Alice Heiman

FEBRUARY 2, 2022

Watch the podcast below or on our YouTube channel. A born entrepreneur, Torrance spent eight years in the Air Force before launching Teak & Twine in 2015. In addition, we discuss our favorite sales and entrepreneur-based podcasts and some hot business topics like EOS and account-based marketing. Listen in now!

Account Based Marketing 88

Account Based Marketing Journal Microsoft Retail 88

Zoominfo

JULY 22, 2018

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 189

Marketing Retail Channels Social Media 189

The ROI Guy

DECEMBER 8, 2014

Here are our recommendations on how you can connect and engage more decision makers to achieve sales success in 2015 and beyond: 1. This is a simple and critical first step in identifying the team that will be involved in your prospect''s (or current customer''s) final decision.

Decision Maker 84

Decision Maker LinkedIn Quota Tools 84

DiscoverOrg Sales

JUNE 24, 2016

As part of the sales and marketing engine, you put in serious effort to connect with your prospects. Nowadays, you’re trying to reach prospects on the move who are more tech savvy – and therefore, more demanding than ever. In other words, every digital interaction you have with a prospect needs to be optimized for mobile.

Retail 133

Retail Travel Call-back Engineering 133

Cience

OCTOBER 5, 2020

Utilizing multi-channel outreach and appointment setting best practices, our specialized SDRs walk prospects through a personalized prospect experience, resulting in more consistently-set meetings and higher performing top of funnel pipelines.

Company 105

Company Lead Rank Top of Funnel Lead Generation 105

Zoominfo

DECEMBER 5, 2019

Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more. These channels can range from a brick-and-mortar storefront to a company website to a text messaging app.

Marketing 100

Marketing Retail Channels Social Media 100

SalesLoft

MAY 28, 2015

It’s 2015, why wouldn’t we use email in addition to phone for prospecting and outreach? In today’s ever-occupied society you should be using all channels available to break through the chaos that consumes prospects. Phone calls and voicemails will elicit a response from some prospects.

Prospecting 52

Prospecting Social Media Networking ACT 52

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. But in your book, you introduce the concept of potent prospecting. Potent prospecting works more holistically.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Zoominfo

NOVEMBER 1, 2022

ZoomInfo’s platform also allows for sales and marketing organizations to work from the same data and develop automated workflows across departments, bridging marketing and sales teams and helping them better target their prospects. We’ve done 15 acquisitions since 2015,” Schuck said. Get a Demo 3. Schuck said.

Hiring 100

Hiring Intent Data Intent Scale 100

No More Cold Calling

JUNE 29, 2023

Your most neglected sales channel is your existing client base. Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy.

Referrals 177

Referrals Channels Cold Calling Scale 177

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. No wonder salespeople hate it.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Pointclear

OCTOBER 1, 2015

That’s what I set out to find when I presented this question to fellow industry experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. I could not agree more!].

Account Based Marketing 100

Account Based Marketing Lead Generation Account Sales Qualified Lead 100

Hubspot Sales

OCTOBER 5, 2020

SDRs need to prioritize meaningful connections with prospects. Well, according to HubSpot Principal Channel Account Manager, Katie Carlin , curiosity is key. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness and accuracy.

Hubspot 136

Hubspot Intent How To Buying Cycle 136

Sales Evangelist

AUGUST 9, 2020

The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. Jeb Blount has been doing virtual sales since 2015. The question was how to utilize all these virtual tools for sales and blend these into a viable way to sell and prospect. Are you part of this selling process?

Tools 52

Tools Face-to-face Video Channels 52

The ROI Guy

NOVEMBER 10, 2014

Gartner predicts modest go forward growth into 2015 and beyond, between 3-4% annually through 2018, a far cry from the double-digit growth in the tech-booming 90s. These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged. Why Change Now? – Why Your Solutions?

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

Hubspot Sales

APRIL 8, 2020

Our customers and prospects are no longer "out there." They can interact with multiple people in our organization, via multiple channels. Increasingly, customers are as loyal to the channel as they are to the brand. Editor's note: This post was originally published in May 8, 2015 and has been updated for comprehensiveness.

Inside Sales 120

Inside Sales Hiring Scale Face-to-face 120

Cience

APRIL 2, 2020

In 2015, HubSpot published the result of their traffic research , stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. At that time, we had a team of 8 SDRs who actively reached out to our potential clients via multiple channels (mostly email and telephone). Conclusion.

Outbound 85

Outbound Inbound Leads Marketing Qualified Lead 85

The ROI Guy

APRIL 14, 2015

Gartner has revised worldwide IT spending down for 2015, predicting a 1.3% These are the trends of Frugalnomics, and as a result we expect that IT spending growth for 2015 and beyond will remain challenged, with little reason for optimistic spending growth predictions. YoY decline from 2014. increase compared to 2014.

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

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

Pointclear

AUGUST 18, 2015

Instead, they embrace trendy marketing and sales concepts, ever-evolving marketing channels and the promise of technology to deliver the revenue results they need to grow. Think about all you’ve done in 2015 to improve sales and grow revenue: Launched a new website. Increased spending on lead generation. Hired a social media marketer.

Lead Rank 100

Lead Rank Lead Scoring Revenue Leads 100

Sales and Marketing Management

JANUARY 16, 2019

These factors converge to present an opportunity – and challenge – for B2B merchants: adopt an omni-channel sales approach or miss out on significant revenue. In this article, we’ll examine what a comprehensive omni-channel means, the key aspects of an omni-channel approach, and how to support implementation.

Channels 259

Channels Social Media Consumer Lead Rank 259

Pointclear

OCTOBER 6, 2015

First, here’s the question we’ve been asking our experts: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. direct mail, personalized tele-prospecting outreach).”.

Account Based Marketing 100

Account Based Marketing Lead Generation Lead Rank Account 100

Customer Centric Selling

DECEMBER 1, 2014

By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. For example, picture this: You engage with a prospect that simply says, “Prepare a proposal with pricing and have it to me by Monday. Save your seat now for the FIRST public workshop of 2015 in Boston, Feb 3-6!

Commission 79

Commission Lead Rank Lead Scoring Guarantee 79

The ROI Guy

MARCH 1, 2016

YoY increase from 2015. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing.

ROI 53

ROI Decision Maker Proposal Forecasting 53

The ROI Guy

JANUARY 11, 2017

Consistently deliver – Implementing value communication and quantification, from marketing and inside sales, to channel, partner and account execs, to business consultants and value engineers. Leveraging customer intelligence data gathered from each engagement to deliver new and unique insights, benchmarks and advice.

Lead Rank 45

Lead Rank Lead Scoring Quota Scale 45

Tenfold

AUGUST 30, 2017

This share spans across a variety of channels. It can be hard to sway them otherwise – unless you can overcome the three main hurdles in B2B marketing and sales: ineffective digital integration, unfocused content and an unoptimized mix of online channels. The Multiple-Channel B2B Buyer. Know the Modern B2B Buyer.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

Partners in Excellence

APRIL 7, 2021

seconds in 2015 (and additional research shows it at about 8 seconds in 2020). Some is to increase the channels through which we are trying to capture attention. It’s not new, but the evolution of our attention spans is alarming. A Microsoft research report shows our attention span declining from about 12 seconds in 2000 to 8.25

Social Media 58

Social Media Media Microsoft Sports 58

Pointclear

SEPTEMBER 24, 2015

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. Marketing provides air cover by nurturing and educating their known universe of prospects.

Account Based Marketing 100

Account Based Marketing Lead Generation Cost per Lead Sales Qualified Lead 100

SalesLoft

JUNE 26, 2015

Adam’s Bio: Adam joined the Salesloft family in the spring of 2015, and has quickly become one of the strongest sales development reps on the team. His sense of humor and ability to make every situation positive and fun make him a powerhouse on the phone with prospects. What’s your ultimate sales development productivity hack?

Cold Calling 52

Cold Calling Sports Follow-up Conference 52

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. A one size fits all approach simply won't work.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Cincom Smart Selling

MARCH 16, 2017

Being a successful company today means keeping track of countless interactions with prospects and leads — all of whom could be in different stages of the sales cycle. The longer a prospect lingers in the pipeline, the more time and resources your sales staff are investing in them, and the higher the risk of them choosing a competitor.

Sales Cycle 54

Sales Cycle Software Software Tools 54

Partners in Excellence

DECEMBER 4, 2015

Coincidentally, I read a research report on The State Of Email Marketing 2015. It’s probably not unreasonable to think the same “thoughtfulness” is used in every other communication/engagement channel. Sales people and managers execute terrible prospecting and email marketing programs. This is not tough stuff!

Marketing 48

Marketing Face-to-face Vendor Email Marketing 48

MarketJoy

JULY 10, 2018

By moving the leads effectively through the sales pipeline, SDRs are more towards lead generation, appointment setting and focus on prospecting. The Three Primary Channels That SDRs Use to Stay on Top of Their Leads Include: . Prospecting will get them to achieve positive appointments and a channelized way to work towards the goal.

Decision Maker 45

Decision Maker Sales Qualified Lead Telemarketing Lead Rank 45

Vengreso

MARCH 22, 2022

It, however, was back in 2015. The reply would be: “Vengreso helps business owners, reps, and sales teams to create more sales conversations and grow their sales pipeline through digital sales prospecting training.”. If they don’t have experience in that area, it doesn’t mean they will not close deals with prospective clients.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

Vengreso

MARCH 22, 2022

It, however, was back in 2015. The reply would be: “Vengreso helps business owners, reps, and sales teams to create more sales conversations and grow their sales pipeline through digital sales prospecting training.”. If they don’t have experience in that area, it doesn’t mean they will not close deals with prospective clients.

Hiring 98

Hiring Paid Content Salary Sales Qualified Lead 98

The ROI Guy

FEBRUARY 23, 2015

The ability for your reps to “handle objections” is a key to achieving 2015 sales success, this according to a recent interview of Jim Ninivaggi, Sales Enablement Practice Director for SiriusDecisions. This objection typically occurs in the middle to later phases of the journey. You have to answer the question: “Why Change Now?”

Objections 87

Objections Real Estate Face-to-face Buyer 87

Fill the Funnel

JANUARY 27, 2015

From the comments and questions coming at me in every presentation and broadcast I have done already this year, customer acquisition is the #1 goal for sales leaders in 2015. For the record – Email is still significantly more effective than all social media channels combined! Anything else is out-dated, stale and just not effective.

Social Media 48

Social Media Top of Funnel Face-to-face Twitter 48