DiscoverOrg Sales

JANUARY 1, 2018

What pain points keep CMOs up at night? And what are the existing and emerging technologies that marketing teams will be spending more on in 2018? Whether you sell into the Marketing Department or you are marketer, check out our predictions for marketing spend in 2018, based on trends from year-over-year survey results.

Trends 184

Trends Advertising Advertising Survey 184

DiscoverOrg Sales

DECEMBER 18, 2017

Have you made your 2018 marketing plan yet? Every customer journey is different, but most follow a basic pattern. Make 2018 the year YOU adopt data-driven marketing: Get our free eBook ! Start by looking for common characteristics that make up your most successful, happiest customers. Get started with our free eBook !

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Zoominfo

APRIL 23, 2018

To gain a better understanding of the specific challenges facing sales professionals in 2018, Richardson Sales Training surveyed more than 350 sales professionals. The resulting 2018 Selling Challenges Study provides a panoramic view of these challenges and solutions to overcome them. Challenge 4: Negotiating higher prices.

Face-to-face 133

Face-to-face How To Negotiation Lead Rank 133

SBI

JUNE 5, 2018

Download a PDF version of the 2018 SalesTech Landscape. The segment titles in red follow our sales hierarchy model which ranks the over-all abilities required for sales success. Fast forward to today and that number has increased by 25% to over 500 discreet sales solutions, crazy right? Start there.

SAP 129

SAP Vendor Top of Funnel Sales Tools 129

Close.io

AUGUST 14, 2019

It takes a lot of nudging and nurturing before a prospect is ready to throw money at you. That’s why following up with prospects is so important for any sales team. But here’s the thing with follow-up emails : Even though they have the power to convert a ‘no’ into a ‘yes,’ they can be extremely daunting.

Follow-up 73

Follow-up Channels Video Study 73

John Barrows

MARCH 14, 2018

People ask me all the time which medium is the best one to connect with prospects these days. After his team collects about a million dollars he ends up in a luxury box at the Super Bowl with his girlfriend watching the big game with some high rollers. Is it phone, e-mail, Inmail, text, social?

Prospecting 103

Prospecting Hotels Licensing Face-to-face 103

Hubspot Sales

DECEMBER 19, 2017

Selling Skills 2018. Imagine you wake up in 1958. And faster it changes, the faster you must learn to keep up. 2018 is going to be even bigger. Video will be a major selling trends in 2018. Then, follow up with something you learned or found interesting from the experience,” Hartnett continues.

Analysis 129

Analysis Scale Film Video 129

Zoominfo

JUNE 3, 2018

Welcome to our June B2B Blog Post Round-Up—a series where we highlight the great work our writers contribute to some of our favorite publications. If you worked in sales or marketing in the past year—you’ve already heard the news: Account-Based Marketing (ABM) is an incredibly effective way to target qualified prospects and close more deals.

Account Based Marketing 154

Account Based Marketing B2B Campaigns Video 154

John Barrows

OCTOBER 3, 2018

Also set a reminder to follow up by Tuesday of next week”. Imagine if your CRM was more up to date because it was easier to enter, and you spend 10% less time typing out your notes. Imagine if your CRM was more up to date because it was easier to enter, and you spend 10% less time typing out your notes. Make it Happen!

Face-to-face 117

Face-to-face SalesForce Decision Maker Meeting 117

Hubspot Sales

FEBRUARY 6, 2018

There are several facts I thought I knew about prospecting. The results are probably not what you’d expect -- but they do bode well for your prospecting strategy. Because most prospects do their own research these days, salespeople often assume they’re not interested in talking until midway through the buying process -- if not further.

Prospecting 100

Prospecting Social Media Buyer Influencer 100

Hubspot Sales

JANUARY 4, 2018

2018 Sales Enablement Trends. Sales enablement has grown from a buzzword into a strategic investment for organizations looking to lead and not follow. With every New Year comes the time for predictions, and if you’re wondering what 2018 has in store for your sales team, look no further. If you’re in that boat, don’t give up.

Sales Enablement 92

Sales Enablement Guarantee Sales Qualified Lead Inbound 92

Hubspot Sales

DECEMBER 26, 2017

SDR/BDR Skills for 2018. Video prospecting. We’re about to turn the corner into 2018. 1) Video prospecting. Video prospecting” is a buzzword, but at HubSpot, we’ve seen great results. In time, you should be able to whip up customized videos like they’re emails. (Of Highly customized outreach.

Hubspot 141

Hubspot Lead Rank Call-back Sales Qualified Lead 141

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year. Sense of Urgency.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

Sales and Marketing Management

APRIL 23, 2018

According to a recent industry survey, 40 percent of salespeople say it’s getting increasingly tough to elicit response from prospects, and 34 percent say closing deals is harder now than two or three years ago. Ninety-four percent of people report email as the best way to reach them, yet most prospects’ inboxes have a tendency to be flooded.

How To 263

How To Lead Rank Cold Calling Channels 263

Hubspot Sales

MARCH 30, 2018

That’s how prospecting can sometimes feel, especially if you’re using outdated sales tactics that drive buyers crazy. We know prospecting can seem daunting, and a string of unreturned calls and unanswered emails is discouraging, to say the least. The 3 Key Elements of Good Sales Prospecting Emails. So, we’ve got your back.

Prospecting 100

Prospecting Buyer Persona Face-to-face Call-back 100

Hubspot Sales

JANUARY 31, 2018

But being a salesperson in 2018 is very different than being a salesperson in 1987. Although it’s arguably more difficult to sell effectively in 2018, it’s easier for top performers to differentiate themselves. 18 Outdated Sales Tactics to Kick to the Curb in 2018. The first thing you need to do? The first thing you need to do?

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Sales Hacker

DECEMBER 28, 2018

Here’s a recap of the best sales articles from 2018 from Sales Hacker! The 18 best sales articles of 2018 from Sales Hacker. The Sales Hacker Deck On Sales Decks: Learn How To WOW Your Prospects And Convert! That means you can’t afford to slip up during sales conversations. More on that later…). Notable Stats.

Ideal Customer Profile 96

Ideal Customer Profile Top of Funnel Hiring B2B 96

MJ Hoffman

JULY 18, 2018

By this point, you’ve likely sent previous follow-up emails or left voicemails for your prospect. Here are five principles to adhere to when sending a follow-up email after no response. Follow them, and you’re more likely to welcome a few of those prodigal prospects back into your open arms.

Follow-up 40

Follow-up How To Call-back Prospecting 40

SalesLoft

DECEMBER 27, 2018

As we wrap up 2018, we took a look back at some of our most-read content. Without further adieu, here are our 10 Best Sales Articles of 2018. Cadences allow sales reps to follow specific, top-performing playbooks in order to be efficient and effective in their sales process. The tie that binds it all?

Top of Funnel 52

Top of Funnel Funnel Research Pipeline 52

Sales Evangelist

FEBRUARY 28, 2019

Following up means reconnecting with the prospect, and it's crucial that you understand why and how to follow up. Many of us dread the follow-up portion of our job because we fear being a nuisance. Follow up Follow up builds trust with your prospects. Stay in touch.

Follow-up 40

Follow-up Training How To Google 40

Julie Hanson

JANUARY 12, 2018

It’s 2018, and by rough count, I’ve sat through a thousand sales presentations. Your prospect may not have seen quite as many as me, but they likely struggle to recall most of them as well. Make 2018 the year you embrace a more contemporary approach that differentiates you from the competition and sets you up for success.

Follow-up 63

Follow-up Buyer Objections Vendor 63

Hubspot Sales

DECEMBER 15, 2017

That’s why I’m sharing my 3-step process to preparing for a strong start in 2018. 1) Dig out your “not-now” prospects. When a prospect says “this might not be the best time” for them, I set a task to follow up with them around the end of the year. 3) Research your prospects before calling.

Hubspot 91

Hubspot Decision Maker Follow-up CRM 91

PandaDoc

JULY 1, 2020

Precision prospecting is the first step towards reaching new revenue heights. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Warm-up cold leads.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Social Media Referrals 98

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. What if you had access to your prospects’ buying windows (time periods when they are most likely to buy)? Consider this — most ( if not all) your B2B prospects or target accounts are tenants in commercial buildings where they occupy space.

Intent Data 110

Intent Data Intent Real Estate Data 110

Hubspot Sales

AUGUST 25, 2018

How Fast Are Salespeople Churning in 2018? A 2018 report by the Bridge Group shows average rep tenure now sits at 1.5 Well, a 2018 survey by Marc Wayshak reported only 17.6% Key behaviors : Developing a territory plan including a comprehensive list of prospective customers. Why Are Reps Actually Leaving? Monitor results.

Hiring 111

Hiring Churn Survey Promotion 111

Hubspot Sales

JULY 19, 2018

So, I’ve put together a carefully curated list of the best real estate blogs to follow in 2018. Pick five of your favorites and commit to following them each week. Real Estate Blogs Every Realtor Should Read in 2018. If you only choose one of the blogs from this list to follow, this should be the one.

Real Estate 128

Real Estate Lead Rank Lead Scoring Trends 128

Pipeliner

FEBRUARY 12, 2018

Prospecting. The increasing sophistication underpinning sales automation tools is motivating sales professionals to redesign their prospecting strategy. Getting to the right stakeholder is part of the challenge behind creating a targeted prospecting strategy. Increasingly complex sales require more follow through.

Decision Maker 61

Decision Maker Face-to-face Survey Lead Rank 61

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

Sales Hacker

DECEMBER 15, 2017

If you send an event follow up email, but no one is around to read it, does it even make a sound? Tired, hopefully inspired and motivated, but always playing catch up from being gone. What are the chances that you are going to notice email number 268 with the subject line “following up”? No, not really.

Follow-up 78

Follow-up Sales Qualified Lead Scale Conference 78

No More Cold Calling

JANUARY 4, 2018

That means our clients and prospects, our families and friends, our colleagues. Ready to prioritize relationships in 2018? Whatever you want to call them, here are six ways to strike a better balance in 2018: Make time for yourself. And yes … Pick Up the Damn Phone and have a personal conversation. Here’s where to start.

Referrals 287

Referrals Social Media Cold Calling Sales Qualified Lead 287

CloserIQ

DECEMBER 26, 2018

2018 has been an amazing year for all of us at CloserIQ , and we can’t believe we’re just a few days away from welcoming another one. Here are 20+ of our favorite sales blogs from 2018. Many hiring managers end up over-valuing qualities that aren’t actually as important to the role. 1) Navigating a Career in Sales.

Hiring 79

Hiring Decision Maker InsideSales Face-to-face 79

Mr. Inside Sales

SEPTEMBER 4, 2020

Did you know that Mike was named the 2017 + 2018 + 2019 Service Provider of the Year by the American Association of Inside Sales Professionals? ( [link] ). Unlimited License: One to 100 reps can attend for one low price!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

Hubspot Sales

JULY 22, 2018

Educate prospects with new ideas and perspectives. Collaborate with prospects. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Connect with prospects personally. These selling skills are what buyers indicated were the top factors that separated sales winners from runners up.

Selling Skills 143

Selling Skills Lead Rank Inbound Case Study 143

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). You call someone and then follow up with a letter. Still chilly.).

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

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

Sales Hacker

MARCH 22, 2018

P.S. If you’re only interested in diving into the session recordings, here’s a premium on-demand video bundle that’s now up for grabs! To get the most out of the conversations you have with your prospects, it’s important to record, transcribe, and analyze your calls. Get prospects to comfortably ask your questions.

Revenue 67

Revenue Forecasting Top of Funnel Cold Calling 67