Zoominfo

FEBRUARY 23, 2021

If you don’t understand your target audience—their interests, pain points, and buying triggers—how are you supposed to sell to them? Although buyer personas are typically considered marketing territory, they’re also critical to the prospecting process. And while rejection always hurts, don’t give up on the prospects that tell you “no.”

Ideal Customer Profile 208

Ideal Customer Profile Prospecting Strategy Top of Funnel 208

The Pipeline

APRIL 17, 2013

I remember when I first started working for a company back in the early 1990’s (before we had web mail), the company had two main product lines, and had the usual territories across the continent, primarily driven by geography. No one ever had to move out of their comfort zone, mine was hunting.

Demand Generation Agencies 296

Demand Generation Agencies Top of Funnel Territories Demand Generation 296

The Pipeline

APRIL 29, 2011

Sign up for our Email Newsletter. The water backs up and nothing moves through. They’re not business referrals. Now that’s a qualified business referral. The best leads are those you receive through a referral. When you receive a qualified referral, you are pre-sold. Get more referrals and get these results.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

The Pipeline

JANUARY 2, 2012

Sign up for our Email Newsletter. There is no reason why some can’t be revisited, but that should been done based on merit rather than emotion; if it stands up to scrutiny, it may close next time you execute the sale. As well, given that you will end up talking. A Random Walk Up Sales Street. Demand Generation.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

MAY 7, 2011

Sign up for our Email Newsletter. Time To Step Up! Here is the line up for Day 5: Friday May 13, I share the bill with a stellar group covering some hot topics: 12:00 Noon EDT – Paul McCord: Build a Solid Business on Referrals by Knowing Who Your Client Knows. A Random Walk Up Sales Street. Free Resources.

Pipeline 218

Pipeline Conference Webinar Metrics Cold Calling 218

The Pipeline

APRIL 30, 2011

Sign up for our Email Newsletter. Stored in Attitude , Business Acumen , Communication , EDGE Sales Process , Sell Better , Success , execution. Five buck is not that much, but a bunch of five buck can add up, and that’s exactly what Jonathan Farrington and other members of Top Sales World are setting out to prove.

Pipeline 223

Pipeline Conference Webinar Metrics Cold Calling 223

The Pipeline

OCTOBER 5, 2011

Sign up for our Email Newsletter. In and of itself, cold calling, like referrals or other prospecting methods is not the end all and be all. If you are not having success, you have two choices, seek help and improve; or give up and proclaim that it doesn’t work. A Random Walk Up Sales Street. Demand Generation.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201