Mindtickle

JULY 31, 2023

Less time in front of prospects & customers [post-COVID] he COVID-19 pandemic drastically reduced the amount of face-to-face time sales representatives have with prospects and clients. Sales representatives must be trained to ensure they adhere to these requirements in their interactions with prospects and clients.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

Alice Heiman

NOVEMBER 14, 2018

Combo Prospecting by Tony Hughes. His potent “COMBOs” will help your team gain access to top-level prospects, secure meetings, and make the sale. Case studies show you how (from start to finish), and downloadable templates will help guide your progress. Sales Differentiation by Lee Salz.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

SugarCRM

MAY 18, 2023

Web Forms Web forms are the easiest and most effective way to capture prospect or customer information. More often than not, your marketing communications will include a CTA linking to a marketing asset (whitepaper, case study, guide, demo, etc.). Look into software that can automate this process.

Lead Management 40

Lead Management Lead Rank Marketing Qualified Lead Lead Scoring 40

Mindtickle

APRIL 10, 2024

Instead, you must understand how sales reps and prospects are (or aren’t) using sales content. These include sales presentations, sales collateral, whitepapers, case studies, videos, or any other type of content used throughout the sales cycle. But if your sellers aren’t using it, your prospects will never see it.

Analytics 52

Analytics Top of Funnel Revenue Closing 52

Gong.io

DECEMBER 5, 2022

It’s your job to lead your team through the trenches and give them direction so they’ll know which markets or territories to target and how best to attack. A strategic sales plan is a detailed strategy that outlines how you’ll target and sell to high-value prospective clients. Case studies. Qualification. Negotiation.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Sales Qualified Lead Sales Methodology 62

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? A sales pipeline is a representation of the stages that prospects go through as they become customers. A sales order pipeline is a series of stages that prospects progress through as they become customers. Sales reps need to be organized and focused in order to sell.

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98

Openview

MARCH 7, 2019

After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. The truth is that the follow-up stage begins before you even start talking to your prospect.

Follow-up 103

Follow-up Sales Meeting Meeting Decision Maker 103

Anthony Iannarino

MAY 7, 2020

There is no chance that they don’t move the business, and you are confident you are going to displace your rival in your territory. The problems this prospective client is experiencing looks like a case study for your company’s value proposition.

B2B 90

B2B How To Case Study Territories 90

Emissary

NOVEMBER 4, 2021

This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise. You will also want to keep in mind where you have the best chance of getting testimonials or branded case studies.

Marketing 52

Marketing Strategy Collateral Case Study 52

Hubspot Sales

DECEMBER 8, 2017

Dr. Martin Seligman’s work with insurance company Metropolitan Life is one of the more famous case studies. My territory is lousy.”. If business is slow, they: Increase their prospecting efforts and activity or change their approach. Seligman started testing job candidates for optimism. The competition is bigger.

Hiring 105

Hiring Insurance Insurance Lead Rank 105

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. case studies, one-pagers), frequency, and distribution channels.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. case studies, one-pagers), frequency, and distribution channels.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

SalesLoft

SEPTEMBER 15, 2016

It’s conference season and everyone’s sales teams are in full-on appointment-setting mode, getting ready to meet with prospective customers and clients. Prospects are 40% more likely to click on these slots than to click on a calendar URL. (If Customize your calendar URL to recognize the prospect automatically.

Meeting 52

Meeting SalesForce Case Study Conference 52

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. Prospects want to trust your offering. It will be harder to convince prospects to pay more for a product or service they've already gotten for a lower price. Flash Sales as a Case Study.

Social Media 97

Social Media Discount Promotion Social Selling 97

Showpad

JANUARY 8, 2021

The onboarding phase that begins when a new employee in their first 30 days should focus on essential aspects of sales — identifying prospective customers’ needs, communicating effectively, understanding and overcoming objections and so on — through the lens of your unique organization. Case studies will be perfect for this purpose.

Hiring 52

Hiring Training Sales Enablement Case Study 52

Sales Hacker

DECEMBER 3, 2019

Inaccurate sales commissions paid in arrears, along with unfair territories, drive attrition — but replacing sales reps is disruptive and expensive. Keep in mind, these are not long, drawn-out case studies. Show ‘em the Money – Sales reps are incentivized by variable compensation, so use data to drive peak performance.

Sales Enablement 84

Sales Enablement Data Hiring Decision Maker 84

The Brooks Group

JULY 7, 2017

Whether it’s prospecting, writing follow-up emails, or completing their activity log, the temptation is great to put off these tasks. They should be able to develop some sort of a template for where to go for new prospects, what questions need to be asked, which case studies are most relevant to a specific persona, etc.

Hiring 74

Hiring Energy Case Study CRM 74

SalesLoft

APRIL 18, 2016

Problem #1: Prospecting Sucks. No one loves prospecting – and if you do, then there’s something wrong with you. The best way to make prospecting interesting is to treat it more like a science than an art, and split test everything you do. My favorite way to run a call blitz is to reverse engineer a case study.

Sales Qualified Lead 52

Sales Qualified Lead Meeting Case Study Ideal Customer Profile 52

The Pipeline

AUGUST 16, 2011

This is why the “let’s wait” school fails; they see a prospect “at rest” and respond leaving it “at rest”; sure doesn’t take long for nothing to happen, that’s not selling. Having done the above work, I know that many sales leaders are looking for more prospects, more new revenue opportunities.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Sales Hacker

OCTOBER 28, 2019

Current customers will not only support your product, they will advocate for it, whether directly by referring their associates, or indirectly by participating in the case studies demonstrating the effectiveness of your products. You’ll learn plenty about your prospect accounts throughout the process. Sending gifts.

Sales Qualified Lead 54

Sales Qualified Lead Account Advertising Advertising 54

DiscoverOrg Sales

MAY 8, 2018

So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name. Sales intelligence vs. lead lists.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

Close.io

OCTOBER 1, 2018

While all sales manager undoubtedly need hands-on experience converting prospects into customers themselves, there are a wide range of other (equally important) sales manager skills you’ll need to command in order to excel in this role. Prospecting and partnerships. Preparation and organization are key. Market and customer research.

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Zoominfo

JANUARY 29, 2018

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%). Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide. Continue reading.

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Sales Hacker

JANUARY 30, 2023

The days of building a point solution in uncharted territory are over. Even if you have a great solution, the lack of a track record or case studies makes it harder for buyers to take a bet on your early-stage company. Get a few paying customers who really love your product and build from there. So how do you get there?

Ideal Customer Profile 88

Ideal Customer Profile Conversion Marketing Hiring 88

Xactly

MAY 30, 2018

Earlier this year, we teamed up with the Sales Management Association (SMA) to conduct a survey on sales territory design. More than 100 organizations participated in the survey and provided insights into how they design and plan their sales territories. Discover more territory planning insights in our territory planning infographic.

Territories 61

Territories Research Travel Survey 61

Sales Hacker

OCTOBER 16, 2019

This will usually be done by territory, contract size, industry, or just plain-old availability. By making an early introduction, you give the prospect a clear picture of how the customer success team will help them, as well as how they’ve helped similar customers. In some CRM’s, the CSM can be preassigned automatically.

Ideal Customer Profile 50

Ideal Customer Profile ROI Proposal Lead Rank 50

DiscoverOrg Sales

MARCH 5, 2019

By targeting a prospect in that crucial three-month window, you can focus your time, energy and effort where there’s a higher chance for a win. Your c-suite prospect with the brand-new job came from somewhere. And your new prospect has budget to solve it. CASE STUDY] How Deal IQ Grew Booked 8x More Client Meetings.

Hiring 218

Hiring Decision Maker How To SalesForce 218

Mindtickle

JANUARY 27, 2016

For example, if you notice that reps in a particular cohort group are selling well in a particular industry or territory, you can understand what is working for them and share any relevant knowledge with the other teams. Adding some actionable industry insights to the report might also be a good idea. Metric 4 — Sales cycle.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Mindtickle

JANUARY 27, 2016

For example, if you notice that reps in a particular cohort group are selling well in a particular industry or territory, you can understand what is working for them and share any relevant knowledge with the other teams. Adding some actionable industry insights to the report might also be a good idea. Metric 4 — Sales cycle.

Sales Enablement 52

Sales Enablement Top of Funnel Hiring Sales Cycle 52

Sales 2.0

FEBRUARY 1, 2023

Acuity enables B2B sales teams “to improve sales productivity in implementing prospecting and customer growth strategies using flexible process technology and Artificial Intelligence (AI).” So far, a lot of sales tech has focused on early-in-the-funnel activities, on starting conversations with prospects.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Sales and Marketing Management

SEPTEMBER 7, 2017

attempts to successfully prospect a stranger – a 74 percent increase since 2010 when prospecting required just 4.7 is critical to convert lukewarm prospects into ready-to-buy decision makers. Clear understanding of territory and assigned leads. Clear understanding of territory and assigned leads.

Engineering 180

Engineering Top of Funnel Revenue Hiring 180

Hubspot Sales

AUGUST 23, 2023

With the help of the templates in this article and expert tips on what not to write in your next cold email, you'll have the confidence to write attention-grabbing emails that prospects will want to read. Give your prospects a reason to respond, and a simple call-to-action. I want [Prospect's Company] to join this list.

B2B 72

B2B Lead Rank Lead Scoring Leads 72

The Sales Association

NOVEMBER 9, 2011

But these prospects raised their hands," they tell you. Case Study We do phone sales training with a Fortune 50 wireless telecom client that has a large SMB field sales team in the Midwest. Much of the territory is sparsely populated with businesses far apart from each other. Lets call them Anycom. at the reception desks.

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34

Crunchbase

MAY 1, 2020

Prospects are not taking demos for fun right now and the request is likely stemming from a departmental OKR or executive-level goal they are tasked with researching. . Action items: Assign these accounts to AEs based on existing territories or ownership. Go to your competitors’ websites and see who they’ve done a case study with.

Outbound 75

Outbound Lead Rank Lead Scoring Case Study 75

Bigtincan

SEPTEMBER 8, 2021

How much time do your sellers spend with prospects understanding their buying process? . Common Issue #2: No insight into what content is being used by reps or prospects. Provides metrics on how sales reps and prospects engage with documents. Bigtincan Provides Metrics on How Sales Reps and Prospects Engage with Documents.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

Close.io

FEBRUARY 24, 2020

Sales operations is the team that plans and organizes rep operations, territory planning, lead generation, sales analytics, and more. Makes sales reps more customer-focused : With easy access to the external-facing content your audience is viewing and interested in, reps are better able to appeal to their prospects and provide real value.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Hubspot Sales

APRIL 28, 2020

You can't convert leads or land deals if prospects don't notice you, and once they do, you need to keep them interested. Any sales representative looking for a succinct but comprehensive way to inform prospects about the nature and benefits of a product stands to gain a lot from understanding sales aids. Image Source. Tell a story.

Pharmaceuticals 88

Pharmaceuticals Direct Mail Lead Rank Case Study 88