2018 Top MarTech Trends: Top Pain Points and Spending Priorities for CMOs

DiscoverOrg Sales

Difficulty tracking digital marketing/advertising efforts. Pain point #3: Difficulty tracking digital marketing/advertising efforts. Difficulty tracking digital marketing/advertising efforts was a major pain point – and has consistently remained so – for the past two years.

Trends 216

A Quick Look Into Prospecting With LinkedIn

MTD Sales Training

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! Prospecting On LinkedIn.

A Quick Look Into Prospecting Using LinkedIn

MTD Sales Training

The way I view LinkedIn is as the biggest and best DECISION MAKER SEARCH ENGINE the world has ever seen! So the real question then is how do you use LinkedIn to prospect and connect to potential leads? Prospecting On LinkedIn.

Prospecting Is a Marketing Activity

Increase Sales

Confusion abounds about what is prospecting and what is marketing. Much of this confusion can be traced back to the Madison Avenue firms where paid advertising became synonymous with marketing. In other words, prospecting is an operation within marketing. So what is a prospect?

Come On In, The Water’s Lovely! LinkedIn Is Not Just For Businesses It’s For Sales Professionals Too!

MTD Sales Training

Here are some scary facts and figures for you: 90% of buying decisions are based on internet research – Gartner research. 2 out of 3 decision makers place more trust in their own research than in sales people – Market Transformations.

The Power of Sales Intelligence #3: Lead generation

DiscoverOrg Sales

Many companies and organizations have entire teams dedicated to finding new business prospects. While there are many different kinds of lead generation – content marketing, advertising, SEO, email campaigns, cold calling, list-buying, hosting events, and attending tradeshows, just to name a few – a sales and marketing intelligence tool is great for discovering new, quality leads, quickly, as well as enhancing your other lead gen efforts.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Blog - Inside Sales

In Treatment B, the focus was on sharing valuable information that is not nationally advertised. lift over Treatment A and in attaining broker information from the decision-maker at an 88% level of confidence.

Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal


While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. Here’s another one: A services and technology company targeting the branding, design and advertising industry leverages PointClear’s account-based marketing services, including lead generation, qualification and nurture to keep their pipeline full of sales-qualified leads.

Account-Based Hype: How ABM Makes Outbound Sales Cool Again for B2B


Businesses should produce quality content to win over prospects on their terms, long before they have any purchase intent. Most of the initial account-based marketing hype originated from companies selling programmatic advertising technology.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 4]


Marketers must fully integrate with their sales colleagues combining data and processes to: Profile and prospect the right companies and the right decision makers (beyond personas—the actual people) within those companies.

Priorities for Sales Leaders in 2018

Artesian Solutions

Sales challenges 2018: Prospecting has gotten harder: 69% of respondents said that the biggest challenge they face is converting contacts/leads into customers. 28% said identifying prospects is more difficult. 40% said getting a response from prospects is more difficult.

Best Sales Books: 33 of the Top Picks to Create More Conversations in 2019


From paid advertising to buying their own books, every Sales author is doing all they can to get their book to the top of the list. High Profit Prospecting by Mark Hunter. Combo Prospecting by Tony J Hughes. 5 High Profit Prospecting by Mark Hunter.

The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

Prospects and customers either answered the phone (or pager) or their PA did. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure.

6 Reasons Why Blogs Produce More Leads

Sales Benchmark Index

In other words, content marketing is communicating with your customers and prospects without selling. We still see majority of marketing push product messaging at prospects. On average, prospects are already 57% through the buying process before engaging with a sales rep.

Leads 317

Why Women in Sales Don’t Want to Work for You

No More Cold Calling

There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. The prospect trusts them, and that trust is transferred to you.

7 Quick Wins for Sales and Marketing Alignment

DiscoverOrg Sales

SiriusDecisions points out that first 67% of a buyer’s decision-making process is completed online – in Marketing territory. If they’re not a decision-maker or don’t have authority to sign the check, Sales is wasting their time. To maximize results prospects should both 1.)

16 B2B cold email templates from the experts


Simply sending out a generic sales email to a list of prospects is bound to return poor results. Prospecting Cold Email Templates to Secure a Call, Meeting, or Demo. Prospecting Cold Email Templates to Secure a Call, Meeting, or Demo. Very often these emails will result in a meeting or to being forwarded to the decision maker. Business Development Specialist at LeadIQ, says… I sent this email to a super targeted list of prospects in Atlanta.

B2B 79

The Top 8 Takeaways from Social Media Guru Paul Gillin’s FIR B2B


LinkedIn announced it is expanding its mobile advertising opportunities for B2B marketers. Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. Over reliance on inbound marketing leads to smaller deal sizes with lower level decision makers – one client’s pipeline disappeared and their average deal size fell to 1/3 of what it was with a more blended, “allbound,” approach.

The Sales Email Template That Won 16 New B2B Customers

Hubspot Sales

Here's the new and improved template they deployed: 10x [prospect's company's] traction in 10 minutes. Make your subject line compelling and informative to pique the recipient's interest in the body of the email -- and research the prospect so the subject line is personalized for them.

B2B 89

The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

decision makers for every sale who have a say in whether a product is purchased. Decision maker: gives final approval for the purchase. Start advertising on marketing platforms using the messages you’ve just created for various audience members.

4 Reasons to Hire a Social Media Manager


The hired manager should be the appointed decision maker when it comes to the following: Platform selection. The right candidate will use their social strategy to drive leads—organic and paid—through content distribution, brand recognition, and paid advertising programs.

Why Sales Rejects Quality Leads?

Sales Benchmark Index

The key is that a prospect is actively engaged with your company. These are real prospects interested in your content. This includes SEO, digital advertising clicks, email responses, social clicks, etc. Sales reps assume lead generation is for net new prospects only.

Leads 291

8 Questions for Finding Business Pain Points

Hubspot Sales

Ever spent time with a prospect who didn’t buy? Top two-percenters need to spend time only with prospects who need your help, want your help, and are willing to work with you to solve their problems. Your prospects need to have authority and money, but having business pain trumps both.

Churn 103

16 B2B cold email templates that sales experts swear by


Simply sending out a generic sales email to a list of prospects is bound to return poor results. When you’re building or refining your own email prospecting strategy, it helps to see first-hand how others have done it successfully.

B2B 62

The Importance of Trust in Sales


Trust is important to people in all aspect of life, and making the decision to make a purchase requires a lot of trust. According to a study done by Hubspot, only 3% of prospects trust sales reps. This can be done by starting with a story, humor, or trying to get to know the prospect.

How to Make Forecast If You’re Failing at the Half


Most salespeople haven’t forgotten how to sell, so they don’t need retraining, they just need more qualified prospects. True, while the increase in qualified prospects will bring in some sales, with only three months to go, most sales will come in the following year, not the current year. By the way, this calling process will also uncover less qualified people (longer time frame, no budget yet, or not the decision maker) which will close in the future. _.

Always Be Careful of Your Sales Message - Part 2

Increase Sales

By better understanding the prospective seller’s work history, may help in further tailoring the message. Many realtors continue with the old sales presentations and advertise themselves as top salespeople.

Charlie Transforms Into … Detective – A Discovery Tool

Adaptive Business Services

For example, if I were in advertising, I would want to know if my prospect is advertising their services on my competitor’s sites. I might also want to see a briefing on their company as well at the decision maker’s profile on LinkedIn. Prospect”.

Tools 76

Poor 'Quality' Marketing Leads for the Dumpster?

Sales Benchmark Index

The key is that a prospect is actively engaged with your company. These are real prospects interested in your content. This includes SEO, digital advertising clicks, email responses, social clicks, etc. Sales reps assume lead generation is for net new prospects only.

Leads 258

4 Secrets to the One-Call Meeting: Your Powerful Referral Program

No More Cold Calling

Some people say it takes seven to 12 touches for sales reps to reach their prospects? The #1 challenge sales reps face is getting to decision-makers quickly. Because they have referral introductions from their prospects’ trusted colleagues, they always receive a call back.

Why Small Business Sales Training Misses the Mark

Increase Sales

Also, marketing is not just paid advertising, glossy brochures or “fancy dancy” websites. Sales Buying Rule #1) So the decision makers are the buyers. The word customer or prospect are often used and why not change the focus to buyer or potential buyer?

Three Tips to Build Powerful Customer Connections

No More Cold Calling

But we all need new business, so the big question is: What are the top sales performers doing to find new prospects? This means contacting key decision makers when their need exists and funds are available with a solution to their unique pain. Social media, blogs, pay-per-click advertising, and SEO are all excellent strategies for attracting prospects when they’re still in the research stage, before a sales rep has gotten involved in their buying process.

Where are You Stuck in the Sales Process?


FILLING YOUR PIPELINE: As sales professionals, we should ABP: Always Be Prospecting to fill our pipeline. Ideally, we always have something of value on hand to give to a prospect we meet either on purpose, like at a networking event, or unexpectedly, while getting the oil changed in our car. Industry reports or problem-solving handouts that speak to your prospects’ pain points are high-value items that build trust and credibility with prospects.

The Comprehensive Guide to Income Statements

Hubspot Sales

In order to effectively lead customers to mutually beneficial decisions, you must be able to understand and master financial metrics. Rather than offering vague suggestions about how much money your company can save the prospect, you’ll have definite figures to support your claims.

SPIN Selling: The Ultimate Guide

Hubspot Sales

The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into your product’s features. Features are more important to users than decision makers. Where is the prospect dissatisfied?

B2B Marketing Guide


B2B Marketing and Sales teams need to be testing things like outbound marketing, paid advertising, PR, events, etc. We hear prospects say things like “we target the mid-market” or “we focus on enterprise customers” – but what does that actually mean? Paid Advertising.

B2B 42

Trigger Events, Value Selling and a Little Weekend Project Involving a Power Sander

Smart Selling Tools

No matter how many advertisements I saw for sanders, I didn’t go out and buy one—that is, until I was hanging a custom sized door this weekend and needed to shear a little off the top corner. You’ll learn how to show value to different types of key decision makers.

75 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2017

Hubspot Sales

Like just 17% of salespeople think they're pushy -- compared to 50% of prospects. Sales prospecting stats. Do you find prospecting to be the most difficult part of your job? Devote time to prospecting each and every day. Getting in touch with prospects (37%).

The Ultimate Guide to Creating a Sales Process

Hubspot Sales

Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. Prospect. Prospect. Prospecting is the process of sourcing new, early stage leads to begin a sales process with.

23 Follow-Up Sales Email Templates to Send Instead of "Just Checking In"

Hubspot Sales

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. Hi [prospect].