Think Robots Will Replace B2B Sales Reps?

No More Cold Calling

Have B2B sales reps gone the way of CD players, the Rolodex, and analog radio—replaced by technology that gets the job done faster and better? 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.

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Should Women in B2B Sales Sound Overly-Friendly to Succeed

Score More Sales

Recently, my good friend and sales prospecting expert to SaaS companies, John Barrows looped me in on a conversation he had with a woman who attended one of his recent sales prospecting sessions. B2B women in sales

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Trending Sources

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

In which departments are B2B buyers more likely to give upstart products a chance? Which selling style do B2B buyers prefer? B2B buyers are not immune to such influence, either – but much less research has been conducted on the influence on B2B buyers and purchase decisions. Martin for a deep dive into the candid thoughts of B2B buyers and what kind of sales experience they prefer. Research goals of the B2B buyer study.

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3 Referral Selling Skills All B2B Sales Reps Should Practice

No More Cold Calling

Ensure your sales team makes time to practice these critical prospecting strategies. B2B sales reps don’t get good overnight either. Here’s how B2B sales professionals can keep their referral skills sharp: 1.

Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Earlier today I was talking to my wife about the B2B marketplace. I casually said what we do, which is outbound business development for B2B companies, is not old fashioned, it is timeless. movement harshly declare that proactive targeting and prospecting for new business is dead.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. The post Reaching Prospects appeared first on Score More Sales.

Cracking the B2B Code on Facebook

Sales Benchmark Index

What about for B2B? The B2B CMO’s that I have asked are typically skeptical of a Facebook investment. A common answer is, “Facebook is for personal usage, not B2B. LinkedIn is the gold standard for B2B social marketing. Does this mean B2B shouldn’t leverage Facebook?

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg Sales

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email.

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The Power of Trust in B2B Selling

Score More Sales

Recently I posted about how leaving well-crafted voice mail messages for a prospective customer can be a way to build trust with someone who does not know you yet. The post The Power of Trust in B2B Selling appeared first on Score More Sales.

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Good Reads for B2B Sales - 99 Prospecting Tips from Sales Experts

Pointclear

Sales Sphere features relevant blog articles from PointClear''s online B2B sales circles. Ninety-Nine Tips for Prospecting SMBs. In this free download from Radius, 24 sales industry experts weigh in on how to master prospecting.

Sales Prospecting in Beast Mode

Score More Sales

What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? The post Sales Prospecting in Beast Mode appeared first on Score More Sales.

The Top 5 B2B Prospecting Mistakes To Avoid At All Costs

MTD Sales Training

Prospecting mistakes are the most deadly errors you can make in professional selling, in large part because they are so difficult to quantify. Sales Mindset prospecting for new business Prospecting mistakes top 5 B2B prospecting mistakesSales mistakes and blunders in the sales process or in. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

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The Most Untapped Leverage Point For B2B Growth

DiscoverOrg Sales

To reach those prospects, they need contact information: verified email addresses, at a minimum. Direct mail is hot in B2B right now, for good reason: it can be extremely effective. Reporting structures and details on individual roles within prospect organizations can be elusive.

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B2B is Dead – Long Live B2P

DiscoverOrg Sales

B2B vs B2C vs B2P. The terms B2C (business-to-consumer) and B2B (business-to-business) are essential, elementary for a person beginning the journey into the professional world. B2B sales and marketing – stuck in a cage. B2B branding falls short.

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Dear CEO: Find out how well your team is nurturing its B2B sales leads

Pointclear

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. If you are paying (just as an example) $750 per appointment, and on average 40% or more of those appointments are with someone who cannot or will not buy, then you are actually paying $1250 per appointment—if you consider, as PointClear does, that unless it’s a qualified prospect it doesn’t count.

30 Ways to Reach Prospects

Score More Sales

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Find triggers that affect your prospects, and tie them into your messaging.

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. B2B buyers often take issue with salespeople for a host of reasons. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey.

Personalize B2B Mobile Site to Grow Revenues

Score More Sales

We have run into many B2B websites lately that do not work well on mobile devices. There are still some things that differentiate a B2B (business-to-business) transaction from B2C (business to consumer).

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Three “Lies” That Plague B2B Businesses Today (Part Two of Three)

Pointclear

Dave Kurlan: “While prospects are certainly further along than they have been in the past, the percentages being propagated by marketing firms with something to sell has been exaggerated. The real change is not the distance as much as the condition that prospects are more knowledgeable than ever before, making traditional salespeople redundant and obsolete. B2B Marketing B2B SalesCold calling is dead.

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[VIDEO] 3 B2B Sales Techniques to Close Cold Leads

DiscoverOrg Sales

In this video we’ll explain how to use a few techniques in your B2B sales efforts. Nurture cold dead B2B sales opportunities. Maybe I had a scheduled follow-up call and the prospect didn’t show up to it, so I send them some value pieces to try to and nurture them and re-engage. The post [VIDEO] 3 B2B Sales Techniques to Close Cold Leads appeared first on DiscoverOrg.

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How B2B Social Sellers Align With Their Buyers

Sales Benchmark Index

In B2B corporate environments, Social Selling gets a Sales Rep’s foot in the door. This article is for B2B Sales Reps who work in complex sales environments. Turns out, the prospect included Bill late in the process. It is critical you understand the steps your prospects take.

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How B2B Buyers Search for Tech Solutions

Tenfold

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.

Three “Lies” That Plague B2B Businesses Today (Part One of Three)

Pointclear

If cold calling and proactively targeting ideal profile prospects is truly dead, then why are my clients having so much success creating NEW opportunities and CLOSING new deals from their personal prospecting efforts? Emails sent to me oblivious that I’m not a prospect. Calling with zero value doesn’t work, wasting your prospect’s time has always been a terrible idea. B2B marketers ignore it at their peril.”. B2B Sales Cold CallingCold calling is dead.

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A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

As a Sales & Marketing Leader, you are hungry for high quality B2B leads. B2B Marketers have tested many forms of social advertising. The best B2B option until now has been LinkedIn ads. Prospects are more likely interact with promoted posts than the traditional sidebar ad.

What Do the IDC Predictions Mean for the B2B CMO?

Sales Benchmark Index

A top trend in B2B marketing is the adoption of the Marketing Operations role. So what should the B2B CMO do with these predictions? It is evident the B2B CMO must continue to evolve themselves and their team.

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[PART 2] What Buyers Want: The B2B Vendor Advantage

DiscoverOrg Sales

As sales professionals know, the B2B buyer’s decision process is ultimately influenced by timing, office politics, budgets, vendor philosophy, and past experience – in addition to the quality and fit of the product or service itself. What do B2B buyers want to see on vendor websites? Every major B2B purchase progresses through four sales cycle stages, and different types of influencers determine which vendor is in the lead at each stage.

Summer B2B Sales Challenge Revisited

Score More Sales

E xplore new strategies – Ever looked at the Twitter stream to see what people are talking about in your sector or have you looked up actual customers / prospects to see what they are talking about? There are still a lot of B2B companies who turn away from social tools.

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Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

Pointclear

We work at scale delivering strong ROI by handling the grunt work of prospecting, qualifying, networking, and outreach. Beyond the fact that this is too long, and not well written, it was sent to PointClear, my B2B lead generation services company, that does what they purport to do. The sender is taking a scattershot approach, blasting this un-personalized message to large quantities of so-called prospects, qualified or not.

The Best Way to Get a Prospect to Reply to Your Email

Score More Sales

The accounts and prospects get distributed too. Sales Tips B2B sales strategyPeople are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day.

Is LinkedIn The New Prospecting Den of Deceit?

Increase Sales

Most B2B professional recognize the value of LinkedIn for prospecting new sales leads. This week during a mastermind session, one of our members shared this prospecting approach using LinkedIn. Have you experienced any other deceitful prospecting approaches using LinkedIn?

Sales is Not B2B or B2C. It Is Always 1to1.

The Sales Hunter

Regardless of whether you’re in B2B or B2C, we can’t lose sight that the sale is not made until it’s 1to1 — one person connecting with one person. Blog Professional Selling Skills Prospecting customer high-profit prospecting prospect prospecting sales prospectingWhat does your sales funnel look like?

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Prospecting is Your Job

No More Cold Calling

Prospecting is not the job of your marketing department. They bring prospects to our websites, nurture relationships, conduct research, create demographics, write case studies, and build social-media strategies.

3 Ways NOT to Sell B2B [NEW REPORT]

DiscoverOrg Sales

When we commissioned a study that asked 270 B2B buyers about their feelings on salespeople, the response revealed … shall we say, room for improvement. With technology taking on the role of Information Provider , the role of the B2B salesperson must become a Customizer of Experience. Sell B2B features, NOT benefits. What keeps your key prospect up at night? Our study found buyers sense the salesperson’s agenda to make the B2B sale and feel pressured.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

B2B Sales Reps compete with their peers for sales support resources. This Social Selling skill works with your customers and prospects. In B2B environments, there are never enough product experts to support sales.

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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. In our discussion, Lori shared key insights into the B2B buyer's journey as well as marketing and sales alignment. I have this concierge image in my head, of someone who calls a prospect to say “I see you’re downloading a lot of stuff for evaluation. B2B marketing and sales teams must agree on the sales-ready lead definition.

4 Twitter Prospecting Strategies

Score More Sales

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value.

Phone Prospecting Strategy for Success

Score More Sales

While we are talking about visuals – I recommend you create one column to track prospects and one column to keep track of conversations with potential referrers – those people who can refer multiple sales opportunities your way.

LinkedIn Training for B2B Social Selling

Fill the Funnel

Excited to announce the public launch of LearnAboutLinked.com and the best LinkedIn training focused on B2B sales and marketing professionals that understand the power behind social selling. Original article: LinkedIn Training for B2B Social Selling ©2014 Fill the Funnel.

Prospecting at LinkedIn? At Least Read the Profile

Increase Sales

Salespeople in B2B industries from the smallest firms to even some of the largest ones prospect for new sales leads, centers of influence every day through LinkedIn.