B2B Lead Blog - Inside Sales

JUNE 27, 2019

A small thing changed my work in a big way. This is the story of how I started focusing on empathy for customers. About five years ago, someone sent me a video on a Tulsa, Oklahoma business that changed the entire way I approach sales and marketing. The first thing that caught my attention was that Mother Teresa had publicly endorsed the business. “ Wait,” I thought. “Mother Teresa endorses businesses?”

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Hotels Commission Funnel Video 86

B2B Lead Blog - Inside Sales

MARCH 8, 2019

Want to connect better with people on the phone or in person and build rapport today? Over the past few days, I’ve had two readers reach for advice on how to do better outreach. One reader wrote, “never had a role like this before and I’m desperate to succeed and be the best I can be for myself and the company.” ” Another one writes, “thankful for any help I may get because I am a millennial x 3, so this is not natural.”

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Face-to-face B2B Cold Calling Sales Enablement 65

B2B Lead Blog - Inside Sales

FEBRUARY 20, 2017

In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold calls if the salesperson is relevant. However, to ensure success, cold-calling needs to be part of a holistic lead generation strategy.

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Cold Calling Lead Generation Leads Telemarketing 80

B2B Lead Blog - Inside Sales

SEPTEMBER 26, 2017

Sales enablement is intended to help raise performance, but a lot of efforts have backfired due to departmental silos. And now there’s growing gap between what salespeople need and what they’re getting to improve performance. For example, Corporate Visions recently surveyed 500 B2B marketers and sales professionals that 20% of organization content creators “just do what they think is best” with no overarching structure at all.

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Sales Enablement Banking Hotels Exercises 54

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Training

B2B Lead Blog - Inside Sales

OCTOBER 31, 2016

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. To keep valuable field sales resources productive, many of the more innovative sales and marketing departments build “sales development” teams. Oracle. Marketo. HubSpot. Salesforce.com. Just to name a few. Very quickly, these teams contribute more pipeline than any other lead source.

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Revenue Buyer Persona B2B Marketo 43

B2B Lead Blog - Inside Sales

SEPTEMBER 8, 2014

I recently was called by the CEO of a small technology company who was wondering how to optimize his lead generation team’s cold calling efforts. He called me after two salespeople just quit, and he said, “I’m about to give up on cold calling and start doing inbound marketing. I think cold calling is dead … what do you think I should do?” ” I thought to myself, “It’s no wonder his sales team quit.”

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Lead Nurturing Cold Calling Leads Lead Generation 48

B2B Lead Blog - Inside Sales

FEBRUARY 2, 2015

How much is your address book worth? I know that seems like a silly question because very few people even have a little black book that contains all of their contacts’ phone numbers and addresses. I can remember when my father had a sturdy metal rolodex sitting on his office desk that contained all of his priceless contact numbers. I would sit at his desk and spin the cards around like I was a contestant on “The Price is Right.”

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Networking B2B Decision Maker Twitter 40

B2B Lead Blog - Inside Sales

JULY 14, 2014

In inside sales, it’s not just about what you “ask” prospects; it’s about when you ask them. This is where a lot of sales development reps get it wrong. Intuitively, fast, upfront and to-the-point seem like a sound approach and I’m a big fan of brevity. But, I also believe in timing and sequence, as both can make or break conversion.

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Inside Sales Lead Nurturing Leads Lead Generation 40

B2B Lead Blog - Inside Sales

MARCH 31, 2014

Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. When it comes to communicating an organization’s value and credibility, asking the right questions and relieving any anxiety is key to a campaign’s success. Consequently, wouldn’t it make sense to test and optimize this process? After all, the knowledge you acquire can be applied to several facets of your marketing efforts, including what you emphasize online.

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Lead Generation Insurance Insurance Campaigns 40

Advertiser: ZoomInfo

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Sales Forecasts

B2B Lead Blog - Inside Sales

JANUARY 27, 2014

As the MECLABS Research Partnership analyst team, my colleagues and I speak with professionals who attend our events (like the next month’s MarketingSherpa Email Summit in Las Vegas), purchase our publications, and want more information about how MECLABS can help grow their business. So every day we hear about the challenges they’re facing.

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B2B Lead Blog - Inside Sales

DECEMBER 2, 2013

For years, marketers have been testing messages on emails, websites and pay-per-click ads to determine which ones drive the most sales. At MECLABS, we’ve made this a science and have even patented a Conversion Heuristic to analyze the process. A few months ago, we started applying this heuristic to a channel that is more than a century old – the telephone. MECLABS has its own leads generation group working with clients to help them drive more revenue through teleprospecting.

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Decision Maker B2B Channels Advertising 40

B2B Lead Blog - Inside Sales

MAY 13, 2012

B2B marketers, stop focusing on generating leads. You’re wasting your time and your sales team’s time. Now that I have your attention, here’s what you should focus on instead: helping salespeople sell. How do you do that? By sending them only qualified leads. Most leads aren’t qualified Leads are only qualified when they fit your universal lead definition (ULD). Don’t have a ULD? Before you do any more lead generation, make developing one your highest priority.

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B2B Lead Blog - Inside Sales

APRIL 22, 2012

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of our Research Partners , a B2B telecommunications company, wanted to convert more inbound leads into sales-ready ones, we cut our response time.

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Telecommunications Lead Qualification Lead Generation Leads 40

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Analysis

B2B Lead Blog - Inside Sales

MARCH 11, 2012

You could be racing the finest Formula One car, but if you’re always steering in the wrong direction, even a horse and buggy will beat you to the finish line. So it is with marketing. Too many marketers think they can lead the pack by leveraging the hottest channels, software and platforms. But these tools, like race cars, are only effective when they’re moving in the right direction.

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Survey Trends Conference Marketing 40

B2B Lead Blog - Inside Sales

JULY 1, 2012

When I first started making test calls with MECLABS, I was unsuccessful, to say the least. I was unaware of the real goal of the call, lacked an effective strategy, and was generally unprepared. After about 900 calls, my results were disappointing — I only had one lead! Since I was unsuccessful, I lacked confidence in my ability, and that feeling came through on each call.

Decision Maker 40

Decision Maker Trade Show Lead Generation Construction 40

Sandler Training

MAY 16, 2029

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

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Enterprise Enterprise Groups Industry 61

Mr. Inside Sales

APRIL 16, 2021

A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example.

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How To Cold Calling Gatekeeper Licensing 184

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Lead Nurturing

Steven Rosen

APRIL 15, 2021

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans.

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Territories Quota Coaching Sales Management 185

Anthony Cole Training

APRIL 1, 2021

Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.

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Conversion Prospecting Sales Leads 222

Anthony Cole Training

APRIL 15, 2021

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

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Sales Talent Sales 181

Mr. Inside Sales

APRIL 11, 2021

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone.

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Cold Calling Gatekeeper Licensing Decision Maker 195

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Sales Meeting

Sales 2.0

MAY 29, 2020

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.

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Commission LinkedIn Trends Meeting 397

Sales and Marketing Management

APRIL 14, 2021

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management. News Featured

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B2B Strategy How To Marketing 170

Anthony Cole Training

APRIL 8, 2021

The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

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Prospecting Sales Process Sales 187

Sales and Marketing Management

FEBRUARY 23, 2021

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space.

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Social Media Google Analytics Media Advertising 245

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Education

Sales and Marketing Management

APRIL 16, 2021

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.

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Marketing B2B Industry Positioning 156

Sales and Marketing Management

APRIL 12, 2021

Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing Management.

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Face-to-face Meeting Marketing Sales 170

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked. sales talent acquisition hire better salespeople sales onboarding assessing sales talent

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Sales Talent System Sales 202

Jill Konrath

APRIL 13, 2021

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm.

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Sales 163

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Sales Coaching

Zoominfo

MARCH 17, 2021

The effects of the pandemic wield lingering influence on 2021 budgets. To better understand what companies are spending money on, ZoomInfo surveyed over 400 CEOs, IT professionals, and marketers to understand patterns of near-term investment and cost cutting.

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Company Survey ROI Networking 207

Mr. Inside Sales

APRIL 2, 2021

Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world.

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Cold Calling Transportation Advertising Advertising 184

Steven Rosen

MARCH 23, 2021

3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well.

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Pharmaceuticals SalesForce Coaching eBook 197

Steven Rosen

JANUARY 18, 2021

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails?

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Sports Energy Objections Meeting 246

Advertiser: ZoomInfo

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Sales Enablement