No More Cold Calling

MARCH 31, 2021

That said it all—at least for businesses that were negatively affected by the pandemic. During a pandemic, it basically amounted to “busy work.”. They recognized that asking clients for referrals was the way to gain access to prime prospects. Or are you taking a new, fresh, and measurable approach to prospecting?

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

The Pipeline

OCTOBER 20, 2020

Just like prospecting is not selling. See for yourself: Take the survey today and have your say about how we prospect through and past the pandemic. The post Prospecting Is Not Selling appeared first on TiborShanto.com. Kicking a field goal is not like a touchdown.

Prospecting 298

Prospecting Survey Video Sales 298

No More Cold Calling

FEBRUARY 24, 2021

Layer the pandemic over that economic downturn—well, it gets worse. The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Lead generation shouldn’t be nearly impossible, not even during a global pandemic and recession. Why the sudden interest in referral sales? Earn the Right to Ask.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

The Pipeline

JUNE 3, 2020

I haven’t sold or lived through a pandemic, 40 million unemployed, with many expected to stay that way. Like in many earthquakes, there are many rumbles to come, ripple effects of the pandemic and social proactivism. Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint.

Sage 361

Sage Airlines Enterprise Enterprise 361

Zoominfo

APRIL 30, 2021

One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. With virtual conferences, prospective attendees are bombarded by sponsors. Will virtual events stick around post-pandemic? But there are some caveats to consider.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Zoominfo

FEBRUARY 18, 2021

While building loyalty with existing customers continues to rank as a top priority for companies, 2020 was also a big year for acquiring new ones — as well as expanding into new markets — primarily because of the pandemic. Consider Zoom Video Communications, which grew its customer base exponentially during the pandemic.

Loyalty 214

Loyalty Customer Analysis Trends 214

Anthony Cole Training

FEBRUARY 2, 2021

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

Prospecting 216

Prospecting Face-to-face Pivotal Meeting 216

No More Cold Calling

MAY 14, 2020

But yes, I was wrong for having pandemic brain. 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. The post Bust the Myth You Can’t Read Prospects’ Minds appeared first on No More Cold Calling.

Prospecting 428

Prospecting Referrals Scale Sales Qualified Lead 428

Sales and Marketing Management

OCTOBER 26, 2020

Covid-19 and subsequent office closures forced every sales team to use virtual channels in situations they never would have considered before the pandemic: complex buying cycles requiring careful orchestration by veteran sellers. Myth 4: Shifts to virtual selling during the pandemic will revert after the health crisis abates.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Sales and Marketing Management

MAY 10, 2020

This shift to the home office has become the new normal for many of us for the foreseeable future as we wait out the pandemic. One study released prior to the pandemic indicated that 63% of companies had remote workers; that figure has only skyrocketed this year. When prospects convert, we feel motivated, and we are on a high.

Face-to-face 302

Face-to-face Lead Rank Lead Scoring Hiring 302

SalesFuel

APRIL 11, 2024

Video conferencing apps, such as Zoom and Skype became rock stars during the coronavirus pandemic. Since the pandemic, standard practices in health and safety, travel and tourism, and business-office work models have transformed. Zoom's daily meeting participants increased from 10 million in March 2019 to 200 million in March 2020.

Closing 115

Closing Face-to-face Tourism Hiring 115

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. Personalized Video Will Replace Event Prospecting. One of these shifts is an extreme consumer focus on video. That’s where video emails come in. .

Video 317

Video Scale Marketing Face-to-face 317

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. actually calling people on the phone.

Survey 130

Survey Top of Funnel Scale Fashion 130

No More Cold Calling

NOVEMBER 23, 2021

Many companies survived and others thrived during the pandemic, but they forgot to enable their sellers to build relationships via video. Without it, your prospects figure you’re not interested, and they tune out. Early on in the pandemic, there was a learning curve as we all adjusted to virtual sales meetings. I Can’t See You.

Video 289

Video Cold Calling Exercises Conference 289

Zoominfo

FEBRUARY 24, 2023

While the pandemic accelerated many trends that were already becoming mainstream, including remote work and virtual collaboration, recent data suggests that many companies are keen to see a return to in-office, on-premises work. What does this mean for sales leaders? The ‘Great Rebalancing’? of the workforce. The bottom line?

Policies 130

Policies Scale Face-to-face Data 130

Sales and Marketing Management

AUGUST 20, 2020

The majority of employees (70%) and HR reps (75%) who primarily worked in an office setting prior to the pandemic report overall satisfaction with the WFH experience. That’s significant given that nearly six in 10 workers (59%) say they will be more inclined to work from home once the quarantine period of the pandemic ends.

Survey 177

Survey Resources Report B2B 177

Sales and Marketing Management

DECEMBER 14, 2020

Many believe it will be embraced long after the pandemic is behind us. Successful virtual selling is dependent upon using modern technology to nurture prospects, share information, conduct demos and host meetings. Not everything from a pre-pandemic, face-to-face meeting can be simply carried over to a video call.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

Partners in Excellence

OCTOBER 9, 2023

Last week, I had the privilege of speaking with Howard Dover’s Digital Prospecting Class at UTD. I had no prepared materials, it was a Q&A about how to connect with prospects more effectively. They realized it would enable them to engage prospects in more impactful ways, focusing on what they cared about.

Ideal Customer Profile 106

Ideal Customer Profile Customer Scale Face-to-face 106

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. Prospect with video.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Sales leaders who are thinking ahead will focus their reps on the advantages of technology and how hybrid work schedules will influence prospecting. Prospect with video.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

MAY 25, 2021

One side deployed code; the other deployed prospecting campaigns. “On Companies realized that improved data quality helps them comply with privacy laws and strengthens their bottom line by giving sales and marketing teams a more targeted list of prospects to feed into automated systems. The Pandemic Effect.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. The COVID-19 pandemic forced many businesses to shift their tradeshow and events strategy. After a year like no other, here we are in 2021 still standing.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

OCTOBER 13, 2022

In 2020, like most businesses around the world, AGL found itself facing a pandemic crossroads. In an attempt to mitigate the worst impacts of the pandemic, AGL decided to diversify its business operations to include a new, domestic arm. We didn’t have a formal prospecting strategy,” Zambo says. “We

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. The lockdowns resulting from the pandemic have severely crippled in-person sales. Roughly 16% said their business bought directly from sales personnel after the pandemic compared to 44% before the outbreak.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales and Marketing Management

JANUARY 29, 2021

Author: Ray Meiring As the pandemic marches steadily on, it is vitally important that companies streamline efforts that help combat the fractured processes of remote work. Automating non-customer-facing responsibilities: Under normal circumstances, sales team members spend substantial time in front of prospects.

Face-to-face 177

Face-to-face Proposal Trade Show Pivotal 177

Sales and Marketing Management

JUNE 29, 2020

Prospects need you to acknowledge their new realities; don’t glaze over the facts. By understanding how your buyers have been affected, you’ll be better positioned to sell in mid- and post-pandemic eras. Your prospects’ buying patterns and priorities have changed, so previously compelling offers may seem irrelevant and insensitive.

Lead Rank 177

Lead Rank Lead Scoring Leads Marketing Qualified Lead 177

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. One More Thing To Think About.

Harvest 360

Harvest Referrals Call-back Video 360

Sales and Marketing Management

OCTOBER 15, 2020

Author: VISMAY GADA The COVID-19 pandemic has expedited a remote work culture that was already on its way. However, more than six months into this unprecedented global pandemic, some workers are getting restless, unmotivated and disengaged. First came the novelty phase. Identify At-Risk Employees.

Compensation 156

Compensation Strategy Scale Commission 156

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. Done wrong, these strategies can seriously vex your prospects and customers and negatively impact your brand through perceived irrelevance and what can come across as a plan to “push more product for the sake of pushing more product.”. Source: ZoomInfo.

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

Sales and Marketing Management

DECEMBER 14, 2020

Prior to COVID-19, reps could often pop in and see a prospect or existing customer without an appointment. existing or prospective. Smartphones, tablets, social media and other tech tools provide a way for constant communication, but they also provide a way for customers and prospects to hide. Author: Charles Brennan Jr.

Margin 156

Margin Social Media Conversion Prospecting 156

Sales and Marketing Management

JUNE 29, 2021

Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face.

Face-to-face 120

Face-to-face Channels Training Sales Management 120

No More Cold Calling

MAY 28, 2020

I wrote that book because I was horrified when reps started telling me they didn’t need to talk to prospects and clients anymore. Human connection is more important than ever in these tenuous times of a pandemic and a recession. This was even the premise of my second book, Pick Up the Damn Phone!:

Social Media 391

Social Media Referrals Cold Calling Social Selling 391

The Pipeline

SEPTEMBER 9, 2020

We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! Jason has kindly agreed to offer special pricing for Proactive Prospecting Club members. By Tibor Shanto. And it’s not just any course. At checkout use the code club to receive 20% of the course price.

Course 235

Course Hiring Video Discount 235

Sales and Marketing Management

NOVEMBER 6, 2020

Author: Nick Chasinov The ongoing COVID-19 pandemic has left millions unemployed, as businesses in nearly every industry have been forced to close up shop – and many won’t be reopening. Of course, brand messaging isn’t the only change that has come as a result of the pandemic. of purpose-driven advertising over time.

Marketing 166

Marketing Trends Government Face-to-face 166

Zoominfo

APRIL 30, 2021

One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. Hot leads come from speaking sessions With virtual conferences, prospective attendees are bombarded by sponsors. Will virtual events stick around post-pandemic?

Trade Show 130

Trade Show Top of Funnel Funnel Conference 130