Zoominfo

JULY 5, 2023

Analyzing the firmographic characteristics of target accounts gave them a template for prospecting similar companies in new markets, such as finance and manufacturing. ZoomInfo’s data enrichment gives BlueOcean’s marketing and sales teams the same full-scope view of each customer and prospect.

Ideal Customer Profile 130

Ideal Customer Profile Direct Mail Strategy Customer 130

Allego

JULY 20, 2021

He recounted how they had done this “dog-and-pony show” multiple times together, and they both actually enjoyed it as well as their pre-meeting dinner to get caught up. Balancing Selling and Buying Cycles: What Good Selling Is. Good selling, of course, is grounded in creating an exceptional buying experience. Learn More.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

Corporate Visions

OCTOBER 13, 2018

Make your 2019 sales meeting kickoff theme about maximizing profitability throughout the entire customer relationship, not just during the initial deal. The 3 Moments Of Truth To Address At Your 2019 Sales Kickoff Meeting. Create Pricing Uncertainty During the Deal. As for keeping current ones? Not so much.

Meeting 67

Meeting Demand Generation Agencies Maximizer Top of Funnel 67

Partners in Excellence

DECEMBER 26, 2023

If I think, for example, the evolution of “prospecting letters.” To send a prospecting letter, I had to write it in longhand and give it to the “word processing pool.” ” In a few hours or a day, I would get a typed draft of my prospecting letter. The advent of the web and email changed everything.

Retention 135

Retention Maximizer Buying Cycle Social Media 135

BuzzBoard

MARCH 28, 2024

This could be through calls, emails, or even in-person meetings. The most effective salespeople are those who listen to their prospects and offer solutions that not only resolve their challenges but also propel their business goals. Step 1: Build Relationships – Forge robust personal ties with prospective clients.

Webinar Metrics 98

Webinar Metrics Case Study Comparison Small Business 98

PandaDoc

MAY 9, 2024

Opportunities are those prospects that have been qualified by your sales team. Qualified leads meet criteria such as having the budget or buying authority for your product or service. The key is to increase the number of qualified prospects in your sales pipeline. In most cases, bigger purchases have longer buying cycles.

Lead Rank 52

Lead Rank Examples Ideal Customer Profile Lead Scoring 52

SalesLoft

JANUARY 22, 2020

Well, in addition to being expert data collectors, Amazon mastered the art of meeting the buyer where they are. Those are the same: Meet the buyer where they are. . Anticipate prospects’ needs with active listening. . According to TOPO’s latest Sales Process Design research, “ The sales process must match the buying journey.

Sales Process 122

Sales Process Buyer Buying Cycle Hubspot 122

Hubspot Sales

MARCH 20, 2018

When we talk about objection handling in sales, it is often focused on the later stages of the buying cycle, usually during negotiations. A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Prospecting is hard. How could they be?

Objections 145

Objections Prospecting Call-back How To 145

Sales and Marketing Management

AUGUST 6, 2017

email and web meetings), tradeshows are one of the only channels to connect with customers and prospects face to face. Customers - Routine 'keep in contact' but not in the buying cycle segment. Prospects - Major targets. Prospects - Known, 'keep in contact' but not in the buying cycle segment.

Sales Qualified Lead 192

Sales Qualified Lead Leads Marketing Qualified Lead Lead Capture 192

Zoominfo

APRIL 20, 2022

. “Using marketing-sourced pipeline as a KPI oversimplifies the complexity of the B2B buying cycle,” she says. For example, if a prospect downloads a whitepaper and six months later sales runs an outbound motion to re-engage them — who gets the credit? So, what metrics should marketers report on ?

Account Based Marketing 130

Account Based Marketing Marketing Lead Rank Top of Funnel 130

Sales Hacker

APRIL 5, 2019

After all, it’s both awkward and confusing for a prospect to go dark ! Fortunately, it is possible to keep prospects engaged. One member of the group had just experienced an extreme case of ghosting with a hot prospect. But generally, when a prospect goes dark, it can be traced to one of these 7 reasons. Get the facts.

Prospecting 102

Prospecting Sales Cycle Call-back Channels 102

Zoominfo

SEPTEMBER 10, 2020

Maybe they were in a meeting. Streamlined Prospecting. Additionally, when paired with a CRM platform, your sales dialer can manage each prospect and customer journey across the buying cycle. That way, they have more time to prospect. Or that person you keep meaning to call back, but always forget to?

Closing 264

Closing Call-back How To Outbound 264

Sales and Marketing Management

MARCH 26, 2018

Another negative sales persona is someone who turns up at the latest supplier review meeting, announcing proudly he is the new account manager, then asks for an explanation of the history between the two companies – arghhh! Let’s look at the day-to-day life of a sales rep, starting with traditional face-to-face meetings.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

The Pipeline

JULY 30, 2019

I’d like you to take a look at the marketing material or collateral you use to prospect and sell. Most materials provided to salespeople or made available for buyers directly is geared towards one type of prospect. But the vast majority of salespeople I meet admit that they need to sell to other prospects as well.

Buyer 277

Buyer Collateral Harvest Demographics 277

Pointclear

AUGUST 16, 2018

Often hot leads are really buying companies that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Lead Rank 113

Lead Rank Lead Scoring Sales Qualified Lead Leads 113

Allego

OCTOBER 14, 2020

In today’s uncertain climate, many companies are slowing their buying cycles or freezing them completely. Nurturing prospects and closing deals when you can’t meet in person is the new normal for sellers in most industries. But being a great virtual salesperson doesn’t mean simply conducting every meeting on Zoom.

Face-to-face 125

Face-to-face Buying Cycle Sales Enablement Video 125

SBI Growth

JANUARY 13, 2014

Preparing for the BIG kickoff meetings. You may need to call on customers and prospects in unfamiliar areas. This can drastically reduce your time spent planning and prospecting. Offer to buy them a drink at the upcoming sales kickoff meeting. Set up meetings with managers in the geography last year.

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 9) Prospect at the right level within the business. 10) Discover the prospect’s buying cycles. 15) Practice your prospecting calls with your colleagues or your manager.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. Additionally, teams that harness the buying cues benefit from more precise and efficient sales cycles.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

Anthony Cole Training

JUNE 11, 2013

Let''s pretend that you have the ability to create the buying and selling process of your product exactly the way you would want it to work. At The Objective Management Group, Dave Kurlan, the president of the company and creator of the sales force evaluation, defines this as "Buy Cycle".

Buying Cycle 190

Buying Cycle Education Objections Insurance 190

MTD Sales Training

NOVEMBER 5, 2018

Experience: What processes does the customer go through when they are in the buying cycle? Is your social media presence attracting the kind of prospects that will be good for your business? 2) Meet with others in your company who can add value at each point on the journey. Do they find you through your website?

How To 224

How To Buying Cycle Social Media Follow-up 224

Sales and Marketing Management

NOVEMBER 16, 2020

This includes prospects and people who aren’t in a buying cycle for your product but who may share common attributes with your customer base. Importantly, we adapted our content strategy to meet the market need but not be self-serving. Those people are already fans). As an added benefit, it elevated our brand.

Conversion 177

Conversion Marketing Customer Trade Show 177

Allego

SEPTEMBER 29, 2020

It may seem simple—just move your meetings online, right? But being a great virtual salesperson doesn’t mean simply conducting every meeting via video conference. Successful virtual selling depends on using technology to nurture prospects, share information, conduct demos, and host meetings. You had to get it right.

Face-to-face 98

Face-to-face Ideal Customer Profile Conference Travel 98

DiscoverOrg Sales

DECEMBER 18, 2017

In addition to applying prospect intelligence to find additional common characteristics of your ideal customer, Customers of DiscoverOrg can take this a step further by to identifying lookalike customers to target. Sales should also understand prefered methods of engagement and buying cycles.

Account Based Marketing 181

Account Based Marketing Data Ideal Customer Profile eBook 181

Pointclear

AUGUST 9, 2016

Often hot leads are really prospective buyers that have already been sold by another vendor. They’ve indicated they have a short buying cycle and they’re eager to talk, but what these buyers may be doing is validating a decision already made. Leads at every stage of the buying cycle are essential for a healthy pipeline.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Emissary

MARCH 2, 2023

The average buy cycle is now more than seven months long and involves five to eight (or more) decision makers, most of whom spend only 17% of their time meeting with potential suppliers. To succeed in the current marketplace, sellers have to use every tool at their disposal to understand their prospects and what drives them.

Decision Maker 98

Decision Maker Ideal Customer Profile Top of Funnel Networking 98

Hubspot Sales

APRIL 3, 2018

Call cadence is the structure and timeline of when salespeople call their prospects. It’s created based on the readiness of your prospect to buy, and is tailored to keep the salesperson top-of-mind without being overwhelming. Such outreach is unlikely to meet your prospective customers’ needs and can also reek of desperation.

Revenue 92

Revenue Buying Cycle Social Media Media 92

Sales and Marketing Management

SEPTEMBER 23, 2019

Customer relationship management (CRM) systems remain the most critical, enabling sales teams to collaborate, managers to stay on top of business, and customer-facing people in other departments to share one prospect or customer record. The growing use of mobile-optimized click-to-call puts reps at the beck and call of prospects.

Inside Sales 209

Inside Sales Trends Outsourcing Services Face-to-face 209

Partners in Excellence

MARCH 6, 2023

Look at your inbox, I suspect 95% of the prospecting mails you have say, “Organizations like yours have this problem–we solve it. Our product has these capabilities… ” They end it by asking to schedule a meeting or demo. Based on our experience, we see total buying cycles reduced by as much as 30%.

Face-to-face 117

Face-to-face Buying Cycle Customer Positioning 117

Miller Heiman Group

DECEMBER 21, 2020

Increased client expectations add to challenges that include more meetings needed to progress opportunities. Acknowledge changes in the buying/selling process. . Adapt to longer buying cycles. All of the factors detailed have led to vastly increased sales cycle length, particularly for new customers.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

Selling Essentials RapidLearning Center

SEPTEMBER 22, 2022

The prospect says, “To make this decision I need more information about the optimum throughput rate on this unit. But we’ve reviewed those inputs in previous meetings and agreed we meet your requirements. Her prospect is making a perfectly reasonable request, and she’s saying no. I can see how you might think that.

Customer 59

Customer Analysis Buying Cycle B2B 59

Partners in Excellence

JANUARY 11, 2023

There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. We can meet and exceed Gartner’s projection of 66 touches per meeting with all sorts of sequences that can be generated in a few minutes.

Buyer 94

Buyer Vendor Face-to-face Buying Cycle 94

Sales 2.0

MARCH 4, 2012

On meeting with some of these accounts, I found that some of them did in fact have needs and a few may indeed end up becoming customers. But a big majority of them had not concluded “75% of their sales cycle on the web” before meeting with me. But I am a fan of smart prospecting.

Top of Funnel 218

Top of Funnel Funnel Cold Calling Inbound 218

SBI Growth

OCTOBER 28, 2012

Are you able to track the online behavior of your prospects and leads? Are you able to scale personalized communications to your prospects and customers? Does your content reflect what your buyers and prospects are interested in, or just talk about your product and services? Do you have a systematic way to qualify your leads?

Lead Generation 317

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 317

Partners in Excellence

AUGUST 19, 2020

For example, as sales people, we may look at territory or account management, prospecting, managing opportunities through the buying cycle, call planning/meeting management, pipeline management/forecasting, administrative functions, time management, training/learning and so forth. Many avoid prospecting.

Territories 73

Territories Maximizer Buying Cycle Pivotal 73

Hubspot Sales

OCTOBER 5, 2020

SDRs need to prioritize meaningful connections with prospects. Don't Make Meetings Your Sole Focus. Approaching your first 100 days as an SDR, solely focused on booking meetings isn't helpful or sustainable. Stop going into calls expecting to get a meeting or with the sole goal of getting a meeting.

Hubspot 136

Hubspot Intent How To Buying Cycle 136

Sales Hacker

OCTOBER 19, 2020

From June 2019 to August 2020, my data science team at Outreach analyzed more than 12 million prospects. Let’s look at the numbers: After two days of prospect silence, the expected conversion rate drops 3x. Of the 12 million prospects we studied, only 2 percent (240,000) scheduled a meeting. What You Need to do.

Buyer 104

Buyer Data Lead Rank Lead Scoring 104