Zoominfo

SEPTEMBER 25, 2019

We sent packages to 50 of our top prospects, with each package containing a mini-toolbox. Cookies As we said earlier, not every outreach campaign is a winner — and our next example is one that didn’t pan out as well as we hoped. Unfortunately, the cookies seemed to annoy many of the prospects we sent them to. Let’s get into it!

Direct Mail 100

Direct Mail Paid Content Campaigns Examples 100

Highspot

APRIL 2, 2019

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past.

Collateral 40

Collateral Case Study How To Buyer Persona 40

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. For example, if you’re evaluating a solution that costs $30,000, and you expect to get $300,000 in incremental revenue – the value that you receive is $270,000. And that’s not what your prospect is looking for.

B2B 187

B2B Prospecting Case Study Scale 187

Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

Hubspot Sales

JUNE 29, 2020

Did you connect with a prospect and follow a prescriptive sales process that culminated in you asking directly for the sale? Direct, competitive selling is a widely adopted approach and is what most folks think of when they approach working with prospects. Missionary Selling Examples. Has each deal followed the same steps?

Examples 77

Examples Pharmaceuticals Education Competition 77

Sales Hacker

MARCH 21, 2019

Prospects expect sales pitches to be highly personalized, too. Let’s dive into some of the principles that make for an ultra-effective sales pitch, and explore examples of sales pitches that illustrate them perfectly. 8 Sales Pitch Tips with Examples. In a recent report, sales expert Marc Wayshak found that only 24.3%

Examples 106

Examples Proposal Call-back Benefit 106

The Science and Art of Selling

JULY 7, 2014

With that set of unfavorable qualities, how does a sales person even know if the prospect is even engaged from the get-go and figure out where they are in the sales process? But now, owing to increasingly sophisticated tracking technology for email and sales collateral, sales people can now readily control and monitor buyer behavior.

Collateral 59

Collateral Analytics Prospecting Proposal 59

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales Hacker

MAY 24, 2020

If you want to learn how to cold call — or just improve your skills — your best approach is to watch what experienced sales reps do, listen to recordings , and of course, study cold calling examples. Then, I’m going to give you real-life cold calling examples that my team and I use on our best calls. Let’s get started, shall we?

Cold Calling 93

Cold Calling Examples How To Sales Qualified Lead 93

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

DiscoverOrg Sales

JUNE 19, 2018

To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects. Sales professionals have access – in between your cold calls and rejections – to priceless data that other teams do not: raw feedback from real life prospects.

Buyer Persona 214

Buyer Persona Marketing Scale Collateral 214

Allego

JULY 21, 2022

One need only look at the auto industry for an example of how manufacturing has been upended. They must be proactive in finding prospects, nurturing digital buyers, and winning sales. Getting qualitative data on usage and quantitative feedback on whether collateral is succeeding. To do that, however, they need help.

Sales Enablement 117

Sales Enablement Company Collateral Hiring 117

Sales 2.0

MARCH 1, 2023

Amelia says, “With Regie , our AI tool, for example, about 80% of the content I send out is AI-generated, but 20% is generated by me.” This can help you with approaching a prospect or generating a content piece. You’re going to be reaching your prospects faster because AI’s doing some of the personalization.

Opportunity 195

Opportunity Buyer Tools Collateral 195

Zoominfo

JANUARY 27, 2022

Here are three of the most important reasons to normalize your data, and some scenarios and examples that show the power of data normalization in action. For example, you may want all phone numbers to include dashes (2345678910 becomes 234-567-8910) or all states to be abbreviated (California becomes CA). What is data normalization?

Data 130

Data Segment Sales Qualified Lead Collateral 130

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. For example, if you’re evaluating a solution that costs $30,000, and you expect to get $300,000 in incremental revenue – the value that you receive is $270,000. And that’s not what your prospect is looking for.

B2B 100

B2B Prospecting Case Study Scale 100

Allego

MARCH 21, 2023

Video collaboration enables creators to “road test” new content and watch salespeople present the content to gauge how prospects react. For example, the two teams can create video-based certifications to ensure sellers know how to articulate the concepts embodied in the new content when talking with prospects.

System 118

System Tools Collateral Video 118

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. For example, a playbook could be based on industries, roles and stages of the prospect.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

Sales Hacker

JUNE 1, 2022

Read: How to Personalize Your Prospecting Email and Get More Opens (Templates Inside!). Bonus: Study “ first principles thinking ” to learn how to get to the root of a prospect’s pain points without taking any of their time to ask about it. Make the most of your sales collateral. Personalization shouldn’t end with outreach.

Buyer 93

Buyer Collateral Case Study Follow-up 93

DocSend

MAY 17, 2022

Tools like these are most effective when the sales process doesn’t vary much and reps simply need a place to keep all selling collateral up-to-date and organized. It gives reps the insight needed to make more informed decisions and uniquely manage each deal based on how that specific prospect is engaging.

Negotiation 98

Negotiation Tools Collateral Hiring 98

Sales Hacker

DECEMBER 14, 2022

It provides sales teams with the latest product information, marketing collateral, and L&D, and is a one-stop shop for everything sales- and product-related. In product sales, for example, the new model is shown, music is played, and (short-lived) excitement is generated. Collateral. Why sales enablement matters. Objections.

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Allego

MARCH 14, 2024

In both cases, additional human power is needed to ensure your sellers don’t miss a beat when it comes to sharing content with prospects and customers. Centralize Content: Consolidate all your marketing collateral, training materials, and sales enablement assets into a single, easily accessible location.

Strategy 62

Strategy Collateral Distribution Analytics 62

DocSend

JUNE 21, 2022

Identifying warm leads, building meaningful prospect relationships , and managing sales processes can be a lot more challenging in virtual environments than in-person settings. DocSend’s Zapier integration lets reps build automations between the tools they use most – keeping them in the know whenever a prospect has viewed their link. .

Scale 88

Scale Closing Collateral Top of Funnel 88

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Most notably, 83 percent of B2B leaders believe switching to digital omnichannel buying environments proved effective for reaching prospects and securing new business.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

SBI

SEPTEMBER 23, 2021

Perfectly organized collateral has become more important than before. As an example, file views metric allows content curators to understand which collateral is consumed by the sales team during the sales conversations as well as pre-call planning sessions. These sales teams also share much more collateral than before.

Collateral 87

Collateral Face-to-face Sales Enablement Trade Show 87

Hubspot Sales

MAY 23, 2023

Writing prospecting messages. Now, salespeople can leverage AI tools to write the perfect prospecting messages — ones that are personalized, compelling, and highly relevant. These insights can give you a more well-rounded picture of your prospects, paving the way for more personalized messages that resonate. Let's dive in.

Data 103

Data Lead Rank Lead Scoring Hubspot 103

Janek Performance Group

AUGUST 23, 2023

For example: How often do you hit your weekly, monthly, and quarterly goals? Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. What happens if you do not reach your goals?

B2B 62

B2B Case Study Collateral ACT 62

Hubspot Sales

JUNE 8, 2022

Prospects are on vacation. Prospect, prospect, prospect. Set up Google alerts for your prospects' companies to keep abreast of any major announcements. If your prospects are unavailable, call up your customers and ask if they know anyone who could benefit from your product or service. Calls go unanswered.

Data 122

Data How To Call-back Collateral 122

The Center for Sales Strategy

MARCH 22, 2019

These are all examples of enhancing infrastructure. Websites, sales collateral, CRM, marketing automation, and email are all examples of marketing infrastructure basics. And at home, we attach rain gutters to our houses and add-on new rooms. Even at work, we get new computers, new phones, and new desk chairs.

Harvest 65

Harvest Collateral Government Prospecting 65

Sales Hacker

AUGUST 12, 2021

Essential collateral: buyer personas, deal milestone timelines. Essential collateral: plays or scripts with qualifying questions that round out the buying team. Email velocity (measuring the rate of messages sent between prospects and your sales reps) is an especially potent leading indicator. How to prep and empower your team.

Decision Maker 119

Decision Maker Buyer Persona Collateral Case Study 119

Mindtickle

NOVEMBER 14, 2023

Within Mindtickle’s platform, training programs, modules, marketing collateral, assets, calls, reports, and analytics all produce vast amounts of data. Sometimes, finding exactly what you are looking for with a keyword-based search algorithm amidst thousands of training, collateral, and calls can be limiting.

Collateral 52

Collateral Enterprise Enterprise Exact 52

SalesFuel

MARCH 20, 2024

This concern is followed by prospects not having enough budget. She recommends sharing “specific literature, customer references, case studies, or other sales collateral that can affirm that, be sure to share them.” For tips on how to gather testimonials that wow prospects, consider these tips.

Hiring 52

Hiring Decision Maker Vendor Collateral 52

Zoominfo

NOVEMBER 20, 2023

Each new example proves tantalizing hints of how much of a productivity game-changer generative AI can be. With the ability to swiftly analyze keyword trends and scan examples, generative AI can create content that is not only well-structured, but optimized for search engines.

Data 130

Data Scale Lead Rank Marketing 130

Crunchbase

APRIL 8, 2022

It can mean different things for different companies, but it often involves content including whitepapers, pitch decks, case studies and emails (aka anything that helps the sales team educate and nurture prospective clients). Here are some case study examples to help you get started.). Sales-marketing alignment begins with goals.

Sales Enablement 105

Sales Enablement Closing Case Study Collateral 105

Allego

JANUARY 24, 2023

Two-thirds of your sellers’ time is spent doing manual tasks, including record keeping, data entry, lead management, searching for sales collateral and content, and tool management. How do you change that? How do you help your sellers get out into the field and sell more? You can then snip segments and share them with your sellers.

Webinar Metrics 117

Webinar Metrics Strategy Collateral Coaching 117

Janek Performance Group

OCTOBER 17, 2023

When pursuing likability, beware the following: A one-size-fits-all approach Desperation Skimping the sales process When sellers befriend buyers, they can approach all prospects with this intent. All prospects are unique. They’re trusted advisors who put the prospect first and see under the surface. This tunnel vision can hurt.

Collateral 62

Collateral Social Media Referrals Social Selling 62

Mindtickle

DECEMBER 14, 2023

For example, some organizations create sales battlecards to help sales reps understand how they stack up against their competitors. Members of the revenue team can share this sales enablement content with prospects as a way to convey or reinforce information about their products or services. Videos can be internal.

Top of Funnel 52

Top of Funnel Sales Enablement Strategy Case Study 52