The Pipeline

JANUARY 16, 2012

Most time the process of challenging the “difference” will set you apart, and help the buyer see where they are miss-focusing time and energy. John: No no, my people have to go out find leads and prospect, in fact, I wish they would do more; but they work trade shows, networking, cold calls. Sales Tool.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

No More Cold Calling

JUNE 18, 2015

How much time and energy do you typically spend getting in front of the right people? Technology is a tool that supports people; it does not replace us. Note: This blog post originally appeared on LinkedIn Publisher.) But that’s the easy part, at least for sales pros with real expertise. Selling is very, very personal.

Referrals 120

Referrals Cold Calling How To Call-back 120

Anthony Iannarino

MAY 31, 2019

Improving your prospecting results begins with setting aside the time and the energy to prospect each and every day. To prospect successfully, you need to focus your time and energy on the methods that work best for you. You should include all of these tools in your arsenal. That doesn’t mean once a week or every other day.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

Hubspot Sales

AUGUST 15, 2018

These might include an event their company is sponsoring, a board event, a trade show, or an industry conference. If you’re selling billing software in the mid-market medical space, look at the speaking roster or recent blog publications from CEOs at hospitals or medical businesses. Look for events where the CEO is speaking.

Decision Maker 97

Decision Maker Call-back ROI Scale 97

Janek Performance Group

APRIL 23, 2024

Prospects at trade shows attended dozens of booths and likely meet hundreds of people. If I just go through the motions and act like every other rep at the show, why would the attendee remember me? Consider your own website or blog where you can articulate your vision of yourself and highlight your areas of expertise.

Social Media 62

Social Media Media ACT Follow-up 62

Hubspot Sales

AUGUST 8, 2019

It comes back to your individual sales process, methodology, and strategy: If your reps exclusively target prospects they’ve met at trade shows, the average initial-contact-to-meeting rate would be a better reflection of their performance than average email open rate. Conferences, trade shows, events. Email Sales Metrics.

Cost per Acquisition 135

Cost per Acquisition Lead Rank Churn Webinar Metrics 135

Hubspot Sales

FEBRUARY 24, 2021

Not only is this type of system time- and energy-consuming to manage, but things also start slipping through the cracks at an alarming rate. Seeing at a single glance every blog post, email, and ebook they’ve opened and/or read, as well as key details like their company’s size, location, and vertical, gives you a major leg up.

CRM 117

CRM Lead Rank Marketing Qualified Lead Sales Qualified Lead 117

Zoominfo

NOVEMBER 11, 2018

Today’s blog post explores four tips to refresh your social media presence. Sometimes the simplest and most effective way to inject new energy into your B2B social media presence is to revamp your profiles. For more ways to increase your social media engagement, check out the following blog post: Increase Your B2Bs Social Engagement.

Social Media 149

Social Media Media B2B Twitter 149