Trending Sources

The Power of Empathy in B2B Sales and Marketing


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


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.

B2B 101

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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The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

To reach those prospects, they need contact information: verified email addresses, at a minimum. When several site visits are required to get complete data on a prospect, proper segmentation is put on hold, and you run the risk of intentionally incorrect form fills from those who dislike providing their contact info. Bonus: your competitors are probably oblivious to its power.

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B2B Prospecting Data Just Keeps Getting Better


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).

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.

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?

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


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.

Beware This Really Big Gap in Your B2B Sales Strategies!

No More Cold Calling

When crafting your B2B sales strategies, think of the sales process as a curve. The Referral Gap in B2B Sales Strategies. You know by now that referral selling should be your #1 prospecting strategy, because all referred sales leads are qualified. Shorten the sales process: Reps spend more time with customers and less time prospecting. This gap makes no sense. ” 2.

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.

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


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

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


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.

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.

Why and How to Improve Audience Segmentation for B2B Marketing


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?

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.

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.

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.

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of 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.

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.

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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How To Define Your B2B Sales Process [INFOGRAPHIC]


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.

Getting B2B Sales Reps to be More Social

Dave Stein's Blog

How do savvy sellers meet, create a dialog with, and nurture sales prospects during that time? Right now they’re planning to incorporate LinkedIn and Google Alerts into their “Prospecting with Insights” and “Selling with Insights” programs. Understanding the force that is social media is a quite a task. There is no lack of data to underline how far social media has progressed.

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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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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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How To Work The Triggers In Your B2B Buyers’ Cycle


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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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?

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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Achieving Prospecting Success by Segmentation – 1

The Pipeline

As we start a new quarter, it makes sense to step back a second and think about how you are prospecting f. Broadly speaking there are three segments for B2B sellers, and most sales people are adept at selling to two of these groups, unfortunately not only are these group small, they have other undesirable features. By  Tibor Shanto  –  . Join Now!

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.

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?

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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5 Sales Prospecting Lessons from Super Bowl XLIX

Score More Sales

What 5 sales prospecting lessons can we take away from the big event? 1) Inbound Gets Your Interest. In sales prospecting, some of what seem to be the easiest opportunities never come to closure and a long shot opportunity ends up turning into a deal. The post 5 Sales Prospecting Lessons from Super Bowl XLIX appeared first on Score More Sales. Now it has come and gone.

61 Awesome B2B Sales Jargon Busters


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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Money Monday Multi-faceted Prospecting Strategy

Score More Sales

A multi-faceted prospecting strategy allows you to meet your buyer where they are. talked to some sellers last week who told me that they only use the phone to prospect with. They have some level of success, but by not using other means of prospecting tools they are certainly leaving money on the table. Not everyone likes using the phone – especially many in IT.

Prospecting Gets A Fresh New Look

Fill the Funnel

Prospecting is a topic that every sales organization should be talking about every day. It has been the core focus of my entire sales career, so when I am introduced to an author and a book about sales prospecting and new client acquisition I will be eager to dive in. Original article: Prospecting Gets A Fresh New Look ©2012 Fill the Funnel. New Sales. It is that good.