Shari Levitin

AUGUST 23, 2023

We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. Sellers: Declutter Your Prospects’ Buying Process  Customers would rather make no decision than make the wrong decision. Then, it occurred to me that our junk drawers provide a perfect metaphor for how we sell.

Workbooks 118

Workbooks Decision Maker Case Study Sales 118

Hubspot Sales

APRIL 10, 2018

How to Get a Prospect to Respond. Ditch the break-up email. Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat. Don't refer to the past. Change your close.

Prospecting 111

Prospecting Follow-up Call-back Engineering 111

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. When you can’t sleep because you are up until 3 a.m. Send out enabling YouTube videos, white papers, blogs and tidbits. Passion – Prospects smell fear.

B2B 319

B2B Banking Conference Decision Maker 319

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

Marc Wayshak

JUNE 15, 2022

In this video, I’m going to show you 5 keys to a sales prospecting campaign that will help you set way more meetings. But trust me—getting organized is the first step to a successful sales prospecting campaign, especially today. In this day and age, salespeople must be more organized than ever when it comes to prospecting.

Campaigns 62

Campaigns Meeting Prospecting Sales Qualified Lead 62

Sales and Marketing Management

AUGUST 9, 2020

Once your company spends money to find a prospect, the clock starts ticking. However, the perishable asset issue arises when leads are not followed up promptly or at all. Companies are not immune from the same issue – no (or slow) follow-up, no sale. Outline the buying stages of the prospect.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. That’s where the following stages come in.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

The Pipeline

APRIL 11, 2016

Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. While most sales people spend 80% of their time and effort pursuing these groups, combined they only make up at most 30% of any given market. There two factors that come to play here.

Segment 120

Segment Prospecting Objections Vendor 120

Janek Performance Group

MARCH 16, 2022

They don’t waste time selling to prospects who are not ready to buy. Instead, they have a system to identify the highest value prospects in their pipeline and invest their time with those that are most likely to close. Sales leaders do not want their sales reps wasting their time calling low likelihood prospects.

Lead Rank 62

Lead Rank Lead Scoring Sales Qualified Lead Leads 62

Sales 2.0

MARCH 6, 2021

A nightmare scenario materialized for thousands of businesses at the onset of the pandemic: their largest source of business dried up overnight and the outlook seemed grim. “I would say outbound sales has been a big success story,” Stephen followed up. What it Means for Building Pipeline in 2021.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

Sales Hacker

JULY 8, 2022

When the prospect reconsiders their needs, you’re positioned to be the first choice. Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. white papers, useful industry information, or even “checking in” during impactful current events are all ways to add value.

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

Zoominfo

AUGUST 5, 2021

The instability and threats to survival so many companies are facing have resulted in longer sales cycles and increased executive presence on calls (up 53% from a pre-COVID-19 baseline). Content: A helping of high-quality marketing content to fill up your lead pipeline. It’s about helping your sales organization do what they do best.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

Prospecting 62

Prospecting Sales Cycle Benefit Call-back 62

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. “I see you are interested in our products, can I tell you more about them, or set up a meeting for you to learn more? “Can I set up a demo?” 18% in Setting Up Semi-Qualified Meetings.

Prospecting 48

Prospecting Follow-up eBook Study 48

Allego

APRIL 18, 2024

Continue reading to learn what AI-powered sales tools are available, how they function, and how they can turn up the dial on your team’s performance. Here’s how: Sales Prospecting: AI streamlines the way sales teams identify and score potential leads.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Allego

MARCH 28, 2023

Track engagement by various stakeholders to prioritize follow-up. Prospect Education: Share educational materials with external audiences in a personalized and secured space. Modules may include clickable contact cards for members of the account team, a bullet list to outline next steps, and a list of follow-up tasks.

eBook 62

eBook Video Buyer Education 62

Pointclear

JUNE 29, 2017

PointClear has proven methods for driving sales—and they’re discussed in detail in a white paper available for download now. A targeted vs. a scattershot prospect database based on a mutual (sales and marketing) understanding of the market is step number 1. Don’t ask field sales folks who specialize in closing deals to prospect.

Revenue 170

Revenue Sales Qualified Lead PointClear Forecasting 170

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. That’s where the following stages come in.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. What follows below is an entry-level, do-it-yourself plan. Prospect buy differently today. Pose as a prospect.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

DiscoverOrg Sales

JULY 5, 2017

It could be a target prospect account you’re already researching, or a current client you’d like to expand. Define parameters for sales prospecting. That is, it starts with marketing and is followed up by sales. Download a white paper? What is global account-based sales development? Identify campaign scope.

Account 289

Account Campaigns Engineering Harvest 289

Sales and Marketing Management

SEPTEMBER 7, 2017

attempts to successfully prospect a stranger – a 74 percent increase since 2010 when prospecting required just 4.7 Inability to automate follow up – The ability to automate the orchestration of multiple follow-up touches across different mediums (phone, email, social, etc.) It now takes an average of 8.2

Engineering 180

Engineering Top of Funnel Revenue Hiring 180

The Pipeline

NOVEMBER 10, 2011

Sign up for our Email Newsletter. Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. A Random Walk Up Sales Street.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Zoominfo

APRIL 10, 2018

Customers turn to social media for many reasons—to report a problem, talk about their experience with your brand, or to simply stay up-to-date on your products or services. They’ll appreciate it and so will your prospects. Although it can be time-consuming to respond to customers individually, the effort pays off. Social Selling.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Pointclear

OCTOBER 5, 2018

The CMO of a Fortune 500 company offered the CRO the following options regarding spending $100,000 on a marketing campaign. 100,000 companies with up to three executive contacts in the right companies (no email addresses). 100,000 companies with up to three executive contacts in the right companies (no email addresses).

Lead Generation 113

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 113

Autoklose

MARCH 25, 2024

Michael shares why people appreciate the right kinds of follow-up emails. Your prospects will likely fall into many different categories, and you should be drawing lines where they matter to you. The ideal cold email cadence Michael’s team works fast and manages to hit about 30 touches with each prospect over three weeks.

Conversion 52

Conversion How To Case Study Webinar Metrics 52

Pipeline

APRIL 1, 2024

This way, your entire team will be focused in a unified direction and have a well-defined framework to follow. You need a proper scoring system in place before your sales team takes them up. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Pointclear

JULY 26, 2018

The following is a story, really a compiled story about different real people we know, using podcasting in many ways. Jane takes the transcript and begins to mark it up for different uses. Within 60 days they can offer the case study on their site and in nurture programs sent to prospects. E-books and white papers.

Case Study 100

Case Study PointClear Study Social Media 100

Klozers

JUNE 10, 2014

Sales Leads continue to be followed up ineffectively by sales people despite surveys showing most B2B Sales Reps are struggling to hit sales targets. Surely when sales people are under pressure to hit targets, then logic would dictate following up on sales leads would be a priority.

Follow-up 48

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 48

SBI Growth

JANUARY 22, 2014

But that doesn’t mean you can’t create and serve up training content in different modalities. You can create PowerPoints, Prezi, videos or white papers to name a few. Use a drip methodology to serve up content to your sales org. social prospecting) is a great way to use drip testing. Mix it up on them.

Training 281

Training Customer Hiring Education 281

MTD Sales Training

JANUARY 17, 2012

According to the latest facts and figures released, Facebook is now used by every 1 in 13 people on earth, and with over 50% of these logging on every day, the ability for prospecting and connecting with your followers through this platform is at an all-time high.

Facebook 256

Facebook Lead Rank Lead Scoring Leads 256

Pointclear

MARCH 27, 2014

Co-hosts Paul and Allan tee up the show by discussing several hot news items relevant to the B2B market - Here’s what they noshed on, on Episode #5: According to the latest CMO Survey, 85% of CMOs either have not shown any impact from social media spending or have only a qualitative sense of its effectiveness. Voicemails work.

Social Media 223

Social Media Media B2B Decision Maker 223

Zoominfo

JUNE 4, 2019

In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ). Trade shows offer a unique opportunity for organizations to form real, human relationships with their prospects that other marketing tactics just can’t provide.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

SBI Growth

MARCH 5, 2013

Perhaps the quarter is not shaping up well. Low open rates – Marketing produced content (blog, white paper, etc.) Visitors are showing up and providing enough information to become a “lead.” If you are having issues here, look into the following 3 areas: Lead management process – LDRs aren’t following it.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation Targets 320

Pipeliner

MAY 26, 2023

The goal of sales enablement is to improve the productivity, efficiency, and effectiveness of the sales team, by providing them with the necessary resources to engage and convert prospects into customers. This can shorten ramp-up times, increase competency, and reduce turnover.

Sales Enablement 98

Sales Enablement Hiring Scale Resources 98

Sales Hacker

OCTOBER 19, 2020

From June 2019 to August 2020, my data science team at Outreach analyzed more than 12 million prospects. Sales reps only have 14 days to engage a buyer before the conversion potential is so low that it’s no longer worth following up. Of the 12 million prospects we studied, only 2 percent (240,000) scheduled a meeting.

Buyer 103

Buyer Data Lead Rank Lead Scoring 103