No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

BuzzBoard

MARCH 15, 2024

With a myriad of marketing channels at their disposal, leveraging them effectively to garner substantial results can be challenging. Looking at case studies of small businesses that overcame hurdles using strategic digital marketing can equip you with fresh perspectives.

Small Business 52

Small Business Small Business Case Study Social Media 52

Partners in Excellence

OCTOBER 30, 2020

It’s customers prospecting–looking for solutions to their problems. I can see them harvesting email addresses from all sorts of sites, so they can broadcast to sales people. But customers have an analog to what we do in prospecting. Customers prospect very differently than sales people do.

Outsourcing Services 106

Outsourcing Services Prospecting Customer Harvest 106

Apptivo

MAY 16, 2023

From seeds to success: Journey of leads and prospects in sales 2. What is a sales lead? What is a prospect? Lead Vs Prospect: what’s the difference? Where are prospects and leads in the funnel? How to turn a lead into a prospect? What is a sales lead? What is a prospect?

Lead Rank 52

Lead Rank Sales Qualified Lead Marketing Qualified Lead Lead Scoring 52

Act!

APRIL 25, 2024

You’re taking a break for lunch in the middle of a busy workday and open your inbox, only to find two new sales emails from unknown senders. The first one starts with a run-of-the-mill promotional sales pitch. That’s what adding personalization to your sales outreach efforts can do. The answer is personalization.

Social Media 52

Social Media How To Case Study ACT 52

Sales 2.0

MARCH 15, 2023

This is the fourth in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. AI as a sales assistant The most exciting application of AI will be as a sales assistant.

Outsourcing Services 195

Outsourcing Services Tools Buyer Industry 195

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. And that content is a gateway to a possible sale. After users go through with a landing page, there should be a clear path to the end — an action that brings them into your sales funnel. They both need this engagement!

Marketing 130

Marketing Prospecting Top of Funnel Segment 130

Allbound

DECEMBER 5, 2018

At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 Organize your assets. Click To Tweet.

Channels 57

Channels Sales Enablement Top of Funnel Vendor 57

Pipeline

APRIL 1, 2024

In fact, most sales teams rely on long-term accounts and word-of-mouth to maintain revenue, which is not a sustainable approach. Create a Formal Sales Process The first step in elevating your lead generation process is to build a definite sales process. Lead evaluation: not every lead is worth pursuing.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

BuzzBoard

APRIL 15, 2024

Moreover, client success stories and case study development humanize the narrative. Moreover, client success stories and case studies, supported by extensive data, serve as concrete evidence of your digital marketing success. This understanding aids in making informed decisions regarding future business strategies.

ROI 52

ROI Case Study Marketing Campaigns 52

Pointclear

MAY 12, 2011

Few companies have the sales and marketing resources to adequately cover their markets. It’s important to keep your market primed so that when it comes time to buy, these prospects reach out to you. The end result: 350 sales opportunities generated within the first 6 months of the program’s start.

Outsourcing Services 140

Outsourcing Services Channels Penetration Prospecting 140

Zoominfo

FEBRUARY 25, 2021

Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. How Do I Create a Sales Webinar? You might want to send an email to prospects.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Highspot

JANUARY 28, 2024

This underscores the influence of sales collateral, ranging from traditional brochures to dynamic digital content like blogs and videos, in steering potential customers through their buying journey. This guide shares the importance of sales collateral, who is responsible, and how to use it to seal the deal. What Is a Sales Collateral?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Allbound

MARCH 6, 2019

Your channel sales are looking good—but they could always be better. If you’re looking for ways to boost your sales , look no further than your partner relationship management (PRM) software. That said, the right PRM software will take it a step further by helping your partners turn their sales prospects into customers.

Channels 52

Channels Case Study Webinar Metrics Software 52

The Pipeline

APRIL 2, 2019

One reason many anti-phoners, will give you for not using that most noble sales instrument (the phone), is that no one picks up. As though that was some form of barrier or obstacle or a reason for not leveraging the phone in your sales and prospecting success. Let’s be real, anti-phoners are the sales equivalent of anti-vaxxers.

Face-to-face 300

Face-to-face Call-back Case Study Banking 300

Zoominfo

JANUARY 26, 2021

Enterprise prospects are what salespeople and marketers like to refer to as “the whale” of all leads. Long Sales Cycles: Enterprise companies are big, and they want to make sure they are getting best-in-class solutions. We’re honored to be #1 on the Sales Intelligence – Enterprise Grid for the 5th consecutive quarter.

Lead Generation 189

Lead Generation Lead Rank Lead Scoring Enterprise 189

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. According to Marketing Insider Group, salespeople who used prioritized sales lists took 20% more actions per lead , meaning they were able to make more contact attempts and increase engagement time.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Buyer Intent 52

Tenbound

JANUARY 26, 2024

Secrets to Crafting Effective Cold Emails – From Analyzing 20,000 Emails In today’s digital era, cold emails have become a vital tool for businesses and professionals looking to expand their network, generate leads, and drive sales. Include brief case studies or share examples of successful outcomes achieved for your clients.

Case Study 64

Case Study Segment Social Media Follow-up 64

Crunchbase

APRIL 26, 2023

While social media may not be the first thing that comes to mind when you think about prospecting, it has become an invaluable resource for many sales teams. Social prospecting can help you reach a wider audience, build stronger relationships and close more deals. What is social prospecting?

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Social Media Top of Funnel 59

Zoominfo

JULY 23, 2020

Think of warm leads as the window shopping of sales. For example, maybe they: Opted in to receive a piece of gated content on your website Submitted a contact form requesting more information about a product or service Followed your company on various social media channels Signed up for an email newsletter Were referred by a friend.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing. Demand generation is a joint effort between a business’s marketing and sales organizations.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

BuzzBoard

MARCH 6, 2024

Moreover, digital marketing provides small businesses with a considerable opportunity to convey their stories, values, and missions—a feature often overlooked by traditional marketing channels. Here are some case studies that provide a glimpse of successful implementations of digital marketing in small businesses.

Small Business 52

Small Business Small Business Ideal Customer Profile Case Study 52

Zoominfo

FEBRUARY 7, 2023

When developing a sales strategy, many leaders aren’t sure where to begin. There are various stakeholders, priorities, markets, and channels to align, and the right mix for your business may not always be clear. To craft an effective modern sales playbook , data and analytics must reign supreme. What is a Sales Strategy?

Strategy 130

Strategy Lead Rank Lead Scoring Hiring 130

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them. Holding Onto Outdated Positioning Statements.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. That is, they should be determined using interviews, case studies, and research on past and current clients. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Hubspot Sales

AUGUST 24, 2020

The landscape of sales has shifted radically over the past decade or so. While phone calls, meetings, and other familiar sales staples still have a place in the field, digital sales tactics — techniques conducted through virtual channels — have emerged and started taking up some serious space. Leverage social media.

Social Media 124

Social Media Webinar Metrics Case Study How To 124

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Start With a Complete Review. You get the idea.). .

Scale 177

Scale Maximizer Strategy How To 177

SalesHandy

SEPTEMBER 17, 2020

Prospecting is the backbone of the sales process. It makes sure you constantly progress towards your goal and help your prospects to win. But, what’s important is doing the sales prospecting in the right way. In research we found 34% of sales reps believe prospecting is their biggest challenge in 2020. .

Prospecting 93

Prospecting Lead Rank Lead Scoring Leads 93

Autoklose

MARCH 18, 2024

Having a well-versed and highly-skilled sales team is an essential ingredient when it comes to the success of your entire business. When you’re starting out, and it’s just you and maybe another salesperson, it’s not difficult to make a sales strategy, implement it, and learn from the results. Do you have a sales process in place?

Hiring 98

Hiring Training Cold Calling How To 98

Showpad

OCTOBER 14, 2020

A full sales pipeline is a goal for many organizations. For most sales reps, prospecting likely isn’t their favorite part of the job. It takes a lot of time and effort to identify and develop leads, but prospecting is essential. It’s important for sales to align with marketing in this strategy.

Prospecting 52

Prospecting Webinar Metrics Social Media Face-to-face 52

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

Sales and Marketing Management

FEBRUARY 5, 2021

Author: Eleni Hagen If there’s one thing 2020 taught us, it’s that time is of the essence: in life, as well as in sales. . The long answer involves a play-by-play of how best to strengthen your sales engagement strategy so your brand’s messaging will be more likely to hit home. . Start With a Complete Review. You get the idea.). .

Maximizer 156

Maximizer Strategy Lead Rank Lead Scoring 156

Zoominfo

JUNE 9, 2019

When it comes to B2B sales calls, the primary goal of the sales rep is to extract valuable information from the other person on the line. If you’re a seasoned sales professional, you already know the best way to get information is to ask smart questions. If so, great – make sure you show them plenty of case studies.

B2B 252

B2B Closing Scale Guarantee 252

Vengreso

JANUARY 24, 2022

Sales messaging is a vital part of a sales reps’ daily work. It’s how they engage with prospects and it can make a big difference in their results. Plus, he announced a new tool Vengreso created to help sellers, business owners and sales team deploy a consistent message throughout the sales organization.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Vengreso

JANUARY 24, 2022

Sales messaging is a vital part of a sales reps’ daily work. It’s how they engage with prospects and it can make a big difference in their results. Plus, he announced a new tool Vengreso created to help sellers, business owners and sales team deploy a consistent message throughout the sales organization.

Conversion 104

Conversion Prospecting Sales Methodology Referrals 104

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59