The Pipeline

DECEMBER 13, 2021

Since 2004 he has assisted B2B selling organisations to transform the way they sell. He’s co-authored a sales novel, The Wentworth Prospect. The Wentworth Prospect: [link]. John is passionate about enhancing professionalism in sales. To that end he founded Sales Leader Forums and Sales Masterminds APAC.

Software 173

Software Software B2B Prospecting 173

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. This will shift the onus to the prospect.

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

Pointclear

MAY 15, 2012

Expectations from existing pipeline: $2,500,000. Net new business needed not yet in pipeline: $5,000,000. i Obermayer, James, Sales and Marketing 365, Racom Communications, 2004, page 17 Number 12. iii Obermayer, James, Managing Sales Leads, Turn Cold Prospects into Hot Customers, Thomson South-Western, 2007, pages 9, 10-14, 26.

Quota 165

Quota Telemarketing Sales Qualified Lead Follow-up 165

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

Sales 2.0

JULY 17, 2019

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. Back in 2004 I ran an outsourced calling firm like Vorsight. Each SDR (Sales Development Rep) makes 609 calls per week to get 21.4 appointments.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

CloserIQ

OCTOBER 10, 2018

Drift provides a conversational sales and marketing platform that allows businesses to better connect with prospects and customers. Founded 2004. Spiro is a new entrant into the CRM space, offering an AI-powered platform to help sales professionals manage the sales pipeline. Founded 2004. Founded 2014. 51-100 employees.

Hiring 76

Hiring Company Policies Analytics 76