Zoominfo

DECEMBER 5, 2017

Today we’ll cover a list of insights around sales follow-up productivity, channels, cadences, and effectiveness. B2B Sales Follow Up Statistics Sales Follow Up Productivity 1. of appointments set become opportunities passed to sales, with 12.5 opportunities accepted per month.

Follow-up 100

Follow-up Lead Rank Marketing Qualified Lead Cold Calling 100

Close.io

JANUARY 21, 2020

And that person won’t stop blowing up your inbox. But really, how important is it to follow-up ? A study by Harvard Business Review found that 56% of prospects complain about poor follow-ups. And 48% of those prospects will tell at least 10 people about their poor follow-up experience.

Follow-up 107

Follow-up Prospecting Data Lead Rank 107

SendBuzz

MAY 2, 2023

Instead of using follow-up emails to encourage a prospect to purchase their product or service, they instead move on to new prospects. A follow-up email, what is it? In order to seal a deal, a series of emails known as a follow-up emails are typically sent out following a crucial point in the sales funnel.

Follow-up 52

Follow-up Examples How To Top of Funnel 52

SalesLoft

SEPTEMBER 7, 2022

The Importance of Sales Follow-up Emails. There’s a good chance you’re giving up on sales follow-up emails too soon. Where a prospective client may not respond to your initial email, they may do so after the second, third, or fourth follow-up email. When To Send a Follow-up Email.

Follow-up 52

Follow-up Proposal Scale Call-back 52

Openview

MARCH 7, 2019

The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. And then you send 2-3 follow-ups…but no response. Sending effective follow-ups requires research, making a personal bond with your prospect, and providing real value every time you interact with them.

Follow-up 103

Follow-up Sales Meeting Meeting Decision Maker 103

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. Here are three ways to follow up better and gain more opportunities: Look at Data. Increase Opportunities. Expand Your Pipeline.

Follow-up 144

Follow-up Ideal Customer Profile Decision Maker Buyer 144

Marc Wayshak

AUGUST 24, 2021

Nowadays, we want to use case studies or case study presentations to ultimately connect where the prospect is now to where you’re going to take them. Your job is to fill in that gap, helping prospects to visualize the transition from where they currently are to where they want to end up. Check it out: 1.

Case Study 118

Case Study Study Face-to-face Benefit 118

Adaptive Business Services

JANUARY 11, 2023

I literally ended up with one, ONE , applicant who I was comfortable recommending for hire. He followed up with me consistently during the interviewing process and convinced me that he would do whatever I asked him to do. His quantity of valid opportunities was quite good. But he did have one thing … the right attitude.

Hiring 71

Hiring Case Study Study CRM 71

Understanding the Sales Force

NOVEMBER 25, 2013

You must read the article in order to understand the following questions. The goal of this study was very cool indeed, but the study, despite being developed by two business professors from Georgetown and UCLA, was poorly designed. You can''t pick one of the following from a menu. Magazine''s website. Integration is key.

Study 243

Study Sales Cycle Follow-up Account 243

Understanding the Sales Force

JANUARY 27, 2014

One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. 5 people were placed on each team based on the following carefully selected scores from OMG''s Sales Candidate Assessment: 1 team had the best Sales DNA. They only made 800 attempts.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Smooth Sale

JANUARY 28, 2020

Be the devil’s advocate as you study the promising aspects of new technology and before you blindly incorporate artificial intelligence. My Story: Study And Incorporate Artificial Intelligence. It’s easy to push aside the study, but making that a habit will cause one’s career or business to deteriorate quickly.

Study 88

Study Top of Funnel Social Media Loyalty 88

Score More Sales

NOVEMBER 5, 2013

In a conversation with a very busy CIO (Chief Information Officer) recently he said that he hates when sellers do any of the following: lie about being connected to someone he knows when they aren’t, in order to get him to respond. Increase Opportunities. write five paragraph e-mails (he hits the delete button). Close More Deals.

Study 198

Study Inside Sales Buyer Lead Rank 198

Sales 2.0

AUGUST 10, 2023

We don’t think AI can really replace humans or help with the empathy part of selling but by helping in the other four areas it can free humans up to be more human! AI will help with non-selling tasks A recent study from Salesforce which interviewed about 8,000 salespeople found that 72% of sales reps’ time is spent on non-selling activities.

Scale 195

Scale Study CRM Up-Sell 195

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? Have you conducted growth opportunity analyses in your market? Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer. The objective for each was to identify growth opportunity and align resources accordingly.

Opportunity 316

Opportunity Strategy Banking Territories 316

SBI Growth

OCTOBER 2, 2013

You can get this guide and others by signing up for our Research Review here. Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Our case study is about a Sales VP Steve McKenzie. Follow @DanPerrySBI. Follow @MakingTheNumber. Get focused on the results. Coach to it.

Case Study 319

Case Study Social Selling Study Decision Maker 319

CloserIQ

OCTOBER 17, 2018

With a follow up system in place, you’ll know exactly when and how to ask your clients for referrals and actually get them. Businesses using referrals bump their conversion rate up to 70% and have a 66% faster close time because referrals build immediate trust with customers. Keep asking and following up for that referral.

Follow-up 81

Follow-up Referrals Strategy Top of Funnel 81

Hubspot Sales

JANUARY 25, 2018

Case studies and testimonials are useful to have on hand. To build this library, you'll need case study interview questions that will surface valuable details and insights. The following list of 100 case study interview questions will help you build a narrative using the “ Problem - Agitate - Solve ” method.

Case Study 132

Case Study Study Referrals Decision Maker 132

Sales Hacker Training

AUGUST 25, 2021

We increased the average number of qualified opportunities per SDR by 92% that year. They follow a messaging strategy that’s already been laid out and tested. links to relevant case studies) to save even more SDR time. Only automate follow-ups, 1-2 nurture emails, and the final break-up/referral email.

Sales Qualified Lead 116

Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Anthony Cole Training

JANUARY 27, 2014

One of Objective Management Group’s (OMG) partners, Market Sense, in Austin, Texas, had an opportunity to work with 15 MBA students that had never sold. They weren''t very good, they converted a smaller percentage of opportunities, but their Desire and Commitment helped them persevere. This kind of story doesn''t happen every day.

Case Study 186

Case Study Study Sales Talent Hiring 186

SalesLoft

APRIL 3, 2017

Every cold email is an opportunity to do some user research on how sales reps are using email to start conversations, something I write about on a weekly basis. While research reports differ on the specifics, all recent studies agree that it takes a number of touches on multiple channels to make a successful connection.

Follow-up 52

Follow-up Channels Ideal Customer Profile eBook 52

Sales Hacker

APRIL 9, 2020

There’s still an opportunity to build your brand, establish digital thought leadership, and develop your audience. Here’s a case study that will show you how it’s done in a real life situation. Ultimately this would serve as a lead gen funnel for new business opportunities. What does that look like? Client Background.

Case Study 79

Case Study Study LinkedIn Top of Funnel 79

Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Their study looked at 479,140 outbound cadences from nearly 9,000 companies.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales Hacker

DECEMBER 15, 2017

If you send an event follow up email, but no one is around to read it, does it even make a sound? Tired, hopefully inspired and motivated, but always playing catch up from being gone. What are the chances that you are going to notice email number 268 with the subject line “following up”? No, not really.

Follow-up 79

Follow-up Sales Qualified Lead Scale Conference 79

Sales and Marketing Management

DECEMBER 16, 2019

A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year. However, the study also revealed that only 24% of these leaders actually do anything intentionally to promote building those relationships.

Company 423

Company Customer Insurance Insurance 423

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week, a new email is being delivered, showcasing the best links, blog posts and case studies of your brand. After a week and a half, a 20 percent off discount opportunity becomes available to your interested subscriber. The rest will follow! Offer them a case study that proves something that’s relevant to them.

Case Study 237

Case Study Discount Webinar Metrics How To 237

Zoominfo

MAY 12, 2020

They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. However, these positive traits also make it more difficult to actively recruit them to your opportunities. Talk about opportunities.

Hiring 278

Hiring How To Networking Salary 278

SalesFuel

APRIL 2, 2024

For business development (BDR) reps, the pressure to maximize productivity never lets up. The company’s analysts define this practice as follows. “… Contact multiple individuals inside a prospect account before concluding that there is no opportunity present.” The outreaches break out as follows on average: Email 6.5

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Sales Hacker

AUGUST 14, 2018

Use Follow-Up Meetings to Calibrate Your Rep’s Strengths. A coaching study released in August 2018 identified that 48.2% Now I come with ideas on what I think I need help with rather than showing up wondering what she will talk about in this meeting.”. This leads to a rhythm of change: Commit, Execute, Follow Up, Repeat.

Follow-up 47

Follow-up Sales Coaching Coaching Lead Rank 47

Sales Hacker

MAY 10, 2021

Opportunity to upsell and cross-sell. Even after you close a deal with a client, there is always an opportunity to upsell or cross-sell. Customers who are utilizing your service more than most, are the ideal target audience for up-selling and cross-selling. Wrapping up. Source: Crazyegg.

Case Study 62

Case Study Study Top of Funnel Churn 62

Sales Evangelist

JUNE 16, 2020

How To Generate Interest In Lost Opportunities Every so often, a prior interest doesn’t end with a good close. Sometimes, there are lost opportunities. As a salesperson, how do you generate interest in lost opportunities? At that point, you label the deal as a lost opportunity and end it. How did you do it?

Opportunity 52

Opportunity Cancellation How To Scale 52

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. Their companies ranged from start-ups to billions of dollars in sales with the majority being between fifty and five-hundred million in annual revenues.

Study 146

Study B2B Penetration Lead Rank 146

Sales Hacker

JANUARY 20, 2021

In fact, a study by Terminus showed that in 2019, 23% of respondents had no active ABM program. They are only engaging in one-to-many ABM and one-to-few ABM, and they are missing opportunities to drive sales cycles with target organizations that are stuck in status quo. We’re going to cover the following sections.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients.

Outsourcing Services 62

Outsourcing Services B2B Lead Rank Sales Qualified Lead 62

Tenbound

JANUARY 26, 2024

Showcasing Results in Cold Emails The Persuasive Impact of Case Studies People are more likely to believe the effectiveness of your offerings when backed by evidence. Include brief case studies or share examples of successful outcomes achieved for your clients. Connect with your prospects on LinkedIn or follow them on Twitter.

Case Study 64

Case Study Segment Social Media Follow-up 64

Zoominfo

FEBRUARY 25, 2021

It’s easy to get caught up in your product, making it the focus of your presentation. Get People to Sign up for Your Webinar. How do you get people to sign up for your event? Besides sharing posts about your upcoming webinar, you might consider running ads on social platforms for more sign-ups. Create an Email Campaign.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

SBI

MARCH 1, 2018

Perhaps a prospect has filled out a form on your website for a killer piece of content or signed up to attend a powerful webinar you’ve scheduled. Despite knowing this, many studies show that we’re doing anything but responding quickly. Another study indicated that over one-third of new sales inquiries are never contacted.

VanillaSoft 139

VanillaSoft Leads Marketing Qualified Lead Top of Funnel 139

SalesFuel

APRIL 8, 2024

This spells opportunity for your client since most Americans have a habit of thinking about work afterhours. Look up their profile(s) on AudienceSCAN on AdMall by SalesFuel. Your client can use the information the viewer gave to easily contact them later with follow-up offers. People go to them to watch videos.

Social Media 52

Social Media Media Video B2B 52