The Pipeline

AUGUST 17, 2021

Choice Prospecting. As always there is a difference in prospecting and selling. A prospecting call or email is a binary event, you either get the appointment, or you don’t. Making your expertise and the prospect’s desire to evolve the reason to trust, rather than “like” you. Buyer Remorse.

Negotiation 352

Negotiation Lead Rank Lead Scoring Buyer 352

Sales 2.0

JANUARY 11, 2024

The AI will help me figure out: What trigger events have occurred to indicate it’s a good idea to call this person now. This can come from internal “signals” like an email from a client, or a prospect visiting my website, or external signals like a news story. When it comes to AI, data is critical. This is the beginning.

Engineering 195

Engineering Data Hubspot CRM 195

Zoominfo

APRIL 29, 2020

Events and trade shows are expensive, even if you’re not a sponsor. Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Identify Who’s Going to the Event. Here are some tips: 1.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Zoominfo

JANUARY 15, 2021

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. The COVID-19 pandemic forced many businesses to shift their tradeshow and events strategy. Make Content King.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

The Pipeline

APRIL 20, 2021

Prospecting is a different art than selling, some recognize that by splitting functions , others just ignore the reality. One area where it is truly black and white, is who speaks and listens in each event. So how much time should a prospect speak versus the salesperson? Not long to hear the chorus of 80% prospect/20% seller.

Prospecting 225

Prospecting Conversion Opportunity Sales 225

Partners in Excellence

JANUARY 8, 2024

In reading an article about the latest hints and tips in using AI for prospecting, a sentence stood out to me. The idea of reaching out, trying to engage prospects in talking about their challenges, problems, concerns, as well as their dreams and aspirations is boring and dull is striking. We feel bad about those experiences.

Outbound 104

Outbound Customer Service Prospecting Customer 104

Hubspot Sales

SEPTEMBER 18, 2023

That is why recognizing trigger events is key to being successful. In this article, we’ll cover what a trigger event is, why they’re important and provide examples you can apply to your own sales strategy. These could be industry changes, a new funding round announcement, a merger, or a prospect getting a new role.

Social Media 104

Social Media Google Hiring How To 104

Zoominfo

APRIL 23, 2021

Triggering event: A small company secures a round of funding (check). Action: After compiling all necessary criteria, reps gather the VPs of sales and marketing (plus any other key titles) and place them into a sales flow or sequence, thus tailoring the ensuing conversation to the prospect’s growth plan. #2: 1: The funding play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Anne Miller

MARCH 13, 2024

The good news is you’re at a networking event with the potential to meet key players at your target companies. The bad news is you are not alone; your competition is also there talking to these same prospects. And at networking events, that is a big missed opportunity. How do you stand out? Your Turn 1.What What do you do?

Lead Rank 118

Lead Rank Networking Face-to-face Follow-up 118

No More Cold Calling

MARCH 31, 2021

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? The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Companies that thrived in 2020 had a different mindset.

Referrals 371

Referrals Cold Calling Sales Qualified Lead Call-back 371

DiscoverOrg Sales

APRIL 23, 2019

The average marketing department spends a LOT of money on trade shows and events – to the tune of 32% ?f Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

Hubspot Sales

JANUARY 11, 2023

When it comes to events, many small business owners and sales reps struggle with the same challenge: Getting prospects and customers to attend. Yet, in-person or virtual event participation is often a critical component of networking, building relationships, and offering value to prospects ahead of a sale.

Transportation 117

Transportation Marketing How To Webinar Metrics 117

The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. The issue I have is that networking by nature operates on a different timetable than prospecting.

Networking 203

Networking Prospecting How To Quota 203

Sales and Marketing Management

DECEMBER 28, 2018

This is why live events still play a major role in today’s business. 95 percent of marketers agree that live events provide attendees with a valuable opportunity to form in-person connections in an increasingly digital world. Namely, studies reveal that 80 percent of the tradeshow exhibitors don’t follow up with their event leads.

Face-to-face 235

Face-to-face Lead Rank Follow-up CRM 235

Sales Hacker

OCTOBER 27, 2023

For example: Invite them on a podcast or host a digital event with your prospects and customers mingling. She has hosted high-end virtual wine events for late stage prospects and had customers join to talk about their experiences with the challenges prospects are facing and how Tackle helped solve them.

Pipeline 91

Pipeline Distribution Intent Data Intent 91

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Understanding the Sales Force

JANUARY 31, 2024

Construction: A formal, staged, milestone-centric, buyer-focused sequence of events. In its most generic form, stages correspond to opportunities as they move from suspect to prospect to qualified opportunity, to closable and finally, closed. Purpose: A framework for consistent, predictable, repeatable results. A journey is planned.

Sales Process 182

Sales Process Decision Maker Sports Construction 182

Zoominfo

AUGUST 1, 2023

What if you could see opportunities arise with your prospects before they go public? Many go-to-market professionals already use intent data to spot prospects that are interested in their products or services. Armed with our intent signals, you can reach out to prospects right when they need you — and before your competitors.

Intent Data 130

Intent Data Intent Intent Signal Data 130

Zoominfo

JUNE 12, 2023

Last week, ZoomInfo co-hosted an event with Bain & Co. This approach starts with intent signals that identify who’s in-market, so you can get your team in front of the right prospects at the right time, and follows up with plays targeted to those prospects. at Forrester’s B2B Summit North America. But times have changed.

Intent Signal 130

Intent Signal Top of Funnel Research Follow-up 130

Janek Performance Group

APRIL 23, 2024

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however. But it’s true.

Social Media 62

Social Media Media ACT Follow-up 62

Autoklose

APRIL 8, 2024

Plus, it allows you to set initial expectations and build trust with your prospects. That’s why running an effective discovery meeting is crucial to securing the next appointment with your prospect and paving the way for the ultimate “yes.” Closing sales is a joint effort that takes time, particularly in the B2B industry.

Meeting 98

Meeting Objections Research Face-to-face 98

BuzzBoard

APRIL 16, 2024

Additionally, attendance at industry networking events and hosting instructive webinars constitutes another valuable lead generation strategy. Such platforms give your agency exposure to industry leaders and prospective clients. They act as the linchpin for agency growth, enhancing sales and cultivating an increasing client base.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

Zoominfo

JANUARY 31, 2023

Two of these hours are spent prospecting: One hour finding companies to reach out to One hour finding contact information for prospects in the company In an ideal world, it would be done in focused chunks. Alright now, let’s prospect! What’s the difference? Many of you reading this know this isn’t how it works.

Hiring 130

Hiring Sales Qualified Lead Software Software 130

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. Organize an Online Conference, Webinar, or an Industry Meetup First of all, do your research and find out what your prospects deal with and identify their pressing pain points. That’s right!

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Zoominfo

JUNE 4, 2019

A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). Build hype in advance.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Sales Hacker

MARCH 8, 2024

Stuck trying to engage a prospect? Partner data (or second-party data) provides additional intel on customers and prospects, and can also inform your product and feature roadmap. Partner data can tell you about your prospects’ tech stacks, so your team can identify opportunities for integration. Support on pipeline movement.

Lead Rank 93

Lead Rank Referrals Lead Scoring Ideal Customer Profile 93

SalesFuel

APRIL 10, 2024

They didn’t just perform basic research; they dove in to learn about the prospect’s customers, industry and other business elements. “62% You won’t just be pitching to the prospect. And keep an eye out for triggering events or future trends. What is sales credibility? But how can you both gain credibility and demonstrate it?

Research 115

Research Hiring Social Media Trends 115

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.

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Smooth Sale

SEPTEMBER 8, 2023

Photo by Alperomeresin via Pixabay, AI-Generated Attract the Right Job Or Clientele: Do You Realize The Power of A Successful Corporate Event? However, it serves us well to recall the value of hosting a corporate event. In truth, there are many reasons why a corporate event can work wonders for your business. People buy people.

Face-to-face 102

Face-to-face Licensing Lead Rank Lead Scoring 102

Zoominfo

FEBRUARY 25, 2021

The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Read on to get the ins and outs of attracting prospects (and converting them into customers) with a step-by-step webinar formula. Dig into your buyer personas to discover what prospects want from you. What Is a Webinar Funnel?

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Janek Performance Group

NOVEMBER 3, 2021

In-person networking events and trade shows are opening back up. There is no question we have all missed in-person events. There is no question we have all missed in-person events. Meeting current customers and networking with new prospects face to face is what we do in sales. The answer is a firm YES.

Trade Show 118

Trade Show Face-to-face Sales Qualified Lead How To 118

Zoominfo

JULY 6, 2020

Saying this quarter was eventful would be the understatement of the decade. We took our favorite ZoomInfo events and made them virtual. Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. an unusual second quarter.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Smooth Sale

APRIL 8, 2024

Take advantage of networking options like social events, lounges, or industry meet-ups. Identify strengths, weaknesses, and areas for improvement to enhance your strategy for future events. Express gratitude to everyone you’ve interacted with during the trade show, including attendees, fellow exhibitors, and event organizers.

Trade Show 88

Trade Show Maximizer Direct Mail Networking 88

eGrabber

FEBRUARY 19, 2024

In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? What is a Prospecting List? 50+ Ways to Build Prospecting Lists in no Time! Save these individuals to your prospecting list.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Trade Show How To 59

Sales Hacker

SEPTEMBER 29, 2023

Overall, from a blend of marketing leaders and advisors ranging from Seed to Series C these are 4 core channels providing for strong ROI: #1 In person events. Kathleen Booth (SVP of Marketing & Growth, Pavilion) notes “event-led growth” as a key growth motion for Pavilion. We have certainly seen the resurgence of events.

Top of Funnel 100

Top of Funnel Marketing Ideal Customer Profile Channels 100

Engage Selling

SEPTEMBER 18, 2020

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore. Thus, how do we prospect effectively during these difficult … Read More »

Prospecting 155

Prospecting Fashion Strategy Networking 155

SalesFuel

APRIL 1, 2024

With your prospects, share with them insights about your product, about the market, how your product is positioned in the market, why your company’s unique, and why they should trust you and buy from you,” advises sales professional Shawn Casemore. If you, too, consider them a weakness, then it’s time to devote attention to improving them.

Hiring 52

Hiring Lead Rank Lead Scoring Face-to-face 52