Autoklose

APRIL 22, 2024

You don’t have to be a rocket scientist to understand that having the wrong phone number can be an obstacle that will keep you from reaching a particular person. Marketers and salespeople heavily rely on huge volumes of customer and sales data in order to be able to tailor campaigns and promote their products or services. Reduced costs 4.

Data 98

Data Top of Funnel Government Churn 98

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. Don’t request anything from them, including an invitation to show up to your demo or a phone call. This is called the Reciprocity Principle, and it’s a powerful psychological mechanism.

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Leads 98

No More Cold Calling

NOVEMBER 16, 2017

I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog. My name is Stephanie, I’m on an account based selling team, and I’m reaching out on behalf of a growing startup. Are you Stephanie? “I Six days later. “I

Up-Sell 179

Up-Sell Account Cold Calling Referrals 179

No More Cold Calling

JANUARY 5, 2017

Can one call generate leads better than ten? You already know my point of view on cold calling. No salesperson should ever have to cold call to generate sales leads. It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. Stop Fooling Yourself—Your Prospecting Is Cold.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

No More Cold Calling

JUNE 23, 2019

While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Why Ask for Referrals?

Referrals 297

Referrals Scale How To Lead Rank 297

No More Cold Calling

APRIL 20, 2018

He had just presented the audience with a five-step prospecting plan that included many lead generation techniques—including cold calling, emails, voicemail, and social media touches. They just want to make quota—whether it’s end of the month, end of the quarter, or end of the year. Is Winning Cheating? Sales is hard enough.

Referrals 260

Referrals Lead Rank Cold Calling Social Media 260

Zoominfo

NOVEMBER 18, 2020

Whichever way you slice it, Jake Shaffren, former Sales Development Representative (SDR), Account Executive (AE) and current Director of Sales and Brad Metz former SDR and current AE made a pretty dynamic duo. At ZoomInfo, we have no shortage of good accounts to go after. Intentional Communication & Spotting The Right Account.

Hiring 246

Hiring Scale Account Intent 246

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. But the long-running effects of digital disruption, coupled with the sudden shock of COVID-driven remote work, have changed the game.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

No More Cold Calling

NOVEMBER 30, 2017

Here’s what you might have missed from No More Cold Calling this month. I told her that didn’t make sense, because I’d received a text saying it was ready. Account based sales reps think that the more we automate selling, the better, easier, and more effective their jobs will be. We want to automate almost everything.

Referrals 176

Referrals Cold Calling Sales Qualified Lead Lead Rank 176

No More Cold Calling

MAY 18, 2017

Want to land and expand? If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. High-performing account-based sales professionals don’t waste time cold calling, especially not at night or on weekends.

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

No More Cold Calling

MAY 17, 2019

Asking for referrals feels riskier than cold calling. To receive referrals at scale, you must ask for referrals at scale. And that is call reluctance. But even before asking for referrals, call reluctance looms. Nobody wants to be seen like that. I wasn’t surprised. It’s what I always hear. We’re vulnerable.

Referrals 327

Referrals Scale How To Cold Calling 327

No More Cold Calling

APRIL 4, 2019

That’s a prospecting problem that hasn’t changed in. Maybe they fear they won’t be successful if they limit their prospecting opportunities? Either way, they hedge their bets and don’t make their reps accountable for generating qualified leads. You know who doesn’t have to cold call or struggle to close deals?

Sales Qualified Lead 301

Sales Qualified Lead Leads Marketing Qualified Lead Referrals 301

No More Cold Calling

AUGUST 9, 2018

Your lead generation process plays out like this: You don’t have enough leads in your pipe, and your reps aren’t calling high enough. Reps say they’re challenged finding the right prospects. No wonder it can take a dozen touches to reach prospects. Because without a referral introduction, they’re cold calling.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

No More Cold Calling

SEPTEMBER 20, 2018

Craig had only one referral KPI, and it was the wrong one: the number of prospect meetings that his reps conducted. Instead, they measure reps on calls made and emails sent. So, guess how reps choose to spend their sales prospecting time? Pestering strangers with cold calls, cold emails, and cold social media outreach.

Referrals 258

Referrals Scale Cold Calling Social Media 258

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Your Account Based Sales Reps Fear Rejection. No one wants to be known as a pushy salesperson.). Are you wondering?

Referrals 265

Referrals Account Cold Calling Social Media 265

No More Cold Calling

JUNE 23, 2019

While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Why Ask for Referrals?

Referrals 228

Referrals Scale How To Lead Rank 228

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Is cold calling dead? Today, rather than tell you cold calling is alive and well, we’re going to prove it with real-world results.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

No More Cold Calling

MARCH 16, 2017

Cold calling is bottom-of-the-barrel prospecting. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. Cold calling is a demeaning sales tactic and an inefficient way to generate qualified sales leads. Wake Up from the Warm Calling Fantasy.

Sales Qualified Lead 232

Sales Qualified Lead Cold Calling Lead Rank Lead Scoring 232

No More Cold Calling

NOVEMBER 2, 2017

Closing the sales year with a bang is nice, but signing new clients shouldn’t be the focus for account based selling teams in Q4. Account based sales reps quarterback complex deals that rely on an exquisitely crafted, fine-tuned prospecting strategy—not a last-minute free-for-all. Are they stalled in legal?

Account 180

Account Closing Sales Qualified Lead Referrals 180

No More Cold Calling

APRIL 20, 2017

Here’s how to cure your prospecting problem. Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. What’s to fear about prospecting? After all, I only talk to people who want to talk to me. Prospecting Creates the Same Fear Today.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

DiscoverOrg Sales

SEPTEMBER 21, 2017

It’s another thing entirely to detect predictive signals from a prospect with whom you’ve never interacted … or didn’t even know existed. Prioritize accounts for sales development. A common issue for sales development is knowing which accounts to go after first. Maybe you weren’t actively prospecting to them.

Outbound 215

Outbound Hiring Account Campaigns 215

Zoominfo

JUNE 22, 2022

In today’s crowded B2B ecosystem, where personalization and relevance are seen as crucial competitive differentiators, the idea of cold calling might seem archaic. As daunting as cold calling may be, it still has a place in today’s sales pipelines. What is B2B Cold Calling? Nearly 70% of buyers still accept cold calls.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. Lead evaluation: not every lead is worth pursuing. It should build a strong base for deal negotiation.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Janek Performance Group

APRIL 23, 2024

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. In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. There’s a problem, however. But it’s true.

Social Media 62

Social Media Media ACT Follow-up 62

Sales Hacker

OCTOBER 27, 2023

This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. Let’s get into it. Use Fewer Resources. Indirect ways.

Pipeline 91

Pipeline Distribution Intent Data Intent 91

Zoominfo

MARCH 8, 2022

Bad data and data decay weaken critical business activities, such as prospecting or running email campaigns. Bad data and data decay weaken critical business activities, such as prospecting or running email campaigns. Your go-to-market actions are only as good as the data they run on. What is poor data quality?

Data 130

Data Outsourcing Services Churn Buyer Persona 130

Zoominfo

JULY 4, 2018

62% of employees at large companies say social selling enables them to build stronger, more authentic relationships with customers and prospects. 62% of employees at large companies say social selling enables them to build stronger, more authentic relationships with customers and prospects. Keep reading!

Social Selling 233

Social Selling Social Media Ideal Customer Profile Media 233

SalesHandy

MARCH 21, 2023

A good sales email has a simple anatomy: the opening line, the ‘offer’ line, the closing line (Call to action), and the email signature. A good sales email has a simple anatomy: the opening line, the ‘offer’ line, the closing line (Call to action), and the email signature. We have made sure that these are worth your time.

Closing 98

Closing Top of Funnel Ideal Customer Profile Follow-up 98

John Barrows

MAY 21, 2019

While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline. My follow up to this particular account was pretty strong in my opinion, but I didn’t hear back which was unlike my contact. Following back up. I do this for two reasons.

Prospecting 145

Prospecting Cold Calling SalesForce Follow-up 145

Zoominfo

OCTOBER 15, 2020

In the last year alone, we’ve had literally hundreds of thousands of conversations with customers and prospects and one thing is clear—they want intent data to live at the core of how they go to market. Source : Eric Wittlake, Heads Up: Account and Contact Data Might Be More Important Than You Think , TOPO, a Gartner Company.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Zoominfo

JULY 6, 2021

Tom represents the old world of sales, which was limited by location, highly based on geography, and heavily reliant on how well he could persuade his prospects. Tom represents the old world of sales, which was limited by location, highly based on geography, and heavily reliant on how well he could persuade his prospects.

Lead Rank 147

Lead Rank Ideal Customer Profile Inside Sales Outside Sales 147

SalesLoft

FEBRUARY 9, 2024

You can’t hire a thousand new sellers to call into accounts with low revenue potential, but not calling into them leaves that money on the table. You can’t hire a thousand new sellers to call into accounts with low revenue potential, but not calling into them leaves that money on the table. of US businesses.

Enterprise 52

Enterprise Enterprise Lead Rank Revenue 52

Nutshell

FEBRUARY 28, 2024

With the technology at our fingertips today, you can proactively reach out to visitors who are considering your solution without them needing to fill out a form. With the technology at our fingertips today, you can proactively reach out to visitors who are considering your solution without them needing to fill out a form.

Ideal Customer Profile 71

Ideal Customer Profile B2B Top of Funnel Tools 71

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Although cold calling, inbound marketing, inside sales and field sales still have a place in the sales planning of many companies, the modern B2B buyer is looking for a different type of interaction with B2B sellers.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

SendBuzz

MAY 1, 2023

C onsumers today want highly customized experiences that cater to their needs in today’s data-driven world. As a result, marketers preferred personalized email marketing to satisfy prospects’ needs in email marketing. What is B2B email personalization? This gives you a reason to improve and make your engagement more personalized.

Email Marketing 52

Email Marketing Account Based Marketing B2B Marketing 52

SendBuzz

MAY 1, 2023

C onsumers today want highly customized experiences that cater to their needs in today’s data-driven world. As a result, marketers preferred personalized email marketing to satisfy prospects’ needs in email marketing. What is B2B email personalization? This gives you a reason to improve and make your engagement more personalized.

Email Marketing 52

Email Marketing Account Based Marketing B2B Marketing 52