The complete guide to researching sales prospects: 13 tools to help you understand your buyers


Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. If the prospect company has a blog, you’ve struck a goldmine.

Podcast 112: Transparency in Sales with Todd Caponi

John Barrows

And basically we hide the flaws and hope that the buyer doesn’t find out. And I thought wow, this is a goldmine. This week we’re honored to have Todd Caponi on the podcast.

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

MTD Sales Training

Today’s buyers are a lot more sales savvy; they conduct research online about your products and services, your company and your competitors all with a few clicks of a mouse. The way your buyers make their purchasing decisions has changed, but are you changing the way that you sell?

10 Ways To Prepare For Your First Cold Call

MTD Sales Training

A cold call these days will be rejected by savvy buyers who don’t have the need or the interest to spend time being interrupted from their busy day to discuss why they should buy your product. Prospecting is a goldmine for selling.

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. If a C-level or VP level individual is your buyer, they are likely a very highly prospected individual: Getting their attention can be tough.

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Wrong Turns in Social Selling

Score More Sales

It makes social selling a goldmine topic – which we appreciate, but the confusion out there among mid-market companies and SMBs is frustrating. There is no doubt that with many new tools to help sellers and sales leaders grow revenues, much can be misrepresented or misinterpreted.

Learning to Sell Through Storytelling

Sales and Marketing Management

As buyers, when we feel understood, communication with reps is more natural and we tend to feel a level of trust. Jim Signorelli ’s book, StoryBranding , discusses how the key to winning over prospects is to think of the product and the company as a narrative that aligns with buyers’ stories. In his book, Jim notes that we are living in a time of unprecedented buyer knowledge and skepticism, and that many of the old methods of persuasion are no longer good enough.

Social Selling on LinkedIn: The Ultimate Guide

Hubspot Sales

These accomplishments tell a potential buyer, "I can have a positive impact on your business." LinkedIn is a lead generation goldmine. Flesh out your strategy, optimize your profile, and start connecting with buyers.

The 8 best CRMs for marketing teams


Just about any modern CRM will offer a goldmine of data for your marketing team to review. Effective marketing is about more than just attracting one-time customers.

Recording Sales Calls: 3 Ways Marketers Can Use This Data to Help Win Deals

Sales Hacker

Recording sales calls gives both salespeople and marketers a goldmine of information to help influence the sale! Here are three ways marketers can use recorded calls to be a better partner to their sales teams: 1) Validate buyer personas. 1) Validate Buyer Personas. Buyer persona research typically occurs during an organization’s marketing infancy, but it needs to be revisited on an ongoing basis. Buyer personas evolve.

15 Indispensable Company Research Tools for B2B Sales Reps


Although G2 Crowd is intended to help buyers compare and purchase business software, it also provides a helpful way to research your target companies and accounts for free. Although it might require a degree of creativity and some digging, Quora can be a goldmine of information.

Everything You Need to Know About Data in Sales

Hubspot Sales

Existing data can be a goldmine of insights and untapped ideas — just take a look at how Harley Davidson used old data to increase new sales by almost 3,000%. Before diving into a new data tool, do some analysis on any existing sales data, such as information about past buyers and prospects.

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The Ultimate Guide to Sales Coaching In 2019

Instead of getting the buyer to “own” the next steps, your rep TELLS your buyer about your process. As a result, the buyer doesn’t “own” the project. These become a sales coaching GOLDMINE to draw from: Play that call for the reps.

6 Steps for More Compelling B2B Product Pages


Today’s B2B buyers conduct most, if not all, initial product research online. After all, the company has a stake in whether a buyer makes a purchase. It’s where you turn prospects into buyers.

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How AI and Machine Learning are Changing Sales Automation


In the time it might take him or her to complete one buyer profile, AI-assisted Sales automation software could vet hundreds of customers, if not thousands. . With AI, granularity is no longer “the boring fine print”; it’s the goldmine.

9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

Have them start by looking at people who fit your buyer persona and are connected to their current contacts. LinkedIn groups offer a way for your salespeople to connect with a targeted group of people that fit your ideal buyer persona.

B2B Sales 101: Definition, Techniques & More


A few examples of B2C selling include: A sales representative selling a gym membership A grocery store selling groceries An online fashion store selling clothing to an individual Retail stores selling a range of goods Essentially, the buyer of the goods or service is the end user of the product.

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5 Ways to Generate More Webinar Leads


Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. 79% of buyers say they will share information in exchange for webinars ( source ). 1. Create a profile of your ideal buyer. We recommend you consider your buyer personas’ biggest pain points.

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Do You Know How A Sales Funnel Will Build Your E-commerce Business?

Smooth Sale

Unfortunately, many e-commerce start-ups struggle to get their business moving because they are unable to find the right buyer or enough of them. Draw in an ideal group of potential customers or traffic and qualify them down to a more functional group of would-be buyers.

The DOs and DON’Ts of New Sales Professional Onboarding


CEB studies show that 57% of the buying journey is complete before buyers ever interact with a company. By not asking for feedback, sales leaders are missing out on a goldmine of valuable information that can help them to make iterations to the sales process and capitalize on emerging trends that can help their sales team thrive.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Hey everyone, welcome to the Discover Series! I’m Krystan Resch , DiscoverOrg’s Director of Partnerships.

How to Fix Your Prospecting in a Single Day By Kendra Lee

Sales Training Advice

Unless you burned the bridge by being rude or unprofessional with a lost prospect, this could be a hidden goldmine for you. Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be… and yet, that doesn’t make it any easier. The issue, of course, comes down to discipline.