No More Cold Calling

MAY 14, 2020

When the market is on an upswing, our customers and prospects may be focused on a whole host of things. Salespeople score meetings with qualified prospects in one call. My new question to clients and prospects: “Are you in minimizing-risk mode, cost-savings mode, growth mode … or just ‘leave me alone’ mode?”.

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Prospecting Referrals Scale Sales Qualified Lead 428

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

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Sales Meeting Meeting Nonprofit Face-to-face 317

Zoominfo

JANUARY 5, 2021

What happens when your most important go-to-market machines sync up? For many companies, ZoomInfo serves as the information engine that powers how they go to market. “Data silos are unfortunately still a problem for a lot of go-to-market teams,” says Henry Schuck, ZoomInfo’s Founder and CEO That’s where Salesforce Sync comes in.

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SalesForce Meeting Marketing Lead Rank 130

Zoominfo

JUNE 28, 2021

Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. What is conversational marketing? Conversational marketing is the strategy of leveraging 1:1 engagement between you and your customer in the form of real-time conversations. Problem #2: Pushy marketing.

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Conversion Marketing Lead Capture Face-to-face 246

MTD Sales Training

APRIL 19, 2020

That, of course, was written before the virus shutdown, but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. So, what would be the best practices to adhere to when meeting up with a client virtually?

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Meeting Face-to-face How To Call-back 156

Sales and Marketing Management

JANUARY 20, 2020

Here are eight tactics and techniques that can help you meet your 2020 sales goals. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. Host webinars.

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Sales Goal Meeting Trade Show Ideal Customer Profile 312

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. 76% percent of BDRs report to sales over marketing. BDR achievement has remained steady.

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Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

SBI Growth

AUGUST 3, 2013

Meet Kathy. She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials.

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Meeting Top of Funnel Marketing Lead Gen 303

No More Cold Calling

APRIL 3, 2020

They cut advertising, travel, training, marketing, and discretionary expense line items. Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. Granted, it’s even tougher for your team to find prospects with this pandemic, as everyone and everything is uncertain.

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Pipeline Prospecting Ideal Customer Profile Referrals 414

Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? Sure, it’s a problem, but your company is doing well.

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Top of Funnel Marketing How To Funnel 301

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. based market-sizing study done by InsideSales.com found that, of the 5.7 But that doesn’t mean remote meetings are only relevant to them.

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Meeting Sales Meeting Face-to-face Margin 250

Sales and Marketing Management

APRIL 21, 2016

Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Author: Stu Heinecke. read more

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Meeting Referrals Marketing Influencer 226

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. That is how our clients get paid; by helping their clients deal with their market realities. Who’s Paying For This? Deliver More.

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Prospecting Trade Show Objections Buyer 284

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

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Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Nutshell

APRIL 4, 2024

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. Thankfully, there are meeting scheduler tools out there to meet that need. The question, though, is this: What’s the best meeting scheduler for you? That’s why we’re here.

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Meeting Google CRM Lead Rank 71

Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. You have to meet them where they are, or put yourself out there to whoever will see and value your services. This is a concept known as real estate prospecting. Define your target market. Prospect on social media channels.

Real Estate 77

Real Estate Prospecting Ideal Customer Profile Social Media 77

Zoominfo

JULY 12, 2022

And to create a pipeline, you have to book meetings — which is no small feat. According to RAIN Group Sales Training , it takes an average of eight touches to get an initial meeting with a new prospect. And the longer it takes to get a meeting on the books, the more likely you are to lose the opportunity altogether.

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Meeting Demand Generation Targets Demand Generation Microsoft 100

Nutshell

APRIL 4, 2024

If your business schedules a lot of meetings — either internally or with clients — you might wish you had a way to make that process easier. Thankfully, there are meeting scheduler tools out there to meet that need. The question, though, is this: What’s the best meeting scheduler for you? That’s why we’re here.

Meeting 62

Meeting Google CRM Lead Rank 62

Zoominfo

NOVEMBER 20, 2023

Marketers are definitely at the forefront of experimenting with GenAI. Their rapid growth recalls some of the most durable tech-driven shifts of modern history, with research by Bloomberg suggesting the generative AI market will grow to $1.3 What Does this Mean for Marketers? How Do Marketers Use Generative AI?

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Data Scale Lead Rank Marketing 130

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Stale data and lack of differentiation could be two major culprits.

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

NOVEMBER 1, 2022

In this post, we’ll meet three ZoomInfo customers — Alan, Nic, and Thomas — to learn how ZoomInfo has helped them streamline their workflows, improve their performance, and grow in their careers. Meeting people face-to-face was a valuable experience. It just makes prospecting so much easier in every respect,” Castro says.

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Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You’ll get high ROI.

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Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Don’t: Waste your time calling unfit, or barely fit leads — find out exactly who’s in your market. Reason for Calling. Lead responds].

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Cold Calling Guidelines Prospecting Face-to-face 264

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. Numerous platforms empower prospective clients to choose meeting times based on their availability.

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Prospecting How To Hiring Influencer 88

The Sales Readiness Blog

AUGUST 12, 2022

In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities.

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Ideal Customer Profile Meeting Prospecting Demographics 52

Partners in Excellence

APRIL 4, 2023

We spend a huge amount of time getting customers to accept a request for a meeting. We are juggling all sorts of balls, prospecting, managing qualified opportunities in our pipelines, making sure our current customers are happy, doing the endless amount of internal reporting our managers seem to want us to do. Customers are busy.

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Meeting Customer Report Pipeline 106

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Market Intelligence? That’s where market intelligence comes in.

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Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

Zoominfo

OCTOBER 13, 2021

“It’s something like an educated Hail Mary pass that sweeps up unconverted marketing qualified leads.” What do we mean by “direct mail marketing”? Direct mail marketing makes direct contact with individual consumers, as opposed to reaching a large audience with mass media, such as advertising.

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Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some people describe it. What does this mean?

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Prospecting Top of Funnel Exercises Funnel 210

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. BTW: Are Your Sales and Marketing Teams Aligned? You can track their buying signals.

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Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

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Tools Prospecting Top of Funnel Ideal Customer Profile 132

BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. Prospecting commences with pinpointing the type of small business you envision as your prospects.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Zoominfo

DECEMBER 20, 2021

Marketing teams spend a huge amount of time and money to find out what motivates their prospective customers. When a prospect finally lands on your website, those efforts have reached a critical moment: you have their attention, and it’s time to build a relationship. What is Conversational Marketing?

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Account Based Marketing Buyer Conversion Marketing 130

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. The more information business development teams know about prospects, the better they can tactically craft outreach that cuts through the noise and conveys true value.

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Ideal Customer Profile Tools Prospecting Intent Data 130