Pipeliner

MAY 20, 2023

Our last article introduced a new series on mega-threats to the sales industry, inspired by the fascinating bestselling book by Nouriel Roubini entitled MegaThtreats: 10 Dangerous Trends that Imperil Our Future, and How to Survive Them. Going back through this book, I was startled by how much has changed since the book was published.

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Industry Education Trends Call-back 98

Janek Performance Group

SEPTEMBER 28, 2021

From subject to signature, top salespeople know the importance of crafting great prospecting emails. After all, an email is often a prospect’s first impression, and it can be the difference between calling or deleting you. Also, too many sales pros think they just need the basic idea, and the prospect will do the rest.

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Prospecting How To Social Media Call-back 117

Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Warm introductions are always better than cold calls. Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. Try one or all of these three approaches. Get a Referral. Do Something Unexpected.

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Prospecting Cold Calling Referrals Guarantee 162

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. Here are some insights into the psychology of prospecting fear and actionable tips to overcome it: Prospecting is Not a Dirty Word. They also get a lot of sales calls.

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Prospecting Cold Calling Call-back Lead Rank 118

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

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CRM Tools Ideal Customer Profile Prospecting 127

Crunchbase

MAY 22, 2023

Sales prospecting is an integral part of the sales process. When done manually, it can be time-consuming and demand substantial effort — but automated sales prospecting can help. Automated sales prospecting tools, also known as sales automation software , streamline your workflow and allow you to spend more time selling.

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Maximizer Prospecting Lead Rank Lead Scoring 98

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. What is the Triple Touch in Sales?

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Prospecting Top of Funnel Decision Maker Sales Qualified Lead 130

Zoominfo

AUGUST 31, 2020

It’s been called everything from the ‘ too dangerous to release ’ and the ‘ Robot Apocalypse ,’ to ‘overhyped,’ to ‘shockingly good.’. And like anything ambitious, there are plenty of possibilities and drawbacks to consider, so let’s scale the enormity of it all back, and focus on the following question: How will GPT-3 impact the B2B space?

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Data B2B Industry Engineering 179

The Pipeline

FEBRUARY 17, 2014

One question I am asked regularly is what is the best time to prospect, be that of day, time of week, etc. But what many are really looking for for is that secret answer, “call them at 4:33 on a the third Tuesday of the month, except I. By Tibor Shanto - tibor.shanto@sellbetter.ca.

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Prospecting Cold Calling Top of Funnel Call-back 312

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

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Prospecting Cancellation How To Revelation 98

Mr. Inside Sales

JANUARY 6, 2024

If your goal is to become a top producer in your industry and double or triple your income, think about the impact that will have on your family. If your team is struggling with call reluctance and is tired of the endless rejection they face, then get instant access to our On Demand training today.

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Face-to-face Gatekeeper Decision Maker Licensing 223

Zoominfo

FEBRUARY 17, 2021

Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

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Cold Calling Guidelines Prospecting Face-to-face 100

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. Either way, that deal is probably going nowhere.

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Research Prospecting Face-to-face Twitter 127

No More Cold Calling

OCTOBER 1, 2020

Get the latest from No More Cold Calling. I learned it doesn’t matter your gender, age, industry experience, or culture. I’m calling it out, because everyone feels the same way. And then you might owe them something back. Research shows cold calling scripts and tricks don’t work, but referrals do. Why would they?

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Referrals Cold Calling Sales Qualified Lead Call-back 373

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company.

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Territories Compensation Scale Decision Maker 396

Mr. Inside Sales

JANUARY 7, 2023

Step Three: Record your calls. When listening to your calls, find ways to improve. The top professionals in any industry are always adapting, always learning, and always improving. Perfect for reps dealing with the following issues: Reps struggling with call reluctance. Qualifying prospects. You need to as well.

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Face-to-face Guarantee Gatekeeper Decision Maker 259

The Pipeline

DECEMBER 14, 2020

It is called the Breakfast For Champions , you can see past episodes going back to August. He and his team have helped develop over 30,000 sales professionals, across 62 industries to perform at the top of their game. No need to fret, I am continuing to engage with interesting people with a range of insights on sales.

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Call-back Webinar Metrics Sales Industry 360

Sales 2.0

MAY 1, 2023

He says, “what if [my account coverage was] based on my personal relationship map or my own experience in terms of the industries, or where I have done deals and I have worked with customers?” Scott notes that “I’m going to point back to my experience in MarTech on this. We can pull the transcript out of our call recording.

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Scale Top of Funnel Territories Sales 221

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

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Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

SalesLoft

MARCH 11, 2024

For him, it was easy to notice how much his team was better able to prioritize what they wanted to do in a day, whether that was sending emails, having phone calls, or even analyzing their past performances to see how to improve going forward. That extra saving that’s beyond automating what they’re already prospecting.

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Marketing Lead Rank Inbound Call-back 98

The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

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Prospecting Top of Funnel Follow-up Face-to-face 72

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Set specific prospecting goals. Set specific prospecting goals.

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Trade Show Prospecting Face-to-face Decision Maker 193

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Cold call with composure, confidence, and persistence. What is B2B prospecting? Research, research, and research some more.

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Ideal Customer Profile B2B Prospecting Gatekeeper 87

Marc Wayshak

FEBRUARY 8, 2021

I’m willing to bet you’ve been in a selling situation before where the prospect said the following dreaded words: “I don’t have time.”. Or maybe they said it a bit differently—“Now isn’t a good time” and “Can you try me back later?” are equally common objections early on in prospecting calls. Marc Wayshak calling.

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Prospecting Call-back Objections Follow-up 94

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? Want 500 more word-for-word scripts? Click Here.

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Objections Face-to-face Gatekeeper Decision Maker 285

Crunchbase

DECEMBER 11, 2020

Data needs to be readily available to use for prospecting , sales calls and to see how sales reps are measuring against their goals. With data, the days of spending eight hours cold calling are over. Find prospects that match your ICP with Crunchbase Pro – try it free. Align on team goals and strategy.

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Industry Data Ideal Customer Profile Face-to-face 98

criteria for success

OCTOBER 21, 2021

If you’re like most of the sales managers we talk to, you’re looking for a repeatable, effective sales prospecting process. Or maybe you have no idea what’s going on with your team’s prospecting – it’s a black hole that randomly produces opportunities. Start by identifying the industry, company size, and role.

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Prospecting Sales Qualified Lead Ideal Customer Profile Exercises 105

Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. Why don’t some buyers admit they need help?

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Prospecting Case Study Study Sales Cycle 235

DiscoverOrg Sales

FEBRUARY 21, 2018

We have trade show prospecting down to a science. Blog: How to Prospect at Trade Shows: The Ultimate 10-Step Sales and Marketing Checklist. To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. Lots of warm leads.

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Trade Show Ideal Customer Profile Prospecting Decision Maker 174

MTD Sales Training

NOVEMBER 20, 2017

Know The Prospective Buyer. While every person is different, you will find that most prospective customers fit into certain categories. Different Prospective Buyer Types. This is the prospect that interrupts you, is often rude or disrespectful, tries to antagonise you and seems to be someone who eats sales people for lunch.

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Buyer Prospecting Education Guarantee 120

Hubspot Sales

AUGUST 28, 2023

Before you ever pick up the phone for prospecting , you have to determine whether the person you’re calling fits your ideal prospect profile. That starts with you understanding your company‘s value offering like the back of your hand. There's another side to the equation — understanding your prospects.

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Prospecting Demand Generation Targets Decision Maker Hiring 80

Crunchbase

JANUARY 7, 2021

This article addresses ways to bring back prospects who stopped interacting and offers creative ideas on how to warm up, re-engage, and reconnect with cold leads. Discover new prospects with Crunchbase Pro – try it free. So, what are the creative ways salespeople can use to win back the attention of cold prospects?

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Prospecting How To Scale Social Media 109

Score More Sales

MAY 8, 2012

What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts? They seek to take what we believe is ours – namely our prospective customers. They are rivals for the food on our tables and the clothes on our backs. There are no competitors, only industry counterparts.

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Industry Competition Lead Rank Lead Scoring 204

Score More Sales

MAY 8, 2012

What if you disarmed the thought of competition – and instead used a term I call, Industry Counterparts? They seek to take what we believe is ours – namely our prospective customers. They are rivals for the food on our tables and the clothes on our backs. There are no competitors, only industry counterparts.

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Industry Competition Lead Rank Lead Scoring 204

The Sales Hunter

MARCH 27, 2013

To dramatically increase your chances of engaging a prospect, tag team your touches between email and voice mail. When it comes to prospecting, there is no magic bullet. It’s no secret that most people really dislike cold calling. Give me a call when you get a chance. The honest truth is you have to do the work.

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Prospecting How To Call-back Cold Calling 214

SBI

SEPTEMBER 25, 2020

Builds Largest Patent Portfolio in Conversation Intelligence Industry. Collectively, each patent solves a gap in the sales industry to fully understand sales rep performance, company-wide messaging, voice of the customer and revenue pipeline for an unparalleled vantage point of sales and business health. Chorus.ai , the No.

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Industry Conversion Hiring Call-back 67

Crunchbase

APRIL 22, 2020

Employing the concept of empathy by taking a step back and putting yourself in someone else’s shoes is the key to succeeding in this climate, also ensuring you and your company come across as sensitive and understanding. This will help keep you from email bounce backs and coming across as insensitive to the person you’re trying to contact.

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Prospecting Customer How To Decision Maker 124