SBI

OCTOBER 27, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. With prospect attention spans now at 8 seconds, less than that of a goldfish, leveraging dynamic visuals immediately and often will help you to connect and continually engage.

ROI 108

ROI Pivotal Buyer Lead Rank 108

Nutshell

OCTOBER 4, 2018

Taking the time to craft compelling, personalized sales emails for your prospects is a necessary step in driving new business. Sometimes, your prospects are the ones sending your emails to the spam folder. If email providers can’t “read” your emails, your prospects will never see them. The good news? Using spam trigger words.

Lead Rank 89

Lead Rank Lead Scoring Campaigns Email Marketing 89

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. “While our prospects are in our cycle for 21 days, they’ve usually been engaging our brand for at least two months prior.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Sales Hacker

DECEMBER 11, 2020

Your prospects owe you nothing. She passed away in 2018 after a tough battle with Alzheimer’s. Wear noise-cancelling headphones. Both my grandmas came to America with nothing. They had to work hard for a better life. Sales works the same way. And if you want to be successful in business, you need to take massive action.

Education 116

Education Salary Energy Sales 116

Pipeliner

JULY 5, 2018

38% of them say getting a response from prospects is getting harder. Research prospects in advance. More than 40% of salespeople say prospecting is the most challenging part of the sales process. But prospecting is an essential part of any outreach – including and especially email. What are their needs?

Top of Funnel 75

Top of Funnel Real Estate Follow-up Cancellation 75

Close.io

AUGUST 13, 2018

Prospects will sometimes reach out and ask for a discount before they even sign up for a trial. Always be wary of prospects that don't want to do their homework upfront. Nothing sucks more than a new customer that cancels immediately after your company invested a ton of time on support, onboarding, and Customer Success.

Discount 107

Discount Negotiation How To Churn 107

Sales Evangelist

FEBRUARY 18, 2019

We decided to cancel the card and apply for a replacement. Because my plan had ‘expired,’ they had cancelled my services - without notifying me. The customer service representative told me that because the plan had expired, I could not renew it despite that I had never canceled it. The money was not the issue.

Customer Service 40

Customer Service Cancellation Customer Loyalty 40

Gong.io

AUGUST 11, 2021

That’s up from a 41% in 2018 when we first ran this analysis. And it cuts out any chance of a “link malfunction” that can push meetings out… or get them cancelled. There is not much upside to having notifications turned on during a screen share with a prospect. Work-the-zoom is the new work-the-room.

Top of Funnel 62

Top of Funnel Ideal Customer Profile Call-back Video 62

SalesLoft

JULY 17, 2019

You had to get your prospect on the line to understand what they were seeking. Between 2016 and 2018, we started to see the downward crawl of the effectiveness of email marketing. By 2018, it suddenly became obvious to me that we had just experienced micro-moments of change, leading to this massive shift. A Pendulum Shift.

Scale 65

Scale Buyer eBook Lead Rank 65

LeadFuze

JUNE 7, 2021

Effective CRM software will allow you to interact with prospects and close deals rather than wasting that precious time on mundane tasks. 3 50% of B2B companies see generating high quality, sales-ready leads as a challenge for 2018 — LeadForensics. 5 Half of all sales time is spent on ineffective prospecting. — The B2B Lead.

Hiring 52

Hiring Top of Funnel Sales Qualified Lead Call-back 52