Showpad

APRIL 10, 2023

The uncertainty surrounding inflation, recession, and supply chains have caused ripple effects in businesses across industries: 81% of sellers say deals have been lost or stalled in the past year due to a key stakeholder’s departure from a client or prospect company. 57% of buyers say sellers lack knowledge of their unique business needs.

Sales Enablement 91

Sales Enablement Trends Ideal Customer Profile Webinar Metrics 91

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. 100 Most Prospected-to Companies of 2018.

Company 156

Company Prospecting Oracle Transportation 156

SBI

MAY 16, 2019

Upland Software, a leader in cloud-based enterprise work management software, announced that two products, Upland Qvidian and Upland RO Innovation , have been selected as winners of major industry awards ahead of the inaugural Upland Sales Enablement Customer Roadshow, taking place this June through October.

Enterprise 57

Enterprise Enterprise Sales Enablement Software 57

Hubspot Sales

AUGUST 11, 2020

Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. GoToMeeting is a collaborative tool that offers one-click online meetings, virtual meeting spaces, and webinar capabilities. Best for: Enterprise users. Best for: Cross-device communication for enterprises.

Video 143

Video Tools Sales Process Skype 143

Allego

DECEMBER 29, 2020

Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals. Our featured speakers included Will Quigley, Senior Director, Enterprise Sales, Seismic; Jake Miller, Senior Product Marketing Manager, Allego; and Brian Johnson, Senior Enterprise Account Executive, Allego.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. 5 Steps to the Customer Profiling Process. Identify your best customers.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

No More Cold Calling

AUGUST 19, 2014

Selling by referral is the most personal prospecting strategy that exists. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Hubspot Sales

JUNE 20, 2018

According to HubSpot’s 2018 State of Inbound report, 40% of salespeople report getting a response from prospects is more difficult now than it was two-to-three years ago. Seeing what’s out there is a great way to learn and get new ideas for outreach, and the wealth of information makes it easy to write effective prospecting emails.

Prospecting 109

Prospecting Decision Maker Hubspot Webinar Metrics 109

No More Cold Calling

NOVEMBER 25, 2014

End the year with a bang using the only prospecting strategy that converts prospects into clients more than 50 percent of the time. So be sure to check out the latest from No More Cold Calling and turn practice into profit: [Webinar] Generation Huh? Join me and Barb Giamanco for a Top Sales World webinar you won’t want to miss.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

No More Cold Calling

JULY 18, 2013

A new study reveals that referrals produce far more ROI than any other prospecting strategy. Now study after study proves what I’ve been saying for years: Referral selling is, hands down, the most effective prospecting strategy. Prospecting is Your Job. Read “ Prospecting is Your Job.”). 1 for salespeople. Did You Know?

Referrals 212

Referrals Webinar Metrics Cold Calling Sales Qualified Lead 212

No More Cold Calling

JULY 29, 2014

Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Use it to research your prospects so you can have richer dialogues—online and off. Associations Enterprise Sales Management Salespeople Small Business sales tools selling Social Media strategy' Comment Here.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

Zoominfo

DECEMBER 23, 2020

As the heart of any data-driven company, your database helps sales and marketing professionals understand prospects in-depth, improve segmentation, pinpoint audiences,, and convert more leads. This is where content marketing comes in — contact information from newsletters, webinars, customer feedback, etc. Improve Your Data Quality.

Ideal Customer Profile 245

Ideal Customer Profile Data B2B Webinar Metrics 245

Zoominfo

MAY 20, 2021

You can engage prospects throughout the customer life cycle. At this stage, email is used to welcome new prospects at the beginning of the purchase journey who have filled out a form on your website. and establish brand awareness by inviting customers to connect through a meeting, webinar, free trial, or demo.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

No More Cold Calling

OCTOBER 22, 2013

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made salespeople irrelevant. Comment Here.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Growbots

OCTOBER 24, 2018

Most sales reps view sales prospecting as a necessary evil. The right sales prospecting methods can help generate qualified leads and more of them. The good news is that choosing the right sales prospecting methods is available to every sales rep. But first: research and prioritize prospects. And we don’t mean physically.

Prospecting 45

Prospecting Sales Qualified Lead Cold Calling Webinar Metrics 45

Vendor Neutral

JULY 30, 2021

Join our free webinar to hear industry experts break down the evolving definition of RevOps, what it looks like today, and how to get the most out of this position when your teams aren’t always meeting face to face. Improving remote engagement experiences with prospects and customers. Our Panelists.

Top of Funnel 132

Top of Funnel Face-to-face Scale Webinar Metrics 132

DiscoverOrg Sales

AUGUST 1, 2019

Separate prospecting and closing roles. Sales prospecting and closing are two very different skills: Reps who are born closers aren’t usually great prospectors as well (and vise versa)! Major enterprise accounts team. For example: When prospecting to a new company, require certain elements of their tech stack.

Video 136

Video Outbound Inbound Hiring 136

No More Cold Calling

SEPTEMBER 1, 2016

More than 90 percent of salespeople convert at least half of their prospects to clients when they get referrals. These stats are from a recent webinar I conducted— “ Turn Cold to Gold.” I asked the same question in a different webinar, and 80 percent reported turning at least half of all prospects into clients when they get referrals.

Referrals 274

Referrals Webinar Metrics Cold Calling Competition 274

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo.

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

Vendor Neutral

JUNE 15, 2021

July 15, 2021 1 pm EST 10 am PST Webinar. Join our free webinar to learn what sales approach actually engages buyers and makes them willing to have valuable conversations. Give prospects the education, insight, and value they crave, and watch as your competition ends up in the rearview mirror! REGISTER NOW.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

SBI

DECEMBER 4, 2018

John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and the specific people involved in them within accounts. Also knowing which competitors they might be considering so you can position in the best possible way.

Intent Data 139

Intent Data Intent Data Enterprise 139

SBI

SEPTEMBER 17, 2019

Through its unique, account-specific revenue signals and automated outreach, the enterprise cloud solution is promised to accelerate sales in a way that CRM and AI alone cannot. Keep every prospect engaged and seal every deal imaginable. RevenueGrid is built upon decades of experience in enterprise-level data capture and analysis.

SAP 84

SAP Enterprise Enterprise Oracle 84

SBI

DECEMBER 9, 2019

Engaging Leads & Prospects. Smart Selling Tools was founded by Nancy Nardin after a 25+year enterprise sales career in Silicon Valley. Visit www.smartsellingtools.com to get access to free webinars, guides, podcasts, reports, and other high-value resources to stay up to date on sales software. Field Sales Engagement.

SAP 65

SAP Webinar Metrics Software Software 65

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. Below are 10 of the best practices for enterprise sales team management solely geared towards sales management. Employ the Enterprise Selling Process.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Sales and Marketing Management

MAY 5, 2017

This approach, used by many successful enterprise sales teams, is expanding across other tiers of business. While it certainly doesn’t work for every industry, the enterprise approach, aka “partnership selling,” is a trend that will continue to grow in 2017 and beyond. 3: Automation to increase productivity in sales teams.

Trends 166

Trends SalesForce Enterprise Enterprise 166

The Pipeline

JANUARY 7, 2020

To willing and enterprising sales professionals, there is no shortage of tools to help sell. You’re A Prospect – I’ll Sell You. Closing the Sales Gap is a new 30-minute webinar series produced by ITWC for sales and marketing professionals interested in driving business and capturing customer and prospect insights.

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Hubspot Sales

NOVEMBER 28, 2023

Training webinars. Post-training, sales provides feedback, ensuring subsequent webinars are even more tailored and effective. A joint effort attracts the right kind of leads, with the sales team focusing its energy on prospects with the highest likelihood of conversion. The secret sauce? Start with these criteria.

Lead Rank 110

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 110

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. A B2B sales funnel is a stage-by-stage model that depicts how B2B prospects move through the buying process. What is a B2B sales funnel? . Awareness, Interest, Evaluation, Purchase).

Top of Funnel 133

Top of Funnel Funnel Examples B2B 133

Growbots

OCTOBER 24, 2018

Most sales reps view sales prospecting as a necessary evil. The right sales prospecting methods can help generate qualified leads and more of them. The good news is that choosing the right sales prospecting methods is available to every sales rep. But first: research and prioritize prospects. And we don’t mean physically.

Prospecting 40

Prospecting Sales Qualified Lead Cold Calling Webinar Metrics 40

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. So let’s get down to creating a customer profile with these five steps: 1.

Ideal Customer Profile 100

Ideal Customer Profile B2B Buyer Persona Top of Funnel 100

SBI

JANUARY 31, 2020

(Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services, today announced the release of IT Deal Alert Priority Engine TM Email Alerts to help enterprise technology sales teams quickly identify and take action on the best opportunities in their territory. About TechTarget. Opportunity Management.

Engineering 74

Engineering Territories Opportunity SAP 74

Zoominfo

AUGUST 17, 2021

Regardless of whether you’re using automated chatbots, your sales development reps (SDRs) as live agents, or a combination of both, it’s important to identify who your qualified prospects really are. Elsewhere, we’ve classified the prospects that visit your site into six high-level categories. Steps to Strengthen HubSpot Integration.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

No More Cold Calling

DECEMBER 18, 2014

Emails, articles, news flashes, blasts, webinars, podcasts…they make my blood boil. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you receive referral introductions from people your prospects know and trust, they (and their gatekeepers) will happily take your call.

Gatekeeper 303

Gatekeeper Cold Calling Telemarketing Referrals 303

No More Cold Calling

APRIL 10, 2014

If you invite a prospect to connect with you on LinkedIn, you can check off your list that you’ve developed a relationship , right? Consider this example: A prospect reaches out for some information. The recipient might actually respond to some of these messages, and perhaps even sign up for a webinar. Not so fast.

Webinar Metrics 209

Webinar Metrics Small Business Small Business Buying Cycle 209

Sales and Marketing Management

NOVEMBER 28, 2017

Back up your personalized emails, phone calls and social outreach with long-form content, such as e-books, webinars and white papers, which you prepare specifically for the prospect. You might already have a generic white paper, for instance, entitled “How to Increase Efficiency with Enterprise Content Management.”

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Emissary

DECEMBER 19, 2022

Sales Pro Central is a collection of the leading industry thought leadership in the form of blogs, webinars, and downloadable resources, on one convenient website. . “ Six Clues Your QBRs are Box-Checking Exercises … and How to Fix Them ,” has won 1st place in the 2022 Sales Pro Central MVP Awards Other category.

Webinar Metrics 52

Webinar Metrics Social Media Exercises Networking 52

InsideSales.com

MAY 15, 2020

WEBINAR // Tales From the Front Line from XANT on Vimeo. Dave Boyce, CSO for Xant, and Lars Nilsson host this webinar with guests, Nicolette Mullenix, Hunter Hodges, and Becc Holland; Tales from the front line of a crisis – what three top SDR leaders are doing right now during the COVID-19 pandemic. Hunter Hodges. Focus on Relevance.

Webinar Metrics 52

Webinar Metrics Tourism Enterprise Enterprise 52