Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. But as with any other skill, some salespeople have a better grip on prospecting than others — and we, here at the HubSpot Sales Blog, want to do our part to make sure you prospect as effectively as possible.

Hiring 112

Hiring Face-to-face Sales Qualified Lead Lead Rank 112

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. They buy what software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc. Not getting the ROI you expected from your lead-gen tactics? Try this instead.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Allego

FEBRUARY 23, 2023

We wanted to find out what top-performing sellers do during sales conversations, so we partnered with Sales Insights Labs and analyzed nearly 24,000 sales conversations recorded by Allego Conversation Intelligence. Through our analysis, we identified several things top-performing sales reps do during sales calls that lower performers do not.

Call-back 127

Call-back Analysis Coaching Face-to-face 127

Allego

APRIL 30, 2024

With the advent of artificial intelligence (AI), sales enablement has undergone a remarkable transformation, empowering businesses to boost productivity, enhance customer engagement, and drive revenue growth like never before. In both cases, you create experiences in which people are more likely to feel valued and to engage with the content.

Sales Enablement 62

Sales Enablement Lead Rank Lead Scoring Analytics 62

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

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Survey Top of Funnel Scale Fashion 246

Janek Performance Group

MARCH 12, 2024

However, the frequent occurrence requires the same level of engagement and professionalism as if you were meeting in the same room. A quick connectivity and sound test can save valuable time during the virtual meeting and only takes a few minutes to do in advance.

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Sales Meeting Meeting How To Face-to-face 118

Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. Savvy sales reps and marketers can take this approach to engage with leads earlier and stay ahead of their competitors.

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Data Intent Lead Rank Lead Scoring 246

Marc Wayshak

FEBRUARY 8, 2024

In a world filled with various methods to reach prospects, the follow-up call remains the gold standard for setting appointments. Much of the decision hinges on whether the prospect wants to engage with you. The tonality you employ during sales conversations is of paramount importance. Your tone sets the tone.

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Follow-up Sales Meeting Meeting Real Estate 121

Zoominfo

AUGUST 26, 2020

When you rush to close a sale, you don’t have the time to harness key insights about your prospects — leaving you high and dry during your sales calls. Prospects expect you to know about their business, accurate sales intelligence, combined with a tailored pitch, increases the chance of a successful customer relationship.

Cold Calling 207

Cold Calling How To Exact Campaigns 207

Autoklose

APRIL 8, 2024

Plus, it allows you to set initial expectations and build trust with your prospects. That’s why running an effective discovery meeting is crucial to securing the next appointment with your prospect and paving the way for the ultimate “yes.” Table of Contents What Is a Discovery Meeting? How to Prepare for a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

The Sales Hunter

OCTOBER 4, 2019

This morning, during a call with a business owner, he shared with me about their latest product upgrade. There is a major parallel between prospecting and leading. There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see.

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Leads Marketing Qualified Lead Prospecting Conversion 217

Zoominfo

OCTOBER 5, 2023

In a perfect world, sales professionals would spend most of their time talking with eager prospects who’ve done the homework, seen the marketing campaign, and asked for a meeting. Step 1: Interrupt the normal pattern You already know how busy your prospects are, so getting to the point quickly is vital. Let’s see how.

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Cold Calling Scale Lead Rank Lead Scoring 130

Zoominfo

APRIL 16, 2022

In today’s environment, it’s getting harder to connect with prospects on a cold call. But COVID has changed the context — instead of an office, your prospects may be answering phone calls from their dining room table or between loads of laundry. Suddenly, cold calling — one of the most challenging parts of sales — got tougher.

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Cold Calling Channels Demand Generation Agencies Call-back 100

Lead411

MARCH 14, 2024

You may greatly improve your sales success by knowing the best days and times to make those important connections, since every call is an opportunity to engage new clients. Even while Mondays look like a good day to reach out to prospects, you should avoid doing so on Fridays.

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B2B Decision Maker Trends Motivation 52

Sales Gravy

OCTOBER 13, 2023

Silence Isn't Awkward— It's A Powerful Tool In this episode of the Sales Gravy Podcast, Keith Lubner, Sales Gravy Executive VP, and Jessica Stokes, Sales Gravy Master Sales Trainer, discuss strategies that leverage discomfort on sales calls to drive engaging conversations and achieve better outcomes. We want to fill the silence, right?

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Intent Face-to-face Call-back Conversion 86

Autoklose

MARCH 11, 2024

Prospecting is a high-stakes game, so many sales reps make the mistake of being too pushy in an attempt to quickly convert leads into sales. So, striking the right balance between engaging potential clients and respecting their boundaries is paramount. Table of Content Leverage the Reciprocity Principle 1. That’s right! Here’s how.

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Lead Rank Lead Scoring Sales Qualified Lead Leads 98

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 83

Negotiation Lead Rank Lead Scoring Follow-up 83

Pipeliner

APRIL 17, 2024

Dynamic pricing models that fluctuate based on demand, such as higher rates during weekends and peak seasons, can optimize your earnings. Additionally, offering timely promotions and discounts can attract guests looking for value, ensuring your occupancy rates stay high even during slower periods.

Lead Rank 52

Lead Rank Strategy Social Media Lead Scoring 52

Allego

FEBRUARY 20, 2024

Further, Gallup’s State of the Global Workplace 2023 Report found most employees (51%) are not engaged—not involved, enthusiastic about, or committed to their work. Improved employee retention: Everboarding fosters continuous engagement, reducing turnover rates by nurturing long-term relationships. These nine steps make it possible: 1.

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Hiring Strategy Buyer Persona Retention 71

Salesmate

AUGUST 5, 2020

So even if we can no longer meet our prospects and leads face-to-face, we can still engage with them virtually to convert them into a paying customer. Just as people quickly scroll past posts on social media, your audience during a virtual sales call also has a much shorter attention span. Source: Bluetree.

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Ideal Customer Profile Webinar Metrics Social Media Lead Rank 130

Vengreso

JUNE 12, 2023

They engage less frequently with sellers and when they do, it is much later in the sales cycle. Prospects do not want to be sold to. 1 Finding Your Ideal Audience Traditional: Sales prospecting prior to the internet included scouting directories, knocking on every door in an office park, cold calling, and attending conferences.

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Ideal Customer Profile Decision Maker Travel Social Media 122

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Take advantage of team selling.

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Data Discount How To Quota 118

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Lead nurturing is the process of building relationships with prospects who aren’t quite ready to purchase your product or service.

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Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Vengreso

JULY 20, 2023

Research has found that a successful salesperson has to do at least 8 outreach attempts before a prospect will book a sales call. And now that everyone is working from home, modern sellers need the skills to find, engage and connect with prospective buyers digitally. And, it is your actions as a sales rep (i.e.

Positioning 105

Positioning Coaching Up-Sell Sales Coaching 105

Gong.io

SEPTEMBER 26, 2022

Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Instead of traditional in-person sales meetings, the salesperson and the prospect are in different places such as their home or work. Keeping prospects engaged. Sales reps are more productive.

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Face-to-face Decision Maker Lead Rank Pipeline 108

Partners in Excellence

DECEMBER 26, 2023

If I think, for example, the evolution of “prospecting letters.” To send a prospecting letter, I had to write it in longhand and give it to the “word processing pool.” ” In a few hours or a day, I would get a typed draft of my prospecting letter. The advent of the web and email changed everything.

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Retention Maximizer Buying Cycle Social Media 127

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

SalesFuel

APRIL 11, 2024

Video conferencing apps, such as Zoom and Skype became rock stars during the coronavirus pandemic. Simple things such as, dressing professionally, taking business cards and researching your prospect cannot be overlooked. Engage in active listening to ensure that your thoughtful questioning doesn’t go to waste.

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Closing Face-to-face Tourism Hiring 115

Julie Hanson

JANUARY 25, 2021

Looking for the secret to an engaging virtual presentation?! The movies have mastered the art of engaging audiences on-screen from years of practice and experimentation. 3 movie secrets for an engaging virtual presentation. 3 movie secrets for an engaging virtual presentation. Cut to the chase. Raise the stakes.

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Film Competition Buyer Prospecting 147

Alice Heiman

JULY 14, 2022

According to Mei Siauw, CEO of LeadIQ , a tool that helps sales teams with smarter prospecting, building an outbound sales motion is the key to growth. During the show, Mei talks about how she built LeadIQ by focusing on outbound sales. Start early, stick with it; if you do it right, outbound sales will produce amazing results.

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Outbound Hiring LinkedIn Channels 125

Mindtickle

JUNE 22, 2023

Research from our 2023 State of Sales Productivity Report found that during a call, buyers asked an average of 18 questions, a significant increase from 13 questions in the 2022 report. 8 tips to nail your next cold call Use these tips to warm up your cold calls and have more engaging and impactful conversations.

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Cold Calling Lead Rank Lead Scoring Ideal Customer Profile 98

Hubspot Sales

MARCH 27, 2023

That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from. I don't always engage prospects at this stage, but if I do, I use a very light touch.

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Top of Funnel Hubspot Buyer Prospecting 104

Vengreso

MAY 11, 2020

If you follow sports, you know that there are games played during the regular season and then there’s the offseason. During this offseason, sales leaders are faced with two choices. The company’s prospects and customers are school Principals, Superintendents, and Administrators. Consider this metaphor for your B2B sales team.

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B2B Ideal Customer Profile Face-to-face Hiring 121