The Sales Hunter

JULY 10, 2012

You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. The prospect hasn’t provided you with any indication such as proprietary information or sense of time to lead you to believe they may buy from you. Ask for the order. If they buy, fine.

Prospecting 210

Prospecting Google Up-Sell Follow-up 210

The Sales Hunter

JANUARY 3, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 5 Secrets to Get Better Prospecting Leads. Jan 04, 2012. There are 5 secrets used by top-performing salespeople to get better prospecting leads. The reason these are great prospects is simple. Client List. Testimonials. Negotiation.

Motivation 195

Motivation Leads Marketing Qualified Lead Prospecting 195

The Sales Hunter

MARCH 7, 2013

That is the truest statement when it comes to email marketing! In a nanosecond, your prospect is going to decide whether or not they are going to open your email. What’s going in your industry? How can you impact your prospect personally? Sales prospecting strategy. Get out of your head and get into theirs.

Strategy 226

Strategy Prospecting Lead Gen Email Marketing 226

Zoominfo

FEBRUARY 25, 2018

93% of B2B marketers use social media, and with good reason—it works ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing. We haven’t been shy about touting the benefits of social media in B2B sales and marketing. There’s a time and a place to promote your products.

Social Media 147

Social Media Media B2B Marketing 147

The Pipeline

JUNE 3, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. 5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. To respond to your email, the prospect has to read it first. Sign up for our Email Newsletter.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. 4 Things to Do Right Now to Get Better Sales Prospects. Feb 01, 2012. We all need better sales prospects. Rarely do I run into a salesperson who is not looking for more sales prospects. Expand your prospecting funnel.

Ideal Customer Profile 180

Ideal Customer Profile Prospecting Hiring Negotiation 180

Pointclear

JUNE 28, 2012

As a member of the Executive Advisory Group, he delivers CMO and Sales Advisory Services that provide senior technology marketing and sales executives with insights into how to improve productivity and efficiency in their organizations. 2012: Transformational Change, the New Buyer & Big Data.

Marketing 247

Marketing Outbound Inbound Vendor 247

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

In an inbound marketing world, is there still need to call people? Of all the ways we have seen people actually talking to prospects, it most often is in a combination of the following: 1) Simple web research. 3 )Have data and knowledge of your prospect’s world. 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Hubspot Sales

AUGUST 20, 2018

Major industry events are all about entertainment, motivation, and connection, right? Each year, the INBOUND event draws thousands of sales and marketing professionals to Boston ( Hint: It’s happening in about two weeks, so click here to sign up ). Attending any industry event is all about what you make it. Well, sure.

Industry 55

Industry Closing Inbound Conference 55

Pointclear

OCTOBER 9, 2012

Twice over the past two years I blogged about the dangers of using cost per lead as a metric to measure marketing. As a foundation, I published three blogs in 2012 in which I outlined three critical elements that impact B2B lead generation costs in the complex sale: 1. The marketing team sees this as a “great source of leads”.

Cost per Lead 169

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 169

Sales Hacker

OCTOBER 19, 2018

For many years salespeople at companies like Box, Citrix, Paypal and more have relied on Zoominfo, founded in 2000, as their foundational database of millions of business profiles and contacts when prospecting and sourcing leads. The product can answer questions like, “What technologies does my target prospect use?”

Industry 59

Industry Top of Funnel Channels Lead Rank 59

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

SBI

SEPTEMBER 25, 2013

That’s the amount of money that companies collectively spent on Content Marketing in 2012 [1]. Content Marketing has become a crucial piece of the lead generation puzzle because the way businesses buy products and services has forever changed. So Sellers spend $44Billion to find ways to engage with prospects.

Prospecting 139

Prospecting Ideal Customer Profile Lead Generation Sales Cycle 139

DiscoverOrg Sales

JANUARY 2, 2019

“Big data” is very 2012. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. Intent Data lets teams communicate with prospects earlier in the cycle: Your prospects are out there, right now, with a problem you can solve.

Data 196

Data Intent Data Intent Customer 196

Pointclear

SEPTEMBER 29, 2015

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before?

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Your Sales Management Guru

DECEMBER 5, 2011

Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your customers/prospects= sales fatigue. How to create long term profitable client relationships. •

Face-to-face 54

Face-to-face Social Media Webinar Metrics Motivation 54

The Pipeline

JULY 29, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Your email address will not be shared. August 2011.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Connections. What is stopping you?

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

SBI Growth

JANUARY 7, 2013

A lot was written in 2012 regarding the change in buyer behavior. Your organization needs a strong digital presence in your industry. As a sales rep, you can’t rely solely on Marketing to develop your presence. He’ll reveal tips and tricks used by LinkedIn to prospect and grow business. With that change came concern.

Social Selling 321

Social Selling Ideal Customer Profile Harvest Social Media 321

Emissary

MARCH 22, 2022

Forbes, in partnership with market research company Statista, compiled the list by evaluating 2,500 U.S. Statista considered any company founded between 2012 and 2019 that has at least 50 employees to be a startup. Every sales or marketing plan depends on your team’s knowledge about the prospect and their industry.

Social Media 52

Social Media Campaigns Enterprise Enterprise 52

Score More Sales

MAY 24, 2012

We are assuming you are doing inbound marketing in your b2b business. The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” Prospecting and LeadGen Tools (in no particular order). Subscribe to news services that serve each market your prospects are in.

Cold Calling 210

Cold Calling Research Jigsaw InsideView 210

Costello

NOVEMBER 15, 2018

For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency. How can sales enablement complement inbound marketing efforts?

Top of Funnel 63

Top of Funnel Inbound Outsourcing Services Conversion 63

Score More Sales

JUNE 26, 2012

There are many cloud-based tools to help grow your visibility, do niche research, and learn more about your existing and prospective customers. It also takes time to do regular research on your clients, their sector, and their industry counterparts. If you don’t have time, you can hire help through some amazing web tools.

B2B 183

B2B Lead Rank Lead Scoring Hiring 183

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Jan 30, 2012. Guest post Monday brings us Jeff Beals , an award-winning author who helps professionals do more business and have a greater impact on the world through effective sales, marketing and personal branding techniques. Client List.

Motivation 155

Motivation Real Estate Hiring Construction 155

The Sales Hunter

MAY 29, 2012

The person’s perspective was he doesn’t need to sell because he works on building a relationship with the prospect and then they wind up buying. He was allowing the relationship he created with the prospect to be the foundation for the confidence the prospect needed to make a decision to buy.

Channels 201

Channels Up-Sell Motivation Prospecting 201

Sales Hacker

OCTOBER 13, 2022

And these tactics make those salespeople — not to mention their prospects — uncomfortable, decreasing any successful outcome. The good news is that most prospects want to tell someone about what’s causing them problems and want to know that someone cares enough to listen. Then with your prospects’ needs and wants.

Social Media 88

Social Media Ideal Customer Profile Lead Rank Lead Scoring 88

Score More Sales

MARCH 5, 2013

One is our automatic prospecting tool and the other is Job change alerts. Our prospecting tool, Prospector allows you to use Google to search for LinkedIn contacts, and to easily export them to a spreadsheet so that you can speed up sales campaigning. They allow me to stay in the know about my industry. KP: Thanks for asking.

Social Selling 243

Social Selling Tools LinkedIn B2B 243

Score More Sales

NOVEMBER 20, 2013

McKinsey Global Institute Report, “The Social Economy: Unlocking Value and Productivity Through Social Technologies” – July 2012. IBM Social Business Global Client Creates Products Faster, with a 23% Improvement in Cycle Time for New Products – July 2012. You can accelerate business transformation by 23%. Check out Signals here ).

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

Score More Sales

JANUARY 16, 2013

Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? We talk with frustrated sales reps all the time who want more or better tools for prospecting, analysis, and for helping them do their job better. Don’t just read the post but read all the comments too.

Outbound 241

Outbound Influencer Analysis LinkedIn 241

Score More Sales

MARCH 8, 2012

You’re done in by lost sales, missed opportunities, misaligned goals, and “no’s” toward the end of a prospective customer’s long buying cycle. Your prospect. To be successful in complex deals, you must understand why the prospect is looking at solutions now as opposed to before or later.

Pipeline 203

Pipeline Referrals Channels Buying Cycle 203

Score More Sales

AUGUST 14, 2012

When it comes to integrating online and social activities into their marketing and sales strategies it seems like there are two camps – those that “get it” and those who will wait till there is more “proof” that social selling actually works. Understanding: Think of research, above, for industry and competitive information.

Social Media 233

Social Media B2B Strategy Media 233

The Sales Hunter

OCTOBER 9, 2012

I still run into salespeople and business leaders who continue to believe their market is a very tight geographical area or a very targeted list of customers. We must take on a broad perspective when it comes to sales prospecting. This could be a geographic area, a specific industry, or something else. Do you think big?

Conference 178

Conference Sales Leadership Motivation Prospecting 178

The Pipeline

MAY 20, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Stored in Business Acumen , Buying Process , Guest Post , Productivity , Prospecting , Sales 2.0 , Sales Strategy , execution. LinkedIn is a two way street, now your prospects know your background. December 2011. November 2011.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Pipeline

OCTOBER 31, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. One way would be to adopt a practice that is usually embraced by certain industries, that is Continuing Education. The market is changing, are you? Prospecting. When Sales Met Marketing. December 2011. November 2011.

Pipeline 253

Pipeline Top of Funnel Hiring Real Estate 253

The Pipeline

APRIL 27, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. No matter how difficult your market or month is, there’s always something to celebrate. Matt is President of Heinz Marketing Inc. Prospecting. When Sales Met Marketing. 3 R’s of Prospecting Success.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

MAY 12, 2011

RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. Ideally in your line of questioning during uncovering these you should try and get the prospect to attach a monetary value to the compelling reasons. Your email address will not be shared. Sign up for our Email Newsletter. December 2011.

Pipeline 255

Pipeline Conference Cold Calling Hiring 255