Sat.Aug 04, 2018 - Fri.Aug 10, 2018

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Prospecting bread and butter

Sales 2.0

In order to contact prospects you need to have their contact information. Today’s post is not about rocket science. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. If you did that, you should have a good sense of who you want to contact, including the type of company they work for, where they are located and their typical job title.

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How to Sell & Closing More Sales Leads with Follow Up Calls Skills

Mr. Inside Sales

The Sale is in The Follow Up. By Mike Brooks, [link]. Learn how to sell and improve sales skills with secrets of closing more leads and deals via follow up prospecting message, phone call and letter techniques. As a homeowner, I’m always having to fix something. Those of you who own homes know exactly what I mean. I’m in the habit of getting a variety of quotes for the big stuff, and it’s amazing how some companies/sales reps follow up on a sales quote (and so get the business), and others don’t

Follow-up 124
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What is Intent Data? The Predictive Sales Trifecta

DiscoverOrg Sales

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and forming opinions about solutions. But they’re not asking for help from your sales team. The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ).

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How to Increase Sales Productivity [Infographic]

Zoominfo

For many sales reps, productivity is key to sales success. The more calls you make, the more deals you close. So, if your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities. In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. .

How To 214
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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The Best Way To Generate New Leads

MTD Sales Training

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call. My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time, you have to sometimes get hold of prospects some way or other, or your pipeline will be as empty as it possibly could be.

Leads 197

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Beyond A Buzzword: How to Do CSR Right

Sales and Marketing Management

Author: Lain Hensley Corporate Social Responsibility (CSR) is a management concept which strives to ensure that companies conduct their business in an ethical and responsible manner. Although once considered a strictly voluntary business strategy, over the past few decades CSR has come to be a mandatory policy at hundreds of organizations worldwide.

Policies 153
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Buyer Personas: The Missing Piece of Your SEO Strategy

Zoominfo

The digital nature of our current business landscape has caused a dramatic shift in the way companies market their products. More customers are turning to the internet to research, test, and purchase products and services. As a result, SEO has become an essential skill for all modern marketers. Yet, if you’ve worked in marketing for any length of time, you know bridging the gap between traditional marketing and SEO isn’t that simple.

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Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Understanding the Sales Force

My latest data mining project reveals that the answer to this question is a partial correlation. Check out the two tables below and you'll see just what I mean.

Pipeline 195
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The 7 Best Phrases To Use With Your Prospects

MTD Sales Training

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. What can we suggest, then, that will at least get the prospect listening for a few moments?

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Wait 30 Minutes to Follow Up with Inbound Leads – and Other New Findings

Score More Sales

I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better.

Follow-up 171
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44 Important Marketing Productivity Statistics

Zoominfo

If you’ve worked in marketing for any length of time, you already know not every campaign is created equal—it’s inevitable, some campaigns will be more effective than others. Ultimately, the key to marketing productivity lies in your ability to pinpoint and scale your most successful marketing initiatives. If you’re interested in learning more about marketing productivity, you’ve come to the right place.

Marketing 160
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Under Control: 5 Main Management Principles

Sales and Marketing Management

Author: Joseph McLean When you manage a sales team, your main purpose is motivation. You have to encourage these people to do their best. Day by day, you’re implementing important management tools in practice. Whether you’re aware of it or not, you’re relying on various methods and models of management that help you get everything under control. If this is your first time managing a team, it’s best to reflect on your previous experience with managers.

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Top 5 Phrases To Use In A Follow Up Email

MTD Sales Training

So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. That’s a great start! But where do you go from here? What can you say that will build rapport and follow-up that initial interest? Here are some phrases that could work well for you: 1) Do you have the same challenges as many of our clients?

Follow-up 154
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Solving The Symptom Not The Cause

The Pipeline

By Tibor Shanto. Prospecting for new opportunities is a tense activity especially telephone prospecting. There are so many variables, too many things we can not predict or control. But there are also things we can control, and those are the things we should focus on, in fact, this is the first step to success, choosing to focus only on those things we can directly impact.

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The Recruiter’s Guide to Candidate Database Management

Zoominfo

Recent spikes in job growth have led to an increasingly competitive hiring landscape. Consequently, the dynamic between hiring organizations and candidates has become more and more candidate-driven. Although a candidate-driven job market is great for job seekers, it can often make a recruiter’s job much more difficult. Think about it, as a recruiter, if you’re not proactively searching for candidates, your ideal employees are getting scooped up by other, fast-acting recruiters.

Hiring 157
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Five Reasons Your Prospecting Sucks

The Sales Heretic

Reaching your sales goals starts with great prospecting. But too many people don’t prospect effectively. If you don’t have a full pipeline of qualified buyers, odds are you’re making one or more of these fatal mistakes. 1. Not spending enough time on it I know, I know—you’ve got 18,000 things to do every day. But [.].

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Why the Sales and Marketing Functions Need to Care About Product Lifecycle Management (PLM)

SBI Growth

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because.

Marketing 142
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Inside Sales Force Management Closing Techniques & Training Ideas

Mr. Inside Sales

Inside Sales Management: Are you Measuring What Matters Most? By Mike Brooks, www.MrInsideSales.com. Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives. If you’re an inside sales manager , then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports.

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The Recruiter’s Guide to Candidate Database Management

Zoominfo

Recent spikes in job growth have led to an increasingly competitive hiring landscape. Consequently, the dynamic between hiring organizations and candidates has become more and more candidate-driven. Although a candidate-driven job market is great for job seekers, it can often make a recruiter’s job much more difficult. Think about it, as a recruiter, if you’re not proactively searching for candidates, your ideal employees are getting scooped up by other, fast-acting recruiters.

Hiring 130
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Sales Training Ideas for Sales Managers

Connect2Sell

As you’re entering into 2019 budgeting processes, it’s time to talk about how to allocate your training dollars. You’re probably reviewing an array of sales training ideas. But are you also considering training for Sales Managers? You should be.

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Advocate Marketing: How to Leverage Your Biggest Fans for the Biggest Return

SBI Growth

It’s August and for most Marketing Leads that means the looming pressure of Q4 is right around the corner. In order to hit revenue targets, you’ve been instructed to generate more leads, of better quality, with less money. But what do.

Marketing 128
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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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We Can Do It Cheaper (and Better) Inside – 5 Reasons Why You Can’t

Pointclear

The misconception that building an internal team of sales development reps gives you more control and costs less is widespread. In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

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Mass Email Is Dead, Try This Modern Strategy Instead [SlideShare]

Hubspot Sales

M y name is John Sherer. And I spam my prospects. At least, I used to. You're likely thinking one of two things: " What a monster. I can't believe he did that. " or " How the heck did he ever stop? ". Unfortunately, I didn't stop mass email marketing until it stopped working. And, at that point, it's too late and you're left with no money. So, today I'd like to share the evolution of my. email prospecting. strategy and how it went from old school robotic to modern and strategic, with a series of

B2C 129
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Customers for Life: The Art of Keeping Your Best Clients

Alice Heiman

Did you know? “ 20 percent of customers at a given company are the source of 80 percent of the company’ s profits.” . You probably did and it may be that way at your company. Losing one of those 20 percent accounts can really hurt. . “Recruiting new customers costs five times as much as retaining current customers.”. “It is 16 times as costly to build a long-term business relationship with a new customer than simply to cultivate the loyalty of an existing customer.”.

Customer 122
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Are You Paying Your Hunter Sales Reps for Deals They Already Won?

SBI Growth

In my experience, hunters will do anything for a buck. Why then, would you pay them to shoot fish in a barrel? Whether you’re an established player entering a new market or a new entrant into an established market, your commercial.

Marketing 126
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How to shorten the sales cycle (and close deals faster)

Close.io

Enterprises typically have very long buying cycles. Six months or longer from initial contact to closing a deal are the norm. But there are ways to fast-forward this process and close even large enterprise deals in less time. Enterprises are typically big buyers, but they're also very slow moving organisations. Deals are worth tens or hundreds of thousands of dollars, but it takes so much time and so many steps to actually get a contract signed.

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The 13 Best Real Estate Websites for Selling a Home in 2018

Hubspot Sales

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and a dwindling 7% discovered their eventual home through a yard sign or open house. This should tell you one thing: if you’re selling a house in 2018, you don’t just need to be on the internet, you need to be on the right real estate websites.

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In Sales Price Is Not Usually the Issue

Increase Sales

How often is the sales price spewed by eager or even desperate salespeople before knowing if: They have been bought? Their companies have been bought? Their solutions have been bought? The answer is probably far too often. Yes price may be a significant factor in formalized bids or for those folks seeking the quick fix at the cheapest price. However for the majority of SMB business owners and sales professionals, the sales price is the fourth “buy” from sales leads, not the first &#

ROI 91