The Spiff Blog

AUGUST 22, 2023

Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. Maybe a tool no longer aligns with current workflows.

Strategy 74

Strategy Compensation Commission ROI 74

SugarCRM

SEPTEMBER 14, 2023

In its simplest definition, nurture marketing is a communication strategy designed to place content in front of prospective buyers at various points in a customer’s journey. So, building nurture-based campaigns for prospective customers will help you manage and organize them until they’re ready to buy.

Prospecting 26

Prospecting Lead Rank Lead Scoring Marketing 26

Cincom Smart Selling

FEBRUARY 27, 2017

CPQ tools can help. The guided part means that potential buyers are guided toward relevant content by reviewing online behavior, interest in specific items and permissions granted by the prospect to the seller. Knowledge about the prospect’s needs is exchanged for specific information about the seller’s solution.

Tools 54

Tools Buying Cycle Construction Buyer 54

Smooth Sale

MARCH 1, 2022

Note: Our collaborative Blog provides insights and ‘Top Tips to Convert Your Website Traffic To Leads. They may include location, pages visited, personal data capture on the form (title, purchase cycle, industry), and cart abandonment. . The information can show you what interests your prospects and the problems they may be having.

Lead Rank 78

Lead Rank Lead Scoring Sales Qualified Lead Leads 78

Zoominfo

JULY 25, 2018

A successful traveling salesperson wields the ability to take in their surroundings and use contextual clues to glean what they can about each prospect they interact with. Using these clues, the salesperson then tailors their sales presentation to each prospective customer’s particular wants and needs. Let’s get into it!

Top of Funnel 150

Top of Funnel Lead Nurturing Buyer Persona Marketing 150

The Pipeline

NOVEMBER 21, 2016

It’s hard not to laugh sometimes when I hear sales people say something like “Well, it’s supposed to go like this…”, or “I was told to do it that way, cause when we do that the prospects do…” But instead I am empathetic to their plight and innocence. people likely to be involved in your sale. There are no secrets. A simple but effective rule.

Sales Qualified Lead 120

Sales Qualified Lead Buyer Persona Buying Cycle ACT 120

Score More Sales

AUGUST 26, 2014

I’m the kind of person who gets into an airplane and am still amazed how they always take off and land hundreds or thousands of miles away (at least all of my flights have, and nearly all flights do) To see the advances in marketing tools and sales tools – it’s really phenomenal what software can now do. Increase Opportunities.

B2B 232

B2B Revenue B2C Ideal Customer Profile 232

LeadFuze

SEPTEMBER 2, 2023

In essence, what is lead nurturing but a strategic process designed to engage prospects by providing them relevant information at each stage of their buying journey? To foster these prospects until they’re ready to buy. Let’s delve deeper into this key strategy for sales success. The objective?

Lead Nurturing 52

Lead Nurturing Lead Rank Lead Scoring Webinar Metrics 52

HeavyHitter Sales

NOVEMBER 5, 2010

Heavy Hitter Sales Blog. To some marketing departments, selling is simply a series of steps that you guide a prospect through. These steps are based on the logic of purchasing the product, and the marketing team’s job is to provide the tools to move the prospect to the next step. Recent Posts. not a bounce).

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Zoominfo

AUGUST 1, 2018

Some tools become permanent fixtures in marketing strategies, while others fizzle out just as quickly as they enter the scene. Today’s blog will tell you everything there is to know about virtual reality and the ways in which B2B marketers can use this technology to transform the buyer experience. Shorten your sales cycle.

B2B 154

B2B B2C Scale Transportation 154

Hubspot Sales

NOVEMBER 28, 2021

It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier. Once you're there, you need to find a tool that will help you stay organized and on-task. You’ve got the right tool, so why isn’t it working?

CRM 131

CRM Strategy How To Loyalty 131

Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

No More Cold Calling

APRIL 10, 2014

If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship , right? Consider this example: A prospect reaches out for some information. Your scoring tool takes note of this, prompting other actions. People still buy from people. Not so fast. Not really.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

Cincom Smart Selling

OCTOBER 12, 2017

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. Prospects have needs. Early in a buy cycle these needs are less fully developed and lack specificity. CPQ Software Elevates Confidence during the Buy Cycle.

Software 59

Software Software Buyer Buying Cycle 59

Cincom Smart Selling

OCTOBER 12, 2017

CPQ software enhances the buyer experience and offers a unique opportunity to accelerate the process of turning prospects into buyers. Prospects have needs. Early in a buy cycle these needs are less fully developed and lack specificity. CPQ Software Elevates Confidence during the Buy Cycle.

Software 59

Software Software Buyer Buying Cycle 59

SBI Growth

NOVEMBER 10, 2012

This blog post is for the small company CSO or VP of Sales. The only way to hit the first page is to produce content that attracts prospects and keeps them on your site. Content marketing is the practice of creating, refining, and distributing relevant and timely information to your prospects at each stage in their buying journey.

Lead Rank 267

Lead Rank Lead Scoring Marketing Hiring 267

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. They don’t even look at refining the initial engagement approach in prospecting, they just demand more.

Pipeline 85

Pipeline Ideal Customer Profile Top of Funnel Hiring 85

Score More Sales

MAY 16, 2012

You have a robust, helpful CRM tool that gives you several helpful reports which you can review each week, and lists you can easily pull up on a just-in-time basis. You have a poor CRM tool, perhaps not cloud-based and it is difficult to use with poor reporting capabilities. You probably fall into one of three camps: A.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Apptivo

DECEMBER 7, 2022

Today, the buying cycle is complex. It’s extremely difficult to encourage leads to go through the sales funnel—from being qualified to becoming prospects and then customers—while keeping track of their engagements and touchpoints across many channels. Surveys are an effective means of discovering more about customer needs.

Sales Qualified Lead 97

Sales Qualified Lead Lead Rank Lead Scoring Leads 97

Mindtickle

MAY 2, 2023

When sales content hits the mark with both sellers and buyers, it can be a powerful tool for advancing deals forward. In this blog post, we’ll walk you through: What is sales content management? This helps to ensure consistency in messaging across the organization, which can build trust with prospects and customers.

Top of Funnel 52

Top of Funnel Scale Case Study Distribution 52

Crunchbase

MARCH 19, 2021

We are honored to feature and promote their contribution on the Crunchbase blog. So we decided to create our own definition of an MQL: A marketing qualified lead is a prospect who is both the right fit demographically and has engaged in the company’s marketing to a degree that it’s clear there is buying intent, not just general interest.

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

Score More Sales

MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

SBI Growth

AUGUST 16, 2012

Simply put, you have to drive your own brand to ensure that prospects are finding you when searching for options. The reality is that B2B buyers today will progress almost 60% of the way through the buying cycle before they ever engage a sales rep. Your prospects are doing the same. Your prospects are doing the same.

Social Media 290

Social Media Lead Rank Ideal Customer Profile Networking 290

Partners in Excellence

JULY 18, 2022

They embark on several months, sometimes longer, of learning products/solutions, understanding the company, their markets and customers, learning how to use the tools, processes, understanding the programs available to help them sell. They have buying cycles. Finding and qualifying prospects is becoming tougher and tougher.

Hiring 63

Hiring Sales Qualified Lead Lead Rank Buying Cycle 63

Lead411

SEPTEMBER 22, 2022

This brief overview will outline the best practices, tips and tricks to get the most out of your buyer intent data so you can join and successfully leverage this powerful marketing/sales tool. Start Simple. It is easy to get overwhelmed at first with the thousands of topics available to choose from within the buyer intent platform.

Buyer Intent 98

Buyer Intent Intent Buyer Intent Data 98

Hubspot Sales

MAY 30, 2019

Each stage should define the objective, best practice activities, tools, models, and customer actions that signal readiness to advance to the next stage (for example, the customer agrees to a meeting in stage one or provides access to the executive buyer in stage two). Make sure that's clear for your prospect.

Sales Process 108

Sales Process Top of Funnel Lead Rank Sales Qualified Lead 108

Anthony Cole Training

JULY 28, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales tools (25). Expert Websites / Blog Roll. As David Kurlan points out in his on-line assessment for sales people, there is a buy cycle that sales people possess. It is the way we buy stuff.

Hiring 136

Hiring Buying Cycle Ideal Customer Profile Margin 136

Partners in Excellence

MAY 29, 2022

Almost universally, manages say, “Do more—do more prospecting, find more opportunities, fill up your pipeline.” Clearly stalled deals (with ever increasing average sales cycles) could change a healthy pipeline into an unhealthy pipeline (If I have enough high quality deals in my pipeline, but they are stalled… ).

Pipeline 82

Pipeline Analysis Sales Cycle Buying Cycle 82

LeadFuze

JULY 3, 2023

We will also explore how effectively communicating problem-solving abilities can guide prospects toward purchase decision-making. Surveys: Online survey tools like SurveyMonkey let you ask all the right questions and get all the juicy details. “Understand your prospect’s needs, identify pain points, and tailor solutions.

Lead Rank 52

Lead Rank Lead Scoring Webinar Metrics Case Study 52

Miller Heiman Group

OCTOBER 8, 2019

Conditioned by their experiences as consumers in receiving personalized and seamless experiences from brands, today’s B2B buyers expect sellers to provide a similar experience throughout the buying cycle. Social selling allows sellers to leverage their networks to engage prospects and build relationships to achieve their sales goals.

Social Selling 58

Social Selling Benefit Ideal Customer Profile Decision Maker 58

Partners in Excellence

MARCH 17, 2022

On top of that, we leverage technologies and other tools to help us do more in a period of time. In some cases, it decreased their buying cycle, but the real change is it drove our win rate even higher. It’s so much easier to spend money on a new tool that enables us to do more. And they don’t have the time!

Channels 73

Channels Social Media Maximizer Conversion 73

Partners in Excellence

APRIL 28, 2021

We talk to prospects/customers. We have meetings on deal, pipeline, prospecting, account, and territory reviews. If we are meeting with customers, it could be agreeing on actions and next steps they, we, or together we might make in moving them through their buying cycle. We spend our day in meetings. We have one on ones.

Follow-up 60

Follow-up Buying Cycle Meeting System 60

Anthony Cole Training

SEPTEMBER 24, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). sales tools (25). Expert Websites / Blog Roll. This is the point well made by Don Fornes in his blog: Why Wont Anyone Return My Calls? Motivational (8). Motivational Speaker (6). Negotiating (2).

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

MarketJoy

JULY 27, 2018

I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. The maturation of the internet has changed the B2B buying cycle forever. As a marketer or salesperson, how can you use these tools and channels to your advantage?

B2B 64

B2B Lead Rank Lead Scoring B2C 64

Pipeline

JUNE 7, 2023

This means salespeople need to do their homework before a meeting, such as finding the prospect’s pain points, knowing which features of their products/services are effective in solving their problems, and anticipating any issues that may arise during the negotiations. It’s also a critical tool to retain existing customers.

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. Set specific prospecting goals. Connect with prospects in the moment. How to efficiently follow-up with prospects after the show. Lots of warm leads. Track referrals.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Partners in Excellence

DECEMBER 4, 2015

Click on the link, the blog post provides an interesting summary. We know if we are going to stand out, if we are going to have maximum impact, and if we are going to engage our customers/prospects in a meaningful way, we have to do these things. Sales people and managers execute terrible prospecting and email marketing programs.

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48