Pointclear

APRIL 25, 2011

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. To be successful, marketers need to integrate them both into a lead management process.

Lead Gen 197

Lead Gen Lead Rank Lead Scoring Leads 197

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? While the B2B landscape may always be changing, lead generation will always be important.

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

SalesProInsider

FEBRUARY 22, 2024

Your beliefs are stronger and all your activity around selling is easier. Leverage Your Stretched Selling Beliefs That’s why it is so important to keep going and take action on your sales efforts when you have a success and your belief is strong! Stretch, stretch, stretch. They aren’t sure the fee is worth it… Bam! Belief shrinkage!

Top of Funnel 126

Top of Funnel Lead Gen How To Lead Rank 126

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. New research from Dave Kurlan and The Objective Management Group (OMG) backs up my claims. I blame outdated lead-gen strategies, metrics, and leadership. Referral selling is either the priority, or it’s not. Priority” is a singular word.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

SBI Growth

JUNE 24, 2013

What should sales be doing with the leads you provide? Goals of better Lead Gen alignment: Increase the lead closure rate. Increase the number of quality leads. For the sales team, they increase selling time and provide valuable insight. How will I get sales to pay attention to the leads?

Lead Gen 320

Lead Gen Churn Lead Rank Lead Scoring 320

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. It’s never too late for lead generation—or too early. Relationship-driven selling has become old-school, and it’s past time to bring it back. Want to Get Referrals?

Referrals 156

Referrals Prospecting Lead Gen Cold Calling 156

SBI

JULY 16, 2014

Full disclosure, Nancy Nardin, CEO of Smart Selling Tools is also a Co-Founder of Hushly. Geoff: Hushly is a software tool that helps B2B marketers to amplify content reach by up to 5,000% and increase close rates by up to 1,000%. Executive Interviews Anonymous visitors B2B Lead gen B2B Marketing Content Marketing Hushly MQL'

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. Tibor Shanto .

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. It turns out the singular secret to selling success is “Build more pipeline!” The secret to selling success is simply more pipeline! What’s up?”

Lead Gen 105

Lead Gen Pipeline Scale Hiring 105

Pointclear

JULY 19, 2012

Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales this year that’s surprising, Brian talks about the way many companies haven’t fully embraced optimizing their effective selling time by looking at marketing, lead generation and aligning sales and marketing.

Lead Gen 145

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 145

Sales Hacker

NOVEMBER 29, 2021

So why are you still using the same old approach with how you generate and manage leads? We’ll show you how you can supercharge and optimize your lead gen with Buckets – a system that helps you figure out who to call, when to call them, and why. Just because a company exists doesn’t mean that you should be selling to it!

Lead Generation 106

Lead Generation Leads Marketing Qualified Lead Lead Gen 106

Zoominfo

DECEMBER 28, 2020

That might include using analytics tools to determine visitors’ time-on-page or managing email sign-ups in your CRM. Prospects’ intent signals help you determine who’s researching your solution (or the competition’s)—before they fill out your lead-gen form or interact with your sales development rep(SDR). But they don’t use it.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

SBI Growth

OCTOBER 13, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Several years ago, he left a corporate job to work for a start-up. John was focused on the stock options and start-up lifestyle. The funnel dried up. Make sure they have a LinkedIn profile that shows signs of social selling.

Hiring 310

Hiring Lead Gen Top of Funnel Penetration 310

No More Cold Calling

AUGUST 29, 2019

That might mean writing a proposal, researching prospects, following up with potential clients, attending networking events, or asking for referrals. The point is to focus on lead gen. There’s no excuse today for neglecting lead gen. You won’t pitch, you’ll share best practices, and you’ll follow up.

Referrals 166

Referrals Closing Lead Gen Social Media 166

Zoominfo

MAY 25, 2022

Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. Intent data is up-to-the-moment information that can help infer a prospect’s likelihood to purchase, such as a flurry of web searches or multiple content downloads on a particular topic.

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

No More Cold Calling

MAY 9, 2024

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? So I had a serious conversation with them, wrapped up a few loose ends, and then walked. Again, it was tough.

Opportunity 194

Opportunity Cold Calling Quota Lead Rank 194

MarketJoy

APRIL 7, 2022

Develop a unique selling proposition. Create at least one primary persona, and share that persona with the rest of the company as well as your B2B lead generation agency. Use the Buyer Persona to Align Your Lead Gen and Sales Efforts. It also helps your team understand how to sell to this audience.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Lead Generation Outsourcing Services 98

Understanding the Sales Force

AUGUST 15, 2014

Disclosure: Hubspot is a client of both Kurlan and OMG ; This blog is hosted on Hubspot''s terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.]. Do you think anyone will show up to hear me? Your Product or Service is Not an Easy-to-Sell, Affordable Subscription.

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

Anne Miller

NOVEMBER 17, 2021

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. Same thing goes for bringing in motivated seller leads from Google ads….

Real Estate 62

Real Estate Lead Gen Google Lead Rank 62

Pipeliner

FEBRUARY 22, 2024

Customer demand for more efficient outreach and lead gen. Laggards may end up struggling or even facing buyouts by forward-thinking rivals. From Humble Beginnings to Cutting-Edge AI Thomas traced how Bigly Sales pivoted from a primary sending platform to an AI powerhouse. What drove this change? Thomas put those concerns to bed.

Customer 52

Customer Lead Gen Face-to-face Pivotal 52

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. To willing and enterprising sales professionals, there is no shortage of tools to help sell. You’re A Prospect – I’ll Sell You. By Tibor Shanto. Looking for patterns, even the best of us would miss.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

The Sales Hunter

MARCH 25, 2012

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). Let them follow up on the leads that marketing provides. Salespeople know sales (this includes lead gen).

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

Zoominfo

JUNE 26, 2020

Plans for RTM and Distribution: You can’t sell a product if it doesn’t get to your customers. Zoom relies on ZoomInfo’s actionable data and insights to power their go-to-market strategy and enable their sales reps to be more efficient and effective in their selling. And how does it differ from your competitors?

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

SBI

NOVEMBER 3, 2019

Zuant has a suite of powerful and customizable tools for field sales and mobile data capture; streamlining key lead gen and sales processes for your business like; tradeshow lead retrieval, keeping your sales team up to date with the latest marketing materials, and acting as a front end to your CRM for field sellers.

Video 63

Video Lead Gen Field Sales ACT 63

Understanding the Sales Force

OCTOBER 25, 2013

Understanding the Sales Force by Dave Kurlan As wonderful as all the hype is about inbound, lead gen, and the new way to sell to these leads, one important fact is being ignored. If you sell something that''s an awful lot of money - period - you''re screwed with AIDA.

Inbound 253

Inbound Lead Gen Motivation Up-Sell 253

No More Cold Calling

JUNE 7, 2018

It’s obvious that existing lead generation methods aren’t generating qualified leads. And how can a B2B referral program drive up those numbers? I’ve figured out the lead gen problem. With a referral program, your lead generation problem is solved. What sales leader would find these stats acceptable?

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Green Lead's B2B

JANUARY 7, 2010

Can I line up a conversation between you and Mr. Sales Guy?" " It was impossible to get a conversation going; everybody was talking too much:" How true is this? Just stop selling and listen to your prospects. Ask open ended questions -- leading questions. Are you trying to do qualified lead gen ? What is your goal?

Lead Gen 37

Lead Gen Sales Qualified Lead Lead Rank Lead Scoring 37

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. Social Selling Guidance. A modern prospecting methodology that fills the lead generation funnel with opportunities. Frees sales from day-to-day dependence on marketing for leads. Learn more about the event and sign-up here.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Anne Miller

NOVEMBER 16, 2021

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. Same thing goes for bringing in motivated seller leads from Google ads….

Real Estate 48

Real Estate Lead Gen Google Lead Rank 48

Marc Wayshak

DECEMBER 2, 2020

If you’re pitching when you get in front of prospects, you’re essentially opening up your suit jacket and showing your prospects all the shiny features and benefits of what you sell, like a true old-school salesperson. The walls around your prospects instantly go up when you pitch. Because absolutely no one wants to be pitched.

Course 62

Course Training Lead Gen Follow-up 62

Sales and Marketing Management

OCTOBER 9, 2019

AI is speeding up the process from lead to close. But AI-powered new lead gen tools, such as Salesforce’s Einstein, are replacing customer-mining tasks, leaving salespeople free to pursue prospects and other high-value tasks. One way to support them is through AI-powered sales tools.

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

Green Lead's B2B

DECEMBER 2, 2009

This past week a prospect commented that she wanted to explore a third-party lead gen program because their sales reps were spending too much time prospecting and not selling. She said that if they had enough leads they would be SELLING and CLOSING -- not having to do lead gen. What is yours?

Lead Gen 34

Lead Gen Leads Marketing Qualified Lead Prospecting 34

The Pipeline

JUNE 9, 2015

By attending this 60 minute expert talk, you will learn how to become more efficient at both lead generation and prospecting and following up, thereby allowing you to spend less time in gaining more prospects and freeing up time to sell more to new and existing clients. Leveraging Social Platforms for Micro Targeting.

Webinar Metrics 120

Webinar Metrics Tools Prospecting Lead Gen 120

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. If your emails aren’t personalized, they’ll likely end up in the trash.

Sales Automation 112

Sales Automation Top of Funnel Sales Qualified Lead Lead Gen 112

Partners in Excellence

DECEMBER 1, 2022

We ramp up our outreach to drive more inbound activity–more of all of the above…… Then, reluctantly, we put in place some outbound activities. Selling strategies that focus, primarily, on inbound minimize both our opportunity to create real value with our customers, as well as to maximize our performance/growth.

Inbound 68

Inbound Lead Gen Face-to-face Vendor 68

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. and Social Selling. Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. They are clueless as to how generate leads today.

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Crunchbase

AUGUST 19, 2021

With 47 percent of adults continuing to report negative mental health impacts related to the pandemic, you may find that half of your prospects are not ready or receptive to any type of hard sell. Those who use technology and automation tools for lead generation are 14 percent more likely to reach their annual sales targets.

Lead Gen 52

Lead Gen Sales Qualified Lead Scale Advertising 52