Babette Ten Haken

NOVEMBER 13, 2017

Technical decision makers are skeptical by nature. Technical decision makers are just as skeptical with each other as they are with the sales, marketing and non-technical types reading this article. As a result, these decision makers continuously validate the technical and scientific truth underpinning What They Know.

Decision Maker 65

Decision Maker Social Media Infusion Retention 65

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. These include their needs, budget, timeline, and decision-making authority, among others. There, we looked at key indicators to assess before passing prospects to sales. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

No More Cold Calling

OCTOBER 1, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. How to Reach Decision Makers Every Time. Salespeople continually struggle with reaching B2B decision makers. Read “ How to Reach Decision Makers Every Time ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Zoominfo

MAY 25, 2022

Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. The more information business development teams know about prospects, the better they can tactically craft outreach that cuts through the noise and conveys true value.

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. Everything is a system. The purpose of building systems is to continue playing the game. You fall to the level of your systems.”

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

No More Cold Calling

JULY 27, 2023

They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice. I had heard enough.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

Zoominfo

MARCH 4, 2021

Prospecting. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Offer a demo to every decision maker.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

Mr. Inside Sales

JUNE 23, 2019

Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them.

Prospecting 147

Prospecting Face-to-face Decision Maker Call-back 147

Pipeliner

SEPTEMBER 20, 2021

If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. While this might seem contradictory, it can be done with good prospecting software and a detailed prospecting plan. . The Importance of Continually Prospecting.

Prospecting 98

Prospecting Gatekeeper Decision Maker Outbound 98

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 103

Tools Ideal Customer Profile Prospecting Intent Data 103

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 59

Ideal Customer Profile B2B Prospecting Lead Generation 59

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. Here are his 10 steps to successful trade show and event prospecting: Locate a list of sponsors and attendees. Set specific prospecting goals. Set specific prospecting goals.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

DiscoverOrg Sales

JANUARY 22, 2018

As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests.

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., Ghosted—just the sound of this is chilling.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

John Barrows

MARCH 5, 2020

What’s going to happen to SDRs and prospecting teams in the future? We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change. Here’s how the structure of prospecting teams is going to change… Prospecting Teams Using Marketing Skills.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

Score More Sales

MAY 29, 2013

With this being the end of the month and 2/3 through Q2, I thought it might be helpful to post a lot of ideas to help you or those on your sales team reach B2B decision makers, influencers, and strategic partners. Don’t be afraid to let them know that you feel they could be a great prospective client / customer.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

Zoominfo

JULY 8, 2021

“Delivering our data, insights, and technology enables sellers and marketers to be more effective and efficient when they are engaging with prospects and customers and building demand and lead generation campaigns.” CRM systems act as a home base for sellers. Reps will spend less time prospecting and more time selling.”.

Data 246

Data Microsoft Decision Maker CRM 246

No More Cold Calling

JULY 26, 2018

It’s sales prospecting techniques that are messed up. Trying to teach reps how to close without addressing the broken links in your lead generation system is a lesson in futility. Right Prospect, Wrong Person. I jumped on this research, because I know how reps reach decision-makers. They get referrals.

Pipeline 184

Pipeline Decision Maker Closing Referrals 184

Frontline Selling

NOVEMBER 29, 2022

Sales prospecting in 2022 is harder than ever. It takes 3x more activity to connect with prospects than it did prior to the pandemic. It takes 3x more activity to connect with prospects than it did prior to the pandemic. We specialize in navigating complex health systems and connecting you with your buying group.

Prospecting 52

Prospecting Decision Maker Cancellation Pivotal 52

Mr. Inside Sales

NOVEMBER 26, 2022

Tired of getting blown off with the objection: “We’re all set,” when prospecting? Or maybe you get one of these variations of the “We are all set” objection like: “We are okay with our present system.”. And then ask how you can become one of them, what their budget is, who the decision makers are, etc. Staying motivated.

Face-to-face 156

Face-to-face Decision Maker Objections Gatekeeper 156

Zoominfo

JULY 27, 2023

Since the average opportunity has multiple stakeholders, you’ll want to create a multi-threading campaign to target the key decision-makers at each top account. Plus, it ensures that every key decision-maker is included in your ABM campaigns. Automation saves your team time and money.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

eGrabber

JANUARY 30, 2024

B2B prospecting is the process of identifying potential customers for your business-to-business ( B2B ) products or services. In this guide, we will cover everything you need to know about what is B2B prospecting, the proven B2B prospecting strategies , and the role of B2B prospecting tools. #1

Ideal Customer Profile 45

Ideal Customer Profile B2B Prospecting Strategy 45

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. Why would you bother with a sales system that gets such dismal results? You’ve been introduced to your prime prospect.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

SalesFuel

APRIL 4, 2024

However, 52% of the time they just did not understand the prospects’ decision criteria. Gielda’s interviews revealed the ranking for the barriers to purchase this manufacturer’s product: Integration into existing systems Reliability of system Service Price What’s more, price was in the top-two criteria for ONLY 15% of the prospects.

Objections 89

Objections Lead Rank Lead Scoring Hiring 89

No More Cold Calling

JANUARY 26, 2017

A colleague of mine in Europe complained to me that his prospect in Paris had arranged a meeting with all the decision-makers he needed to meet. But the prospect had only given him four days’ notice. The chance to get all the decision-makers in one room was worth the inconvenience and the extra money.

Face-to-face 120

Face-to-face Prospecting Decision Maker Conference 120

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. The decision-makers you want to reach aren’t playing hide-and-seek with your team. The dreaded gatekeeper.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

MAY 18, 2017

If account-based sales reps want to reach C-suite prospects, the secret is calling at night or on weekends, when their gatekeepers are off duty. This is just the latest stupid advice I’ve read about how to bypass the gatekeeper and get decision-makers on the phone. Stop trying to get around the gatekeeper. Seriously?!

Gatekeeper 224

Gatekeeper Account Referrals Decision Maker 224

Gong.io

JANUARY 2, 2023

Many salespeople waste too much time on prospects with little to no chance of converting. Meanwhile, the good prospects they should’ve focused on have already gone cold. This is why sales qualification is so important — it helps you identify and prioritize prospects more likely to become buyers. Read on to learn more.

Ideal Customer Profile 149

Ideal Customer Profile Lead Rank Sales Qualified Lead Lead Scoring 149

No More Cold Calling

AUGUST 10, 2017

Account based selling teams find it increasingly challenging to reach their target prospects. According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. So, how do you get that first call?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

Ideal Customer Profile 87

Ideal Customer Profile B2B Prospecting Gatekeeper 87

Zoominfo

AUGUST 1, 2023

What if you could see opportunities arise with your prospects before they go public? Many go-to-market professionals already use intent data to spot prospects that are interested in their products or services. Armed with our intent signals, you can reach out to prospects right when they need you — and before your competitors.

Intent Data 130

Intent Data Intent Intent Signal Data 130

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 40

Ideal Customer Profile B2B Prospecting Lead Generation 40

Sales and Marketing Management

SEPTEMBER 4, 2018

In this context, I’m referring to companies that sell their products and services directly to their customer base rather than selling through retail or other sales channels (distributors, value-added resellers, system integrators, and so on). Are you speaking to decision makers or gatekeepers or influencers?

Hiring 222

Hiring Decision Maker Ideal Customer Profile Sales Qualified Lead 222

Hubspot Sales

MAY 22, 2018

Change isn't easy, and businesses don't undertake system overhauls and new implementations just for the fun of it. If there's no real problem the prospect is trying to solve, there's no real reason for them to buy. If the answer is "well, not much," the prospect doesn't have a pressing need.

Prospecting 144

Prospecting Hiring Decision Maker Sales Qualified Lead 144