Trending Sources

Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. B2B buyer engagement is at an unprecedented low. . Buyer 2.0 Not so.

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The Power of Empathy in B2B Sales and Marketing

Pipeliner

Your B2B sales prospects don’t want to hear about you. The post The Power of Empathy in B2B Sales and Marketing appeared first on Pipeliner CRM Blog. They want to hear about themselves.  We all do. They don’t necessarily need compliments and platitudes. But they do want to know that you understand their issues, their needs, their priorities.

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Seventeen Things to Do Before Engaging a Prospect

Pipeliner

More and more B2B salespeople must become trusted advisors rather than transactional order takers. A lot is written about the customer journey and influencing them over the course of that journey with content designed to inform and influence their […]. The post Seventeen Things to Do Before Engaging a Prospect appeared first on Pipeliner CRM Blog.

Should Women in B2B Sales Sound Overly-Friendly to Succeed

Score More Sales

Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions. I’ve changed some of the Q&A a bit, but wanted to share the main points of the conversation around how successful women need to “be” in order to be a successful BDR, AE, SDR, or other sales position.

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The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales Mindset prospecting for new business Prospecting mistakes top 5 B2B prospecting mistakesSales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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B2B Prospecting Data Just Keeps Getting Better

Pointclear

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Company SWOT analysis (OneSource).

5 Ways to Boost B2B Sales Through LinkedIn Social Selling

Modern B2B Sales

Add Prospective Customers and Share Their Content with Your Network. Remember though, when you invite your prospect, always send them a tailored request to connect. Once you begin connecting with prospects, their activity will show up on your feed. You’ll be able to find even more prospects because of this. Sales b2bWarm Introductions. So how do you get started?

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The Biggest Contributor to B2B Revenue

B2B Lead Blog

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. Those sales development teams might follow up on inbound marketing leads or use outbound prospecting to set appointments or develop opportunities. The post The Biggest Contributor to B2B Revenue appeared first on B2B Lead Blog.

Cracking the B2B Code on Facebook

Sales Benchmark Index

What about for B2B? The B2B CMO’s that I have asked are typically skeptical of a Facebook investment. common answer is, “Facebook is for personal usage, not B2B. LinkedIn is the gold standard for B2B social marketing. Twitter has proven to be effective at amplifying B2B messaging to gain reach. Does this mean B2B shouldn’t leverage Facebook?

Sales Prospecting in Beast Mode

Score More Sales

What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? The post Sales Prospecting in Beast Mode appeared first on Score More Sales. As the year draws to a close, it can be challenging to find inspiration to be productive when there are so many distractions going on. Just think Beast Mode. Close More Deals.

Is LinkedIn The New Prospecting Den of Deceit?

Increase Sales

Most B2B professional recognize the value of LinkedIn for prospecting new sales leads. This week during a mastermind session, one of our members shared this prospecting approach using LinkedIn. ” This conversation according to the person sharing this LinkedIn prospecting approach leads in many instances estimated to be 3 out of 4 to a back door sales referral.

Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Pointclear

Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. The real change is not the distance as much as the condition that prospects are more knowledgeable than ever before, making traditional salespeople redundant and obsolete. In fact, we believe just the opposite: 70% of B2B technology solution buyers want to engage with sales reps before they identify their short list. B2B Marketing B2B SalesCold calling is dead. Principal.

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The Power of Trust in B2B Selling

Score More Sales

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. The post The Power of Trust in B2B Selling appeared first on Score More Sales. Charles H. He is founder and CEO of Trusted Advisor Associates. Charles Green (CG):  The main answer is to appear trustworthy. ”).

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The Art of B2B Sales: How Sun Tzu’s Ancient Wisdom Can Help You Close More Deals Faster

Modern B2B Sales

Here are some instructions laid out by Sun Tzu and translated for the modern B2B salesmen and saleswomen: . 1. “If words of command are not clear and distinct…the general is to blame.”. In sales, this means winning by selling the value of your product and explaining how it helps your prospects solve their problems better than anyone else’s. Sales b2b

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Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting. The focus of this ebook is to help salespeople create a healthy pipeline by organizing, identifying, and engaging with prospects. Via Radius.

High Velocity Prospecting

Partners in Excellence

You guessed it, these B2B sellers called me within a couple of minutes of submitting my requests, just like the car dealers.  In one case, I hadn’t even downloaded the white paper, in the other two cases, I hadn’t even had the ability to read the research reports/white papers.  ”  I wonder if they were thinking about prospecting as well? You know what happened next. 

Social Publishing: Pillar Two of Strategic B2B Social Selling

Pipeliner

Whether you’re looking for your next role or seeking an appointment with the CXO of a target prospect; you need to show your value online to earn a conversation. The post Social Publishing: Pillar Two of Strategic B2B Social Selling appeared first on Pipeliner CRM Blog. Social Publishing: Writing original content and publishing insights, opinions and valuable information to attract customers and evidence credibility and value. This is because the majority of […]. For CEOs For Sales Leaders For SMBs

Prospecting is Your Job

No More Cold Calling

Prospecting is not the job of your marketing department. They bring prospects to our websites, nurture relationships, conduct research, create demographics, write case studies, and build social-media strategies. While many B2B companies stand to benefit from an expanded inbound marketing presence, it’s not enough to score those big name accounts. It’s your job. Comment Here.

30 Ways to Reach Prospects

Score More Sales

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? 1. Be somewhat vague or mysterious.

Prospecting at LinkedIn? At Least Read the Profile

Increase Sales

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn. Sales Business Ethics email sales pitch LinkedIn LinkedIn invitation LinkedIn profile prospect for new sales leads sales leadsHowever, many anxious salespeople fail to read the profiles. Share on Facebook.

Why and How to Improve Audience Segmentation for B2B Marketing

Salesfusion

Bob Dylan may have first shared that anthem with the world in 1963, but the message couldn’t hold more true today in the world of B2B marketing. For instance, serving specific prospects or customers targeted information at the right time and on the right channel based on their distinct profiles and preferences sounds like a fantastic model, but how do you actually deliver on that goal?

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

Pointclear

If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Emails sent to me oblivious that I’m not a prospect. Calling with zero value doesn’t work, wasting your prospect’s time has always been a terrible idea. If you have something that makes your prospect smarter, helps them be better, it may be unexpected but they’ll appreciate how you’ve differentiated and been focused on value creation.” Principal.

The Best Way to Get a Prospect to Reply to Your Email

Score More Sales

The accounts and prospects get distributed too. Sales Tips B2B sales strategyPeople are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go?

10 Reasons Why Prospects Don’t Make the Best Choices

Smart Selling Tools

” Heck you’ve probably encountered any number of prospects who suffer from the malady. The question has to be asked, “If prospects are so smart, why don’t they make the best choices?” Even if a buyer agrees with you, it doesn’t mean that they will buy (as evidenced when your hot prospects go radio-silent). They might decide to do nothing.

How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. This article is for B2B Sales Reps who work in complex sales environments. Turns out, the prospect included Bill late in the process. Based on our research, B2B companies and their Sales Reps see the following benefits: Close 1/3 more deals. The Problem with Misalignment.

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Personalize B2B Mobile Site to Grow Revenues

Score More Sales

We have run into many B2B websites lately that do not work well on mobile devices. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer). B2C has been much more adopted and understood – we are learning more about B2B and know at least this: Buyers need a level of trust before buying. But where to start?

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5 Ways to Use LinkedIn for B2B Marketing

Vertical Response

While Facebook and Twitter dominate the B2C space, LinkedIn is the site where B2B marketers go to find clients and make connections. According to a study by WebMarketing123 , LinkedIn is the most effective platform for lead generation and sales for B2B marketers. To help you maximize your efforts, here are five ways you can use LinkedIn for your B2B marketing needs. 1.

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. IN crease Leads and Connections – Stage 3 training will guide you through all the LinkedIn features that B2B companies use every day to attract more leads and grow their business.

3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

Ensure your sales team makes time to practice these critical prospecting strategies. B2B sales reps don’t get good overnight either. Here’s how B2B sales professionals can keep their referral skills sharp: 1. Because my referral sources and prospects know I have a large network, they realize that I am also a great source of information that can make a difference for them.

How To Define Your B2B Sales Process [INFOGRAPHIC]

Pipeliner

A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close. typical sales pipeline has the following five unique B2B sales process [.] The post How To Define Your B2B Sales Process [INFOGRAPHIC] appeared first on Pipeliner CRM Blog.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. read the related post “The Power of Trusts in B2B Selling” here ). Download the “Strategic Prospecting Plan” here.

A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. The best B2B option until now has been LinkedIn ads. This gives marketers the ability to deliver highly targeted content to prospects beyond sidebar ads. The opportunities for reaching prospects via this platform continue to expand.

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What Do the IDC Predictions Mean for the B2B CMO?

Sales Benchmark Index

A top trend in B2B marketing is the adoption of the Marketing Operations role. So what should the B2B CMO do with these predictions? It is evident the B2B CMO must continue to evolve themselves and their team. Success of content should be measured by how well it pulls prospects through the buying process. On Dec 17 th , IDC released its top 10 predictions for CMOs.

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The One B2B Buyer Tactic Salespeople Must be Prepared for – but Most Aren’t

Smart Selling Tools

If you’re a salesperson you had better watch out for a new tactic that your prospects are using to weed out companies that don’t eat their own dog food. Seems he was calling on a very savvy prospect who had given great thought to the 4 features he felt were most important. Then, he proceeded to meet with his prospective suppliers including Front Row and put them each to the test.

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How To Work The Triggers In Your B2B Buyers’ Cycle

Pipeliner

Your Buyers’ Cycle maps out the thought processes and decision-making stages your prospects experience as they make the choice of what and when to buy. Typically there are five stages: Sleeping: Here prospects don’t know they have an issue to solve. Realisation: Now prospects are aware of an issue and feel motivated to seek out [.] Sales Pipeline Management

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4 Twitter Prospecting Strategies

Score More Sales

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Here are the top 4 ways you, a busy professional in a B2B services or Saas or other technology, distribution, or financial services company can get started on Twitter for business growth: 1.    Listen and Learn.

Summer B2B Sales Challenge Revisited

Score More Sales

xplore new strategies – Ever looked at the Twitter stream to see what people are talking about in your sector or have you looked up actual customers / prospects to see what they are talking about? There are still a lot of B2B companies who turn away from social tools. Can ONE new weekly effort result in new prospects, and ultimately one new deal by the end of the summer?

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Phone Prospecting Strategy for Success

Score More Sales

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. Or do you work a well-defined plan?

Sales Prospecting in the 21st Century - Part 1

Increase Sales

Sales prospecting is job one for most sales professionals unless they have sales leads being fed to them. Today, there are more sales prospecting strategies to reach those essential sales leads.  In the book, High Profit Prospecting , by Mark Hunter, he provides some great insight on how to prospect in the 21st century. Then add a few more if necessary.

61 Awesome B2B Sales Jargon Busters

Klozers

14) CRM  an unpleasant blackhole where B2B Sales People can never find anything useful, so much so, that some completely avoid it. 18) Discovery Questions -questions that allow B2B Sales People to catch breath in between features and benefits. 21) Elevator Speech  a B2B Sales Persons opportunity to show up and verbally throw up. Much easier to sell on price.

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