Zoominfo

JUNE 6, 2019

Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. While the concept is simple, effective prospecting strategy is difficult to execute. What Is B2B Sales Prospecting? 24% of companies gained more leads using buyer personas.

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Chorus.ai

MARCH 5, 2021

There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy? Companies too.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Crunchbase

MAY 18, 2023

It sounds simple enough, but anyone in marketing, sales or even CX will tell you what a massive pain point it is, and yet your inbound sales motion is critical. Behind the scenes, it takes time for marketing to qualify and route high-value leads with sales. Speed to lead and being able to schedule meetings instantly are a must.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

NOVEMBER 13, 2014

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. Only 3% of your target market are active buyers, even if you social sold your share and then some, are you near quota?

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Score More Sales

APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Alice Heiman

NOVEMBER 14, 2018

You’ll get an evidence-based strategy for producing better results given today’s challenging buyer/seller dynamics. Concerned your team might be bombard ing C-level decision makers with digital outreach? More decision makers. Stop Selling and Start Leading by Deb Calvert. Race to Amazing by Krista Moore.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Score More Sales

JANUARY 4, 2013

But I also had sales leaders who just raised the number by a percentage every year, not taking into consideration changes in the market or in opening up a new territory. Some of my favorite activity goals include: Number of high level conversations you have each week with influencers and decision makers.

Sales Qualified Lead 224

Sales Qualified Lead Decision Maker Territories Outbound 224

DiscoverOrg Sales

AUGUST 31, 2017

In this instance, a quick glance at the LinkedIn profile of my prospect of Jeff revealed his territory and job description – which was all I needed to know in order to leave a targeted voicemail. This one does the trick for companies in heavily competitive markets or who compete heavily against another organization.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Mr. Inside Sales

MARCH 16, 2020

We’re all in unchartered territory now. In other words, what they do now will either position them to be ahead of or behind the other companies in their market space. “We’re just not doing anything until this virus situation is settled…”. Sound familiar? You probably get this objection, or some version of it, every day now.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

SBI

OCTOBER 1, 2014

More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Emissary

APRIL 20, 2023

Sellers are used to markets and account potential trending up or down. Generative AI is rapidly disrupting products and markets, while raising a broad range of commercial, ethical, and practical questions. U ncertainty = a lack of condition and market predictability. But in a VUCA market, they can’t be carved in stone.

Hiring 52

Hiring Ideal Customer Profile Banking Territories 52

The Brooks Group

JUNE 9, 2015

Learn to recognize when your sales team has veered off the path, and consider tweaking your sales strategy to get them headed back in the right direction. Here are 6 signs that you may need to rethink your sales strategy: 1. Your Sales and Marketing Departments Are Not Aligned. Your Market Is Too Broad.

Strategy 40

Strategy Decision Maker Segment Territories 40

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. In other words, a strategic sales plan helps your sales reps avoid firing aimlessly into the market and missing more often than they hit. What is a strategic sales plan?

Ideal Customer Profile 62

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

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Inbound prospecting relies on marketing efforts to drive action or engagement from prospects. Prospecting is the process of researching and pursuing potential customers for your business.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Inbound prospecting relies on marketing efforts to drive action or engagement from prospects. Prospecting is the process of researching and pursuing potential customers for your business.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Sales Hacker

JUNE 15, 2023

Ideally, you choose the rep best suited for each particular lead, usually based on territory, deal size, or industry. In fact, research from the Harvard Business Review shows that companies responding to leads within an hour are 7x more likely to have meaningful conversations with decision-makers (vs. those who delay.)

Lead Rank 72

Lead Rank Lead Scoring Leads Marketing Qualified Lead 72

Score More Sales

APRIL 30, 2014

If you know that you have a “more probable” prospective customer – a potential buyer who is in the market niche where your company does its best work, and there are industry peers of your prospect company already working with you – it’s upon you to follow up and make connections in this company.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Sales Hacker

MARCH 27, 2018

You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. In contrast, if you discover and adopt smarter, faster, and better ways of prospecting, you will eventually DOMINATE your market. 1) What factors triggered the prospect’s final decision to say no?

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

InsightSquared

APRIL 14, 2021

They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy. While dashboards are invaluable for looking back at what went right or wrong in a sales cycle, successful sales leaders use dashboards to be proactive and adapt sales strategies well before it’s too late.

Lead Rank 62

Lead Rank Ideal Customer Profile Lead Scoring Top of Funnel 62

Zoominfo

JUNE 15, 2020

But here’s the good news — making a few changes to your voicemail strategy can create a big impact. Today’s blog post offers some valuable tips to optimize your sales voicemail strategy and improve response rates. In fact, certain studies show that well-crafted voicemails can improve response rates anywhere from 3% to 22% ( source ).

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

Hubspot Sales

MARCH 21, 2018

It’s often argued these two strategies are at odds with one another. But, in today’s market, the two roles are blending -- and both have become a vital part of sales organization structure. So, which go-to-market should you choose? To retain top talent, companies need to pay market value for salespeople.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

Hubspot Sales

FEBRUARY 7, 2023

Rejection comes with the territory, from prospects choosing another vendor to cold calls hanging up because they have no interest in the conversation. For example, they might offer tips on how to cold-call companies without feeling nervous or show you ways to connect with decision-makers before the sales pitch starts.

Cold Calling 104

Cold Calling How To Hiring Travel 104

Crunchbase

MARCH 23, 2023

Sales automation vs. marketing automation Both sales and marketing automation tools help organizations attract customers, close deals and increase revenue. Marketing automation tools help drive demand by automating marketing campaigns and the lead nurturing process.

Sales Automation 52

Sales Automation Software Software Sales Process 52

Sales Hacker

APRIL 1, 2021

As the world is starting to reopen, there is likely room for your products in new markets, if you understand the complexities and risks. Expansion to new territories is never easy, but the coronavirus is providing a wakeup call for enterprises and established companies to start looking at how customers say they prefer you to sell to them.

Outsourcing Services 67

Outsourcing Services Company Scale Transportation 67

Crunchbase

FEBRUARY 2, 2021

The good news is there are a number of strategies, techniques and frameworks that can make the lead qualification process a bit less daunting and help you score, qualify and move leads through the sales cycle more efficiently. Here’s a quick look at everything we’ll cover in this article: What is lead qualification? Establishing an ICP.

Lead Qualification 101

Lead Qualification Lead Rank Ideal Customer Profile Lead Scoring 101

Sales Hacker

JUNE 8, 2022

There’s a crucial factor that these velocity-oriented strategies miss: How “sticky” can you expect a deal to be, if the urgency only exists on your end? Was there ever a time that you were more willing to try new strategies, tools, and approaches? Every good seller knows how to attach their deals to prospects’ timelines and needs.

Hiring 92

Hiring Promotion Sales Cycle Territories 92

LeadFuze

JUNE 3, 2021

This isn’t as important if you’ve got a small team that covers one lead type in one territory. However, if you operate in different territories, locations, or industries, it’s good to assign lead and prospecting responsibilities as soon as possible. They have the power to make the decision about buying from you. Gatekeepers.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

Sales Hacker

AUGUST 5, 2021

To understand and measure your team’s effectiveness, you need to understand their market and how their specific culture influences it. needs in a new market must go beyond their business?strategy strategy analysis and involve intense professional reflection. How does my customer’s market impact my strategy?

Hiring 107

Hiring Negotiation Up-Sell Analysis 107

Sales Hacker

JUNE 26, 2019

Below, I’ll share some advanced strategies for building a referral program… how to ask for referrals… who to ask… and more. The strategy behind creating your Referral Machine starts with a very happy end user who doubles as your point of contact at any particular firm. And it all starts with something I call the Referral Machine.

Referrals 63

Referrals Face-to-face Territories Networking 63

LeadFuze

NOVEMBER 30, 2021

There are new markets that have been opened up and need your products. Companies are learning that expansion and growth to new territories is never easy, but the coronavirus has provided a wake-up call for them. The US market is one of the most important markets in COVID-19.

Outsourcing Services 52

Outsourcing Services Scale Transportation Decision Maker 52

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Louise C– serves as Senior Director, Hospitality Marketing. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). Decision-maker: The person in charge of making a final decision on the sale. Familiarity with the market.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Sales Training Connection

JANUARY 4, 2017

Crafting sales strategy. There are no generic customers; hence there are no winning generic strategies – each customer is unique and every winning account strategy must take that uniqueness into consideration. Given this situation let’s explore two overarching ideas for how to develop a winning account strategy.

Decision Maker 73

Decision Maker Competition Account Fashion 73

The Pipeline

MARCH 18, 2011

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Instead of being thought-leaders we’ve become frenetic, selfish territory managers. It’s a strategy we all need. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.? Kevin Shea.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

Hubspot Sales

AUGUST 26, 2018

Then search for the newly-hired decision maker, and send your pitch. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. CareerBuilder. Zip Recruiter.

Prospecting 78

Prospecting Hiring Journal Territories 78

Crunchbase

APRIL 5, 2022

What strategies or new approaches are available to close the gap? Every strategy has to be based on verifiable measurements and metrics in order to yield maximum results. Social selling strategies are no different. You need to commit to an ongoing strategy and remain consistent in your efforts over time.

Social Selling 52

Social Selling Lead Rank Lead Scoring Social Media 52

Close.io

OCTOBER 9, 2019

Instead of hiring a big team, you may only need one or two people (likely junior positions) who are not only going to help you test different strategies but also help you scale by nailing cold calling. Ability to communicate with Fortune 100 decision makers (typically SVP level+) [adjust this to whoever your buying persona is].

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91