Sales Hacker

SEPTEMBER 2, 2019

They spend tons of money to hire closers — salespeople who are fired up and ready to close business — but they aren’t generating enough leads to keep them busy. How can your organization build a lead generation strategy that gives your team of closers a consistent flow of qualified leads? Why Is Lead Generation Important?

Lead Gen 83

Lead Gen Paid Content Lead Generation Sales Qualified Lead 83

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Sales Hacker

NOVEMBER 21, 2017

There’s no denying how influential account based sales and marketing have become over the past few years. Today, more than 70% of companies are doing some form of ABM or account-based selling. Making the Business Case to Eliminate Lead Gen Forms. The Rise of AI for Sales, by the Numbers. I know, I know.

Lead Gen 72

Lead Gen Account Based Marketing Lead Rank Lead Scoring 72

No More Cold Calling

MAY 9, 2024

I’ve made the case many times that salespeople should walk away from a PITA sales opportunity as fast as you can. Read on to learn why some sales opportunities just aren’t worth the headache: Sales Integrity is Being Willing to NOT Sell Something By Jill Konrath Would you dare to walk away from a sales opportunity?

Opportunity 194

Opportunity Cold Calling Quota Lead Rank 194

SBI Growth

JUNE 24, 2013

Still, Sales backs over you at every opportunity! Isn’t it time sales took some responsibility? You’re fighting the classic finger pointing between sales and marketing. It’s not us it’s them; I could make the number if marketing provided better leads. Do you think sales does anything with it? Reduce customer churn.

Lead Gen 320

Lead Gen Churn Lead Rank Lead Scoring 320

SalesProInsider

FEBRUARY 22, 2024

Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects. Beliefs’ Impact on Your Sales Your level of belief constantly changes. This baseline moves all day long. Stretch, stretch, stretch.

Top of Funnel 126

Top of Funnel Lead Gen How To Lead Rank 126

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? What is a Lead? Every company has their own definition of a “good lead.”

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Pointclear

APRIL 25, 2011

If marketing is only focused on the first, they’re leaving the bulk of the process to sales. The problem here is that salespeople don’t want to nurture prospects—they want to sell to them. This is why so much lead wastage is going on. Both lead gen and lead nurturing are important.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

No More Cold Calling

JULY 13, 2021

There are two parts to the sales process: Part One: Getting meetings with decision makers. Referrals help you ace Part One and set you up for success in Part Two. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

DECEMBER 27, 2022

People want to set themselves up for success in the New Year, so December can be a great time to sell solutions and products that help them do just that. A few months ago, I published a blog post called When to Start Prospecting for 2023 , which explains that if you just started 2023 lead-gen in September, you’re already behind.

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

Zoominfo

MAY 25, 2022

And while it’s not hard to find basic business data — company names, phone numbers, employee counts, revenue, maybe direct dial numbers and email addresses — today’s complicated sales cycles need more than just names and numbers. What is Sales Intelligence? What Do Sales Intelligence Tools Do?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Janek Performance Group

JANUARY 24, 2022

Here are eight ways to break a sales slump: Focus on the Fundamentals. For sellers, it’s their core selling skills. Too often, we complicate our sales process or skip necessary steps. These things can make our tried-and-true methods feel like bad sales habits. In all professions, the best master their fundamentals.

Lead Gen 116

Lead Gen Social Media Face-to-face Networking 116

SBI Growth

OCTOBER 13, 2013

The next time you interview for a sales job, ask yourself a few questions. This article discussed the cost of a bad hire from the Sales Rep’s perspective. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. These tools will help you excel in your current and future sales positions.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

SBI

JULY 16, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company. Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. What problem/s are you solving for sales and/or marketing organizations? This week I interview Geoff Rego, CEO and Co-Founder of Hushly.

Lead Rank 139

Lead Rank Up-Sell Marketing Qualified Lead Revenue 139

The Pipeline

MAY 1, 2014

world, or as many around sales like to call it social selling, is to leverage a number of tools to improve and accelerate the quality of interactions, especially at the early part of the sales cycle. Add to this the challenges around functionality, and something that should be fun and productive ends up being work.

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

Partners in Excellence

AUGUST 22, 2023

After rigorous research and discussion with many expert colleagues, I’ve discovered the universal secret to Selling Success. Leveraging friends and colleagues who consult, I asked them what they were seeing with sales executives they work with. It turns out the singular secret to selling success is “Build more pipeline!”

Lead Gen 105

Lead Gen Pipeline Scale Hiring 105

Understanding the Sales Force

AUGUST 15, 2014

Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Do you think anyone will show up to hear me?

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

Partners in Excellence

SEPTEMBER 29, 2014

I was surprised by some of the discussions from sales and marketing professionals. What makes you think I want to even hear from you once a week–unless I signed up to a weekly newsletter? There were some other reactions, perhaps not surprising, about the outbound calls to follow up the eBook downloads.

Lead Gen 95

Lead Gen Lead Rank Lead Scoring Leads 95

Pipeliner

FEBRUARY 22, 2024

The Future of AI in Sales and Customer Support Chat with Thomas Ryan, founder of the AI sales software company Bigly Sales , on my podcast. His perspectives on how artificial intelligence transforms sales and customer service revealed a technology that’s not just a fad but a valuable productivity tool.

Customer 52

Customer Lead Gen Face-to-face Pivotal 52

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. Your marketing and sales teams need both. Buying signals in marketing are essential for qualifying leads by showing prospective buyers the right content at the perfect time. Let’s break that down. And you improve your ROI.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Nutshell

FEBRUARY 20, 2024

Lead gen landing pages Businesses use lead gen (or lead generation) landing pages for—you guessed it—generating leads. This type of landing page asks prospective customers to input personal information that you can use to contact and nurture them through your sales pipeline.

Campaigns 71

Campaigns Lead Gen Marketing Webinar Metrics 71

Sales Hacker

NOVEMBER 29, 2021

If your salespeople regularly spend hours looking for leads on the phone, you’re wasting time and losing money. If your business approaches cold calling like most companies, you likely have your sales reps dialing unverified, unvetted numbers off a list you got from a data vendor or database. This is known as finding your swimlane.

Lead Generation 106

Lead Generation Leads Marketing Qualified Lead Lead Gen 106

Pointclear

JULY 19, 2012

Brian is also CEO of InTouch and author of Lead Generation for the Complex Sale. Some Progress On Alignment & Lead Definition—But More Work Is Needed. I really think more companies need to think more about this one thing—which is optimizing effective selling time.”

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

SalesHandy

OCTOBER 28, 2022

When inbound lead generation first made an appearance a lot of marketers were quick to predict the redundancy of outbound lead generation. Little did they know where outbound lead gen was actually headed. Are your inbound lead generation strategies able to guarantee this?

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. Social Selling Guidance. Kathy was ahead of her time.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Sales 2.0

NOVEMBER 12, 2012

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. I interviewed sales manager, sales person, sales trainer and all around smart guy Jorge Soto. I asked Jorge about how he uses Sales 2.0 Jorge, I know you are a fan of Sales 2.0

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

MarketJoy

APRIL 7, 2022

Personas are based on an ideal customer profile (ICP), which is a set of metrics that guide your overall sales strategy. If you’re outsourcing your B2B lead generation to an agency, they will need to understand your ideal customer profile in order to run an effective campaign. Develop a unique selling proposition.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

The Pipeline

JANUARY 7, 2020

At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? Reminds one of the old joke about a salesman introducing technology to a VP of sales. Data Is Blind.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Sales Hacker

JUNE 15, 2020

64% of a salesperson’s time is spent on non-selling tasks on average. If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. Follow-up emails. What Does an Automation Workflow Do?

Sales Automation 113

Sales Automation Top of Funnel Sales Qualified Lead Lead Gen 113

Marc Wayshak

DECEMBER 2, 2020

When it comes to sales, the Cliff Notes -version of learning the best sales training techniques is much harder to come by than a cheat-sheet of a high-school classic novel. That’s why I’ve put together my own sales Cliff Notes of sorts, so you can learn the basics of sales training at a glance before diving deeper as you go.

Course 62

Course Training Lead Gen Follow-up 62

Zoominfo

JUNE 26, 2020

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Plans for RTM and Distribution: You can’t sell a product if it doesn’t get to your customers. To keep sales and marketing alignment intact, implementing key performance indicators (KPIs) is important with room for future development.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

Hubspot Sales

JULY 10, 2020

Global pandemic aside, everything from a burst pipe to a venue mix-up might force you to postpone or cancel your event. Be adaptable and think outside the box, and you can still capture crucial sales opportunities. Five Ways to Capture Sales Opportunities from Canceled Events. Social media outreach, and social selling.

Cancellation 107

Cancellation Opportunity B2B Conference 107

The Sales Hunter

MARCH 25, 2012

.” That’s what more than one marketing executive told me at a recent sales and marketing event. Then these marketing people said that salespeople are terrible at lead gen. They also told me that they don’t want their salespeople generating their own leads (translation: too expensive). Seriously?).

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

Anne Miller

NOVEMBER 17, 2021

His compelling persuasion tool that helped one client land $400,000 in sales? Yassin partnered up with a Google Ads agency in the real estate industry competing for new business against larger real estate lead generation firms as well as against the belief by prospects that they could do lead gen on their own.

Real Estate 62

Real Estate Lead Gen Google Lead Rank 62

Sales Hacker

JANUARY 12, 2023

Selling more, earning more, and one-upping your 2022 self. Which is why selling better always leaves you at the bottom. Selling different. The point is: If you want uncommon results — revenue that’s literally unmatched by anyone else on the leaderboard — then you’ll need to develop a set of uncommon sales practices.

Buyer 96

Buyer Lead Rank Lead Scoring Demand Generation Targets 96

Pointclear

OCTOBER 12, 2017

To make your forecast for the new year, look at sales for the coming year in terms of units. Now you have the number of units that will be sold in the coming months without lead generation. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year.

Sales Forecasts 138

Sales Forecasts Forecasting Sales Qualified Lead Leads 138