No More Cold Calling

APRIL 15, 2021

Your lead generation tactics aren’t driving bottom line revenue. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients.

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

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Tools Ideal Customer Profile Prospecting Intent Data 112

Mr. Inside Sales

JANUARY 2, 2021

As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also. If they need a little help here, I use layering questions like: “What was your revenue like last year?” If so, then you’re not alone. Then I hit mute and take notes.

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Face-to-face Gatekeeper Inside Sales Decision Maker 314

Mr. Inside Sales

MAY 1, 2019

Do you want to be confident when speaking with gatekeepers and decision makers? Are you ready to double or even triple your sales—in 2019? Better training = more sales. It’s that simple. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! See our week by week curriculum here.

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Training Gatekeeper Workbooks Face-to-face 171

Mr. Inside Sales

SEPTEMBER 12, 2022

Here are five things you can do today to get the most out of each member of your team — #1) Make your monthly revenue goal, and each rep’s part of that goal, crystal clear. I’m sure you have a monthly revenue goal, but does each member of your sales team know what their specific part of that goal is? Sound familiar?

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Motivation Face-to-face Gatekeeper Decision Maker 177

Mr. Inside Sales

APRIL 2, 2021

Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone). This means an immediate bump in revenue and profits often within the first 30 days…”.

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Sales Qualified Lead Face-to-face Advertising Advertising 231

No More Cold Calling

OCTOBER 1, 2020

It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Yes, your most predictable and measurable prospecting tool is your very own sales team, asking for referrals.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. For example, if you’re evaluating a solution that costs $30,000, and you expect to get $300,000 in incremental revenue – the value that you receive is $270,000. And that’s not what your prospect is looking for.

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B2B Prospecting Case Study Scale 187

Mr. Inside Sales

NOVEMBER 13, 2022

If you’re truly ready to add experienced talent to your team to make your 2023 revenue numbers, then reach out today. Getting screened out by the gatekeeper. Qualifying prospects. and we’ll either have a brief conversation, or, I’ll pass make an introduction for you. Serious inquires only, please. Identifying decision makers.

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Inside Sales Hiring Face-to-face Ideal Customer Profile 156

Mr. Inside Sales

JANUARY 11, 2020

And if your team is doing this now, then I’ll bet you’re not meeting your monthly revenue targets. Because pros know the rule above, they can then “break it like an artist,” by adapting their rebuttal to each prospect. And as a result, your company misses its revenue numbers. Check it out here.

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Face-to-face Gatekeeper Inside Sales Objections 159

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

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Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales Hacker

DECEMBER 30, 2020

40% of businesses did not meet revenue targets in 2020. Keep reading for the most important sales trends your revenue organization should keep a close eye on. 40% of businesses did not meet revenue targets in 2020. Remote selling has made sales prospecting a lot harder. What this means for you. What this means for you.

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Revenue Lead Rank Hiring Account Based Marketing 125

Mr. Inside Sales

MAY 22, 2021

They have specific, aggressive goals for the acquisition of business (and I mean, really big target revenue goals); They invest in sales training for their team. This top producing company has drilled into every employee at their firm the expectation of greatness, and they aggressively pursue that goal—and they attain it.

Face-to-face 178

Face-to-face Gatekeeper Decision Maker Licensing 178

Mr. Inside Sales

JANUARY 29, 2021

Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? And you can do a lot of other things as well—like make your revenue goal this year. So, if you look at your revenue targets this year and think you can’t do it, reframe your thinking! You know, a 26-mile marathon race? But you CAN.

Face-to-face 187

Face-to-face Gatekeeper Decision Maker Licensing 187

Zoominfo

SEPTEMBER 29, 2019

To add insult to injury, executive-level assistants are trained to be gatekeepers. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying. A – Always align. P – Raise Priorities. Talk Strategic Value.

B2B 190

B2B Gatekeeper InsideView Up-Sell 190

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying.

B2B 162

B2B Gatekeeper InsideView Face-to-face 162

Sales and Marketing Management

FEBRUARY 26, 2018

They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. They want to know how you’re going to help them: grow revenue or reduce costs. The projected revenue growth or reductions in cost need to be worth their time. The phone is also a terrific way to get past the gatekeepers.

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Sales Meeting Meeting Gatekeeper ROI 185

Zoominfo

APRIL 19, 2018

To add insult to injury, executive-level assistants are trained to be gatekeepers. Keep reading if you’re ready to bypass gatekeepers and set more meetings with the C-Level. Stay relevant to what your prospects do, need, and hope to achieve. Every step of the buying process should be easy. A – Always align.

B2B 165

B2B Meeting Gatekeeper InsideView 165

Zoominfo

JULY 29, 2020

And with the use of intent data , preparation can include things like current pain points, revenue, industry niches, and beyond. So unless you have your prospect’s direct contact info , you’re likely to have to deal with a gatekeeper receptionist. Cold calls? More like gold calls! Think: Intent data.

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Cold Calling Data Hiring Intent Data 240

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. For example, if you’re evaluating a solution that costs $30,000, and you expect to get $300,000 in incremental revenue – the value that you receive is $270,000. And that’s not what your prospect is looking for.

B2B 100

B2B Prospecting Case Study Scale 100

Pointclear

JANUARY 26, 2012

These are the five essential channels you can rely on for generating a steady stream of inquiries that you can then convert to qualified leads, and have a prayer of closing enough sales to meet your revenue quota. Its high perceived value and standout physical features tend to get past gatekeepers, and straight to the executive desktop.

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Media Direct Mail netFactor Trade Show 233

Score More Sales

OCTOBER 2, 2012

Just hush and let the prospect tell you how they want to buy! Regularly and consistently, create content your prospects are looking for and add it to your website. (M. 3. Have a clearly defined prospecting methodology that maps out a ‘touch’ every 4 to 7 days over a month for your top prospects… then do it – consistently.

Ideal Customer Profile 195

Ideal Customer Profile Revenue Buyer Persona ACT 195

Gong.io

SEPTEMBER 19, 2022

Qualifying prospects is a critical step in the sales process. How do you determine if a prospect is a good fit for your products or services? It helps sales teams qualify prospects and determine if they have a high chance of converting. BANT is an acronym for: Budget: What is the prospect’s budget? .

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Sales Qualified Lead Ideal Customer Profile Prospecting Decision Maker 62

DiscoverOrg Sales

APRIL 12, 2017

It’s easy to see the correlation between data accuracy and sales efforts: If phone numbers are correct and link sales reps directly to their buyers, they can spend more time talking to likely prospects at the other end of the line, rather than shaking down a phone tree of gatekeepers. 50% fewer encounters with gatekeepers.

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Data Scale ROI Gatekeeper 222

No More Cold Calling

FEBRUARY 20, 2014

37% improvement in overall revenue plan attainment. Lies You Tell Gatekeepers. Gatekeepers can smell phoniness a mile away. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When you have a referral, you’ll never have to use duplicitous tactics to bypass the gatekeeper.

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Gatekeeper Referrals Cold Calling Hiring 218

Zoominfo

AUGUST 5, 2020

If so, you know how tough it can be to connect with busy executives, To add insult to injury, executive-level assistants are trained to be gatekeepers. Stay relevant to what your prospects do, need, and hope to achieve. Position your product or service as an urgent need or else your prospect will continue to put off buying.

B2B 100

B2B Gatekeeper InsideView Face-to-face 100

Women Sales Pros

FEBRUARY 15, 2019

In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. So, how do you assess your cold call effectiveness? That’s simple!

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Cold Calling Gatekeeper Decision Maker Call-back 118

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

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Prospecting Tools Top of Funnel Lead Rank 145

Zoominfo

APRIL 20, 2020

Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Chris Hays, the Chief Revenue Officer at ZoomInfo, estimates that we saw a 20% increase in connect rates the first week we were home. They are getting through.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Mr. Inside Sales

AUGUST 30, 2019

For my own growth and success, I found that the moment I made a commitment to improving my sales skills—from call to call—that was the moment I produced bigger and bigger revenues, month after month. Another great truth in the profession of sales.

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Education Face-to-face Inside Sales Gatekeeper 139

No More Cold Calling

JUNE 7, 2018

Your lead generation tactics aren’t driving bottom line revenue. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Reps cold call, send cold emails, do cold outreach on social media, and rely on marketing to nurture prospects and send them qualified leads.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

LeadFuze

JUNE 3, 2021

Sales team management is important to any organization that relies on its sales team to bring in revenue. You’ll find your team progressing through sales stages smoothly, converting leads into accounts before you can say: “revenue growth.”. Additionally, it’s good for each rep to have their own VA for research and prospecting.

Hiring 98

Hiring Sales Qualified Lead Gatekeeper Decision Maker 98

eGrabber

MARCH 27, 2020

They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks. Above all, sales people also have the rising pressure of meeting or exceeding increasing revenue targets. Build Targeted Prospect Lists. Know your Ideal Customer Profile.

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Ideal Customer Profile Webinar Metrics Strategy Maximizer 132

Mr. Inside Sales

MARCH 28, 2018

And the one metric I’ll be speaking about is the one that is the most important one for driving sales and making revenues. When I say measuring how your reps are performing, I mean, of course, grading each part of both their prospecting call and/or their presentation calls. Engage the prospect so they didn’t feel pitched at?

Sales Management 120

Sales Management Decision Maker Top of Funnel Gatekeeper 120

Janek Performance Group

FEBRUARY 6, 2024

In sales, preparation is the steps taken to understand prospects and clients at each stage of the sales process. From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Are they bigger and faster than your prospect? And how to get them there.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Sales Hacker

AUGUST 29, 2022

You know your business, you know your revenue goals, and you know your strategy for meeting them. Leveraging data to maximize growth is what we get into in this episode of Revenue Innovators with Neil Hoyne. RELATED: Use Activity Data to Stop Revenue Leakage in Your Sales Org. But how do you leverage data to help you execute it?

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Data Hiring Gatekeeper Sales Qualified Lead 87