The ROI Guy

AUGUST 12, 2015

To connect with this part of the brain, you r content needs success stories, customer quotes and videos so the buyer can relate to other’s successes and ultimately “see themselves” in the results. The Middle Brain and Trust - the "limbic brain is responsible for measuring credibility and gauging trust.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Demand Generation Targets Survey 88

Allego

MARCH 21, 2023

The New Way: Modern sales content management platforms, on the other hand, empower creators to obtain rich, inline video feedback on what’s working and what’s not. Video collaboration enables creators to “road test” new content and watch salespeople present the content to gauge how prospects react.

System 118

System Tools Collateral Video 118

Allego

MARCH 28, 2023

Think about how easier it would be for them if all the videos, product details, and documents were in one location. Use personal video messages to “greet” buyers and contextualize assets. Prospect Education: Share educational materials with external audiences in a personalized and secured space. smiling and/or waving).

eBook 62

eBook Video Buyer Education 62

Sales Hacker

JULY 8, 2022

When the prospect reconsiders their needs, you’re positioned to be the first choice. Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. white papers, useful industry information, or even “checking in” during impactful current events are all ways to add value.

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

DiscoverOrg Sales

AUGUST 29, 2018

Likewise, more often than not, your prospect is probably multitasking as they’re listening to your voicemail: They are checking emails, etc. Read it: How to Write Cold Prospecting Emails That Sell. The more that you can make yourself stand out from the crowd, the better you can engage with your prospect.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Set a schedule to call all the prospects that went to no decision over the last 12 months.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

JULY 9, 2019

Your clients and prospects are better served by a proactive professional, getting things done on their behalf. I am sure many have seen the Arnold Schwarzenegger 15-minute motivational video posted earlier this year, where he tells us to sleep faster. They are not looking for a pinball bouncing from one cc line to another.

Travel 291

Travel Maximizer Microsoft Face-to-face 291

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. Sales 2.0 , Sales Technique , Success , Tibor Shanto , Video.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Add video comment. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

Allego

MARCH 26, 2023

A prospect is interested in your company. They might have opened one of your emails, downloaded a white paper, or signed up for a demo. In this Amplify Success video, Allego Sales Engineer Jake Chapman shares his advice for having a great call. What comes next in the sales process ? That is: have respect for their time.

Exact 62

Exact Engineering Prospecting Pipeline 62

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Likewise, evaluation articles, reviews, and testimonials can help prospects compare your products with alternatives. Celebrate Success!

B2B 104

B2B Top of Funnel How To Sales Qualified Lead 104

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. The question is: What should one’s sales prospecting strategy be?

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.) The B2B sales funnel depicts how prospective customers move through the buying process in stages. Let’s start with that dream customer. Thank you, Marketing ).

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

DiscoverOrg Sales

AUGUST 29, 2018

Likewise, more often than not, your prospect is probably multitasking as they’re listening to your voicemail: They are checking emails, etc. Read it: How to Write Cold Prospecting Emails That Sell. The more that you can make yourself stand out from the crowd, the better you can engage with your prospect.

Cold Calling 120

Cold Calling Video Call-back Face-to-face 120

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations.

Real Estate 243

Real Estate Construction Scale Hiring 243

Allego

APRIL 18, 2024

Here’s how: Sales Prospecting: AI streamlines the way sales teams identify and score potential leads. By analyzing large sets of data, AI algorithms can quickly identify patterns and characteristics of ideal customers to make the prospecting process more accurate and less time-consuming.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . Spread the Word. Turn These Practices Into Habits.

Scale 177

Scale Maximizer Strategy How To 177

Pipeliner

MARCH 7, 2021

Focus on creating and sharing valuable information such as case studies, white papers, videos, news, how-to guides, and blog posts. People like visiting sites with great visuals, taglines, and videos. Create slogans and taglines to capture your prospective audience. Motivate your patients to leave reviews.

Strategy 97

Strategy Marketing Social Media Case Study 97

Sales and Marketing Management

FEBRUARY 5, 2021

When should I send that case study?”), tone of voice (“Will this customer appreciate my humor?”), and choice of content (“Would this buyer find a white paper useful?”). We promise your prospects will appreciate the effort…and we’re pretty certain your ROI will, too. . Spread the Word. Turn These Practices Into Habits.

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Autoklose

MARCH 25, 2024

Aim for as many as 30 touches — a combination of LinkedIn connection requests, emails, and video or voice messages— over a few weeks. Your prospects will likely fall into many different categories, and you should be drawing lines where they matter to you. How long should you wait between emails? rather than simply linking to content.

Conversion 52

Conversion How To Case Study Webinar Metrics 52

Janek Performance Group

MARCH 12, 2024

In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting. Requiring each participant to have their video on during the virtual meeting. Instead, solids and pale colors work best for video. A rich red can appear orange and a bright white can glow.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Pointclear

DECEMBER 18, 2012

Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation. Click to start video at this point — When I asked Anthony about the biggest trends going into the 2013 sales year he had an interesting take that bucked the general consensus. There is no such thing.

Lead Rank 201

Lead Rank Social Media Sales Qualified Lead Video 201

Zoominfo

JUNE 4, 2019

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 ). Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Igniting Sales Transformation

SEPTEMBER 16, 2019

I would revise Gartner’s definition slightly to say, “designing and reacting to prospect and customer interactions to meet or exceed their expectations and, thus, increase pipeline, revenue, satisfaction, loyalty and advocacy.”. The most common strategy to engage new prospects starts with content. A lot of it.

Webinar Metrics 126

Webinar Metrics Loyalty Buyer Case Study 126

Pointclear

JULY 26, 2018

Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. E-books and white papers. A new white paper is also in the works. They know prospects will buy from people and companies they know, and companies with applications like theirs. Nurture material.

Case Study 100

Case Study PointClear Study Social Media 100

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. But are they perusing your homepage, or downloading a white paper? Sounds like a happy situation, right?

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

Allego

NOVEMBER 30, 2021

Modern sales enablement platforms empower creators to obtain rich, inline video feedback on what’s working and what’s not—virtually. Video collaboration enables creators to “road test” new content and actually watch salespeople presenting to gauge how prospects react. 2 Content Lacks Context. 3 Content Isn’t Activated.

Face-to-face 71

Face-to-face Sales Enablement Video Collateral 71

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. More than merely switching to video, selling virtually required a whole new set of practices to make the most of the medium.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Salesmate

AUGUST 13, 2020

When it comes to keeping the motivation level of your team members high, it is important to reach out to them via video conferencing or a video message. When it comes to dealing with your customers and prospects your sales reps must position themselves as a trusted resource. Using video conferencing. They are busy too!

Video 122

Video Campaigns Pipeline Tools 122

Pointclear

JUNE 6, 2013

Ryan also observed that new attendees aren''t just tire-kickers and prospects are armed with more knowledge than ever—asking tough questions for which the best B2B marketers must be prepared. The most sought after content are research reports, white papers, case studies and product reviews. Via GreatB2BMarketing. Via ClickZ.

B2B 190

B2B Buyer Trade Show PointClear 190

Allego

DECEMBER 22, 2020

Your deck will typically include every scenario, which enables reps to choose the slides that fit a particular prospect. White Papers / eBooks. Long-form assets such as white papers and eBooks are top-of-the-funnel content that promote your company’s thought leadership on a topic that’s important to your industry.

Sales Enablement 71

Sales Enablement Top of Funnel Case Study Face-to-face 71

SBI Growth

JANUARY 22, 2014

You can create PowerPoints, Prezi, videos or white papers to name a few. social prospecting) is a great way to use drip testing. You may not have the luxury of an LMS (Learning Management System). But that doesn’t mean you can’t create and serve up training content in different modalities. A big initiative (i.e.

Training 281

Training Customer Hiring Education 281

Pipeliner

MAY 12, 2021

Apart from taking care of mundane tasks like call scheduling, meetings, identifying prospects, or creating emails, sales automation is helping in: Offering value to the customers. Set Up an Automated Omni-channel Prospecting. Enter a sales prospecting sequence to the rescue! Succeeding with Automating Omnichannel Prospecting.

Sales Automation 98

Sales Automation Social Media Ideal Customer Profile Channels 98

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Add video comment.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245