DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Mereo

FEBRUARY 9, 2022

B2B virtual selling has become so commonplace and necessary today that we often forget about the benefits of meeting with a buyer in-person in the flesh and blood. The tools have kept salespeople and buyers connected, while slashing buyers’ costs for travel. Remember the handshake? Zoom fatigue.” Social isolation.

Buyer 41

Buyer Meeting Face-to-face Travel 41

Sales and Marketing Management

AUGUST 28, 2020

According to Gerry Brown, customer experience (CX) research director at IDC, 80% of buyers will disengage from a vendor if they grow dissatisfied with the sales and marketing team, even if they like their product. Here are some ways that sales teams can remain productive and maximize opportunities with prospects. .

Software 177

Software Software Skype Scale 177

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. Many buyers are facing new and complex challenges. A cold reach out during a tense situation could alienate the prospect forever. Consider e-learning, contactless technology, and remote working tools.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Ways Virtual Selling Can Benefit Your Business Virtual Selling Best Practices and Tips Virtual Selling Tools Virtual Selling Challenges What Is Virtual Selling?

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Zoominfo

OCTOBER 5, 2021

For sales or marketing professionals, planning go-to-market efforts in Europe and the UK without reliable B2B contact data and software solutions is like traveling without a passport: You’ll spend a lot of time and money, but you won’t get very far. You wouldn’t travel to a foreign country without your passport.

Data 130

Data Travel Intent Data Vendor 130

The Pipeline

SEPTEMBER 25, 2017

When it comes to selling it is not a question of right or wrong, but ensuring the seller and buyer are talking about the same thing, otherwise we sellers, may be introducing unnecessary risk into our sales. Buyer may be uncertain about a number of things related to their purchase, which impacts the level of risk they perceive.

Vendor 272

Vendor Buyer Travel Objections 272

Hubspot Sales

APRIL 5, 2023

Outside sales representative positions include some travel time to meet with buyers and pitch products. Because travel is expected, you can anticipate greater compensation. The Buyer’s Journey Stats Understanding the Buyer’s Journey through current stats can give you a leg up in your sales career. billion by 2025.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Showpad

MARCH 27, 2019

More employees work remotely and travel regularly, making video conferencing, instant messaging, and other technologies a necessity for organizations to operate efficiently. . In response to this new environment, more tools are available on mobile apps. Mobile Sales Tool Definition. Key Benefits of Mobile Sales Tools.

Sales Tools 40

Sales Tools Sales Enablement Tools Face-to-face 40

Showpad

MARCH 27, 2019

More employees work remotely and travel regularly, making video conferencing, instant messaging, and other technologies a necessity for organizations to operate efficiently. . In response to this new environment, more tools are available on mobile apps. Mobile Sales Tool Definition. Key Benefits of Mobile Sales Tools.

Sales Tools 40

Sales Tools Sales Enablement Tools Face-to-face 40

The Pipeline

JANUARY 14, 2020

In 2016, approximately 854,000 Canadian car commuters spent at least 60 minutes traveling to work. Assuming your target buyer was one of these commuters, what are they thinking about while in routine traffic? Versus the common practice of starting with the product, then shoehorning in the prospect. Put a lot of “leads?”

Lead Rank 250

Lead Rank Lead Scoring Buyer Objections 250

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. On the other hand, we saved on travel expenses for the handful of employees needed to staff the event, along with the booth set-up costs.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Cincom Smart Selling

FEBRUARY 21, 2017

Even with the most advanced sales tools available, it’s expensive to sell stuff. It doesn’t matter if you are a hobbyist selling hand-tooled belt buckles on eBay or if you are a multinational corporation moving million-dollar earthmoving machines, the cost of selling is significant. Sales Tools Are Efficiency Tools.

Margin 66

Margin Sales Tools Tools Sales Qualified Lead 66

Sales Hacker

SEPTEMBER 4, 2019

Like any marketing or sales tool, promotional products are an investment. Whether you’re trying to attract new talent at a college career fair with a free notebook or get your foot in the door of an enticing prospect with a memorable gift, the best-case scenario is a give-and-take relationship that is established with a physical item.

Sales Tools 101

Sales Tools Tools Data Wireless 101

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Pipeliner

MARCH 8, 2019

A sales process is “a set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale,” according to one definition. I recommend using them as teaching tools for Biz-Dev 101. Well stated. Flowchart that! Baby steps. And Preparation isn’t a step.

Travel 71

Travel Sales Process Hiring Guidelines 71

Allego

JULY 26, 2022

Now, B2B buyers are on the go, using smartphones, tablets, and laptops to research and evaluate vendors. Sales teams need modern tools that deliver continuous learning, micro-learning, and learning in the flow of work. Reps give and get practical advice that they can apply to their prospecting and buyer conversations.

Competition 117

Competition Collateral Software Software 117

Zoominfo

JULY 25, 2018

A successful traveling salesperson wields the ability to take in their surroundings and use contextual clues to glean what they can about each prospect they interact with. Using these clues, the salesperson then tailors their sales presentation to each prospective customer’s particular wants and needs. Let’s get into it!

Top of Funnel 150

Top of Funnel Lead Nurturing Buyer Persona Marketing 150

SBI

OCTOBER 9, 2013

Two years ago, I wrote about the perfect sales tool and included a wish list of capabilities that simply didn’t exist back then. Admittedly, the perfect sales tool will never exist because the needs of sales organizations vary from company to company. The very definition of a perfect sales tool will therefore, be in dispute.

Sales Tools 139

Sales Tools Tools InsideView Field Sales 139

Act!

APRIL 16, 2024

Generic content just doesn’t cut it with the modern-day buyer, seller or tenant, especially when they’ve got plenty of options to choose from. Data-driven marketing personalization also makes your prospects feel special. Here’s how you can use your CRM as an effective tool to personalize your marketing.

Campaigns 52

Campaigns Real Estate Ideal Customer Profile CRM 52

SBI

JUNE 24, 2014

Granted, not all 98% of those hard won visitors are prospects. Never-the-less a percentage of some significance is certain to be bona-fide buyers at the beginning, middle, or end of their purchase process. I agree that RTP is a valuable tool. What if you could “Unmask” them? First, here’s how RTP works.

Marketo 137

Marketo Top of Funnel Groups Prospecting 137

The Pipeline

SEPTEMBER 11, 2018

Perhaps it speak to their attire when they are asked to telephone prospect). And sadly they are encouraged to continue to travel blind by many of the idiot pundits who tell things like sales cycles and numbers don’t matter. And there could be multiple measures if you sell markedly different things to different types of buyers.

Buying Cycle 203

Buying Cycle Sales Cycle Quota Retail 203

Gong.io

SEPTEMBER 26, 2022

50% of buyers say that working remotely has made the purchasing process easier. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Sales and Marketing Management

NOVEMBER 13, 2020

Author: Zameer Baber and Garrett Kephart As organizations consider how their operations need to change in a post-COVID world, many are rethinking how their B2B sales teams will operate as many may no longer want – or are able – to travel to meet their clients. 53% of companies plan to increase or maintain their digital spend despite COVID.

B2B 177

B2B Strategy B2C Revenue 177

SBI Growth

APRIL 7, 2013

This is the time of year that you need to strengthen your position with prospects and customers. Knowing your buyer’s pain points is great. But don’t fool yourself into thinking it’s the most crucial buyer trait to understand. You need to understand how your buyer thinks. It’s about your buyer. You aren’t alone.

Customer 297

Customer Buyer Persona Consumer Buyer 297

Hubspot Sales

APRIL 7, 2023

Identify Your Target Audience and Buyer Personas It is integral to figure out who you’re marketing your digital products to. As your conduct, market research, gather the insights to determine your target audiences and buyer personas (shown in the image below). Create a buyer persona using HubSpot’s free tool.

Buyer Persona 104

Buyer Persona eBook How To Social Media 104

The Pipeline

MARCH 6, 2017

Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. Sure, it is easy to engage with self-declared buyers, those who have entered the market on their own, with a specific thing in mind.

Ideal Customer Profile 210

Ideal Customer Profile Travel Discount Webinar Metrics 210

Sales Evangelist

AUGUST 9, 2020

Use virtual tools to do more, in less time, with better outcomes Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. Virtual sales include integrating all the virtual communication tools, both the synchronous and asynchronous.

Tools 52

Tools Face-to-face Video Channels 52

Showpad

FEBRUARY 7, 2019

Sales enablement tools are becoming more commonplace in modern organizations who want to empower reps and close deals faster, but with so many available it’s essential to understand what these tools do and what you should be looking for when selecting the right solution. What is a Sales Enablement Tool? Mobile access.

Sales Enablement 40

Sales Enablement Tools Top of Funnel Scale 40

Showpad

FEBRUARY 7, 2019

Sales enablement tools are becoming more commonplace in modern organizations who want to empower reps and close deals faster, but with so many available it’s essential to understand what these tools do and what you should be looking for when selecting the right solution. What is a Sales Enablement Tool? Mobile access.

Sales Enablement 40

Sales Enablement Tools Top of Funnel Scale 40

Hubspot Sales

DECEMBER 28, 2021

Due to the proliferation of marketing materials on the internet, the modern buyer is no longer dependent on salespeople for necessary purchasing decision information. Inbound salespeople see the need to personalize the sales experience to the buyer's context. Are unaware of which buyers are active in a buying journey.

Sales Methodology 115

Sales Methodology Inbound Top of Funnel Sales Qualified Lead 115

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Sales and Marketing Management

FEBRUARY 2, 2018

Studies have shown that some people stress out when they travel. More than that, by identifying the channels prospects are more likely to react to, you can feed them with the exact information they need to convert. Buyer Intent Beats Buyer Identity. Is it chocolate? As weird as it might sound, not everybody likes it.

Channels 174

Channels Demographics Intent Marketing 174

The Pipeline

JUNE 29, 2017

But it is precisely because it is a distraction, something that takes them away from the challenges they are dealing with that make hypotheticals a good tool for sellers. It may, but only if the prospect is open to the topic, but if not, as is the case for most buyers, their solution does not see the light of day, and it’s all for not.

Travel 150

Travel Buyer Prospecting Tools 150

Sales Evangelist

JULY 14, 2019

The Sales Evangelist podcast features experts from all over the world, and Zoom helps us bridge the distance for video conference calls without added expense or travel. His company did all of its recording with Zoom and they liked that it integrated with a lot of other tools the company was already using.

Conference 40

Conference Video Tools Skype 40

Pipeliner

SEPTEMBER 29, 2022

If you have to travel to visit clients or work locations, your personal car insurance policy might not cover you. Not only do real estate agents have to travel to clients’ properties to prepare for selling, but they also have to meet prospective buyers for showings. Do I use my vehicle to visit clients or work locations?

Policies 52

Policies Insurance Insurance Real Estate 52

SBI

SEPTEMBER 28, 2021

These center around delivering a better, differentiated remote selling experience for the buyer. Remote buyers have more distractions, so sellers have to work smarter to capture and keep their attention. Doing so allows them to create a personalized journey for each unique buyer and role.

Sales Enablement 79

Sales Enablement Account Based Marketing Buyer Intent Buyer 79