The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Focus Roundtable Free Online Event. Demand Generation.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Showpad

JANUARY 3, 2019

As you plan for 2019, consider these events to aid your sales team in success and growth. Rainmaker is Salesloft’s annual event and is all about sales engagement. Presented by Outreach, OutBound focuses on prospecting and pipelines. Atlanta, GA | March 11-13. Speakers include award-winning authors and sales trainers.

Conference 67

Conference Sales Enablement Networking Outbound 67

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. In this piece, we’ll briefly give an overview of these areas, with future articles delving deeper into the details.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

SBI Growth

OCTOBER 5, 2013

The buyer has changed. The new buyer is well informed, technology enabled, saturated with media, and suffering from information overload. The new buyer isn’t hanging out at trade shows. Your marketing budget has to reflect the new buying behavior of your customers and prospects. You need to know your buyer cold.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. These are purchases of bulk event attendees or inquiries from a sponsorship. Active’ interest is the fuel that feeds an effective lead generation program.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

The Pipeline

NOVEMBER 28, 2011

It’s About the Buyer, Stupid! But I wouldn’t lose much sleep over it since I don’t think human nature (and yes buyers are human), has changed all that much since the advent of the web. It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! It’s About the Buyer, Stupid! April 2008. March 2008.

Buyer 219

Buyer Pipeline Twitter Hiring 219

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

SBI Growth

APRIL 22, 2013

Your demand generation team may be high-fiving themselves for activity, not results. It’s easy to pad demand generation numbers with bulk buys. These are purchases of bulk event attendees or inquiries from a sponsorship. Active’ interest is the fuel that feeds an effective lead generation program.

Sales Qualified Lead 239

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 239

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. The Pipeline Renbor Sales Solutions Inc.s Tibor Shanto.

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

Pipeline

APRIL 1, 2024

Break down your sales pipeline into basic parts: Lead generation channels: decide on the channels you will be using to generate leads. This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. To do this, you must first create an ideal buyer persona/s.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

SBI Growth

JANUARY 17, 2013

Engaging with these enhancements will drive Demand Generation. This gets your sales reps more connected to potential prospects. It also gets your company content in front of more prospects via activity streams. Write this in a way that speaks to your prospective buyers. The concept is simple.

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

DiscoverOrg Sales

FEBRUARY 13, 2019

This information may be found using a combination of prospect websites, social profiles, public financial documents, and press releases. Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above).

Ideal Customer Profile 202

Ideal Customer Profile Data Scale Marketing 202

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The role of prospecting in a world without SDRs. What buyer-centric revenue really means. powered by Sounder.

Commission 90

Commission Quota Demand Generation Agencies Lead Rank 90

SBI Growth

SEPTEMBER 18, 2012

What channel of Demand Generation can yield the highest return and sustained success? Buyers have changed, but has your SEO strategy? That content should be optimized using keyword search terms that your buyers actually use to search and the content is quality, as well as written in a way that speaks to them.

Top of Funnel 276

Top of Funnel Lead Rank Lead Scoring Funnel 276

Sales Hacker

MARCH 1, 2024

This entire newsletter highlights key changes – from ecosystem-led growth, to the featured live events, to owned media. However, the next generation of marketing emphasizes the importance of media that’s owned, not just earned. As a result, 60-65% of AudiencePlus deals are sourced through events and content.

Media 72

Media Company Distribution How To 72

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. Increased visualization of connection relationships to aid in prospecting. No one sends employees to industry events as individuals, and the same is true with LinkedIn.

Lead Generation 314

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 314

SBI Growth

OCTOBER 19, 2012

More content equals more insights into connections with these benefits: More precise targeting options for your demand generation campaigns. Increased visualization of connection relationships to aid in prospecting. No one sends employees to industry events as individuals, and the same is true with LinkedIn. Influencers.

Lead Generation 317

Lead Generation LinkedIn Sales Qualified Lead Lead Rank 317

Zoominfo

AUGUST 31, 2020

Build Loyalty According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. It’s at least five times more expensive to bring in a new customer versus retaining an existing buyer. Even during economic uncertainty, opportunities exist with new product development. “If

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Zoominfo

FEBRUARY 8, 2022

ZoomInfo has the most robust and accurate database available, with over 100 million contact record events and 38 million online sources scanned daily. With the breadth and depth of data we provide, marketers can drive qualified demand for their businesses like never before.

Account Based Marketing 100

Account Based Marketing Sales Qualified Lead Account Data 100

DiscoverOrg Sales

JULY 3, 2018

Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. Engage Live, Active Prospects. We look for event “signals,” like rounds of funding, leadership changes, a new technology partner, new management, layoffs – any time changes happen, new business needs arise.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Zoominfo

APRIL 16, 2022

In today’s environment, it’s getting harder to connect with prospects on a cold call. Field work went away because events went away, and field sales and outside sales all went away or went inside,” says Nina Wooten, director of demand generation at ZoomInfo. The worst day to call? Fridays fare almost as poorly.

Cold Calling 100

Cold Calling Channels Demand Generation Agencies Call-back 100

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. This why, the next step is the objective of any interaction with a buyer.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

MAY 13, 2011

My presentation, “Customer 2.0, ” focused on how the buyer has changed and has more power than ever before. The new buyer interacts with an organization when he or she is ready (not before), does the vast majority of research online without the vendor’s help, is distracted, and so forth. Buyers buy from people they like (and respect).

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. Prospecting. Trigger Events. 3 R’s of Prospecting Success.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

The Pipeline

AUGUST 8, 2011

But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. But if that desire manifests itself in the wrong way, they tend to disaffect buyers. And by-the-way, the buyer is hip to the whole thing.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

Highspot

FEBRUARY 29, 2024

Works closely with product and marketing to develop buyer personas, product messaging and positioning, and driving the overall vision of the product. Demand Generation Specialist Responsibilities: Focuses on lead generation and creating demand for the product. Ensures consistent messaging across all touchpoints.

Marketing Qualified Lead 52

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 52

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions. Demand Generation.

Webinar Metrics 121

Webinar Metrics Strategy Hiring Hubspot 121

The Pipeline

OCTOBER 26, 2011

On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Demand Generation. Prospecting. Trigger Events. 3 R’s of Prospecting Success. B2B Lead Generation Blog.

Pipeline 240

Pipeline Lead Rank Lead Scoring Cold Calling 240

The Pipeline

FEBRUARY 8, 2012

Often the only differentiation available is how YOU sell; and even then the differentiation is only that which the buyer perceives. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Demand Generation. Prospecting.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

MARCH 2, 2012

Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. What’s in Your Pipeline?

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

The Pipeline

APRIL 25, 2011

Stored in Attitude , Dont Wait , EDGE Sales Process , Events , Metrics , Proactive Triggers , Proactivity , Sales 2.0 , Sales Strategy , Sales eXchange , Sell Better , Trigger Events , Triggers , execution. Motivate buyers using the solution not an event. – Sales eXchange – 94. ” Initiate – Don’t Wait!

Pipeline 216

Pipeline Twitter Hiring Cold Calling 216

SBI

APRIL 17, 2013

Unfortunately, I was only able to attend the first of the two-day event. In case you missed the event, I’ve jotted down my key take-aways from three of the most compelling sessions. He was referring to the importance of relevant knowledge about your prospects and buyers. Why don’t they? That’s telling.

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

The Pipeline

FEBRUARY 6, 2012

Questions create interesting experiences for people, and don’t forget, buyers are people. One is the beliefs that all questions have an answer, and indeed, that all questions deserve or demand an answer. However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JANUARY 27, 2012

Ah, value, the ever-present and undefined term in sales, so before going further let’s define value right here: Definition of Value: Those offerings that remove barriers, obstacles, or helps bridge gaps present between where the buyer is now – and – their objectives! Demand Generation. Next Steps. Cold calling.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

Sales Hacker Training

MARCH 14, 2023

Lead generation can be a mix of inbound or outbound techniques aimed at attracting potential customers to your product or service. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

The Pipeline

JUNE 15, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interactive Selling , Proactive , Productivity , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sell Better , Success , Value , execution. Demand Generation. Prospecting. Trigger Events. 3 R’s of Prospecting Success. Cold calling.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

MAY 6, 2011

Stored in Attitude , Business Acumen , Guest Post , Marketing , Prospecting , Sales 2.0 , Success , Timing , Trust , execution. all designed to attract interested buyers. We were looking for the proverbial nugget of gold – a prospect with pain and a budget. Prospects avoid salespeople and do their own research.

Pipeline 256

Pipeline Hoovers Customer Hiring 256