Understanding the Sales Force

SEPTEMBER 14, 2014

Years ago, much of the mass marketing that didn''t appear in newspapers and magazines was in the form of direct mail campaigns. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. Now that we have these tools at our disposal, how can we use them to take your prospecting to the next level?

Prospecting 274

Prospecting Face-to-face Direct Mail Travel 274

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

Zoominfo

SEPTEMBER 22, 2023

ZoomInfo knows that even minutes can matter when you’re looking for prospects. Hearing directly from an employee at a specific company that they are looking for your product, for example, makes a world of difference compared to relying on third-party accounts to find your prospects.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

OCTOBER 10, 2013

If they were a prospect you would know how to treat them. You would leverage; buyer personas, buyer process maps, a custom sales process, assign the right people and build a marketing campaign. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Author: John Staples.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI Growth

AUGUST 30, 2013

Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Zoominfo

OCTOBER 31, 2018

According to a recent study, 80% of B2B marketers already employing influencer marketing, report that influencers have had the greatest impact on improving content marketing campaigns ( source ). They generate 200,000 views, 200+ event referrals, 4,000+ PDF downloads and nearly 1,000 leads, all by the end of December 2014 ( source ).

Influencer 153

Influencer Marketing Hubspot B2B 153

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process? Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? By George de los Reyes, Sales Benchmark Index (SBI) Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Effective campaign execution has two steps: Planning and Execution.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

SBI Growth

FEBRUARY 6, 2014

Demand generation managers, campaign managers, lead development representatives, etc. The role is centered specifically around new prospects. What type of prospects are being attracted? Content marketing will get you to you 2014 revenue contribution goal. However, I’d like to take it a step further. Are they quality?

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

SBI Growth

JANUARY 10, 2014

Identify any gaps and work to close using the following: Social prospecting - if you don’t think you will have enough leads from marketing, generate your own. Today’s sales leader should be generating about 70% of revenue through sales prospecting. To see more on how VP’s use social prospecting take a look at this post.

Quota 316

Quota Territories Top of Funnel Marketing Qualified Lead 316

SBI Growth

NOVEMBER 15, 2013

Social prospecting, technology proficiency and content production are just a few. This requires the ability to perform social prospecting extremely well. Your efforts to launch marketing campaigns into a new vertical are at risk. Participate and learn what marketing requires of sales to Make the Number in 2014.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Customer Centric Selling

SEPTEMBER 16, 2013

Sales Training Article: What Your A Players Want in 2014. Additional suggestions to stress test your 2014 sales plan. Why Your ''A'' Players are In High Demand in 2014 Companies are investing in growth for 2014. Social selling is a modern prospecting methodology to generate appointments inside your target customers.

Training 49

Training Social Selling Ideal Customer Profile Maximizer 49

SBI Growth

AUGUST 14, 2013

Signs this is happening to you are: Customers and prospects are declining meeting requests. You get RFPs from prospects you haven’t been talking to. Social selling is a modern prospecting methodology that fills your funnel with opportunities. Social selling generates meetings with decision makers inside your target prospects.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

SBI Growth

FEBRUARY 6, 2014

Demand generation managers, campaign managers, lead development representatives, etc. The role is centered specifically around new prospects. What type of prospects are being attracted? Content marketing will get you to you 2014 revenue contribution goal. However, I’d like to take it a step further. Are they quality?

Leads 180

Leads Marketing Qualified Lead Distribution How To 180

InsideSales.com

APRIL 22, 2020

B2B marketers often run campaigns that reach far and wide in an attempt to appeal to as many organizations as possible. Businesses are targeted within a market using distinctly defined marketing data, for example, personalized promotions designed to resonate with each prospect. RELATED: 7 WAYS TO INCREASE OPERATIONAL EFFICIENCY.

Account Based Marketing 52

Account Based Marketing Account Benefit Marketing 52

Salesmate

SEPTEMBER 1, 2021

I used to cold call businesses trying to sell them SEO services back in 2013-2014. Plus, paying attention to this data can help your team decide when to pivot, or when they’re running the perfect campaign. Maybe the successful person was lucky enough to talk to prospects that are going to buy anyway. And I make 0 calls.

Sales Goal 98

Sales Goal Call-back Pivotal Cold Calling 98

Crunchbase

DECEMBER 11, 2020

Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. Before technology, sales was primarily based on outside field salespeople making face-to-face sales meetings with prospective and current customers. Identify the right customers.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

SBI

DECEMBER 17, 2019

Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Social selling is the process of finding prospects on social media, building relationships with them, nurturing them with the right content, and converting them into customers down the line. Track social mentions to find more prospects.

Social Media 103

Social Media Social Selling Media Influencer 103

Your Sales Management Guru

APRIL 13, 2015

4 Measures To Find Out If Your Prospecting is Effective. KEN: We have a guest blog this week, during the past year, our research told us that “prospecting” was the #1 issue facing sales leaders. Finding prospects and nurturing them into leads is an integral part of any sales cycle. By Sean Burke. CEO, KiteDesk.

Lead Rank 40

Lead Rank Lead Scoring Prospecting Webinar Metrics 40

Tenfold

AUGUST 30, 2017

And, according to The Digital Evolution in B2B Marketing, a 2014 research conducted by the Marketing Leadership Council of CEB (now known as Gartner) in partnership with Google, this person will not face a sales rep until 57 percent of their buyer’s journey is done. Document existing campaign architectures.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Your Sales Management Guru

OCTOBER 27, 2014

Just today I listened to a prospective client describe how their prospects are treating his sales teams and how his sales teams dread attempting to call on ‘net new” opportunities-“It’s all about low price-vendor relationships vs how we like to work as a consultative partner with our clients” he stated. Create a sales theme.

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

SBI

MARCH 15, 2015

This week, Nancy profiles BombBomb, a smart selling tool that helps you build stronger relationships with your prospects, faster. BombBomb makes it easy to connect with your prospects and customers, in a completely unique, and far more engaging way – by adding video to your email communications. I’ll be talking about BombBomb.

Video 50

Video Ideal Customer Profile Campaigns Sales Tools 50

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Use Act-On for all your online marketing campaigns. Act-On ToolSkool.

Vendor 139

Vendor Twitter InsideView InsideSales 139

DiscoverOrg Sales

JUNE 15, 2018

Type in “outbound prospecting” into the jobs search on LinkedIn, and you’ll find VMWare, Amazon Web Services, Zendesk, Marketo, Riverbed, BugCrowd, The Financial Times – all posting jobs that require “outbound prospecting” (AKA “cold calling”). DiscoverOrg came to this fork in the road in 2014. They all do. Guess what?

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

SBI

OCTOBER 22, 2014

Infer also produces a “fit score” which uses predictive analytics to determine how closely each lead matches your ideal prospect profile. At Dreamforce, many new and improved tools exposed how they make prospecting data a breeze to acquire and manage. An actionable “behavioral score” is assigned to each lead. Learn more here.

Lead Rank 122

Lead Rank Outsourcing Services B2B Lead Scoring 122

InsideSales.com

APRIL 27, 2020

Level 5: Campaign. You can use Krogue’s famous CLOSERS model to design effective campaigns. 4 BEST PRACTICES FOR INCORPORATING TWITTER INTO YOUR PROSPECTING SEQUENCE. Editor’s Note: This post was originally published on September 30, 2014, and has been updated for quality and relevancy. Level 6: Collaborate.

Social Media 58

Social Media Media Facebook Follow-up 58

Sales Hacker

AUGUST 2, 2019

In sales, no matter how much you may wish otherwise, the fact is a prospect buys on their own timeline. Enter the drip campaign …. Now, traditionally, it was thought that 7–10 touches were required to engage prospects and get them ready to talk to a sales rep. Clearly, a typical, email-only drip campaign isn’t enough.

Penetration 68

Penetration Industry Buying Cycle Marketing 68

Sales Hacker

MARCH 18, 2019

They’re using a mixture of sales engagement platform and lines of code that crawl the web and embed screenshots into a sequence of fully automated email campaigns. Sellers are only notified when a prospect shows some intent to purchase. Think back to about 2014. My advice for those nowhere near the latter?

Intent Data 68

Intent Data Sales Technology Conference Scale 68

Gong.io

AUGUST 8, 2022

It can be a tremendous relationship-building platform that lets your business focus less on old-school prospecting practices like cold calling. . Social selling is a process where salespeople can leverage social media channels to reach out and connect with prospects. This was developed by LinkedIn back in 2014. .

Social Selling 62

Social Selling Social Media Ideal Customer Profile LinkedIn 62

LeadBoxer

JANUARY 9, 2019

Are there mismatched messages in your marketing campaign? LeadBoxer can even populate contact information and visitor details, such as the prospect’s industry and specialty. Then, based on the criteria set by the organization, LeadBoxer is able to calculate a leadscore for each prospect. Are they not in your target market?

Google Analytics 69

Google Analytics Ideal Customer Profile B2B Sales Qualified Lead 69

Close.io

NOVEMBER 4, 2019

But now they want to grow faster, so they started a cold outreach campaign. They’ve got a qualified prospect. Everything the prospect wants. If a prospect has irrational fears related to your offer, and you try to address those with rational arguments, what will happen? Your prospects might not be a product person.

Case Study 52

Case Study Decision Maker Objections How To 52

LeadFuze

DECEMBER 31, 2021

Slack saw that 30% of their customers converted to paid users in 2014 using the freemium model. An email campaign can make free trial to paid conversion rate happen. Need Help Automating Your Sales Prospecting Process? A drip campaign should not be pushy, and it shouldnt ask for money. Send them email until they do.

Conversion 52

Conversion Lead Rank Lead Scoring How To 52

Nutshell

APRIL 10, 2020

As of 2014, the U.S. A CRM tool allows sales teams to prioritize tasks on a day-to-day basis, ensuring customers are not forgotten, and that important prospects are contacted on time. With a small sales team, it can be quite costly to double-back and correct erroneous communications with prospects. Built-in targeting.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Nutshell

APRIL 10, 2020

As of 2014, the U.S. A CRM tool allows sales teams to prioritize tasks on a day-to-day basis, ensuring customers are not forgotten, and that important prospects are contacted on time. With a small sales team, it can be quite costly to double-back and correct erroneous communications with prospects. Built-in targeting.

CRM 71

CRM Lead Rank Benefit Follow-up 71