SalesFuel

MARCH 18, 2024

Sales research is incredibly important but not all sellers take the time to do it. One reason is that they just aren’t doing enough research before engaging with a prospect. But, those who are researching are reaping the rewards. And they aren’t just Googling the prospect’s business.

Research 52

Research Hiring Social Media Ideal Customer Profile 52

Zoominfo

FEBRUARY 5, 2018

Prepare for your sales conversations with better prospect research. Why is prospect research critical to the sales process? Prospect research is critical to personalizing and delivering a successful sales pitch. Looking at these numbers, it’s clear why prospect research is so important.

Research 113

Research Prospecting Face-to-face B2B 113

Zoominfo

FEBRUARY 5, 2018

Prepare for your sales conversations with better sales prospect research. Why Is Sales Prospect Research Important? Prospect research is critical to personalizing and delivering a successful sales pitch. Looking at these numbers, it’s clear why prospect research is so important.

Research 100

Research Prospecting Face-to-face Remedy 100

Lead411

AUGUST 31, 2020

Do you research the company so you can put your best foot forward? Here is a list of things you should be checking into before reaching out to learn more about your inbound prospect. Look up the company persona: what do they do? The post Are you researching your inbound prospects? You should be doing both!

Inbound 83

Inbound Research Prospecting Lead Rank 83

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. For sellers, context is everything.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

MARCH 3, 2019

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch , and ultimately, close deals. Top Research Tools for B2B Sales Reps 1.

Research 100

Research B2B Tools Company 100

DiscoverOrg Sales

FEBRUARY 21, 2017

No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs? Your company announces new funding or new hiring initiatives? Not at all.

Company 161

Company Prospecting Direct Mail Hiring 161

SalesFuel

MARCH 4, 2024

It’s tough enough to uncover quality prospects. It’s even more difficult to keep their attention and capture interest during a prospecting call. And research shows that prospecting calls are a serious struggle. 2 Phrases to Use For Prospecting Calls One of his tips is to open with a business-oriented proposition.

Prospecting 92

Prospecting Social Media Hiring Call-back 92

Selling Energy

JUNE 16, 2022

Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably heard me talk about industry research and the importance of becoming an expert in your prospects’ businesses.

Research 73

Research Relationals Conference Industry 73

MTD Sales Training

OCTOBER 12, 2018

‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’. We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before. Pre-call research is expected these days, especially with busy, time-poor decision-makers.

Research 218

Research Decision Maker Face-to-face Call-back 218

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.”.

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

FEBRUARY 17, 2021

Guidelines for cold outreach may vary by company and department, but every organization must follow SEC regulations. Although B2C companies get almost all attention for unwanted cold outreach, for B2B companies, the following is what the SEC lays out: Times of Day. Be upfront and transparent with your prospects.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Partners in Excellence

OCTOBER 31, 2022

I see a lot of discussions about “forcing sellers to waste selling time by doing their own research.” ” Increasingly, I see people recommending outsourcing this research, freeing the time up to make more calls. Clearly, too many sales people don’t know how to do research, as a result, they waste a lot of time.

Research 62

Research Outsourcing Services Ideal Customer Profile Data 62

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: To improve prospecting, relevance is key.

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Nutshell

JUNE 6, 2019

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. When you’re trying to get social feedback about a company, Glassdoor is the place to go.

Research 95

Research Tools Prospecting Buyer 95

Adaptive Business Services

JANUARY 24, 2024

A prospective client had a 3×5 card, generally with their business card stapled to it, and this was used to keep track of activities. Of course, things can get complicated when you are juggling 100’s of clients, prospects, and active deals. What are some of the general company benefits from a well managed CRM … Increased revenues.

CRM 71

CRM Revenue Company Hiring 71

Zoominfo

NOVEMBER 1, 2022

Smarter Prospecting in Less Time For experienced sales professionals, using ZoomInfo for the first time often feels like discovering a secret; after spending years going door-to-door, suddenly having a world of information at your fingertips can be an invigorating experience. ZoomInfo saves me so much time,” Castro says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Alice Heiman

APRIL 11, 2023

Better prospecting is the most direct path to increase sales conversations. Her four steps are: The right list Great skills Strong process The right software What can your team add to improve their prospecting? Is your sales team struggling to have conversations with the right buyers? Watch the podcast below or on our YouTube channel.

Lead Rank 125

Lead Rank Sales Qualified Lead Conversion Prospecting 125

Zoominfo

DECEMBER 27, 2021

Business development and media groups regularly put out lists of fast-growing companies based on region, industry, sector, technology, and other factors. Find a list that fits your company’s search criteria—such as customer profile, marketing goals, and technology stack—and start prospecting.

Prospecting 100

Prospecting Journal Ideal Customer Profile Groups 100

Zoominfo

MARCH 7, 2022

Scenario When a new company signs on as a customer, it’s smart business to find look-alike prospects that might also benefit from your product. Every time you close a deal, your sales team should immediately identify prospects that face the same challenges as the new customer.

Prospecting 100

Prospecting Face-to-face Promotion Benefit 100

Score More Sales

JANUARY 10, 2013

If your B2B company has been slow to get more involved in what some call the Social Selling movement, you can still do some very simple things right away while your company debates how, when and why to jump in. A big win for your sales team would be to find more prospective customers and start listening to what they are saying.

InsideView 249

InsideView Research Prospecting Eloqua 249

Partners in Excellence

MAY 21, 2022

It ended up being the wrong call, it was a prospecting call, “Dave, this is Chris from…… We missed you at Dreamforce and wanted to talk about how you can leverage our tool at your company.” ” Not meaning to be nasty, I asked, “Do you know what our company does? What do you know about me?”

Prospecting 96

Prospecting Ideal Customer Profile Call-back Research 96

eGrabber

JULY 19, 2021

Prospect research is inevitable if you want to succeed in your email marketing campaigns. There is no better place than LinkedIn to research on your prospects. To do that, you need to find LinkedIn ID of your prospects. Find LinkedIn ID of your Prospects in a Click! Try for FREE].

LinkedIn 128

LinkedIn Company How To Ideal Customer Profile 128

LeadFuze

JANUARY 2, 2024

Keyword research using AI is like having a megaphone that reaches just the right ears. Table of Contents: The Role of AI in Modern Keyword Research What Is an AI Keyword Generator? Can you automate keyword research? How do you use ChatGPT for keyword research? It’s smart fishing in the sea of search engines.

Research 52

Research Tools Cost Per Click Lead Rank 52

Zoominfo

FEBRUARY 15, 2023

Faster, More Effective Prospecting As any sales leader can attest, selling in today’s market might be tougher than it has ever been. As a result of this shift, efficient, cost-effective prospecting has become vital. ZoomInfo’s world-class platform is helping sales teams navigate today’s markets.

Survey 130

Survey Prospecting Customer Face-to-face 130

Zoominfo

APRIL 8, 2021

However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. While many variables drive the sales process, it comes down to this: the prospect you’re calling has no clue how your product will make their business better.

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Decision Maker Case Study 130

Selling Energy

DECEMBER 9, 2021

We have discussed some strategies for getting to know your prospects before you talk with them. Assuming you take these tips to heart and perform due diligence before the first call, how do you use the newfound knowledge of your prospect and his or her industry, company, and team to increase the likelihood of getting your project approved?

Research 69

Research Industry Prospecting Strategy 69

Smooth Sale

FEBRUARY 10, 2022

Attract The Right Job Or Clientele: Are You Properly Researching A Web Host? Note: Our collaborative Blog asks plus offers insights into, ‘Are You Properly Researching A Web Host?’. Below you will gather ideas for properly researching a web host and questions to ask upfront. Properly Researching A Web Host.

Research 78

Research Hiring Guarantee Google 78

Pipeliner

AUGUST 8, 2022

How to Personalize Your Prospecting. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting. What is personalized prospecting?

Prospecting 92

Prospecting Ideal Customer Profile Sports Social Media 92

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 106

Tools Ideal Customer Profile Prospecting Intent Data 106