Zoominfo

OCTOBER 21, 2018

In a 2010 blog post, ZoomInfo discussed the emergence of video as an effective vehicle for B2B marketing communications. Webinars: Regularly hold and record webinars for your customers and prospects. Similar to vlogs, webinars provide your prospects with a relevant, educational experience. And best of all?

Webinar Metrics 157

Webinar Metrics Video Strategy Marketing 157

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

The Pipeline

JANUARY 16, 2012

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Let me get this straight, normally you have prospects lined up out the door, round the block, but because I was coming today you cleared the lot, right?

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

AUGUST 16, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Selling be to understand which of the potential prospects “at rest”, could be Engaged with and thereby set in motion. Prospecting.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

The Sales Hunter

FEBRUARY 28, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Always be improving your sales prospecting and sales closing processes. Anyone who wants to be good at something needs to be willing to study their craft. prospecting. December 2010. November 2010. October 2010.

System 160

System Motivation Training Hiring 160

The Pipeline

OCTOBER 5, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. August 2011.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. I studied the local marketplace. Related posts: Sales Prospecting: Office Phone or Cell Phone? prospecting. December 2010. November 2010. October 2010. September 2010. August 2010. April 2010.

Motivation 155

Motivation Real Estate Hiring Construction 155

Sales and Marketing Management

MARCH 4, 2018

What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%. Thus, additional bits and pieces of information about prospects and clients can be input there, making it a true ABM model. But awareness and action are two different things. Let me explain each one.

Customer Service 286

Customer Service Retention Hiring Account 286

SBI Growth

OCTOBER 28, 2012

Are you able to track the online behavior of your prospects and leads? Are you able to scale personalized communications to your prospects and customers? Does your content reflect what your buyers and prospects are interested in, or just talk about your product and services? Do you have a systematic way to qualify your leads?

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

Sales and Marketing Management

SEPTEMBER 14, 2017

SiriusDecisions’ 2016 State of Account-Based Marketing Study found that 27 percent of respondents invested between 11 and 30 percent of their total marketing budgets into ABM. Sure, you may need to make a few tweaks here and there depending on the prospect, but most of a campaign remains intact. In the Event of….

Account Based Marketing 168

Account Based Marketing Jigsaw Campaigns Account 168

The Pipeline

JULY 19, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. As a salesperson and respectful human-being I feel it is my duty to share the Gartner Study with my competitors. Prospecting. August 2011.

Pipeline 267

Pipeline Demand Generation Agencies Lead Rank Lead Scoring 267

The Pipeline

AUGUST 12, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Good ideas need a home and you’ve built a great sales library with an abundance of study rooms. Prospecting. August 2011. April 2011.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

No More Cold Calling

DECEMBER 7, 2017

CSO Insights’ 2017 Best Practices Study revealed that quota attainment—averaged across all geographies, industries, and company sizes—dropped from 63 percent of salespeople in 2012 to 53 percent in 2016. Maybe they can even get referrals from those lost prospects. Convert prospects to clients well more than 50 percent of the time.

Account 189

Account Referrals Sales Qualified Lead Quota 189

The Pipeline

SEPTEMBER 30, 2011

December 2010. November 2010. October 2010. September 2010. August 2010. April 2010. March 2010. February 2010. January 2010. Note the ways you can make your staff, customers, prospects, and other business associates aware of each of your strengths. Prospecting. April 2011.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Pointclear

MAY 23, 2011

Business marketers are always suspicious of the data they are getting from list and data companies, whether its prospecting lists or data elements purchased for “append,” to fill in gaps. Have a look at the reports here: 2009 and 2010. So that’s the background…now on to the conclusions from our new study.

Resources 160

Resources Marketing B2B Study 160

No More Cold Calling

NOVEMBER 26, 2012

Many of the attendees were uncomfortable with the prospect of meeting the face-to-face mandate. In a recent 2010 study of 863 C-suite executives sponsored by the Economist Intelligence Unit , more than two thirds indicated that in-person meetings are imperative, and in the long run, save money. Leaders Communicate.

Face-to-face 273

Face-to-face Skype Referrals Conference 273

Hubspot Sales

MARCH 20, 2020

These are among the research findings of a study on " Maximizing Performance with Sales Coaching " conducted by ValueSelling Associates and Training Industry, Inc. This study defined high-revenue growth companies as those where revenue was either "at an all-time high" or "better" than the past year. A survey of 330 U.S.

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

SBI Growth

AUGUST 12, 2012

It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. Identify your top 20 ideal customers and prospects. Here’s the first question and an excerpt from our Prospect/Customer Questionnaire available on the Make The Number Tour. The catalyst?

Ideal Customer Profile 244

Ideal Customer Profile Training Buyer Follow-up 244

Understanding the Sales Force

NOVEMBER 27, 2013

Understanding the Sales Force by Dave Kurlan One of the findings in the most recent Sales Performance Optimization Study , from CSO Insights, revealed that the win rate for deals has reached an all-time low. That has to include 2008-2010 when the economy was really in the tank. Does that surprise you? Are salespeople less effective ?

Travel 251

Travel Decision Maker Insurance Insurance 251

Crunchbase

SEPTEMBER 21, 2020

According to a Gallup study, about 36 percent of U.S. Since 2010, the number of gig workers has increased by 15 percent. That same study reports that high-skill, high-earning gig workers comprise one of the fastest-growing segments of the freelance workforce. workers derive some or all of their income through independent gigs.

Penetration 134

Penetration Segment Demographics Benefit 134

Sales Hacker

SEPTEMBER 11, 2020

Here are just a few of the risks you’ll run into: Pivots: According to a study by EPFL University, 73% of startups must pivot to another market over time as their initial market did not provide the fertile ground for the product or service the founders had hoped for. Instead of asking, “ Who should I be prospecting into? ”

Outsourcing Services 77

Outsourcing Services Scale Vendor Pivotal 77

Anthony Iannarino

NOVEMBER 11, 2019

I first wrote about this competency in early 2010. Because your agenda and things you believe to be helpful to your prospective client are not the topics for the conversation they hoped to have, your potential client feels the absence of business acumen. What Do You Want and What Do You Know.

Hiring 87

Hiring Lead Rank Lead Scoring Follow-up 87

Fill the Funnel

SEPTEMBER 20, 2012

I wrote about the predecessor to Reachable back in late 2010 when it was called PeopleMaps. For me the key was that it was a visual representation – alleviating me from having to sift through LinkedIn, Twitter and my database to figure out the most efficient path to my desired prospect. Outbound Lead Prospecting -.

Lead Rank 115

Lead Rank Lead Scoring Inbound Networking 115

Hubspot Sales

AUGUST 25, 2018

In 2010 -- a mere eight years ago -- 44% of respondents reported an average sales tenure of more than three years. Wayshak's study also showed company culture and management effectiveness matter a lot to salespeople. Key behaviors : Developing a territory plan including a comprehensive list of prospective customers.

Hiring 111

Hiring Churn Survey Promotion 111

HeavyHitter Sales

OCTOBER 15, 2010

End the Sales & Marketing War-Harvard Business Review » October 15, 2010. Many well-established fields of language study exist to help us gain a deeper understanding of how we talk to each other. Sales linguistics can help us understand how they turn skeptics into believers and persuade prospective customers to buy.

Penetration 138

Penetration Study Decision Maker Software 138

Gong.io

JULY 13, 2022

So how do you work with these types of prospects? SNAP Selling provides a framework that sales reps can follow when selling to frazzled prospects (and of course, unfrazzled ones, too). Here are the core principles of the framework: Keep it S imple: Prospects don’t want to add any more complexity to their lives. SNAP Selling.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Sales Hacker

AUGUST 4, 2020

The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale, previously unthinkable. Every day you wake up, you need to tell yourself and remind yourself, hey, this is not 2010. It’s not 2015. It’s not 2019.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Xvoyant

FEBRUARY 25, 2020

While every company is different, it is not uncommon for a team to utilize over ten tools in their sales stack, each recording key data on how the salesperson engages a prospect or customer. In a study conducted by Keenan , thousands of salespeople were asked how often they received coaching and how effective it was. The Coaching Gap.

Coaching 79

Coaching Sales Coaching Face-to-face Quota 79

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. For the typical IT decision, the average number of stakeholders has risen steadily from five per average decision in 2010, to over 7 in 2012. And the increase shows no signs of abating. How different are your stakeholder’s needs? You Decide.

Marketing 65

Marketing Decision Maker ROI Proposal 65

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 Evangelist

OCTOBER 1, 2019

It has been operating for 15 years and invested in Dale Carnegie Training in 2010. We evaluate our prospects to determine whether they’re interested or not. Inside sales reps are responsible for prospecting. Thus, the confusion of whether to spend more time on researching about the prospects or looking for prospects to pitch.

Strategy 68

Strategy Lead Rank Lead Scoring Call-back 68

Anthony Cole Training

APRIL 15, 2011

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). I came back to the office and began calling on my list of prospects for the week and I bombed the first three.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Anthony Cole Training

FEBRUARY 14, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Its what Ive learned, observed and studied over the years. Sales and a Fish Story. Motivational (8).

Hiring 169

Hiring Ideal Customer Profile Webinar Metrics eBook 169

Anthony Cole Training

JANUARY 23, 2012

Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Here are the highlights from their study. Read the full article Study: Most Managers are Ineffective.

Hiring 120

Hiring Ideal Customer Profile Energy Motivation 120

HeavyHitter Sales

NOVEMBER 5, 2010

» November 05, 2010. To some marketing departments, selling is simply a series of steps that you guide a prospect through. These steps are based on the logic of purchasing the product, and the marketing team’s job is to provide the tools to move the prospect to the next step. The Biggest Year End Sales Mistake!

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

The ROI Guy

SEPTEMBER 17, 2010

These new channels have made it easier than ever for marketers to reach out to prospects, and marketers are certainly taking advantage of the available efficiency. For example, the typical B2B prospect receives an average of 20.3 Reaching out has never been easier, but making meaningful connections has never been harder.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

SBI

MARCH 4, 2014

Jonathan: Sales people, marketers and knowledge workers know they should be tapping the explosion of data we all call Big Data to target prospects, find leads and gather the right information. What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 122

Up-Sell Lead Rank Lead Scoring Revenue 122