Alice Heiman

JULY 10, 2019

Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. We want our sales reps to be in the path of our prospects, so they can see us when they need us.

Prospecting 114

Prospecting Social Media Ideal Customer Profile Trade Show 114

No More Cold Calling

SEPTEMBER 1, 2016

More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

Zoominfo

MAY 3, 2020

In a prospect’s path to become a customer, they often engage in numerous digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. Example: A prospect sees a paid Facebook advertisement for a recent blog post about essential tools for modern sales reps.

Paid Content 130

Paid Content B2B Lead Rank Top of Funnel 130

Hubspot Sales

AUGUST 11, 2020

Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. GoToMeeting is a collaborative tool that offers one-click online meetings, virtual meeting spaces, and webinar capabilities. Google Meet. Best for: Simple online meetings and webinars. Best for: Mobile capability.

Video 142

Video Tools Sales Process Skype 142

The Pipeline

JANUARY 7, 2020

You’re A Prospect – I’ll Sell You. Witness the recent announcement that a Google company AI was able to better spot breast cancer than experts in the field. Some of you may be yelling at the screen about the Google AI that set a haircut appointment ? They for pattern, I for nuance; there was no nuance in the Google calls above.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

KLA Group

MAY 12, 2021

As a business owner, you want to get more leads from your email campaigns, events and webinars, SEO, and Google Ads. By Kendra Lee The number one reason b2b lead generation doesn’t work is not what you think. That’s to be expected. You’re investing time and resources.

Lead Generation 121

Lead Generation Leads Marketing Qualified Lead Webinar Metrics 121

Sales Evangelist

DECEMBER 20, 2018

The second topic was webinars and that is when things really began to change. Now instead of writing six blog posts a week, Todd and his team create one great webinar every 15 days. Reinventing the webinar to keep listeners engaged The old model is clearly broken because nobody really gets excited about ‘this week’s webinar’.

Webinar Metrics 40

Webinar Metrics Lead Rank Top of Funnel Sales Qualified Lead 40

Janek Performance Group

APRIL 2, 2024

Our recent webinar Turbocharging Business Development Strategies introduced measurement at the macrolevel. And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

No More Cold Calling

AUGUST 19, 2014

Selling by referral is the most personal prospecting strategy that exists. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Zoominfo

JANUARY 15, 2021

The content you produce should be optimized for search engines, particularly for Google, which has 91.54% of the market share. To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. Get Comfortable With Virtual Events.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

SBI Growth

OCTOBER 26, 2013

The correct implementation of Social Selling gets your team appointments inside target prospects. When you ask for a meeting, prospects Google you. Profiles must explain how your sales reps solve the market problems of your prospects. In this way, profiles become buyer centric and appeal to prospective customers.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

Vengreso

MAY 9, 2019

Apple Podcasts | Stitcher | Google Play | Google Podcasts. How to use existing LinkedIn connections to get referrals to your prospects. How to follow your prospects strategically and get on their radar through engagement. sales #SocialSelling #prospecting Click To Tweet. Subscribe to Selling With Social.

LinkedIn 104

LinkedIn Conversion Referrals Buyer Persona 104

Hubspot Sales

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Buyers don’t want to be prospected, demoed, or closed.

Inbound 135

Inbound Top of Funnel Outsourcing Services Hiring 135

Sales Evangelist

MAY 21, 2020

Learn To Prospect Like An Expert With Steve Kloyda Prospecting isn’t to be taken lightly and there are skills needed before you can prospect well. His aim is to help salespeople attract more prospects, retain more clients, and drive more sales. Steve also remembers unforgettable customer service.

Prospecting 52

Prospecting Social Media Twitter Call-back 52

eGrabber

APRIL 29, 2022

Are you someone who use Google to search for contact info of prospects you found on LinkedIn or on the web? Yes, it is the fastest way to find email & phone of your prospects. But… It takes a lot of time to scan through the results and Google doesn’t tell you if the email is deliverable or not.

Google 52

Google LinkedIn Webinar Metrics Campaigns 52

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. Most materials provided to salespeople or made available for buyers directly is geared towards one type of prospect. Namely, those who are out there actively looking, searching on Google, downloading stuff, checking out your webinars.

Buyer 277

Buyer Collateral Harvest Demographics 277

No More Cold Calling

JULY 29, 2014

Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Use it to research your prospects so you can have richer dialogues—online and off. Follow Joanne on Google+ or Twitter @ReferralSales , or connect on LinkedIn and Facebook. Your mother was right. Comment Here.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

AUGUST 3, 2017

Sales symptoms are prospecting traps. It’s prospecting that’s hard. Did the leads come from your website, SDRs , your marketing team, a webinar you conducted, trade shows, or referrals from trusted colleagues? How did the account execs determine if prospects were actually interested? Closing is never the problem.

Account 220

Account Closing Sales Qualified Lead Referrals 220

Sales and Marketing Management

FEBRUARY 8, 2021

They also added additional webinars to their sponsorship inventory to generate badly needed revenue. Not wanting to miss the opportunity to get our message in front of prospects and keep our lead-gen engine humming, we jumped on the opportunity to redirect our live event budget. It seemed like a good deal.

Trade Show 136

Trade Show Segment Pivotal Conference 136

Fill the Funnel

FEBRUARY 9, 2012

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. Here are the results from their survey in graphic form: Attendees at presentations and webinars have been sharing frustration with the lack of leads and opportunities that are generated by the marketing efforts of their company.

Top of Funnel 115

Top of Funnel Prospecting Ideal Customer Profile LinkedIn 115

Hubspot Sales

FEBRUARY 14, 2024

He drives the importance of focusing on the prospects' challenges/pain points. Focusing on pain points in your messaging is going to help you tap into the emotion of the prospect and increase reply rates,” Colgan says. Then, I allude to a problem that I know the prospect thinks about (wasted ad spend). Worth exploring?

Data 87

Data Segment Email Marketing Webinar Metrics 87

Understanding the Sales Force

DECEMBER 22, 2014

What are the metrics to close one – in other words, how many proposals, demos, qualified opportunities, prospects and suspects does it take? A pipeline with typical conversion ratios might have 12 Suspects, 6 Prospects, 3 Qualified and 2 Closable. Use ConnectAndSell to reach more prospects by phone than you ever believed possible.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Vengreso

MAY 9, 2019

Apple Podcasts | Stitcher | Google Play | Google Podcasts. How to use existing LinkedIn connections to get referrals to your prospects. How to follow your prospects strategically and get on their radar through engagement. sales #SocialSelling #prospecting Click To Tweet. Subscribe to Selling With Social.

LinkedIn 81

LinkedIn Conversion Referrals Buyer Persona 81

LeadFuze

DECEMBER 1, 2021

Need Help Automating Your Sales Prospecting Process? When you feel like your prospects are objecting to what you’re saying, then this is the right place for you. When a prospect raises an objection, we usually have a rebuttal script to try and overcome that problem. A company in the Financial Services or Banking industry.

Objections 52

Objections Prospecting Call-back Hiring 52

No More Cold Calling

OCTOBER 22, 2013

Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. is very good at homework. Tell Them Where It Hurts.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

No More Cold Calling

APRIL 24, 2014

Social media is a great tool for researching prospects and Referral Sources, and for sharing interesting, relevant information. Referral selling statistics show that it trumps any other business-development method, converting prospects into clients more than 50 percent of the time. Are you cold calling on social media? Comment Here.

LinkedIn 212

LinkedIn Cold Calling Social Media Referrals 212

LeadIQ

JULY 17, 2018

We come across and work with email prospect lists all the time from various sources. Sometimes from a sponsored event or a webinar we hosted, other times it might be from a list we exported from our CRM, or from when we use LeadIQ to build a list from across the web. Tip #2: Follow your prospects on Twitter in bulk. professions.

Social Media 45

Social Media Media Prospecting Twitter 45

No More Cold Calling

JANUARY 21, 2016

Do your sales reps really prospect based on fairy tales? Believe that 57 percent of the buying process is complete before a prospect ever talks to a salesperson? But it has also made prospects less patient, and sales leads much less reliable. Once upon a time, prospects looked to salespeople for information.

Lead Rank 168

Lead Rank Lead Scoring Buyer Leads 168

Sales Hacker

APRIL 13, 2020

Virtual events offer a chance to connect, engage with leads , and turn some of these prospects into future customers. Let’s touch on a couple of headline stats behind the value of webinars and video conferencing. Below are four cherry-picked stats : 73% of B2B companies say a webinar is one of the best ways to generate leads.

Lead Rank 127

Lead Rank Lead Scoring Leads Marketing Qualified Lead 127

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

Sales Hacker

JULY 11, 2022

We’d let the prospect know that we’ll cease prospecting them. If we gained permission, we’d follow up months down the line with a relevant case study, when that prospect made any announcements or role changes, or if their company experienced any big news. Some prospects loved us but couldn’t initiate a conversation with us.

Account 98

Account Hiring Intent Signal Conference 98

eGrabber

JANUARY 18, 2022

Are you still searching Google to find work email IDs of your prospects? Here is an automated way to Google and find verified work emails The LeadGrabber Pro tool is an expert researcher that builds prospect lists from online directories, professional & social networking sites, and websites along with verified work email IDs.

Leads 40

Leads Marketing Qualified Lead LinkedIn Decision Maker 40

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo.

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

Sales Hacker

JUNE 8, 2022

How many times have you seen a rep work their rear end off only to create an opportunity that just keeps getting pushed out quarter after quarter as the prospects’ priorities change? Every good seller knows how to attach their deals to prospects’ timelines and needs. A new employee in your target role joins your prospective customer.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

LeadIQ

JULY 17, 2018

We come across and work with email prospect lists all the time from various sources. Sometimes from a sponsored event or a webinar we hosted, other times it might be from a list we exported from our CRM, or from when we use LeadIQ to build a list from across the web. Tip #2: Follow your prospects on Twitter in bulk. professions.

Social Media 40

Social Media Media Prospecting Twitter 40

Vengreso

MAY 16, 2019

Apple Podcasts | Stitcher | Google Play | Google Podcasts. In short, sals engagement is the interactions that take place between a sales rep and a buyer that focus on how a seller communicates with the prospect and how effective that engagement is in moving the prospect toward a purchase. Listen now! What is Omnichannel?

Social Media 104

Social Media Google LinkedIn Media 104

Increase Sales

NOVEMBER 1, 2013

A recent search in Google retrieved over 1,000,000 hits for “social media expert. More and more of these misguided folks are plying their marketing messages and mistakes at LinkedIn because this is a great place to prospect. “I wanted to make sure you had the opportunity to view our newest webinar (name removed).

Social Media 161

Social Media Media LinkedIn Retail 161