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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

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. Insurance. ConsumerProducts.

Company 156
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Meeting Objections When Selling Insurance

The Science and Art of Selling

The average insurance agent can remark that he or she can never launch forth into a presentation without fear of encountering some opposition, and that no sale is made without meeting objections. If there were no objections it wasn’t a sale at all; it was an order. The big question, then, is how to meet objections.

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How to Increase Profit Margin: 5 Strategies for Any Business

Hubspot Sales

Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Find gaps in your sales process where a disproportionate number of prospects fall off. Coal and Related Energy: -31.79%.

Margin 110
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NAICS Code Directory for Sales and Marketing Teams

Zoominfo

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Along with other modern B2B data, NAICS codes can provide a fine level of granularity that’s useful when prioritizing and routing accounts across a sales organization, developing personalized, relevant messaging, and many other applications.

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Be Your Own Detective in Major Account Pursuits

Pipeliner

As is true of so much in selling, it’s all about pain – the driving force in causing prospects to act. Challenges like long sales cycles, wide buyer networks and the significant investments required in enterprise pursuits all create problems not encountered with smaller accounts. But what about us as salespeople?

Account 98
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4 Best Practices To Successfully Manage Your Sales Pipeline

Crunchbase

Without a strategic sales pipeline, your business is doomed to fail. If you haven’t defined the steps that make up your sales life cycle, you can’t possibly tell the difference between prospects who need more information and prospects who are ready to buy. Discover new prospects with Crunchbase Pro – try it free.

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We Asked 9 Successful Sales Leaders About the Economy

Sales Hacker

It’s been a tough couple of years, Sales Hackers. What do the changing market conditions mean for RevOps and sales? What do the changing market conditions mean for RevOps and sales? VP of Global Inside Sales at Tray.io. Your prospects may share that they’re pausing on projects or vendor meetings. Ralph Barsi.