Janek Performance Group

JANUARY 4, 2023

” These missed opportunities leave sales reps wondering if the prospect was even listening during the presentation. When prospects don’t listen, it’s not their ears that are closed, but their subconscious mind. When a decision-maker gets short with you on a call, their confidence bias is kicking in.

Decision Maker 62

Decision Maker Lead Rank Lead Scoring Buyer 62

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. In this the step, decision makers that fit the ICP are identified. The first step in account-based marketing is to identify target accounts.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Zoominfo

NOVEMBER 16, 2022

Playbooks can also improve prospecting and customer upsells, identify untapped opportunities, and make each salesperson and marketer more effective. According to a McKinsey study , 70-80% of B2B decision-makers actually prefer digital self-service or remote connections with salespeople.

Marketing 130

Marketing Scale Decision Maker Call-back 130

Hubspot Sales

JUNE 20, 2018

You’ve made hundreds if not thousands of prospecting calls in your career, and regardless of how well you prepared or how perfect the prospect was for your offering, some of those dials resulted in hang-ups. Here are the top reasons prospects hang up on salespeople. Prospect : “Well, now’s not really a good time.”.

Prospecting 139

Prospecting Gatekeeper Decision Maker Follow-up 139

SalesLoft

NOVEMBER 14, 2023

A good sales pipeline can help sales reps move prospects along the sales cycle, from nascent opportunity to closed sale, forecasting more accurately as they go. Use LinkedIn for prospecting Social media is an excellent tool for lead generation. For B2B sales reps, LinkedIn is ideal for finding and connecting with new prospects.

Pipeline 52

Pipeline Decision Maker Top of Funnel Sales Qualified Lead 52

PandaDoc

JUNE 21, 2021

Like it or not, your business needs a lead generation strategy and a sales prospecting process. You’ll also know why you need a strong sales prospecting process and exactly how that will benefit your business. It’s not so much knowing about sales prospecting vs lead generation, as knowing how and when to prioritize one or the other.

Lead Generation 98

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 98

Zoominfo

FEBRUARY 22, 2021

Extroverts are much better at going out on a limb and introducing themselves to a new person or prospect. When you have everything you need to know about a prospect at your fingertips in real time, it gives you the confidence and intel you need during those crucial introductions. Researching Prospects.

Ideal Customer Profile 214

Ideal Customer Profile Decision Maker Pivotal Cold Calling 214

Highspot

JANUARY 18, 2024

And today’s prospects are busier than ever. Jill Konrath’s SNAP Selling provides sales strategies for engaging today’s busy prospects. These prospects make quick, or SNAP, decisions that can make or break a sale. Even the most straightforward decisions become daunting for even the best decision-makers.

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

No More Cold Calling

DECEMBER 30, 2021

It was a pandemic, and businesses were struggling with managing remote sales teams and “pivoting” their focus to survive. We get so busy prospecting and working heads-down on new client projects, that we neglect our current clients. These are the “pain in the ass” (PITA) prospects in your sales pipeline.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

BuzzBoard

APRIL 4, 2024

Therefore, decision-makers at these organizations should focus on client testimonials, case studies, and agency transparency. It eliminates ambiguity and shows prospective clients that the agency is upfront about its services and results. Client testimonials provide credibility and social proof.

Small Business 52

Small Business Small Business Case Study Marketing 52

Apptivo

OCTOBER 8, 2021

A sales pipeline is defined as a series of stages that a prospect goes through as they become a customer. It is a visual representation of several prospects and their position in the sales stages. This is a typical example of a sales stage that the prospect moves through to convert into a customer. Sales Pipeline Stages.

Top of Funnel 98

Top of Funnel Funnel Pipeline Decision Maker 98

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

SBI

AUGUST 17, 2021

Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote? And make sure your customer and prospect data is current and complete.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Zoominfo

OCTOBER 22, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. The confusion is understandable — both involve growing your business.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Salesmate

FEBRUARY 21, 2020

You need to stay focused, get past the gatekeepers, connect with the right decision-makers, and convince them to meet you. You should be able to get the decision-maker at ease as quickly as possible for setting a meeting. You’ll rarely get chances to speak with the decision-maker. Connect at the right time.

Sales Meeting 99

Sales Meeting Meeting B2B Decision Maker 99

Zoominfo

MARCH 31, 2023

Forrester also reported that 80% of decision-makers said cutting through the data silos that result from this tech sprawl is a top priority for their businesses. But data silos make it impossible to build a true 360-degree view of customers and prospects required to unlock a company’s growth potential.

Data 130

Data Government Decision Maker Lead Rank 130

Vendor Neutral

MAY 13, 2021

Don’t Talk About Your Product Whatever level of decision-maker you’re dealing with, the most important word in selling today is “value.” People today are exhausted with pitches—senior decision-makers more so than anybody. Especially with the pandemic, businesses are looking for ways to pivot and to innovate.

Decision Maker 75

Decision Maker How To Webinar Metrics Scale 75

Hubspot Sales

JUNE 29, 2018

The sales cycle is more tactical, and often includes stages such as “prospect,” “connect,” “research,” “present,” and “close.”. Prospecting isn’t the most glamorous part of sales, but it might just be the most important. For more tips, check out our ultimate guide to sales prospecting. Here's a breakdown of each one.

Sales Cycle 123

Sales Cycle Sales Qualified Lead Buyer Persona Sales Methodology 123

Zoominfo

AUGUST 26, 2021

At its most basic level, business development involves prospecting and lead generation. Business development concerns everything your company does to expand its operations, from the collection of newly qualified leads (prospecting) to networking at scale. This can be particularly ruinous to early-stage startups.

Hiring 130

Hiring Sales Qualified Lead Buyer Persona Scale 130

Nutshell

MARCH 5, 2021

Savvy salespeople know that a large chunk of their prospects won’t ever become paid customers. But by the time a prospect says “I have no budget,” top salespeople know what to do. lack of trust, lack of perceived value, or simply that the prospect isn’t the right decision-maker. That’s just the ‘biz.

Objections 99

Objections Decision Maker Strategy Lead Rank 99

Corporate Visions

OCTOBER 10, 2019

When you think about the customer journey, you might recall the stages in a typical buying journey model, like Awareness, Consideration, and Decision. When you label a prospect as being in the “Consideration” stage, for example, what does that really tell you? Nothing about their motivations. Nothing about their needs.

Conversion 84

Conversion Decision Maker Pivotal Discount 84

Highspot

MAY 7, 2021

surveyed 256 sales leaders and learning and development (L&D) decision-makers about the approach their companies are taking toward developing sales skills and managing change. As may be expected, the survey found that the high-growth companies were the ones that could see the need for change early and pivot accordingly.

Pivotal 59

Pivotal Survey Decision Maker Face-to-face 59

Alice Heiman

JULY 25, 2018

Build a strategy for each customer that ensures you are well positioned with the right decision-makers to show value. . Examine your prospect list: Look at the list and determine whether your prospects are in or selling to vulnerable industries and build a strategy that positions your company to impact their success.

Chemicals 82

Chemicals Transportation Decision Maker Pivotal 82

Hubspot Sales

MAY 25, 2020

No industry has been untouched, and for B2B salespeople it’s becoming increasingly difficult to connect with prospects. 95% of B2B sales and marketing professionals are already using LinkedIn to connect with potential prospects. The world is struggling with unprecedented new challenges. Build The Right Tech Stack.

Face-to-face 103

Face-to-face Webinar Metrics Pivotal Scale 103

Hubspot Sales

FEBRUARY 7, 2023

From tracking down new prospects to qualifying leads, sales requires ongoing and concerted efforts to see success. Rejection comes with the territory, from prospects choosing another vendor to cold calls hanging up because they have no interest in the conversation. Then, tailor your resume based on your pivot.

Cold Calling 104

Cold Calling How To Hiring Travel 104

Shari Levitin

SEPTEMBER 24, 2020

The goal of each sales encounter is to get your prospect to commit to the next steps or what’s commonly referred to as an advance. . You will pivot from what you want to say, to reflecting on what your customer needs to hear and feel in order to move the sale forward. She had to find a new way to sell.

Face-to-face 91

Face-to-face Strategy Decision Maker Pivotal 91

Zoominfo

FEBRUARY 22, 2021

Extroverts are much better at going out on a limb and introducing themselves to a new person or prospect. When you have everything you need to know about a prospect at your fingertips in real time, it gives you the confidence and intel you need during those crucial introductions. It just comes much more naturally.

Ideal Customer Profile 100

Ideal Customer Profile Decision Maker Pivotal Cold Calling 100

Janek Performance Group

OCTOBER 4, 2023

Anyone who has been in sales longer than a day knows there is a thin line between a happy client and a frustrated prospect. In many B2B buying scenarios, decision-makers face a barrage of solicitations. Champions play a pivotal role in influencing purchasing decisions. No trust, no sale.

Decision Maker 62

Decision Maker Face-to-face Sales Qualified Lead Lead Rank 62

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision-maker at a high-value account. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about.

Examples 113

Examples Ideal Customer Profile Decision Maker Top of Funnel 113

Vengreso

AUGUST 21, 2023

This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. It’s about achieving the perfect outcome – an eager prospect keenly awaiting a phone call or personal meeting. Nurturing prospects.

Social Selling 52

Social Selling Training Outsourcing Services Top of Funnel 52

Emissary

JANUARY 5, 2022

In order to position your technology as the answer for your prospects’ IT problems, investigate the internal factors pushing the account to solutions like yours. According to Emissary research , decision makers outside the IT group heavily affected 85% of recent enterprise technology purchases.

Insurance 52

Insurance Insurance Positioning Face-to-face 52

Sales Hacker

APRIL 20, 2020

With businesses focused on damage control and decision-makers playing defense, account-based marketing is the key to steady revenue and a consistent pipeline. Ground-level interviews with customers and prospects. This enables marketing to make messaging more relevant and makes it easier for decision makers to say “yes.”.

Account Based Marketing 82

Account Based Marketing Webinar Metrics Strategy Marketing 82

Highspot

SEPTEMBER 6, 2023

That is because it empowers sales professionals to move beyond a one-size-fits-all approach and tailor their pitches according to each prospect’s unique pain points. Key Value Selling Strategies To truly connect with prospects, you must marry sales strategy and genuine pain point understanding with the ability to communicate.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Gong.io

JANUARY 31, 2022

This shift, especially over the past few years, has meant sales teams (and sales managers) have also had to pivot. Did the decision-maker never get engaged? accessibility (think Ethernet to WIFI) grew, the concept of telework or mobile work or distance work or working from home became more of a commonality. Coaching: Remote.

Software 118

Software Software Sales Management Sales Forecasts 118

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Highspot

JANUARY 19, 2022

This includes teaching them how to best engage with prospects, build relationships with customers, close deals, upsell and cross-sell, and much more. Luckily, there are courses made for entry-level positions, internships, and career pivots. Programs can be categorized by industry, job responsibility, skill, or sales methodology.

Training 92

Training Lead Rank Hiring Course 92

Zoominfo

JUNE 28, 2023

In this context, a GTM strategy includes defining the target audience, messaging framework, marketing channels, offers, and sales plays your teams will run to convert prospects to leads and leads to customers. Cross-functional alignment Prospects engage with a number of different teams throughout the buyer’s journey.

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130