Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough.

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

No More Cold Calling

OCTOBER 1, 2021

I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. You don’t know me, don’t care about me, and that’s just a throw-away line, anyway.). Rude, rude, rude sales behavior. Try This. “My Try This ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

Sales Evangelist

SEPTEMBER 21, 2020

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? Operating within these parameters, sales reps standardized the workflow with these five touches in mind. Try it today at ?

Decision Maker 59

Decision Maker Enterprise Enterprise How To 59

Mr. Inside Sales

MARCH 2, 2024

I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position.

Hiring 241

Hiring Face-to-face Gatekeeper Decision Maker 241

Hubspot Sales

DECEMBER 9, 2019

As a sales rep, you're responsible for guiding your prospect through both big and small decisions. You can help the prospect make the decision to schedule a connect call by sending a helpful outreach email — a relatively trivial decision. Who are the decision makers at a company?

Decision Maker 77

Decision Maker How To Proposal Hiring 77

Understanding the Sales Force

APRIL 1, 2024

Well was the sermon about salespeople? And although I’m beginning by referencing the sermon, this is not an article about Religion. The Priest was talking about Catholics who attend church only on Christmas and Easter. They should be reading about sales. No, of course it wasn’t.

Decision Maker 156

Decision Maker Call-back Training Groups 156

Mr. Inside Sales

FEBRUARY 21, 2020

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today. This is an assumptive way to find other decision makers in the company…].

Prospecting 158

Prospecting Sales Qualified Lead Face-to-face Decision Maker 158

Sales Evangelist

JANUARY 22, 2021

It’s not uncommon to have unresponsive prospects. In situations such as that, what are the best sales strategy for engaging unresponsive prospects? Engaging unresponsive prospects Fred is a one-call closer and while he could write a book on different strategies, he thinks that unconventional closing is not for him.

Prospecting 105

Prospecting Decision Maker Strategy Gatekeeper 105

Allego

MARCH 25, 2023

Welcome to Amplify Success, practical advice from Allego salespeople about what works for them. B2B sales are most often made to a buying group. The typical buying group for a B2B solution involves multiple decision makers‚ each with information they’ve gathered independently. Oftentimes it’s sales and marketing.

Prospecting 62

Prospecting Decision Maker Groups B2B 62

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? Engage with your prospects.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

Mr. Inside Sales

OCTOBER 1, 2023

This is one of the oldest poor sales techniques in the world, and it just SCREAMS: I’m cold calling and trying to trick you into calling me back! We’re all too busy to call people back for no reason, and too many of us have called back just to be pitched (poorly, too) by an unprepared sales people. Doesn’t work.

Face-to-face 173

Face-to-face Cold Calling Call-back Gatekeeper 173

MTD Sales Training

JANUARY 14, 2020

We often put the emphasis on what we have to offer and hope that the quality of our products will convince the prospect to see us. The buyer or decision-maker you are trying to get in front of only thinks about their business, not your products. MTD Sales Training | Sales Blog. Happy Selling!

Prospecting 188

Prospecting Decision Maker Commission Buyer 188

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. I’m adopting a new AI platform (shhh, it’s still in beta) to create targeted messages addressing the needs and concerns of sales leaders in a fresh way.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. Here’s the thing, if you’re in sales, you know that getting B2B prospects’ attention is tough.

Prospecting 130

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 130

Mr. Inside Sales

DECEMBER 9, 2023

One guy—mid 40’s, tall and lanky—started walking towards the Starbucks, and when he entered the store, I recognized him from many years before when we were both struggling inside sales reps trying to sell investments over the phone. Hey, we used to work together!” My sales and income soared. He didn’t believe in using scripts.

Face-to-face 220

Face-to-face Inside Sales Gatekeeper Decision Maker 220

Mr. Inside Sales

JUNE 25, 2021

In addition, you would also be able to sell more with less stress, less rejection, and sales would actually become, dare I say it?—easy. And here is the secret: Sales is nothing more than a set of recurring selling situations that you encounter over and over again. We’re happy with who we’re using.” “We We aren’t interested.”

Face-to-face 184

Face-to-face Decision Maker Objections Gatekeeper 184

Score More Sales

DECEMBER 22, 2014

Chatting it up with your co-workers about what’s going on for the holidays – swapping stories about your relatives and friends? Texting and emailing about last minute gifts or a last minute getaway? ” He sent me an email at the end of the day and said it was all about thinking differently.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

Mr. Inside Sales

JANUARY 31, 2020

If a prospect is looking to move forward “as soon as possible,” for example, it means that budget is in place. It also means that the decision makers have all agreed that their buying motives (needs) are such that a decision needs to be made now. Everybody is onboard. What do they do next? Is there urgency or not?

Decision Maker 199

Decision Maker Face-to-face Gatekeeper Inside Sales 199

Vengreso

JANUARY 18, 2022

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. What is Sales Prospecting?

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., sales reps hide behind them, too.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

The Sales Hunter

SEPTEMBER 24, 2019

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Crunchbase

AUGUST 20, 2021

Cold prospecting, the practice of reaching out to potential customers who are unfamiliar with your product, is a common sales tactic. The ultimate objective of cold prospecting is to encourage the prospect to become a customer or client after setting up an initial meeting. Steps involved in the cold prospecting process.

Ideal Customer Profile 105

Ideal Customer Profile Prospecting Strategy Decision Maker 105

John Barrows

MARCH 5, 2020

What’s going to happen to SDRs and prospecting teams in the future? The sales development function is always changing. We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change. Josh: When I started as a sales rep, I think you were still able to sell with a phone and Google.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

Sales Hacker

MARCH 12, 2023

In sales, it’s only natural that we’re using email to set up calls, demos, and appointments. In fact, you could argue that the call to action is the metric for success in a sales email. Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action.

Examples 105

Examples Prospecting Decision Maker Call-back 105

The Pipeline

MARCH 13, 2017

There is a lot of talk about differentiation in sales, whether that is at the product level, sales technique level or other factors. The main reason is that most vendors and sellers spend time and effort to differentiate themselves from other products, companies, or sales people.

Prospecting 242

Prospecting Decision Maker Vendor Objections 242

Mr. Inside Sales

JANUARY 22, 2021

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. If that’s not appropriate, then use:].

Face-to-face 287

Face-to-face Gatekeeper Decision Maker Licensing 287

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. They want to feel good about who they’re buying from, and they want to walk away feeling good. Here’s how to manage so much winning, with 9 tips from our top sales closers. Wernke likes to use the Rule of 3.

Closing 286

Closing B2B Decision Maker Discount 286

Hubspot Sales

MAY 22, 2018

What's prompting you to do something about it now? What happens if you do nothing about the problem? Tell me about your average day and how this solution would impact that daily work. During sales qualification, salespeople can't simply focus on establishing a fit on one of these criteria.

Prospecting 144

Prospecting Hiring Decision Maker Sales Qualified Lead 144

Zoominfo

OCTOBER 28, 2021

“Enterprise sales” and “fast” are two terms that don’t often go together. Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. Earlier this year, we detailed a multimillion-dollar deal that took us 11 months to complete.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Mr. Inside Sales

JUNE 13, 2022

What is a sales person’s dream? Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. Didn’t the prospect reach out to me? Didn’t the prospect reach out to me? Tell me, what motivated you to contact us?”. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Inbound 156

Inbound Sales Qualified Lead Leads Marketing Qualified Lead 156

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. This leads us to today’s post.

Ideal Customer Profile 100

Ideal Customer Profile Data Strategy Prospecting 100

Mr. Inside Sales

OCTOBER 28, 2022

Think about this…. I was listening to a training call the last week, and the prospect told the rep that his price was quite high for a certain item. The rep then asked for the part number and told this prospect that he would “see what I can do.”. ON DEMAND SALES TRAINING THAT GETS RESULTS! You: “I understand.

Objections 156

Objections Face-to-face Gatekeeper Decision Maker 156

John Barrows

SEPTEMBER 9, 2020

John Barrows wasn’t born a “great sales trainer”. The skills he teaches and the processes he implements into sales teams have an origin. Early on in his entrepreneurship, John attended many sales training sessions from several organizations. They just want to sell me something” is often the perspective of a cold prospect.

Prospecting 134

Prospecting Decision Maker Hiring Webinar Metrics 134

No More Cold Calling

FEBRUARY 24, 2021

Why the sudden interest in referral sales? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Think about it. Who are buyers going to talk to when they’re short on funds and stressed about the future of their organizations? Are your buyers clamoring to talk to you?

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Hubspot Sales

OCTOBER 5, 2017

It’s the one aspect of sales that just never changes. As we’ve all experienced, sales essentially boils down to two things: Numbers. Truth is, sales is changing -- quickly. As the sales conversations grows even more buyer-focused, sales reps have begun developing his or her own hack, own technique, own process.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Zoominfo

NOVEMBER 13, 2018

In the world of sales, time is your most valuable asset. That’s where sales qualification comes in. Sales qualification is the act of evaluating potential prospects to determine whether they possess the characteristics that make them a good fit for your product or service. 12 Sales Qualification Questions 1.

Prospecting 100

Prospecting Buyer Persona Ideal Customer Profile Sales Qualified Lead 100