The Pipeline

MAY 21, 2019

Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. Vendors lack a strategy for their trade shows, without that, you fall back to the spray and pray default. By Tibor Shanto. Who Is Driving. My mistake. Exhibit Next Steps.

Trade Show 232

Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

Increase Sales

JANUARY 12, 2018

Most small business owners fly by the seat of their pants or by the spray and pray mentality (spray it on the wall and pray it sticks). Almost two weeks into the New Year and is procrastination starting to rear its ugly head? You know what I mean those “I’ll do it tomorrow” thoughts.

Small Business 114

Small Business Small Business Facebook Networking 114

Mr. Inside Sales

JULY 15, 2016

It is: Top Characteristic Part Five: Requalify your prospect at the beginning of your closing presentation. Most sales reps get a prospect on the phone and then go through a long winded presentation, seldom checking in, and then at the end vaguely asking for the order with a weak statement like: “So what do you think?”.

Sales Qualified Lead 120

Sales Qualified Lead Lead Rank Call-back Prospecting 120

Shari Levitin

MARCH 9, 2023

How disciplined are we when it comes to hunting for new prospects? My Uncle Jerry used to say, “Everything you need to know about life can be learned from watching baseball.” At least, that’s the case for me. We can learn a lot from animals in the savannah. Upon completion, the rest of the herd will join the mother to pay homage.

ACT 118

ACT Territories Sports Cold Calling 118

Zoominfo

MAY 31, 2022

When you offer highly targeted content to an account, customers and prospects feel understood and catered to, which expedites the sales process and increases the likelihood of contract renewal. “You won’t be able to identify the right accounts and you’ll be back to spraying and praying.”

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Account Marketing 130

Mr. Inside Sales

APRIL 22, 2019

In an earlier blog , I introduced the term, “Spray and Pray” as way to describe how many sales rep’s presentations go. They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s a weak, “does that make sense?”

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Vengreso

NOVEMBER 9, 2020

One of the most common social selling questions I’m asked is: Can I send LinkedIn connection requests to cold prospects? . Can I send a #LinkedIn connection request to a cold #prospect? In all circumstances, your objective is not to “spray and pray” connect requests. The answer: Yes, you can. Be Discovered.

LinkedIn 132

LinkedIn Ideal Customer Profile Social Selling Referrals 132

Zoominfo

NOVEMBER 4, 2018

As the modern buyer’s become more sophisticated and educated, sales teams have pivoted away from spray-and-pray outbound strategies to more consultative outreach. Start by really thinking about your prospecting cycle. Then, think about which channels (email, phone, social media, etc) your sales reps prefer to engage prospects.

B2B 147

B2B Scale Buyer Persona How To 147

Product Management University

MARCH 23, 2023

If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before you even know it, even though your intentions are always on the mark to start the demo. Here’s how to avoid the trap. It’s one of the biggest reasons buyers go radio silent after a demo. The trap door is now open.

Engineering 97

Engineering Sales Cycle Buyer Up-Sell 97

Sales Hacker

MARCH 15, 2021

This method is called a spray and pray. Ensure your team is focused on the message, and make sure they search for problems rather than spraying and praying. How many times has someone reached out to you on LinkedIn because they want something from you that will only benefit themselves? Probably not.

Face-to-face 108

Face-to-face Ideal Customer Profile Lead Rank Lead Scoring 108

Increase Sales

OCTOBER 12, 2016

Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. The average salesperson makes only two attempts to reach a sales prospect (Source:Sirius Decision). Jeb also shares great tips and actionable prospecting ideas.

Ideal Customer Profile 70

Ideal Customer Profile Prospecting Referrals Facebook 70

Zoominfo

NOVEMBER 24, 2020

Like it or not, the whole “Spray and Pray” approach is antiquated. Because when it comes to actually being able to leverage intent data to contact prospects as they’re searching, it all comes down to timing. That way, you can reach out to prospects as they are actively seeking more information about you.

Intent Data 130

Intent Data Intent Data Intent Signal 130

Mr. Inside Sales

FEBRUARY 7, 2016

Prospects will just say they can’t afford it.”. Well, if you’ve ever tried setting demos and appointments that way and then calling these “prospects” back to close them, then you know how that goes…. Nowadays, there seems to be a raging debate about when – and even whether or not – to qualify for budget.

Decision Maker 120

Decision Maker Call-back Prospecting Revenue 120

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.

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

Zoominfo

JANUARY 26, 2021

Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. They bring in large ACV, provide your business with more social proof, and bring in more overall revenue. But as with anything great in life, they don’t necessarily come easily. What Is Enterprise Lead Generation?

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Vengreso

NOVEMBER 10, 2022

When prospects stop responding, what do sales reps do? It’s this ‘spray and pray’ approach that is sabotaging the sales success across almost every industry. . Subscribe to Modern Selling on the app of your choice! Send even more sales messages. How has the modern buyer changed? How has the modern buyer changed?

Lead Rank 103

Lead Rank Buyer Networking Quota 103

Zoominfo

JUNE 22, 2022

Pop into any social media feed or read industry publications, and you’ll invariably hear about unsolicited phone outreach as a spray-and-pray tactic from yesteryear. B2B cold calling is simply calling a prospective customer before they’ve expressed interest in a product or service. What is B2B Cold Calling?

Cold Calling 130

Cold Calling B2B Commission Exact 130

Increase Sales

JANUARY 22, 2018

For example, let your sales prospect know that you only want 30 minutes of his or her time. For example, let your sales prospect know that you only want 30 minutes of his or her time. Stop the praying and spraying mentality and behaviors that are time wasters. Maybe you are thinking, it’s just 12 minutes a day, not much.

Lead Rank 118

Lead Rank Social Media Loyalty Sales Goal 118

Increase Sales

APRIL 25, 2017

This behavior then resembles as a colleague called it, Captain Wing-It who sprays his or her actions all over the place and then prays something will stick. This behavior then resembles as a colleague called it, Captain Wing-It who sprays his or her actions all over the place and then prays something will stick.

Referrals 106

Referrals Analysis Facebook Course 106

Increase Sales

JUNE 11, 2014

Taking action by sticking out your neck is the only way you will apply that sales training, fill your prospecting funnel and eventually increase business growth. These goal driven maps keep you from becoming Captain Wing It where you spray your actions all over the place and then pray something will stick. Share on Facebook.

Top of Funnel 152

Top of Funnel Referrals Funnel Facebook 152

Customer Centric Selling

MAY 29, 2018

If need development has not been done, the result will be dreaded “spray and pray” demos where buyers are subjected to a barrage of features that are not relevant to them. The desired business outcomes of the prospect company. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Vendor 76

Vendor Buyer Sales Prospecting 76

Sales Hacker

DECEMBER 5, 2022

Do you need to get more out of your sales execution platform? Managing Outreach is an art, and takes maintenance and attention to mature and ensure you are capturing the ROI of the platform. I was the second employee at Outreach and if it had a Jheri Curl, I’ve been following the drip for the last 7 years. And here, for free, are my top 5 tips.

Top of Funnel 82

Top of Funnel Decision Maker Webinar Metrics Inbound 82

Sales Hacker

SEPTEMBER 15, 2022

Traditional B2B sales tactics are often defined by the “spray-n’-pray” method – an endless deluge of relentless cold-calling and pushy follow-up tactics. . In order to shed light on the shortcomings of these traditional tactics, our survey set out to find the top reasons why salespeople lose out on a sale with a given prospect. .

Report 96

Report Survey B2B How To 96

The Sales Hunter

APRIL 1, 2012

“What are the sales prospecting tools you use?” Here’s my list as to what I see are the top 9 sales prospecting tools and tips that you need to be successful. Networking is not prospecting. Schedule time each day/week to prospect. Sorry, but sales prospecting is the salesperson’s responsibility.

Tools 195

Tools Prospecting Cold Calling Software 195

The Sales Hunter

MAY 14, 2012

Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process. Just as important the need to be focused in following it.

Prospecting 195

Prospecting Microsoft System Follow-up 195

Mindtickle

AUGUST 31, 2021

This spray and pray technique results in poor results. In addition, they must sit down with tenured sales reps, listening in to their demos, and taking notes on how to present and how the prospect responds. Mindtickle’s conversation intelligence solution, Call AI , is featured in this report. Why is this important?

Conversion 96

Conversion Closing Hiring Coaching 96

Anthony Iannarino

JANUARY 23, 2020

An approach that starts with pitching is what one does when they either don’t know better or when they hold weak beliefs, specifically the idea that everyone is a prospect (everyone is not a prospect). Dear Salespeople That Straight Pitch Me, While I consider you my sisters and brothers, we need to talk. You Are Self-Oriented.

LinkedIn 134

LinkedIn Lead Rank Lead Scoring Social Selling 134

Zoominfo

JANUARY 26, 2021

Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. They bring in large ACV, provide your business with more social proof, and bring in more overall revenue. But as with anything great in life, they don’t necessarily come easily. What Is Enterprise Lead Generation?

Lead Generation 130

Lead Generation Enterprise Enterprise Lead Rank 130

Increase Sales

JUNE 30, 2014

Unfortunately for many small businesses they embrace the role of Captain Wing It where they spray their marketing and selling actions all over the place and then pray something will stick. For example, if your sales lead or prospect cannot make a buying decision this is not a sales objection, but rather one of poor qualification.

Ideal Customer Profile 169

Ideal Customer Profile Sales Qualified Lead Objections Customer 169

The Pipeline

OCTOBER 13, 2016

People talk about prospecting as though it is open to interpretation, it should not be. Prospecting is the act of engaging with someone with the purpose of initiating a sales cycle. There is a singular purpose to prospecting, that is to engage. The only ones who say things like that are people who do not prospect.

Prospecting 120

Prospecting Lead Rank Lead Scoring Cold Calling 120

Increase Sales

FEBRUARY 20, 2013

During this process, I ask them what is their greatest sales challenge and over 90% who respond tell me finding prospects. Isn’t “I need prospects” the case for most SMB owners and sales professionals? These are the folks who spray their marketing actions all over the place and then pray something sticks.

Prospecting 129

Prospecting Social Media Webinar Metrics Facebook 129

BuzzBoard

NOVEMBER 24, 2023

Often, software service providers find themselves on a perpetual quest for innovative strategies to not only survive but thrive. The logic behind is pretty simple—the intensifying competition keeps disrupting the market as a chain reaction, compelling SaaS businesses to reinvent their marketing and sales time and again.

Account Based Marketing 52

Account Based Marketing Ideal Customer Profile Account Infusion 52

The Pipeline

AUGUST 31, 2015

Those who do leave a big fat message, tell me “well if I leave a compelling enough message, the prospect is bound to call me back” Ya, because the world is such a rational place, let me guess, they probably call with a checkbook in hand asking “where do I sign? Why do these prospects want “a detailed message”?

Call-back 120

Call-back Energy Exact Prospecting 120

Increase Sales

APRIL 1, 2015

” Any sales lead is gained through the spraying and praying actions. Spray your marketing efforts all over the place and then pray something will happen. Sometimes, small business owners and sales professionals look to buy fat a “sales lead” or a plethora of fat sales leads. All sales leads look alike.

Ideal Customer Profile 70

Ideal Customer Profile Sales Qualified Lead Lead Rank Lead Scoring 70

SalesLoft

FEBRUARY 9, 2021

You probably already know a lot about smile-and-dial and spray-and-pray practices… now, forget them. The pandemic accelerated the shift to digital sales and caused buyer expectations to irreversibly change. Sales leaders had to pivot to adapt and evolve their strategy, quickly. But things have changed.

Sales Cycle 66

Sales Cycle Webinar Metrics Face-to-face Pivotal 66

Sales Hacker

DECEMBER 14, 2022

One day you might have to explain to your children that companies once had sales meetings in person, in a room with the lights dimmed and something called a PowerPoint presentation. (If If you were lucky, there were donuts.) Then the pandemic came. Now we all use Zoom for our meetings. So you might expect us to say, “and everything changed.”

Sales Meeting 89

Sales Meeting Meeting Collateral Ideal Customer Profile 89

Hubspot Sales

JANUARY 26, 2022

While cold calling is part of most sales jobs, especially during the prospecting process, it can’t make up the bulk of what you do or you’ll quickly face burnout. While cold calling is part of most sales jobs, especially during the prospecting process, it can’t make up the bulk of what you do or you’ll quickly face burnout.

Sales Qualified Lead 97

Sales Qualified Lead Scale Salary Commission 97