Pointclear

APRIL 23, 2013

But if—like most of the companies I work with—you’re selling complex, high-value solutions with multiple stakeholders involved in the decision process, qualification isn’t an event—it’s a continuous process. While you’re thinking about “will they do anything?” , “are they likely to buy from us?” Parallel Thoughts.

Sales Forecasts 191

Sales Forecasts Forecasting Guidelines B2B 191

Sales Hacker

MARCH 8, 2024

You may have heard about a free tool that GTMnow and GTMfund launched with Cabal two weeks ago, called Warm Intro Navigator. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

Cience

NOVEMBER 20, 2019

According to AdStage , 68% of B2B marketers use in-person events for lead generation initiatives. Not only do we participate in events, but we also help our clients leverage event sales meetings to full potential. Event Lead Generation. Are events even a thing in 2019-2020? Yes, they are. The top reason?

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Steven Rosen

JANUARY 14, 2024

In this 4:59 video, learn about success strategies around sales execution, including a three-step framework for building an execution plan. The Challenge of Execution According to numerous studies, a staggering percentage of companies fail to execute their plans. It’s also about mindset and self-awareness.

Video 156

Video Competition Coaching Strategy 156

No More Cold Calling

FEBRUARY 24, 2021

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? Trust us (or else they wouldn’t do business with us). In the same study, 71.4

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Selling Essentials RapidLearning Center

APRIL 23, 2024

When we think about what this means to goal setting in the workplace, the question become, what can managers do to close the gap between goals set and goals achieved? That last bit is important – Gollwitzer is saying that when you map an action to a trigger event, the action tends to happen automatically. Without thinking.

Intent 52

Intent Exercises Cold Calling Journal 52

Sales Hacker

DECEMBER 15, 2017

If you send an event follow up email, but no one is around to read it, does it even make a sound? Event Follow Up Emails… Yeah, They’re Kind of a Big Deal. Here’s 9 key tips for success with your event follow up emails: Clearly define why you are following up. Events, even the best ones, can be overwhelming.

Follow-up 78

Follow-up Sales Qualified Lead Scale Conference 78

Partners in Excellence

JULY 12, 2022

Every professional athlete prepares for the event. They study their opponents. Doctors are the same, despite the hundreds of times they may have done a procedure, they study the patient. Is there something about the individual that might make this procedure different or change the risk? They don’t outsource it.

Outsourcing Services 124

Outsourcing Services Face-to-face Segment Ideal Customer Profile 124

Sales and Marketing Management

APRIL 25, 2020

Author: Paul Nolan Are companies less likely to embrace meetings and events or is there a pent-up demand for getting together? Will the meetings and events industry rebound? Business travel and the events that companies put on their calendars will look drastically different, at least for the rest of this year and probably beyond.

Meeting 156

Meeting Face-to-face Travel Conference 156

Zoominfo

FEBRUARY 25, 2021

Are you thinking about increasing sales with a webinar? Be clear about what you’re offering. As you brainstorm topics, put yourself in the attendees’ shoes to determine what will make the event engaging and memorable. How do you get people to sign up for your event? Start with your webinar funnel. Define Your Offer.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

SBI

JANUARY 14, 2020

Brainshark Unveils READY20 – the Only Sales Enablement Event Dedicated to Furthering Sales Readiness. Event Highlights. 22+ sessions – including break-out sessions, panels and case studies focused on upskilling sellers, maximizing productivity, succeeding with technology and more. About Brainshark. Brainshark , Inc.,

Sales Enablement 86

Sales Enablement Webinar Metrics Face-to-face SAP 86

Zoominfo

JUNE 4, 2019

A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). Build hype in advance.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

SalesFuel

APRIL 1, 2024

SalesFuel’s Voice of the Sales Rep study revealed that many reps continue to struggle with basic skills. Many of us cringe at the idea of talking about ourselves…" writes Maura Walters for Inc. "… [we] or assume interacting with strangers is something only extroverts are good at." to fully understand their concern.

Hiring 52

Hiring Lead Rank Lead Scoring Face-to-face 52

Score More Sales

MAY 28, 2013

Having been to last year’s event, I found this year’s Summit in Nashville, with more than 3,000 attendees to be meatier, yet easier to digest. Since many of us are visual learners, I find that this was a great addition to help us adults learn new things. Marketing Study Update. Procurement Study.

Company 208

Company Film Study Lead Rank 208

Julie Hanson

MARCH 11, 2021

Stanford University recently published an interesting study on the causes of ‘Zoom Fatigue.’ While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people should REDUCE their level of eye contact on video calls. Selling on Video. Where our eyes go, our attention goes.

Video 139

Video Face-to-face Study Up-Sell 139

Zoominfo

AUGUST 26, 2018

Scientific studies show that humor and laughter lead to more inspiration and creativity. In fact, one study shows people are more creative at solving word association puzzles after watching a comedy versus a scary movie or lecture ( source ). Did you hear about the new strategy where companies collaborate with ill celebrities?

Marketing 272

Marketing Top of Funnel Hiring Social Media 272

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. Our prospects still need us just as much as they did before, but their needs have changed. That’s not selling. That’s order-taking.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Sales 2.0

MAY 18, 2014

Case studies. A list of trigger events that cause your prospect to buy. What can I do about it? Case studies. A list of trigger events. What’s a “trigger event”? Why would we hire you if you need us to tell you how to sell? When we interviewed you you told us you could sell. Relationships.

Hiring 225

Hiring Case Study Lead Rank Lead Scoring 225

Zoominfo

APRIL 24, 2020

Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the NBA suspended their 2020 season. Supply Chain and Logistics, to Get Things Moving. Risk Management with Vendors.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

No More Cold Calling

MARCH 15, 2018

Remember, prospecting is all about people. B2B selling is all about relationships. Growing up, many of us Baby Boomers only had a radio. Now, with far more screens in our lives, it’s even easier to forget about what really matters—connecting with human beings. What about social selling? Video killed the radio star.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

Mindtickle

JUNE 15, 2023

In this blog post, we’ll share key highlights and actionable tips from the sessions we attended and led as well as conversations we had throughout the event. You can also check out a mini photo gallery of some of our team at the event. This aligns with what we found in our 2023 State of Sales Productivity Report.

B2B 52

B2B Case Study Study Vendor 52

Janek Performance Group

JANUARY 24, 2022

Attend Events. With Covid, sellers lost trade shows and events. Even if you don’t make any sales, in-person interaction provides vital information you can use in your follow up. This means the most important players may miss the event. Of course, we all have our own best practices that have served us well.

Lead Gen 116

Lead Gen Social Media Face-to-face Networking 116

BuzzBoard

FEBRUARY 27, 2024

A successful approach combines online research, word-of-mouth referrals, networking events, and social media scrutiny. You can use the search term “how to find small businesses” to access various databases listing small businesses. Consider attending networking events catered towards small businesses.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Sales Hacker

MARCH 1, 2024

This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. Join us at the gorgeous Proper Hotel in Austin on May 15-16 and hear how the top SaaS companies are leveraging partner ecosystems in their GTM motions aka Ecosystem-Led Growth. The B2B playbook is changing.

Media 71

Media Company Distribution How To 71

Sales and Marketing Management

NOVEMBER 1, 2017

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. We talked with her about her findings. We talked with her about her findings. It’s about using another lens to drive deeper meaning.

Meeting 192

Meeting Licensing Motivation Conference 192

Sales and Marketing Management

JUNE 19, 2018

Look no further than a recent DiscoverOrg study on buyer personas. The study’s eye-opening findings include the fact that only 35 percent of salespeople were rated “good” or “excellent”; by contrast, 65 percent received an “average” or “poor” label. In the end, she connected us with the Magic’s CEO, and we landed our first NBA team.

Referrals 219

Referrals Journal Buyer Persona Study 219

BuzzBoard

FEBRUARY 23, 2024

Thus, digital marketing goes beyond merely having an online presence; it’s about using digital channels to understand customer behavior and provide personalized experiences. Here, you can learn about various digital marketing strategies beneficial for small businesses. Click Here to delve deeper into this topic.

Paid Content 52

Paid Content Marketing Small Business Small Business 52

No More Cold Calling

MARCH 8, 2021

Did I tell you about the washing machine case? My cousin studied law at the University of Southern California (USC) in the early 1970s. One day the professor assigned a case to her, explaining, “This case is about washing machines. And that includes women in my own family. She was one of few women in her class.

Hiring 377

Hiring Engineering Call-back Lead Rank 377

Sales Hacker

JULY 11, 2022

So what do we do when they say they’re not interested in speaking with us? Moonshots (what customers would mean the world to us?). Still, we need to balance that out with opportunities that will keep us at quota. So when our dream accounts had someone tell us no, we wouldn’t waver. Tactically, what does this look like?

Account 98

Account Hiring Intent Signal Conference 98

The Accidental Negotiator

SEPTEMBER 29, 2023

Although there is no problem feeling emotions, we don’t want our emotions to take us over. Just exactly how are we supposed to go about doing this? Negotiations can be stressful events and during a negotiation there is a very good chance that we will display our emotions the other side.

Negotiation 52

Negotiation Real Estate Case Study Study 52

Smooth Sale

AUGUST 1, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Body Language is More Meaningful Than Most Realize The sales profession teaches us that communications of all types and topics naturally include our body language or posturing. Accordingly, I will visit the home of the person wanting to educate us further about aliens on Earth.

Hiring 78

Hiring Analytics Government Networking 78

Zoominfo

MAY 23, 2019

On a basic level, data-driven public relations is the process of using data to develop newsworthy insights that support your organization’s PR goals. Most companies have a system in place to collect information from prospects, customers, lead generation efforts, email campaigns, and networking events. Simple enough, right?

Data 188

Data Strategy Survey Retail 188

Hubspot Sales

JUNE 26, 2023

Lead Generation Specialist Compensation According to Glassdoor , the estimated salary for a lead generation specialist in the US is $66,791. Study your prospects. It is key to study everything about a prospect to identify and evaluate their needs before the sales team takes over.

Lead Generation 88

Lead Generation Sales Qualified Lead Hiring Leads 88

Hubspot Sales

AUGUST 21, 2023

Check out our post about the best sales email subject lines if you want to see some of these tips in action. If they've never received communication from you, tell them a bit about yourself in a way that's warm and authentic. At the same time, it’s important to make it about them. Leverage scarcity and exclusivity.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

No More Cold Calling

MARCH 8, 2019

Women and men worked, but they were home for dinner with their families—precious time that’s been taken away from us in today’s world. Some might be turned off because sales has a bad reputation (think about the used-car salesman stereotype). Others just probably never thought about a career in sales. I never did.

Hiring 247

Hiring Referrals Networking Conference 247

Partners in Excellence

FEBRUARY 15, 2022

As I’ve whined about before, the prevailing strategy in marketing and sales is a volume oriented strategy, even though we know how ineffective it is. The sales person responded, trying to demonstrate his knowledge about our business. Prospecting Is Not An Event! In one email exchange, I had responded to an outreach.

Prospecting 98

Prospecting Objections Research Channels 98

Zoominfo

OCTOBER 22, 2019

And as with any event, the success of your sales kickoff depends on your planning and preparation. But, the following steps are a great place to start for anyone looking to plan a memorable sales kickoff: Identify specific goals for the event. Use data-driven content. We make sure the event is not three days of product training.

How To 182

How To Follow-up Scale Up-Sell 182