Hubspot Sales

JANUARY 15, 2024

It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. The timing isn’t right.

Prospecting 118

Prospecting Follow-up Call-back Proposal 118

Customer Centric Selling

OCTOBER 7, 2021

The demo is it’s most effective when used as proof , instead of just as a sales tool.” – Frank Visgatis. In today’s episode, Frank and Tim share how a salesperson can learn to identify the right time in the buying process to show a demo. Increase your B2B sales by customizing your demo to your prospect’s vision!

Energy 52

Energy Course B2B Resources 52

Salesmate

NOVEMBER 24, 2020

Demos are by far the most effective method of showing off a product’s capabilities. Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging. However, video conferencing allows you to perform virtual product demos without ever leaving the comfort of your home office. Know your prospect.

Face-to-face 52

Face-to-face Ideal Customer Profile Meeting Software 52

Product Management University

JULY 26, 2021

That REQUEST A DEMO button on your website is offering demos to anyone who wants to see your products. You’re on the hook to give them a demo, and if they want to play hardball, they’re not the least bit obligated to tell you why they’re interested. You’re getting a high volume of demo requests.

Top of Funnel 52

Top of Funnel Sales Qualified Lead Proposal Decision Maker 52

Mr. Inside Sales

FEBRUARY 5, 2021

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your prospects will trust you more, and you’ll appear more professional. And prospects like that! #2:

Face-to-face 257

Face-to-face Hiring Sales Qualified Lead Gatekeeper 257

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. It could be that their sales reps know how to prospect effectively. What Are Prospecting Insights? What Are Prospecting Insights?

Ideal Customer Profile 100

Ideal Customer Profile Data Strategy Prospecting 100

Zoominfo

DECEMBER 15, 2020

It’s a science — understanding the market + humanization + appeal = (hopefully) more fitting prospects. Prospects typically get countless cold calls reaching for sale — so you still have to stand out from the (auditory) crowd. Organize Prospect Info by Building a Database from Scratch. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

SalesLatitude

APRIL 12, 2018

If you typically use demonstrations to qualify a prospect, then try using demos as a proof statement instead. If you usually send out proposals when your prospects ask for them, then try sending them out after you have done proper qualification. What if you started doing things a bit differently than you always do?

Course 95

Course Sales Cycle Sales Qualified Lead Travel 95

John Barrows

FEBRUARY 3, 2020

What is your prospects buying process? Your prospects, and vendors don’t want that either. We’ve all had that experience where a prospect will tell you they should know something by the end of the day, or week. Look, Mr. and Mrs. Prospect, I need you to be an ideal buyer, just like you need me to be your ideal solution, right?

Education 118

Education Prospecting Lead Rank Lead Scoring 118

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. It’s easier said than done, of course. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. The same is true for your prospects.

Sales Qualified Lead 62

Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

Zoominfo

FEBRUARY 25, 2021

The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Read on to get the ins and outs of attracting prospects (and converting them into customers) with a step-by-step webinar formula. Dig into your buyer personas to discover what prospects want from you. What Is a Webinar Funnel?

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Product Management University

FEBRUARY 25, 2017

When it comes to product demo techniques, there are two styles: telling and selling. The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “Telling” Demo. It’s more or less a rewind and replay for each demo.

Sales Cycle 40

Sales Cycle Competition Buyer Course 40

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. While your industry has likely been affected by this too, building out a strategy for virtual events can be a great way to attract prospects. So you did it!

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Mr. Inside Sales

MARCH 8, 2020

Introducing our brand new, 7-Session inside sales training course that is available to you and your team TODAY. And we heard you! Your reps can now watch and learn when it’s convenient for them! See It Here.

Training 180

Training Licensing Scale Gatekeeper 180

Zoominfo

APRIL 29, 2020

Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are a small(ish) pond of like-minded prospects where your sales reps can catch a lot of really big fish. It’s time-consuming, yes.

Trade Show 191

Trade Show Lead Generation Sales Qualified Lead Leads 191

Hubspot Sales

DECEMBER 13, 2023

These are important to understand of course, but salespeople aren't always going to call just to pitch to a potential customer — the job encompasses so much more. Sales professionals not only convert prospects into buyers, they hold the power to negotiate, upsell, and even problem-solve after the initial purchase is made.

Negotiation 105

Negotiation Telecommunications How To Software 105

Hubspot Sales

MARCH 29, 2018

You don't want to give up too easily -- just because you don't get a response the first time you try doesn't mean the prospect isn't interested. But you also don't want to annoy them -- sending 20 emails over the course of two weeks will turn an on-the-fence buyer into an uninterested one and will probably give your company a bad name.

Prospecting 109

Prospecting Call-back Cancellation How To 109

CloserIQ

SEPTEMBER 24, 2022

To do this, you need to fully engage your prospects and get creative with your sales pitch ideas. . Here are six fundamental sales pitch ideas to help you create a human connection with your prospects: 1. Listen to your prospects. When you’re making sales pitches, pay careful attention to what the prospect is telling you.

Prospecting 52

Prospecting Scale Face-to-face B2B 52

Hubspot Sales

JANUARY 11, 2018

The acronym BANT stands for: Budget: How much is the prospect able and willing to spend? Need: Does the prospect have a problem your product can solve? fails when salespeople use it like a checklist, meaning they ask prospects a series of rote questions without truly listening to their response or attempting to add value.

Sales Qualified Lead 138

Sales Qualified Lead Prospecting Decision Maker How To 138

Close.io

JANUARY 21, 2020

A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. And 48% of those prospects will tell at least 10 people about their poor follow-up experience. There will be times when you talk to a prospect on your first attempt. It’s an email where you say goodbye to the prospect.

Follow-up 107

Follow-up Prospecting Data Lead Rank 107

Crunchbase

JANUARY 25, 2021

So, you’ve identified the right moment to reach out to your prospect using critical buying signals , you’ve personalized your outreach , and maybe got a little creative with custom video content , and voila! You’ve successfully connected with your prospect and they’ve agreed to speak with you and see a product demo. .

Decision Maker 112

Decision Maker Prospecting Research Negotiation 112

Hubspot Sales

MARCH 20, 2018

A crucial yet overlooked aspect of objection handling occurs at the very beginning of the buying process, during prospecting. Sales reps who do their own prospecting and sales development reps encounter a myriad of objections in their attempts to connect with and qualify prospects. Prospecting is hard. How could they be?

Objections 145

Objections Prospecting Call-back How To 145

Mr. Inside Sales

APRIL 22, 2019

They get the prospect on the phone, go through a PowerPoint slide presentation, drone on and on for a half hour or more, rarely checking in their prospect—and if they do, it’s a weak, “does that make sense?”–and Fear, of course. –and at the end they might use a tepid, “So, what do you think?”. Or, if they aren’t….

Closing 169

Closing Face-to-face Inside Sales Gatekeeper 169

Zoominfo

JUNE 19, 2018

Of course, your B2B live video strategy will only be as successful as the content you choose to feature during live streams. Offer product demos or how-to videos. Host a live demo to give your audience an in-depth look at how customers and prospects can use your product best. Need some ideas? Provide live event coverage.

B2B 207

B2B Video Influencer Promotion 207

Sales Hacker

FEBRUARY 9, 2024

It would be nearly impossible to not have a constant dose of optimism in order to stay the course (some may go as far to say delusion). If you’ve used big-name prospecting tools before, you know that they all share one, massive problem: Bad data. Levelling Up: Cohort Course: Growth Marketing Strategy for B2B SaaS by Holly Chen.

Top of Funnel 67

Top of Funnel Real Estate Ideal Customer Profile B2B 67

SalesLoft

SEPTEMBER 14, 2022

Over 40% of salespeople find prospecting to be the most challenging part of the sales process. It requires time, effort, and resources to find prospects who are a good fit for your business. Fortunately, prospecting is less of a monolith if you define the sales prospecting process and best practices. Let’s start today. .

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 52

SalesLoft

JULY 17, 2015

Personalization creates that sense of uniqueness in a crowd, and can truly make a prospect feel like VIP. Managing the balance between personalization and automation can be a challenge for a sales development rep trying to touch hundreds of prospects in a day. With this personalized email, I’m setting demos in just one touch.

Scale 52

Scale Course Prospecting Closing 52

Zoominfo

JANUARY 8, 2021

When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Once you have your ICPs mapped out, you can focus on building a stream of ready-to-buy prospects or marketing qualified leads. Of course, the success of your content marketing depends on your content marketing strategy.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

DiscoverOrg Sales

APRIL 11, 2019

Product Demos That Sell: How to Deliver Winning SaaS Demos by Steli Efti. You’ll learn best practices for scheduling demos, how to engage prospects and give killer demos, startup-specific demo tips, and of course, the 7 Deadly Sins of Demoing. Product Demos That Sell by Close.io

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Product Management University

MARCH 10, 2017

Sales revenue would come easier if your products had every capability that prospects thought they needed during the buying cycle. By forcing the prospect to elaborate and describe a business scenario in which the feature will be used, you can answer yes or no definitively. Unfortunately, it will never be reality. Don’t sweat it.

Buying Cycle 40

Buying Cycle ACT Buyer Sales Cycle 40

Mr. Inside Sales

APRIL 25, 2020

Do any of these email responses from prospects or customers sound familiar? Of course, you’ll want to soften your response by showing empathy for what your prospect or client is going through. Another example: Dear Prospect, Good to hear you’re keeping well. Everything is on hold right now.”. Get Access Today.

Face-to-face 159

Face-to-face Objections Gatekeeper Decision Maker 159

Zoominfo

APRIL 23, 2021

By swapping out job titles, for example, you’ll notice that the “triggering” moments presented below will apply to any organization’s desired course of action. #1: Action: With nearly instantaneous access to more accurate information on the prospect, sales reps can quickly kickstart their outbound motions. 1: The funding play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Nutshell

MARCH 19, 2024

Register for a live Nutshell demo to see what a world-class CRM can do for your sales team. Faster onboarding: After building more efficient and effective processes, you’ll have a fine-tuned prospecting, qualifying, and lead nurturing system that makes it easy for new recruits to get up to speed. What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Zoominfo

OCTOBER 15, 2019

Ready to start a conversation with any sales prospect in your database or CRM? Introducing, the “foot in the door” cold email prospecting method! The techniques we discuss in today’s post will help you email any prospect, whether it’s a CEO, marketing VP, industry influencer, or your favorite podcast host.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. By sitting down with a customer or prospect in person, you demonstrate you value their business by putting in the time and effort required for a face-to-face meeting. 5 Tips for Better Face-to-Face Sales Interactions.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Zoominfo

JUNE 4, 2019

Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide. Take the time to cultivate a multi-channel campaign to let your customers and prospects know where you’ll be and what to expect. Think outside the box and get creative!For

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187