INDUSTRY INSIGHTS YOUR PEERS ARE READING
I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! Google – As you know, Google has a wealth of information and my favorite tool that I use daily is the Google alerts. MORE
Google Docs is a commonly widespread tool used by thousands of people every day. This shouldn’t come as a surprise, as Google Docs is super easy to work with and to understand. Originally, Google Docs was created to help you work with documents from writing to editing and beyond. MORE
Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things. MORE
Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day. MORE
A multi-faceted prospecting strategy allows you to meet your buyer where they are. I talked to some sellers last week who told me that they only use the phone to prospect with. You will stand out from the pack of sellers all vying for your prospect’s time. MORE
Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. MORE
Apple, Google, Wipro, some dudes in Bulgaria? The thing is a lot of the time our prospect will choose the status quo, aka do nothing vs. any super-cool company out there, including ours. Hey don’t feel bad” says your prospect “you didn’t lose this. Customers Prospecting MORE
Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts. MORE
Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. Are you falling off your prospects' radars? MORE
In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about greatly increasing your prospecting odds without an introduction. Prospecting MORE
If you’ve read any of my previous posts on this blog you will know that I think relationships determine if you will get a meeting with your prospect. I recommend thinking of Linkedin as the Google Maps of business relationships. Prospecting MORE
What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. MORE
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. MORE
If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Calendar - If you use Google Calendar, then your calendar can sync across all of your devices too by using the IPad and IPhone application, Calendars, by Readdle. MORE
Before a prospect meets with you, they do one thing: Google your name and your company! Your prospects don’t care! In fact, these accolades can actually turn off a prospect, because it makes it seem like it’s all about you. Remember that your prospects are busy. MORE
If you’re not on the Google Chrome extension bandwagon yet, you will be once you start using some (or all) of these tools. To help you get started, I've gathered a few of my favorite Google Chrome extensions for salespeople below. Best Google Chrome Extensions for 2018. Black Menu for Google. Google Calendar. Google Keep. Earth View from Google Earth. Google Chrome Extensions for Task Management. Google Chrome Extensions for Collaboration. MORE
Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles. MORE
With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call when it comes to building a successful online presence. MORE
The demise of Google Reader has gotten all the attention over the last two weeks but for those in sales and marketing, another favorite web tool also appears to be on it last legs – Google Alerts. Mention provides much richer, deeper capabilities than Google Alerts. MORE
Quit Google Chrome: hold Command and press Q. Hide Google Chrome: hold Command and press H. What if you could navigate Google Chrome at lightning speed? Try them out as you read this article: 30 Google Chrome Shortcuts. How to Open Google Chrome in a New Tab. MORE
A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Watch Keenan’s video for more on how to get prospects ready to buy.). MORE
You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. If not, move them off of your prospecting list and place them on your marketing list. MORE
If you’re a sales professional using Google Chrome, you may want to stick around for this… More than 3.8 Prospecting. Schedule three times more appointments with prospects using this add-in’s smart integration with Salesforce. Black Menu for Google. Google Calendar. MORE
When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect? MORE
Somehow, Microsoft, Google, Oracle, Siemens, Citigroup, SAP, Amazon, and others are always cited. Marketing Professional Sales Prospecting Sales ProcessDaily, I’m inundated with emails, InMails, phone calls from sales people trying to catch my attention. Inevitably, at some point, a reference is made to the customers of the company that is trying to sell me something. They always are the names of some of the largest, most respected or envied organizations in the world. MORE
One day, out of the blue, we got a message from a top-senior executive at Google. She was super excited: “This is EXACTLY what I want to do internally at Google. We set up meetings with Google, and more and more high level executives got involved: they loved our product and vision! MORE
As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads. MORE
I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer. MORE
That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.). MORE
There are lots of places to find potential prospects—some in the physical world and some in the digital. Google ads 6. Sales association Chamber of Commerce prospectWondering where your next sales lead is coming from? Wonder no more! MORE
Our new save to Google Contacts integration allows you to quickly and easily add your contacts from OnePageCRM to Google Contacts in one-click. However, not having all the relevant information about your prospects in the one place, can cause frustration. MORE
Dan is the Managing Partner at Prospect-Experience, a company that guides established and venture-backed companies to drive engagement with future customers. Prospecting with Dan McDade – Episode 193 appeared first on Criteria for Success. Dan is the Managing Partner at Prospect-Experience , a company that guides established and venture-backed companies to drive engagement with future customers. In today’s episode, I talk to Dan about prospecting and more! MORE
This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them. MORE
Sales teams tend to cling onto free software like Google Docs because they think switching from spreadsheets to a CRM will be disruptive, or labor-intensive, or will require them to recreate their database from scratch in a new system. At the very least, they’re intimidated by the prospect of going from software anyone can use to software than needs to be learned. Fortunately, Nutshell is built with Google users in mind. Turn Google Maps into a selling tool. MORE
Your customer is checking you out on Google before they will ever allow you in their office or even talk to you on the phone. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result. MORE
So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name. MORE
We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting. MORE
Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+. MORE
When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). The chances are good that your prospect has never even heard of your company anyway. Many of them will Google you or look you up on Linkedin. MORE
The company sending this email was looking to help the prospect recruit partners. Subject line is relevant to the prospect’s responsibilities, which were found in a quick Google search on the company. 3 Fatal Mistakes When Email Prospecting. MORE
Sales 2.0
JUNE 23, 2018
When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). The chances are good that your prospect has never even heard of your company anyway. Many of them will Google you or look you up on Linkedin.
Fill the Funnel
MARCH 26, 2013
The demise of Google Reader has gotten all the attention over the last two weeks but for those in sales and marketing, another favorite web tool also appears to be on it last legs – Google Alerts. Mention provides much richer, deeper capabilities than Google Alerts.
MTD Sales Training
JANUARY 10, 2012
With over 620 million visitors to the site every day, who produce more than 87 billion worldwide searches every month, Google should be considered any business’ first point of call when it comes to building a successful online presence.
Nutshell
JANUARY 9, 2019
Sales teams tend to cling onto free software like Google Docs because they think switching from spreadsheets to a CRM will be disruptive, or labor-intensive, or will require them to recreate their database from scratch in a new system. At the very least, they’re intimidated by the prospect of going from software anyone can use to software than needs to be learned. Fortunately, Nutshell is built with Google users in mind. Turn Google Maps into a selling tool.
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delaying delivery of the proposal and giving prospects. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. Redlining tools track the changes a prospect made in Microsoft Word (whether or not they tracked.
Close.io
OCTOBER 8, 2019
One day, out of the blue, we got a message from a top-senior executive at Google. She was super excited: “This is EXACTLY what I want to do internally at Google. We set up meetings with Google, and more and more high level executives got involved: they loved our product and vision!
|
Sales Hacker
MAY 9, 2019
If you’re a sales professional using Google Chrome, you may want to stick around for this… More than 3.8 Prospecting. Schedule three times more appointments with prospects using this add-in’s smart integration with Salesforce. Black Menu for Google. Google Calendar.
Pointclear
MAY 16, 2013
Sales Intelligence with Google: Marrying What You Want to Say with What They Want to Hear. Sam Richter, author of "Take the Cold Out of Cold Calling,” shares few tips for using the Google to find news about a prospect or company and to identify individuals with particular job titles.
Hubspot Sales
JANUARY 11, 2018
If you’re not on the Google Chrome extension bandwagon yet, you will be once you start using some (or all) of these tools. To help you get started, I've gathered a few of my favorite Google Chrome extensions for salespeople below. Best Google Chrome Extensions for 2018. Black Menu for Google. Google Calendar. Google Keep. Earth View from Google Earth. Google Chrome Extensions for Task Management. Google Chrome Extensions for Collaboration.
Partners in Excellence
FEBRUARY 25, 2019
Somehow, Microsoft, Google, Oracle, Siemens, Citigroup, SAP, Amazon, and others are always cited. Marketing Professional Sales Prospecting Sales ProcessDaily, I’m inundated with emails, InMails, phone calls from sales people trying to catch my attention. Inevitably, at some point, a reference is made to the customers of the company that is trying to sell me something. They always are the names of some of the largest, most respected or envied organizations in the world.
The Sales Hunter
JUNE 21, 2019
Before a prospect meets with you, they do one thing: Google your name and your company! Your prospects don’t care! In fact, these accolades can actually turn off a prospect, because it makes it seem like it’s all about you. Remember that your prospects are busy.
|
OnePageCRM
FEBRUARY 28, 2018
Our new save to Google Contacts integration allows you to quickly and easily add your contacts from OnePageCRM to Google Contacts in one-click. However, not having all the relevant information about your prospects in the one place, can cause frustration.
The Sales Hunter
SEPTEMBER 17, 2019
Whether you’re building a prospecting plan from scratch or reviewing your existing plan, ask yourself these 8 questions. I have said this before, but I will say it again- the biggest improvements you can make to your prospecting are to the little things.
Understanding the Sales Force
SEPTEMBER 10, 2014
If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. Calendar - If you use Google Calendar, then your calendar can sync across all of your devices too by using the IPad and IPhone application, Calendars, by Readdle.
Score More Sales
MARCH 26, 2014
Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.
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.
The Sales Hunter
AUGUST 16, 2019
Your customer is checking you out on Google before they will ever allow you in their office or even talk to you on the phone. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.
Sales 2.0
SEPTEMBER 1, 2018
In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about greatly increasing your prospecting odds without an introduction. Prospecting
Sales 2.0
AUGUST 25, 2018
If you’ve read any of my previous posts on this blog you will know that I think relationships determine if you will get a meeting with your prospect. I recommend thinking of Linkedin as the Google Maps of business relationships. Prospecting
The Sales Heretic
FEBRUARY 21, 2017
There are lots of places to find potential prospects—some in the physical world and some in the digital. Google ads 6. Sales association Chamber of Commerce prospectWondering where your next sales lead is coming from? Wonder no more!
Score More Sales
DECEMBER 22, 2014
What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? email lori@scoremoresales.com | My LinkedIn Profile | twitter | Visit us on google+.
Alice Heiman
JULY 10, 2019
Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business.
The Sales Hunter
JULY 10, 2012
You’ve been chasing a sales prospect you think will turn into a great customer, but for one reason or another, the trail has gone cold. If not, move them off of your prospecting list and place them on your marketing list.
PandaDoc
JUNE 18, 2018
Google Docs is a commonly widespread tool used by thousands of people every day. This shouldn’t come as a surprise, as Google Docs is super easy to work with and to understand. Originally, Google Docs was created to help you work with documents from writing to editing and beyond.
Score More Sales
MAY 29, 2013
I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Don’t be afraid to let them know that you feel they could be a great prospective client / customer.
Score More Sales
JULY 7, 2014
Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? You need to start planning during your prior work day for upcoming prospecting you’ll be doing on the next business day.
The Sales Hunter
MARCH 21, 2013
I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! Google – As you know, Google has a wealth of information and my favorite tool that I use daily is the Google alerts.
DiscoverOrg Sales
MAY 7, 2019
Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. You can then have a deliberate, thoughtful approach to prospecting into those accounts and contacts.
Sales 2.0
OCTOBER 14, 2012
This post is about knowing about your prospect. Marketing types have actually formalized a methodology around knowing your prospect and call it “persona marketing”. Persona marketing ends up with marketing people having sheets of paper with fictional prospect characters on them.
No More Cold Calling
SEPTEMBER 22, 2016
We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting.
DiscoverOrg Sales
JANUARY 22, 2018
As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I start with a thoughtful, well-researched cold email that shows just how well I knows my prospect – both the pain points they experience in their job, as well as their personal interests. To see exactly how to use event opportunities for cold email prospecting, here are four real examples of email exchanges that quickly became warm leads.
No More Cold Calling
APRIL 6, 2017
That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.).
Score More Sales
SEPTEMBER 8, 2014
A multi-faceted prospecting strategy allows you to meet your buyer where they are. I talked to some sellers last week who told me that they only use the phone to prospect with. You will stand out from the pack of sellers all vying for your prospect’s time.
The Sales Hunter
MARCH 14, 2013
The company sending this email was looking to help the prospect recruit partners. Subject line is relevant to the prospect’s responsibilities, which were found in a quick Google search on the company. 3 Fatal Mistakes When Email Prospecting.
DiscoverOrg Sales
MAY 8, 2018
So put the phone down and listen up, because we’ve got the inside scoop for how to approach your prospects with a cold call , using the right message at the right time – without sounding like a cold-call creeper. For an individual prospect, this Fit data refers to demographic data: Name.
No More Cold Calling
NOVEMBER 17, 2016
A prospect is ready to buy and reaches out to your sales reps, who close the deal with little effort. But it’s not a reliable lead generation strategy, because your sales reps didn’t initiate prospecting. Watch Keenan’s video for more on how to get prospects ready to buy.).
Nutshell
JUNE 6, 2019
Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. Are you falling off your prospects' radars?
Sales 2.0
MAY 1, 2017
Apple, Google, Wipro, some dudes in Bulgaria? The thing is a lot of the time our prospect will choose the status quo, aka do nothing vs. any super-cool company out there, including ours. Hey don’t feel bad” says your prospect “you didn’t lose this. Customers Prospecting
criteria for success
OCTOBER 7, 2019
Dan is the Managing Partner at Prospect-Experience, a company that guides established and venture-backed companies to drive engagement with future customers. Prospecting with Dan McDade – Episode 193 appeared first on Criteria for Success. Dan is the Managing Partner at Prospect-Experience , a company that guides established and venture-backed companies to drive engagement with future customers. In today’s episode, I talk to Dan about prospecting and more!
Close.io
DECEMBER 10, 2018
When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Your approach to sales prospecting should be no different. What exactly is sales prospecting? What’s the difference between a lead and a sales prospect?
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