The Pipeline

JANUARY 17, 2012

Top 25 Sales Influencers for 2012. B2B sales is not different, the good folks over at OpenView Labs , have put together a list of Top 25 Sales Influencers for 2012. HR Management. Lead Management. Prospecting. 3 R’s of Prospecting Success. B2B Lead Generation Blog.

Influencer 222

Influencer Pipeline Hiring Top of Funnel 222

Score More Sales

MARCH 20, 2012

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management.

Lead Generation 185

Lead Generation Lead Rank Lead Scoring B2B 185

Score More Sales

MAY 21, 2013

Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. And I was really intrigued by what it meant to have personal influence. The post The Power of Trust in B2B Selling appeared first on Score More Sales.

B2B 237

B2B Influencer Lead Rank Lead Scoring 237

Score More Sales

JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

Score More Sales

AUGUST 14, 2012

On another board, we listed all those mentioned on a list of Top 50 Sales and Marketing Influencers. Next, think about focusing on your prospective customers finding you and the context you can gain on critical issues and events that affect what and when they buy. For many in B2B this means LinkedIn first and foremost.

Social Media 233

Social Media B2B Strategy Media 233

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JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. A big win for your sales team would be to find more prospective customers and start listening to what they are saying.

InsideView 249

InsideView Research Prospecting Eloqua 249

Score More Sales

OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. Research is critical, because you are learning online where your prospects and customers are, and coexisting. As in real life, you need to go where your customers are. What communities?

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

Lead411

APRIL 17, 2024

Enhance your sales team’s ability to engage with prospects and close deals by providing them with the information, training, and tools they need. Finding the most likely to convert decision-makers and influencers is a breeze with access to millions of accurate and current records. doing for the B2B sales data world?

Ideal Customer Profile 52

Ideal Customer Profile Strategy Distribution Advertising 52

Zoominfo

SEPTEMBER 25, 2018

1. B2B Revenue Leadership. If you’re interested in B2B revenue leadership this is the show for you. This Podcast is focused on leadership in the B2B space to drive revenue by using the most modern and scientific approaches. 3. Sales Influence—Why People Buy. Without further ado, let’s jump into it.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

InsideSales.com

JUNE 15, 2020

The rapid changes that sales go through means reps have needed to develop hacks and techniques for prospecting. But what are those sales prospecting methods? In this article, XANT will give you a guide on sales prospecting methods you can utilize to maximize their benefits. In this article: What is Prospecting?

Ideal Customer Profile 63

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 63

Hubspot Sales

NOVEMBER 22, 2023

Trends Researcher, Max Iskiev anonymously surveyed 1,477 global sales professionals across B2B and B2C industries to unearth the sales trends, opportunities, strategies, and pain points that could impact businesses in the coming year. Create personalized email sequences to engage prospects and improve response rates.

Data 90

Data Tools Closing Hubspot 90

Score More Sales

JANUARY 9, 2014

A big one has to do with prospecting. Always be on the lookout – always be prospecting. Here are some of our most popular posts about prospecting: Phone Prospecting Strategy for Success. 4 Twitter Prospecting Strategies. Reach More Prospects with this Simple Plan. Increase Opportunities.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

Pointclear

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Marketing Decision Maker 100

SBI Growth

JULY 7, 2013

A BPM provides the marketing team a blueprint for effective demand generation and lead management. The key to a successful marketing strategy is influencing the early stages of the Buyer’s Journey. In the B2B world, most buyers are at stasis. SBI advocates both customer and prospect surveys and interviews.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

Score More Sales

MARCH 13, 2014

You also need to be aware that a number of strategies will get you closer to prospective customers – not just one. At Score More Sales we call the multiple strategies in prospecting the Sales Pipeline Success Puzzle. Joe has a massive work ethic and sends out over 200 individual emails to prospective customers each week.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

Score More Sales

MARCH 5, 2013

Kyle and I first met when he came to Boston for B2B Camp Boston last year. Kyle is a co-founder of B2B Camp- an “unconference” for B2B sales leaders, CEOs, and sales professionals. One is our automatic prospecting tool and the other is Job change alerts. LR: Do you have any B2B Camps coming up?

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. improve your time management. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Score More Sales

JULY 11, 2013

Then we would meet with someone else in the same division who was either an influencer or part of the decision team for the same project. This was critical information because we would run into people claiming to have influence only to find out they did not, or someone claiming to know something that was not true. Get those answers.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Score More Sales

MARCH 18, 2014

This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. Unless you can show me an immediate benefit, why should I change? Your thoughts are always appreciated – starting tomorrow, the discussion begins.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Score More Sales

MARCH 14, 2014

The number of people at your prospect company who are involved in a decision to buy your products and services has increased and often can be 4-7 company representatives. You may have to let someone “sell” on your behalf inside your prospect company – one of the worst things anyone in a sales career can ever do. Close More Deals.

Decision Maker 229

Decision Maker Lead Rank Lead Scoring Compensation 229

Score More Sales

JANUARY 24, 2014

Read the post How to Build Trust in Selling and The Power of Trust in B2B Selling. Secondly, it can cost you relationships – prospective clients, existing clients, and business partners form an opinion of you when you do what you said and when you don’t. Increase Opportunities. Expand Your Pipeline. Close More Deals.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Score More Sales

JANUARY 29, 2013

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. Would you agree? THIS is a no-brainer.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

Score More Sales

DECEMBER 24, 2013

To the seller who can talk well with c-level prospective buyers – work your schedule to DO THAT – and get support for the other things. getting ON the phones and talking to multiple potential buyers and potential coaches in prospect companies? Your best and highest use of your time is NOT to be doing that. Close More Deals.

Inside Sales 227

Inside Sales Decision Maker Lead Rank Lead Scoring 227

SBI Growth

SEPTEMBER 17, 2012

So when your prospect finally speaks with your company, who is the first point of contact? If you are a B2B that utilizes webform to register inquiries, it is typically a Lead Development Representative (LDR). Prospects don’t want to engage with a Sales Rep before they are ready. Lead Management Process Knowledge.

Sales Qualified Lead 293

Sales Qualified Lead Buyer Training Leads 293

Score More Sales

NOVEMBER 1, 2013

Start with 25 prospective companies – or 50 or 100 if you can consistently follow up with this number of contacts. The Power of Trust in B2B Selling . Don’t discount the importance of this in building rapport and a relationship. Remember this most significant factor for long term customers and then target wisely.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

Score More Sales

MAY 24, 2012

We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform).

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

Score More Sales

JULY 29, 2013

How is it that they always seem upbeat and ready for another day of sales calls, e-mailing and researching seemingly impossible to reach prospects? That seller who regularly runs into obstacles and they always seem to bounce back? They have grit. Grit is a trait– a distinguishing feature. Grit enables you to persevere. Close More Deals.

Inside Sales 211

Inside Sales Lead Rank Lead Scoring Outbound 211

LinkedFusion

AUGUST 23, 2023

Are you ready to supercharge your business growth through lead generation? We’re about to take a deep dive into the process that turns curious prospects into a purchasing customer. And let’s be real, finding opportunities in the B2B universe is like hitting the jackpot of digital gold. How to Do B2B Lead Generation?

Demand Generation Agencies 52

Demand Generation Agencies Lead Generation Outsourcing Services Lead Rank 52

Score More Sales

AUGUST 5, 2013

If you are a B2B seller using the phone and email to connect with prospects and only calling on the C-suite, I’d like to ask you to stop calling high for just a moment and consider broadening your reach. I still worked to reach the CFO but also broadened my reach and had multiple contacts within a single prospect company.

Inside Sales 220

Inside Sales Outbound Inbound Lead Rank 220

Score More Sales

JULY 17, 2013

This is the idea that video is the next best thing to being in person, so should be incorporated more into interaction with prospects and clients. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Most surprising?

Hiring 192

Hiring B2B Video Lead Rank 192

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.). Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Score More Sales

APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. Social selling should be thought of, in my humble opinion, as a means to discover, engage, and interact with potential prospects.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

FEBRUARY 11, 2014

Building a positive brand in the B2B world is the first step toward the idea of a virtual pipeline where content and ideas convert into prospects and ultimately, clients. Our focus is always on our customers, prospective customers, and partners so we keep a business tone. Be careful about what you choose to discuss online.

Ideal Customer Profile 245

Ideal Customer Profile How To B2B LinkedIn 245