lead management.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Nutshell

JANUARY 21, 2019

To get you started, we’ve compiled a list of six sales metrics that are essential for all sales managers to monitor on a regular basis, and four others that you may want to add to your dashboard depending on the length of your sales cycle and what you prioritize in your sales process. 16 sales process templates for B2B pipelines.

Lead Rank 81

Lead Rank Top of Funnel Lead Scoring Forecasting 81

Pointclear

OCTOBER 5, 2018

There is a table in that blog that recaps the cost-per-lead based on lead source. cost-per-lead—which at first glance sounds like a great deal for a B2B lead. What is misleading about this is that cost-per-lead assumes that all leads are equal in quality. Pain, Priority, Process, Environment.

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

InsideSales.com

DECEMBER 1, 2019

Sales Quota Definition and Types. Sales Quota Definition and Types. Coach your sales reps and tell them to remind leads and prospects that the first quarter of the new year is right around the corner. Both prospects and sales teams are already disconnecting from work before the holidays. What Is a Sales Quota?

Quota 74

Quota Discount How To Decision Maker 74

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! HR Management. Lead Management. Prospecting.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Markempa - Inside Sales

MAY 13, 2012

B2B marketers, stop focusing on generating leads. By sending them only qualified leads. Most leads aren’t qualified Leads are only qualified when they fit your universal lead definition (ULD). Before you do any more lead generation, make developing one your highest priority.

Lead Qualification 40

Lead Qualification Sales Qualified Lead Lead Rank Lead Scoring 40

The Pipeline

MAY 20, 2011

Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. Definitely the era of Mr & Mrs “Know it all” has begun! LinkedIn is a two way street, now your prospects know your background. Your customer is Mr. HR Management. Prospecting.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

Sales Hacker

JULY 1, 2020

Calling your prospects. Unlike the other channels we’ll look at, calling your prospect also allows you to get an immediate response, better address objections , and provide a completely personalized experience. Texting your prospects. Many sellers are now using text messages to reach and stay in contact with their leads.

Pivotal 79

Pivotal Inside Sales Strategy Face-to-face 79