Fill the Funnel

JUNE 2, 2011

Social networks are not a passing fad, but rather a fundamental change in how buyers and sellers interact. Buyer expectations of quality, consistency and predictability have never been higher. There is a mandate to do more with less. There is no excuse for a lack of customer knowledge and awareness.

Tools 79

Tools Scale Jigsaw Top of Funnel 79

Customer Centric Selling

OCTOBER 20, 2014

LinkedIn, Jigsaw, Hoovers, InsideView, ConstantContact, etc. Register for the Webinar TOMORROW to learn how to better engage with buyers and reduce the pain of bus dev ! Prospecting/New Business Development: Minimum of 10-20% of your time; 4 to 8 hours a week. Build your pipeline to optimum strength to meet your revenue goal.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

HeavyHitter Sales

JUNE 1, 2010

I was recently interviewed by blogger Matthew Schwartz about the C-Level Sales Psychology:   ZoomInfo: When trying to reach C-level buyers, there seems to be an increasing number of gatekeepers in the purchasing process, from “fans” to “champions.” Don't forget to use Jigsaw for cold calling.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

Mindtickle

JUNE 9, 2022

Establishing a 360-degree view of the buyer. And a lot of companies are not realizing that the buyer is demanding a different experience. Everybody is focused on the last 10, 20 percent of whatever it is of the buyer journey. content to identify, target and really seamlessly engage today’s buyer.

Ideal Customer Profile 52

Ideal Customer Profile Engineering Buyer B2B 52

Green Lead's B2B

MARCH 13, 2013

conference is coming up and they have done some studies on buyer behavior in the market, so I took the opportunity to interview Lisa Gschwandtner , the Editorial Director of Selling Power. Online is where buyers live now, and expensive field reps just aren’t necessary for as many business models anymore, especially with so many Sales 2.0

Trends 30

Trends Jigsaw Conference Survey 30

Green Lead's B2B

MARCH 13, 2013

conference is coming up and they have done some studies on buyer behavior in the market, so I took the opportunity to interview Lisa Gschwandtner , the Editorial Director of Selling Power. Online is where buyers live now, and expensive field reps just aren’t necessary for as many business models anymore, especially with so many Sales 2.0

Trends 20

Trends Jigsaw Conference Survey 20

Sales Hacker

DECEMBER 30, 2019

We’re so focused on perfecting our sales process , we ignore the buyer. We’re going to look at the three main problems that are affecting global sales performance — people, information, and process — and how we can solve them by focusing on buyer enablement. It’s because the people in the buyer committee are not aligned.

Buyer 85

Buyer Jigsaw Forecasting Influencer 85

Sales Training Advice

JULY 30, 2012

Use Jigsaw or Manta to find companies or contacts organized by category. Search for companies in your target market and geographical area, e.g. “Portland hospital” or “Atlanta restaurant.” ” 12. Explore online directories. Subscribe to business directories.

Prospecting 40

Prospecting Hoovers Referrals Jigsaw 40

Partners in Excellence

OCTOBER 11, 2021

The adventure of discovery, the detective work in uncovering what’s happening, the challenge of putting together a jigsaw puzzle when you aren’t clear about the picture–it’s seldom that I hear conversations or “war stories” about these. For too many, selling has become a rather mechanistic task.

Revelation 141

Revelation Jigsaw Account Lead Rank 141

SalesLoft

NOVEMBER 9, 2022

All the possible data, analyses, and metrics are coming from different tools in different formats with different levels of trust, making the big picture feel like a jigsaw puzzle with lots of pieces missing. For Salesloft, volume is our data completeness across the buyer journey. How do accountants do it?

Data 52

Data Sales Process Jigsaw Lead Rank 52

Sales Evangelist

AUGUST 8, 2019

Researchers conducted a study called the Jigsaw Puzzle Study in which they studied two groups who were tasked with completing a jigsaw puzzle. Sometimes buyers aren’t going to buy, and it’s ok to walk away from those deals. The negativity will be less impactful if you have a new plan in place.

Jigsaw 40

Jigsaw Groups Study Course 40

Partners in Excellence

DECEMBER 9, 2018

Planning and executing high impact calls is the way we maximize our impact in prospecting and helping buyers move deals through their buying process. A Plan Based On “Bluebirds” Is Not A Plan The Sales Jigsaw Puzzle The Single Most Important Thing To Drive Sales Hunters And Farmers…… Again.

Jigsaw 83

Jigsaw Territories Pipeline Account 83

Sales Hacker

OCTOBER 25, 2019

When speaking with a potential buyer, make sure your talk track doesn’t result in the prospect feeling invalidated or exposed, as if they don’t know something they should — or worse, feeling like you think you know more than they do about those issues. Here they are, the 6 cold outreach “types” you DON’T want to be: The Joker.

Jigsaw 44

Jigsaw Decision Maker Face-to-face Top of Funnel 44