Sales and Marketing Management

SEPTEMBER 7, 2020

Marketers obsess too much over three things when it comes to creating and perfecting outbound campaigns: early performance metrics (like opens, clicks, and replies), their story and language (instead of the customers’), and their image and ego (such as when prospects unsubscribe or show disinterest). It’s cooler than it sounds.

Outbound 177

Outbound Marketing Ideal Customer Profile Campaigns 177

Hubspot Sales

AUGUST 12, 2020

Inbound salespeople focus on their prospect's pain points, act as a trusted consultant, and adapt their sales process to the buyer journey. Lead with a helpful, customized prospecting message. Craft customized questions to uncover the prospect's pain. Buyers don’t want to be prospected, demoed, or closed.

Inbound 138

Inbound Top of Funnel Outsourcing Services Hiring 138

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. No, this isn't an infomercial.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

The Brooks Group

NOVEMBER 15, 2017

In the race to finish the year strong, prospecting often gets put on the back burner while sales reps spend time and energy on closing the open business opportunities they’re working. But salespeople need to be able to fill the pipeline with highly qualified prospects in order to be successful going into the New Year.

Prospecting 63

Prospecting Ideal Customer Profile Sales Qualified Lead Referrals 63

Keith Rosen

DECEMBER 4, 2019

Does the idea of prospecting scare you? Even if you’re hiding behind Social Media as your primary lead generation strategy, you eventually need to speak with every prospect! Here’s how to overcome sales and prospecting reluctance permanently to become a fearless rainmaker and prospecting prodigy. I fear rejection.

Cold Calling 71

Cold Calling Prospecting Face-to-face Social Media 71

Score More Sales

JULY 21, 2014

In selling, like no other profession, you need an energy and enthusiasm level that is great – enthusiasm rules. TRY for this week to smile more when you connect with prospective clients – even by email. Have the energy of someone who has just closed their biggest deal ever. They do what they love. It will show.

Ideal Customer Profile 202

Ideal Customer Profile Energy Face-to-face Follow-up 202

No More Cold Calling

JANUARY 5, 2017

It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. Current clients at a prospect company are the best source of new business within their organizations. Stop Fooling Yourself—Your Prospecting Is Cold. They know exactly the people to meet, and their prospects welcome their calls.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

No More Cold Calling

JANUARY 20, 2015

You’ve still got to prospect. While we were so very busy, we didn’t make time to prospect. So how do you make time to serve customers, close deals, and prospect at the same time—while also having a life outside of work? He writes: Are you working up a sweat just trying to decide where to focus your social selling energy?

Referrals 120

Referrals Energy Social Selling Proposal 120

The Pipeline

SEPTEMBER 16, 2011

Awaken your possibilities, get inspired and motivated by following Dr. Rae, her associates and your stress matters on Blogspot , Facebook , FreeForum , LinkedIn , Squidoo and Twitter. Worry is a non-productive use of energy! I like the idea of worry being non-productive energy. This comment was originally posted on Twitter.

Pipeline 298

Pipeline Twitter Groups Cold Calling 298

SBI

DECEMBER 15, 2020

Showing discomfort can lead to our prospects ignoring our meeting requests. If we’re spending too much energy on making the tech function, we’ll have less energy to focus on providing our expertise and paying attention to buying signals. . Prospects expect us to know a lot—likely more than anyone can be expected to know offhand.

Conversion 127

Conversion Sales Cycle Energy Tools 127

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Twitter Facebook. It’s amazing how much energy and focus you’ll have if you stand to make an important phone call. It’s amazing how much energy you’ll put into a phone call when you can see yourself. prospecting.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

SBI

SEPTEMBER 18, 2012

Prospecting Attention Deficit Disorder: How to Avoid the Shiny Object Syndrome. And you competently juggle your frenetic schedule, apportioning just the right amount of time for office work, prospecting, sales calls, follow-up, travel, and communication. An interested prospect you just met with. The arrival of an RFP.

Ideal Customer Profile 125

Ideal Customer Profile Objections Prospecting Sales Qualified Lead 125

Act!

JANUARY 10, 2024

Lead generation is the process of attracting highly relevant prospects who can benefit from your offer and have the resources to purchase your products or services. Lead-generation strategies aim to attract prospects, collect their information, and establish initial contact. What is lead generation?

Lead Generation 52

Lead Generation Lead Rank Lead Scoring Top of Funnel 52

Sales Hacker

MARCH 6, 2020

During one of the conferences we attended this past year, the talented Courtney Muniz, reached out to every single individual on the attendee list through Twitter, LinkedIn, and e-mail before the event, and she was able to persuade over 25% of the attendees to come by our booth and learn about what we do at HackerRank. It seriously pays off.

Trade Show 103

Trade Show Lead Rank Conference Sales Qualified Lead 103

Sales Evangelist

JANUARY 29, 2021

Tune in as Maddy Martin talks about prospecting in the modern sales world. Salespeople have to be ready to respond and answer the calls at all times because your follow-up and other efforts will be in vain when you don’t take the first opportunity that prospects present to you. There is a debate between profit and productivity.

Prospecting 40

Prospecting Ideal Customer Profile Hiring Sales Qualified Lead 40

Sales Evangelist

JANUARY 29, 2021

Tune in as Maddy Martin talks about prospecting in the modern sales world. Salespeople have to be ready to respond and answer the calls at all times because your follow-up and other efforts will be in vain when you don’t take the first opportunity that prospects present to you. There is a debate between profit and productivity.

Prospecting 40

Prospecting Ideal Customer Profile Hiring Sales Qualified Lead 40

Sales and Marketing Management

NOVEMBER 15, 2018

The salesperson may be excited and inspired by the sales manager’s energy and passion. These can be sentiments like “That’s a great idea for discussion at our next team meeting” or “I liked the way you handled that prospecting call.”. Follow him on Twitter. The reason? All feedback offers an opportunity to learn.

Coaching 257

Coaching Construction Pivotal Positioning 257

Sales Evangelist

JANUARY 29, 2021

Tune in as Maddy Martin talks about prospecting in the modern sales world. Salespeople have to be ready to respond and answer the calls at all times because your follow-up and other efforts will be in vain when you don’t take the first opportunity that prospects present to you. There is a debate between profit and productivity.

Prospecting 40

Prospecting Ideal Customer Profile Hiring Sales Qualified Lead 40

Sales Evangelist

DECEMBER 14, 2020

Sales reps and sales leaders are the ones who look for prospective clients. When you're doing the work you need to do, you owe the work your best effort and energy. Don’t go back and forth between different tasks as that takes too much time and energy. We create the opportunity. Aggregate all the admin tasks you need to do.

How To 105

How To Energy Survey Cold Calling 105

Anthony Iannarino

APRIL 26, 2020

There are too many amateur Facebook, Twitter, and YouTube virologists, immunologists, and epidemiologists arguing over whether or not states should open or remained close, none of whom have any background that would suggest they have done the work to express an informed opinion.

Call-back 118

Call-back Face-to-face Health Care Energy 118

No More Cold Calling

DECEMBER 18, 2014

Respect the Gatekeeper Gatekeepers—receptionists, administrative assistants, and executive admins—are valuable to the executives whose time and energy they protect, but not to you, at least not until you’ve developed a relationship with them. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

Janek Performance Group

APRIL 23, 2024

If, for example, your prospects are casual in their attire and interpersonal communication, going with a three-piece suit or pantsuit might come across as intimidating or too stuffy. Tone and delivery are very much in the realm of your control and they matter when talking to prospects. Prospect: Who is this?

Social Media 62

Social Media Media ACT Follow-up 62

Selling Energy

JANUARY 26, 2023

I have long championed LinkedIn as a way to communicate with prospects or check in with customers. With more than 875 million users, it drives more traffic to B2B blogs and sites than any other social media platform , yet hardly gets the same recognition as Facebook, Instagram and Twitter.

LinkedIn 71

LinkedIn Social Media Twitter Facebook 71

Score More Sales

FEBRUARY 25, 2014

Offering visual descriptions to prospects on how your services will solve their big issues is a great start. Determination, persistence and energy–everything a sales manager wants in a new hire, expressed metaphorically to win a job. Close business because you showed the high value your company is offering and prospects got it.

Hiring 229

Hiring Lead Rank Lead Scoring Inside Sales 229

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

Vengreso

JULY 12, 2023

” During our social selling training sessions, I continually stress the importance of dedicating your time and energy to fully understanding your customer’s business requirements. You may also be wondering how to best navigate social networks with your sales prospecting goals in mind. What do I mean by that?

Social Media 52

Social Media Media Social Selling Face-to-face 52

Crunchbase

OCTOBER 7, 2020

Industry: Artificial Intelligence, Energy, Health Care. Why I’m watching: Beyond Limits is an industrial and enterprise-grade AI technology company that focuses on energy, utilities and health care. Send me your thoughts on Twitter @shamu5noonan. HQ: Glendale, California. Funding: Raised a $133 million Series C on Sept.

Health Care 111

Health Care Scale Enterprise Enterprise 111

No More Cold Calling

JUNE 2, 2016

You see the warning signs a mile away—prospects who push you on price, threaten to take their business to your competitors, make unreasonable demands, don’t return phone calls, masquerade as decision-makers when they have no real buying authority. These are the “pain in the ass” (PITA) prospects in your sales pipeline.

Pipeline 120

Pipeline Ideal Customer Profile Referrals How To 120

Sales and Marketing Management

MARCH 8, 2019

This is different for every company, of course and likely driven by the preceding year’s success, prospects for the new year and the tone that sales management wants to set. Follow him on Twitter, @AndrewsJoe and find him on LinkedIn at www.linkedin.com/in/joeandrews/. We just didn’t overdo it. Keep momentum going post SKO.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales and Marketing Management

NOVEMBER 17, 2017

The first time you hear from a customer, that person has likely already Googled you, checked out your Facebook page, browsed your YouTube videos, and followed you on Twitter. Your social media presence should funnel prospects to your website, and your website should be designed to catch attention. How to Check Your Alignment.

Top of Funnel 185

Top of Funnel Social Media Face-to-face Funnel 185

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Twitter Facebook. It might make you feel good right now, but in the end it will only serve to suck the energy out of you. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

Hubspot Sales

FEBRUARY 24, 2020

This information will provide valuable insight on where you should focus your energy to best connect with and serve your audience as you implement social media into your sales strategy. Through sharing customer stories your prospects can relate to. Use social media when prospecting. Share customer stories with marketing.

Social Media 129

Social Media Ideal Customer Profile Media Strategy 129

No More Cold Calling

JULY 2, 2015

Your resources (and energy) will be drained. Worst of all, PITA clients waste time, energy, and creativity that would be better spent serving your Ideal Clients —those you enjoy working with and who give you what you need to help them grow their businesses. Want to weed out the clients who are draining resources and energy?

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

criteria for success

JULY 22, 2019

The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six [ ] The post Let’s Talk Sales! The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six years. Follow us on Twitter! Simplified.:

Handbook 53

Handbook LinkedIn Influencer Energy 53

The Pipeline

APRIL 1, 2011

Stored in Attitude , Cold calling , Communication , Guest Post , Productivity , Prospecting , Sales Strategy , Sales Technique , Voice mail , execution. I’ve been working with several sales teams making a whole lot of phone calls, and am getting an earful about reaching a prospect’s voicemail. December 2007. Winning with Voicemail.

Pipeline 223

Pipeline Twitter Call-back Cold Calling 223

Pipeliner

NOVEMBER 4, 2019

Join us for a high-energy sales chat with Michelle Beauchamp who will provide you with great insights into how to be a top networker. Hosts John Golden & Martha Neumeister will keep the conversation going in-person and on the hugely popular #SalesChats Twitter Chat. Building Real Relationships Through Networking.

Social Media 74

Social Media Networking Twitter Media 74

Selling Energy

JANUARY 26, 2023

I have long championed LinkedIn as a way to communicate with prospects or check in with customers. With more than 875 million users, it drives more traffic to B2B blogs and sites than any other social media platform , yet hardly gets the same recognition as Facebook, Instagram and Twitter.

LinkedIn 52

LinkedIn Social Media Twitter Facebook 52