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FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value. 2. Become an Influencer in Your Industry Niche.

Twitter 232

Twitter Strategy Prospecting Promotion 232

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MAY 17, 2019

You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do?

Buyer 175

Buyer Prospecting Conversion Customer 175

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JUNE 25, 2013

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way. As soon as a prospect asks a question and hears you hesitate or stumble to answer, they know you are not seasoned.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

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OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

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SEPTEMBER 5, 2017

I had the pleasure of painting a wall in the spare room in the house over the long weekend as a backdrop for creating video. Prior to this, we had dark grey colored paper pinned to the wall. Paper is fine as a backdrop until you have humidity. Yea, that’s why I decided to paint.

Prospecting 172

Prospecting Video B2B Strategy 172

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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APRIL 27, 2012

Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world. Example: A marketing executive prospect works for an electric utility.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

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JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. HELPFUL: Download InsideView’s Twitter for Social Selling Guide here.

InsideView 249

InsideView Research Prospecting Eloqua 249

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FEBRUARY 2, 2015

What 5 sales prospecting lessons can we take away from the big event? In sales prospecting, some of what seem to be the easiest opportunities never come to closure and a long shot opportunity ends up turning into a deal. The post 5 Sales Prospecting Lessons from Super Bowl XLIX appeared first on Score More Sales.

Prospecting 120

Prospecting Lead Rank Lead Scoring Ideal Customer Profile 120

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AUGUST 5, 2016

The accounts and prospects get distributed too. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go?

Prospecting 120

Prospecting Distribution Account Company 120

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AUGUST 30, 2012

Mike actually offers 16 reasons why salespeople fail at prospecting. We recommend a good inbound marketing program to compliment your outbound efforts, which together with strong prospecting give you a stream of more qualified leads than you'll ever imagine.]. But there is hope. That’s what Mike did.

Prospecting 173

Prospecting Hiring Sports Cold Calling 173

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AUGUST 30, 2012

Mike actually offers 16 reasons why salespeople fail at prospecting. We recommend a good inbound marketing program to compliment your outbound efforts, which together with strong prospecting give you a stream of more qualified leads than you'll ever imagine.]. But there is hope. That’s what Mike did.

Prospecting 146

Prospecting Hiring Sports Cold Calling 146

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JULY 7, 2021

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling.

Cold Calling 324

Cold Calling Strategy Prospecting Sales 324

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JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. think of stories that you can use to better connect with prospects. learn more about your prospective clients’ business to help solve problems. hire a prospecting coach. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

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JULY 31, 2014

It often is based on specific companies you are following who fit your profile for best target companies as prospects. Do you want to learn about your prospective customer’s world? Do you use alerts to keep tabs on your prospective buyers and existing customers? Next, put a plan into place. Follow them there. What did you learn?

Ideal Customer Profile 229

Ideal Customer Profile How To Twitter Google 229

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APRIL 14, 2014

The act of dialing and emailing enough “more probable” potential prospects each day to give you enough prospects to talk with every day and every week. Unless you get 100% of your business through referral, you need to be prospecting every day. You know what grazing is, right?

Inside Sales 199

Inside Sales Hiring Referrals Twitter 199

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MAY 19, 2014

when talking directly to a prospect. But the prospective client did not call back when he SAID he would – has that ever happened to you? Prospect says, “This looks great. 30 Ways to Reach Prospects . when sending an email message. when talking to a strategic referral partner. when talking to a vendor.

Call-back 214

Call-back Ideal Customer Profile B2B Referrals 214

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SEPTEMBER 26, 2014

The challenge with the messaging you say to your prospective buyers by phone, through e-mail and in voice mails is that there is no one-size-fits-all. I’m talking a bit differently to a prospective buyer in Seattle, my home town, as I am a fast-paced buyer in a big city like New York. What Helps Most?

Buyer 226

Buyer Exercises Compensation Engineering 226

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APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company. Create a Targeted List.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

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SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Once I “get” it, and if I see the value, I’m now a more probable prospect. Want to get slowed down as a sales prospector and waste a lot of time? LinkedIn Power Tips.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

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JULY 22, 2014

Learn about the company your prospective buyer works for. Create a list of prospective customers and track what they are talking about on LinkedIn, Twitter, and on their website. If I have prospects and customers in the banking industry, I’m going to track banks by name and if I have a geographic territory, by location.

Ideal Customer Profile 234

Ideal Customer Profile Banking Engineering Twitter 234

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JULY 15, 2013

It amazes me that so many sellers do not consider regular mailed notes to SOME prospects as one part of a multifaceted strategy to win business. I have one main reason you should consider writing 3-4 sentence, hand written notes to prospects and clients. Do you think that this personal touch might impact any one of 150+ prospects?

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. I think you’ll like what Kyle says in the video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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AUGUST 16, 2016

Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions.

B2B 120

B2B Positioning Conversion Prospecting 120

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JANUARY 18, 2013

Kendra Lee of KLA Group , is considered a Prospect Attraction Specialist and IT Sales Guru. She began by contrasting the difference between the standard prospecting many of us do, and in creating formal lead generation campaigns. Kendra Lee offers some great webinars on effective use of e-mail in prospecting.

Webinar Metrics 198

Webinar Metrics Lead Generation Campaigns Outbound 198

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FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm.

CRM 238

CRM Outbound Tools Study 238

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OCTOBER 1, 2012

1) Listen harder – really hear what the prospect is telling you. 4) Get good at prospect research. 6) Honor your prospecting time commitments (block out time, and don’t cancel on yourself). 23) When talking with a prospect, always agree to a next action; then put it in your CRM or calendar.

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

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MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

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DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

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APRIL 4, 2013

Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. I’m more visual so even though I saw it as I put calendar items in, I review to get a fresh view and know where to put in prospecting or other calls.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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OCTOBER 2, 2012

Just hush and let the prospect tell you how they want to buy! Regularly and consistently, create content your prospects are looking for and add it to your website. (M. 3. Have a clearly defined prospecting methodology that maps out a ‘touch’ every 4 to 7 days over a month for your top prospects… then do it – consistently.

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

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MAY 24, 2012

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Rainking (to understand a prospect’s tech platform). Subscribe to news services that serve each market your prospects are in.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

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MAY 12, 2014

I know of many reps who use a spreadsheet where they list out their “suspects” – people who are not a prospect and it is not known yet if there is an opportunity. If you feel you need to keep your suspects to yourself until they become legitimate prospects, consider having your own CRM system just for that purpose.

Lead Rank 208

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 208

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NOVEMBER 19, 2014

Hubspot is a great host, and I was thrilled to be invited to have a Q&A at the front of the room to discuss prospecting issues and ideas. We had some good discussion around how to leave voice mail messages and how to create a cadence for success in prospecting – a topic near and dear to my heart. Work to improve 1% every day.

Hubspot 206

Hubspot Twitter Inside Sales Objections 206

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JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

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JANUARY 7, 2014

Imagine just for a moment if you had such curiosity for your prospective buyers. So start simply by thinking of three main questions you’d like answered or discussed in the next call you have with your prospect. Do you know everything there is to know about your prospects? Why did they go to that page on your website?

Inside Sales 225

Inside Sales Call-back Lead Rank Lead Scoring 225