The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Assuming your target buyer was one of these commuters, what are they thinking about while in routine traffic? Versus the common practice of starting with the product, then shoehorning in the prospect. One of those is thinking.

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

SalesLoft

FEBRUARY 4, 2016

It’s almost time for Rainmaker 2016 , the the one and only conference dedicated 100% to all things sales development. Our Rainmaker 2016 speakers want to answer the question: what’s next in sales development? clickToTweet tweet=”“Personalize your messaging by getting to know prospects.”

Decision Maker 52

Decision Maker Consumer Conference B2B 52

The ROI Guy

MARCH 1, 2016

If you’re marketing or selling technology, this decline could have a significant impact, with buyers becoming even more cautious and economic focused. Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. YoY increase from 2015.

ROI 53

ROI Decision Maker Proposal Forecasting 53

Hubspot Sales

MARCH 8, 2020

This type of software gathers customer and prospect data from multiple sources, runs it through machine learning models to predict which leads are most likely to convert, and presents the findings in the form of top-scoring prospects and accounts. It automatically engages with high intent prospects as they interact with your website.

Lead Rank 94

Lead Rank Software Software Lead Scoring 94

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. In this piece, we’ll briefly give an overview of these areas, with future articles delving deeper into the details.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? In 2016, it was 53.3 In a survey of business buyers, 76.2

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Allego

FEBRUARY 3, 2022

They should use it to record and manage data about and interactions with buyers and potential buyers. A central system allows multiple people to access and edit information about a buyer’s journey. Identify Your Ideal Buyer. If you do, you expend a lot of effort on prospects who will never respond to your calls or emails.

Revenue 116

Revenue Ideal Customer Profile Strategy Buyer Persona 116

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. When it comes to focusing efforts, this should be a top priority.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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. And I’m not pointing at the account based sales development reps.

Account 189

Account Referrals Sales Qualified Lead Quota 189

Hubspot Sales

MAY 3, 2021

LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. One of LinkedIn Sales Insights' main draws is how it lends itself to well-informed buyer persona creation. What can you do with LinkedIn Sales Insights?

LinkedIn 134

LinkedIn Buyer Persona Microsoft Analytics 134

Zoominfo

APRIL 18, 2019

Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. The types of profiles created from these questions are called buyer personas and will help you greatly in tailoring your communications to these peoples’ needs.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

The Pipeline

MAY 22, 2018

To add greater credence to their word, they pointed to the fact that sellers now have to deal with a more discerning and informed buyer. On March 31, 2016, the Harvard Business Review published “ Dire Predictions, Salespeople Aren’t Going Away.” Buyers vs Prospects. Time Reveals All.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

Hubspot Sales

APRIL 7, 2021

See, your prospects are a lot like lasagna. There are three distinct layers of questions that correspond with the needs your prospect has: First Layer Questions. They are the foundation (like lasagna noodles) used to gain a basic understanding of a subject, so they’re the best questions to use when beginning conversations with buyers.

How To 132

How To Buyer Vendor Examples 132

Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

If the goal is to make buyers feel “obliged” to give you some business, that’s an obvious manipulative trick – one that buyers are likely to resent. But there’s another type of reciprocity that gift giving triggers—having to do with the relationship, not the sale—and it helps create a win-win for buyers and sellers.

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentives 52

Vengreso

NOVEMBER 9, 2020

One of the most common social selling questions I’m asked is: Can I send LinkedIn connection requests to cold prospects? . Can I send a #LinkedIn connection request to a cold #prospect? Rather, it’s to find unique opportunities to ENGAGE and HELP your buyers, which drive a warm connection. . The answer: Yes, you can.

LinkedIn 132

LinkedIn Ideal Customer Profile Social Selling Referrals 132

Sales and Marketing Management

APRIL 27, 2017

In fact, I still think it is a highly relevant aspect of a prospecting contact strategy. However, as a salesperson today, the content of your emails needs to be much tighter and the cadence of your outreach much more sophisticated if you hope to engage with your prospects. Surviving the Mass Email Epidemic. Make it personal.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Jeff Davis

MARCH 27, 2018

This guest post was originally published on the Linkedin Sales Blog There has been a lot of talk lately about the news that CEB released some time ago that shows us that the typical B2B buyer is already 57% through the purchase process before reaching out to sales. according to Brent Adamson, Principal Executive Advisor at CEB.

Top of Funnel 48

Top of Funnel Buyer Decision Maker Scale 48

DiscoverOrg Sales

JANUARY 31, 2019

The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. This is most important when your sales team hears “news” about a target account – and that news seems to indicates that your prospect is about to make a purchase. ” In sales, accuracy is paramount. Check your biases.

Data 133

Data Hiring Vendor Face-to-face 133

SBI

JUNE 25, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Sellers must be increasingly precise, engaging, and effective in the way they communicate with buyers. Buyers must also find ways to be sensitive and supportive in today’s remote work environment.

Scale 120

Scale Buyer Case Study Banking 120

MTD Sales Training

MAY 3, 2017

Harvard Business Review (HBR) discussed an interesting concept recently (Sept 2016) where they were comparing what customers actually buy and what sellers offer to sell. Or do you think about the experience you are trying to offer the buyer or customer ?

Customer 133

Customer Insurance Insurance Travel 133

Sales Hacker

MARCH 16, 2020

Eight out of ten business buyers want the same experience as when they’re buying for themselves. This means that even in the B2B space, your buyers want ultra personalized experiences, they want their needs to come first, and they want on-demand engagement. It’s tailored to the role of the buyer who reached out for the demo.

Follow-up 108

Follow-up Examples Lead Rank Marketing Qualified Lead 108

PandaDoc

FEBRUARY 9, 2021

Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. During your conversation, ask your prospect what their budget is for this purchase. Some prospects care about personality when buying.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

No More Cold Calling

OCTOBER 13, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made B2B sales reps irrelevant. needs us more than ever.

B2B 120

B2B Hiring Social Media Pharmaceuticals 120

Zoominfo

AUGUST 31, 2020

Build Loyalty According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. Even during economic uncertainty, opportunities exist with new product development. “If

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Sales and Marketing Management

MAY 3, 2018

Employ data that can give you greater insight into what a prospect needs before you ever even pick up the phone. Remember, not all sales calls have to be about sales; use this time to discover more about a prospect’s challenges and tailor your message in real-time to better show how you can help.

Cold Calling 220

Cold Calling Survey Education Research 220

Hubspot Sales

JANUARY 9, 2023

How many times have you had this exchange with prospects? It’s a great way to immediately personalize your conversation and make your prospect more engaged. Rather than giving a knee-jerk response, your prospect will pause and think, “Hmm, how is my Wednesday going?”. You say, “Hey there, how are you?”

Follow-up 110

Follow-up Nonprofit Social Media Travel 110

SBI Growth

DECEMBER 25, 2013

Digital marketing investment will exceed 50% of total program budget by 2016. Buyers are evolving their purchase practices faster than vendors are changing their marketing practices. Success of content should be measured by how well it pulls prospects through the buying process.

B2B 325

B2B Enterprise Enterprise Analytics 325

Gong.io

MARCH 17, 2021

It was the last day of Q1 2016, and they were going into battle on a closing call. . Patience: Both men and women have near equal patience scores, as measured by the time of silence between the end of the prospect’s monologue and the beginning of the AE’s next monologue. What do buyers want most? .

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

DiscoverOrg Sales

MARCH 30, 2017

According to Salesforce.com’s State of the Connected Customer survey, 57% of buyers are ready to take their business elsewhere if their vendor fails to anticipate their needs. Direct Prospecting at Interested Buyers. The truth is that fewer prospects are ready to buy than most imagine (or hope).

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Partners in Excellence

AUGUST 18, 2022

A key part of the math is reducing customer no decision made–building buyer confidence, helping them make sense, personally and as a group of what they face. How do they find the right opportunities, how, where, how many prospects to we have to engage? Sellers, also, have another set of choices on the math of selling.

Ideal Customer Profile 80

Ideal Customer Profile Face-to-face Retail Sales Cycle 80

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Look no further than a recent DiscoverOrg study on buyer personas. But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Appreciate the little guys.

Referrals 219

Referrals Journal Buyer Persona Study 219

Zoominfo

MARCH 28, 2018

For this reason, you must be transparent, both in your brand messaging and your interactions with prospects and customers—even when it’s difficult. Don’t hide information from your employees, and they, in turn, won’t hide information from your customers or prospects. Don’t just reach out when you have a new product or service.

Face-to-face 178

Face-to-face B2B Loyalty Consumer 178

No More Cold Calling

SEPTEMBER 8, 2016

Buyers will find another salesperson from your company or go to your competitor. But instead of expecting instant sales leads from social media, commit to essential sales activities that get you to the point where you’ve earned the right to have an offline conversation with your prospect. You are your brand. I would suggest so.”.

Social Media 120

Social Media Ideal Customer Profile Telecommunications Hiring 120

The ROI Guy

MAY 18, 2017

Three Ways to Meet the “13 Buyers” Challenge As an enterprise marketer, enablement professional or sales rep, what can you do to be ready for more than 13 decision makers in each account, so you don’t experience the resultant wave of delayed cycles and “no decision” losses?

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

The Pipeline

SEPTEMBER 14, 2015

” Don’t panic, that would just be a waste of your time, and time is something you don’t have in abundance; instead, get prospecting. Prospecting in two ways, first reworking all your current assets, the second is going beyond to prospects and buyers that you will need to identify, engage and move through the process.

Cold Calling 120

Cold Calling Harvest Referrals Call-back 120