How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline

Hubspot Sales

It also explores how social media fits into a true multi-channel approach. But that work has paid off in terms of developing valuable content we can share with prospects and customers. Then, we apply a multi-pronged approach to sharing it through social media channels.

The CCPA for Sales and Marketing Leaders: Everything You Need to Know (California Consumer Protection Act)

Sales Hacker

Just one month after the GDPR took effect, the California Consumer Privacy Act (CCPA) was signed into law in June 2018, giving businesses only until January 1, 2020, to get their data protection and user privacy policies into shape — or pay the high price of negligence.

The Ultimate List of YouTube Channels for Sales Professionals


With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development.

The 33 Best Sales Training Video Channels on YouTube

Hubspot Sales

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. If his stamina alone isn't enough to inspire you, his YouTube channel -- "Success Channel" -- will.

20 Questions that Turn Cold Prospects Into Loyal Customers

Keith Rosen

Proposal submitted, follow up done but no response from the prospect. Since 55% of selling time is wasted on unproductive prospecting, here are 20 questions that prevent prospects from going MIA, increase sales and keep you focused on the right opportunities to prevent sales frostbite.

Customers Are Irresponsible When They Don’t Answer Our Prospecting Calls!

Partners in Excellence

He poses the premise they should do this by answering every prospecting call they get–since sales people presenting their solutions will give the customer insights and ideas to improve their business. He goes further to imply execs are being irresponsible in not answering every prospecting call. Digital channels have become an important source of information and learning. Peer groups, and other forums are important channels.

Building Customer Relationships With Your Prospects On Social Media


People prefer social media platforms for customer care over other channels: And… 70% of people are more likely to purchase a brand’s product or use a brand’s service if that brand provides a good experience on social media. You can do so via a number of social media channels.

Will “Demo Automation” Work for Your B2B Sales Organization?

Smart Selling Tools

At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. Demo Automation might be an effective solution for you if you’re struggling with similar challenges, including: Trying to keep up with the number of demos requested by prospects.

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The Art of Re-engaging Your Prospects After the Holidays


Then there’s the possibility their prospects will be on vacation. A deal may be close to closing as the holidays approach and then, out of nowhere, the prospect goes dark! This also offers the opportunity to approach your prospect with a new technique.

45 Sales Prospecting Tips to Help Sellers Identify & Connect with Uber-Busy Buyers

Hubspot Sales

Prospecting is hard for most salespeople. In fact, getting a response from prospects was identified as the hardest part of the sales process in the 2018 State of Inbound Sales Report. They are also top-notch experts at prospecting. Set Yourself Up for Sales Prospecting Success.

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The Intrusiveness Of Prospecting

Partners in Excellence

” One of the key themes in these discussions is prospecting, with people taking all sorts of positions, and lot of discussion about the “C” word–yes, Cold Calling. Let’s face it, most of us don’t like prospecting. We’ve not eliminated prospecting, we’ve just shifted prospecting to someone else). . Prospecting is critical! We try to leverage many channels and many approaches. So we have to prospect.

People May Not Answer The Phone – But They Listen To Voicemail

The Pipeline

As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. What they really mean is they want to be able to talk to the prospect live; to which I ask Why? The key take away here is that you can communicate without talking to or at the prospect, you can get results, desired results using voicemail. The hope, and it is no more than a hope, is that their message is so compelling, that the prospect will act.

3 Ways to Ensure Your Tech Is Keeping Up With Your Prospects


3 Ways to Ensure Your Tech Is Keeping Up With Your Prospects. Any time you spend out of contact with your prospects — or being inefficient with your contact — is money lost from your goals. Leveraging technology that can keep up with your prospects’ changing habits.

Presentations Lack Energy? Let Your Bad Actor Out!

Performance Sales and Training

Our clients and prospects have dozens of people every day droning on to them in business mode. Let your Bad Actor out with this proven acting technique: This technique is called Going Over-the-Top. Channel Al Pacino or Sylvestor Stallone…. Acting tipsMany salespeople don’t speak with as much energy or personality in business as they do in their personal lives—we tend to flatten things out, pull them in, tone them down.

To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

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To Get B2B Leads, Pick Up the Damn Phone!

No More Cold Calling

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media.

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What Millennials Can Teach Us About Lead Generation

No More Cold Calling

Is it time to change the way you’re prospecting? I’m not a millennial—not even close—but I love the way they think, act, and react … mostly. Lead Generation Referral Sales cold calling lead generation prospecting referral network

CPQ Perspectives: The Distributor

Cincom Smart Selling

Coupling this with rapid-shipping or drop-shipping capabilities from the manufacturer threatens the whole relevance of the distributor within the context of serving prospects and customers. Think and act competitively, and differentiate your products and services with compelling and sustainable advantages. Smart Selling channel CPQ distribution dsitribuor

A Painless Decision

The Pipeline

Sure, some of these buyers may be responding to and acting on a positive, but chances are the majority are no longer happy with the way things are, and are seeking alternatives. How you do this has been the subject of previous piece, and you can find more on my You Tube channel.

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How to Use Psychology to Improve Your Digital Marketing Campaign

Smooth Sale

Track which online channels are being used by potential customers to research their favorite brands or products. When you know how consumers think, act, or feel, you can better align your marketing strategies and make your offer more attractive and relevant to your audience.

Selling to C-Level Executives: 8 Tips for Unlocking Access to the Busiest Buyers on Earth

Sales Hacker

We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless. Breaking through the cruft demands the right narrative and use of blended channels. Sales Prospecting How To

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5 Smart CRM Hacks That Lead to Faster Selling

Sales and Marketing Management

The best thing about this concept is that it doesn’t bother B2B prospects. Perhaps you will forget to call a prospect on time or mix offers sent to different clients. Focus On the Highest-Performing Channels.

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Quick Tips to Utilize Social Selling and Leverage Your AEs Today

Sales Benchmark Index

60% of the buyer’s journey now happens before your Account Executive interacts with a prospect. Your AEs then have the potential to turn members of that personal online network into prospects. From that following they can then find prospects.

My boss laughed when I said I’d get the appointment with the CEO.

Smart Selling Tools

The goal of the ad was to capture interest and gain attention so that the entire sales copy would be read and then acted upon. Perhaps you’ll also be interested in how one sales leader discovered that her prospect liked the same music she did and what she did to capture his attention.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?” Poor Prospecting Results: Hard Skill-Sets: OneSource - Prospect Intelligence. What to say to get the prospect to engage.

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7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

Kill lead generation channels that don’t convert. Act-On adds: “56% of aligned organizations met their revenue goals, and 19% beat their goals. To maximize results prospects should both 1.) 4: Kill lead channels with low conversion.

What Legitimate Interest Means To B2B Sales [And Your GDPR Survival Kit]

Artesian Solutions

Now the General Data Processing Regulations (GDPR) have come into force, you might be living in fear of the predicted pipeline drought, and grappling with how you’re going to meet your goals once the standards for achieving consent on your prospect and customer list becoming much higher.

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Why Recruiting is Like Marketing

DiscoverOrg Sales

Build a Multi-Channel Traffic Plan to Drive Inbound Candidates. We had a to build a multi-channel candidate attraction plan to drive candidate traffic. Recruiters have a tough task to act as both a marketer and sales rep- attracting candidates and closing the deal!

4 Ways to Use Dark Marketing — And Why You Should

Sales and Marketing Management

Companies can run mega digital campaigns without their competitors being aware of them because the process of gathering and acting on publicly shared consumer information isn’t easily traceable. They also need to be well-versed in today’s fragmented marketing channels.

The Easy Way to Get a Job In Sales Now

Anthony Iannarino

The prospective employers were interested but desired to keep them in a technical position. You are applying to be a salesperson, and prospecting is what salespeople do. The process of getting hired is also prospecting.

Sales Tech Game Changers: @Timetrade – How to Improve Engagement & Speed Business Cycles

Smart Selling Tools

For a sales organization, TimeTrade Scheduler for Salesforce provides: More qualified leads – delivered right to your calendar via a custom Click-to-Schedule link, based on when and where your prospect wants to engage with you.

Social Selling Applicability by Industry

Sales Benchmark Index

The onus will be on the companies to act decisively and quickly. For instance, publishing and travel is expected to originate over half of their revenue from social channels in five years. To assess and act on the social selling opportunity, we recommend four steps.

12 B2B Sales Questions to Close Deals Faster


It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. You may think you’re on track to close a deal when your solution meets 22 of your prospect’s 25 requirements.

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Proven Ways to Analyze Website Visitor Data

Connext Digital

Having one is essential, not only because it provides an easier way for customers to access your product or service but also because it acts as a foundation to market your brand through different digital channels. You’d want this to be high if you’re looking for new prospects.

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GDPR lawful data processing – why is insight so important? [Here’s Why]

Artesian Solutions

Out-reach campaigns are one of the key ways to attract new customers, and whilst multi-channel out-reach is essentially unaffected by GDPR when the target is business (corporate) subscribers, the all-important customer value rules also haven’t changed – customers are still put off by mass broadcasts.

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Get the Most Out of Your Marketing Automation Platform


In an ideal world, marketing automation can help you engage with your prospects and customers efficiently and effectively. If timed and executed effectively, content can push your prospects through your sales funnel until they become a customer.

Make Your Sales Training a Big Success


Salespeople are hungry for an immersive, interactive learning experience — one that delivers the right content and guidance at the right time through the channels where they live. Adopts modern delivery channels and techniques, such as digital content libraries and gamification.

7 Steps for Creating a Scalable Social Selling Strategy

Adaptive Business Services

You won’t be able to engage with customers or leads on social media if your channels and targeting are wrong in the first place. For eCommerce merchants, multi-channel selling is a must. There are many ways to approach people and prospects on social media.

How Technology Will Change the Way Salespeople Sell in 2019

Smart Selling Tools

Marketing automation failed to generate enough leads, and automated email platforms have nearly destroyed email as a communications channel for salespeople. The availability of deep, accurate, and real-time prospect data is changing the way we sell faster than anything else.

All Salespeople Must Learn These 4 Marketing Tactics to Increase Sales in 2019

Sales Hacker

I was able to add more value to my organization, communicate better, close deals faster, and prospects even started coming to me. I remember the first time an ideal prospect literally begged to jump on a call with me to “pick my brain” after a comment I had left in a group.

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