Understanding the Sales Force

JANUARY 24, 2022

While you're alone with your group at the front door and until you reach your table you must wear your mask. Have you or your salespeople ever been told by a prospect that they can't: This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid.

Airlines 322

Airlines Prospecting Policies Groups 322

The Sales Heretic

APRIL 3, 2019

Are you using a leads group as one of your prospecting strategies? After all, if you’re prospecting for new sales leads, referrals are the best kind. And a leads group can be a very powerful way of generating referrals. Like any other prospecting tool, however, your results depend on [.].

Groups 140

Groups Lead Rank Lead Scoring Leads 140

Selling Energy

JULY 27, 2022

Yesterday, we laid out the benefits of making sales presentations to a large group of prospects. Today, we’ll discuss how to craft an effective sales presentation for this kind of audience.

Groups 75

Groups Benefit Prospecting How To 75

The Pipeline

JULY 29, 2020

It’s about voicemail for buyers vs. voicemail with prospects. Before voicemail, 1979, when we sold directly one-to-one at one time, synchronously, even when selling to a group, direct. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. More callbacks lead to more prospects.

Buyer 289

Buyer Prospecting Call-back Cold Calling 289

Janek Performance Group

APRIL 10, 2024

In the competitive landscape of B2B sales, effectively qualifying prospects is paramount. There, we looked at key indicators to assess before passing prospects to sales. Now, we’ll go further and explore strategies and best practices for improving prospect qualification. And, if so, is the prospect worth your time and effort?

Lead Rank 62

Lead Rank B2B Ideal Customer Profile Lead Scoring 62

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Who’s Paying For This?

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Prospecting Trade Show Objections Buyer 284

Zoominfo

DECEMBER 27, 2021

Business development and media groups regularly put out lists of fast-growing companies based on region, industry, sector, technology, and other factors. Find a list that fits your company’s search criteria—such as customer profile, marketing goals, and technology stack—and start prospecting.

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Prospecting Journal Ideal Customer Profile Groups 100

The Sales Heretic

MAY 2, 2018

If you’re looking for new prospects, referrals are your best source. A person who is referred to you is five times as likely to buy from you as any other type of prospect because they already have some trust in you based on their friend who referred them. So how can you get more referrals? [.].

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Groups Referrals Leads Marketing Qualified Lead 175

Anthony Cole Training

DECEMBER 3, 2020

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

Prospecting 168

Prospecting Conference Pipeline Groups 168

eGrabber

MARCH 24, 2020

Also, LinkedIn states that there are more than 2 million groups and nearly 8,000 groups are created every week. On an average, members join 7 groups; whether it is for professional growth or to learn more about topics they are passionate about. LinkedIn Groups – Goldmine for New B2B Business.

Email Marketing 98

Email Marketing Groups LinkedIn Marketing 98

MTD Sales Training

FEBRUARY 6, 2012

Recent statistics released by the LinkedIn Ads group showed that nearly 50% of LinkedIn members are in a key decision maker role such as Manager, Director, Owner, Chief Officer or Vice President – once again proving that LinkedIn really is the biggest and best decision maker search engine in the world! Regards, Louise. Louise Denny.

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Decision Maker Groups Networking LinkedIn 291

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: To improve prospecting, relevance is key.

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Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Understanding the Sales Force

JUNE 12, 2023

Your prospects and customers use a similar process for choosing who to buy from. However, your criteria for loving a song is not something that you consciously think about, it just happens and much like song selection, your prospects don’t think about whether or not they love you.

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Prospecting Vendor Proposal Sales Process 156

The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. We should set out to find buyers and prospects and aligning to influence their timeline and thinking. Time Costs. Do you run with it on your own?

Prospecting 212

Prospecting Influencer Buyer Education 212

Hubspot Sales

MAY 29, 2019

The best way to minimize extraneous time spent on simple tasks is to outsource that work to a third party -- in this case, a group scheduler. A group scheduler will enable you to mitigate unnecessary back-and-forth emails, and ultimately reduce friction in your workflow. HubSpot Meetings also offers the option for group meeting links.

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Groups Tools Outsourcing Services Hubspot 129

The Pipeline

SEPTEMBER 14, 2017

Because I wanted to focus on a specific question, I glossed over the question I am sure many had as I set out a scenario, specifically when we ask sellers: “Who is your best prospect?”. If you do this with a group, you will get all kind of answers, about the only thing most have in common is the overload of subjectivity most have.

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Prospecting Forecasting Call-back Pipeline 274

Sales Gravy

JANUARY 8, 2024

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. This targeted approach ensures that your message resonates more deeply with each unique group within your broader audience.

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Scale Prospecting GoldMine Segment 73

Janek Performance Group

JULY 26, 2023

One of the most difficult aspects of this is prospecting and business development. In fact, research shows it takes as many as eight calls just to reach a prospect and up to six more to secure a meeting. Recently, Janek Managing Partner Justin Zappulla conducted the webinar Mastering the Art of Prospecting: Key Strategies for Success.

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Ideal Customer Profile Webinar Metrics Prospecting Follow-up 62

Janek Performance Group

AUGUST 29, 2023

The truth about salespeople who are reluctant to prospect boils down to two things: First, they are reluctant to prospect because past attempts resulted in failure. Second, they don’t know what to say to prospects. Prospecting reluctance can be the silent killer of sales careers.

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Prospecting Hiring Face-to-face Pipeline 62

RAIN Group

MARCH 29, 2022

The practice of sales prospecting is surrounded by confusion and misconceptions. Prospecting may sound simple enough, but ask a group of sales professionals about the best prospecting approaches and you’re bound to get several conflicting answers.

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Prospecting Strategy Groups Sales 98

RAIN Group

JANUARY 6, 2021

A lot goes into successful prospecting: targeting, offers, outreach, personalization, research, follow up, and more. At the RAIN Group, we’ve found the most effective way to prospect is using the WAVE method : Having a W inner’s mindset. Deploying a strong A ttraction Campaign. Offering great V alue. E xecution.

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Prospecting Campaigns Follow-up Groups 130

The Pipeline

NOVEMBER 10, 2016

In the past I, have highlighted how many sellers are limiting if not sabotaging their opportunities while telephone prospecting. This would work great if a large segment of the market had needs they were willing to act on, but the reality is that most potential prospects do not. Rejection in prospecting is a result of two factors.

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Objections Prospecting Cold Calling Account Based Marketing 296

eGrabber

OCTOBER 6, 2021

LinkedIn groups are a gold mine to B2B marketers as it provides them instant access to thousands of high converting leads. Whereas targeting prospects using a random keyword search might not help you fetch high converting leads. Here’s why LinkedIn groups can be of great help to companies for LinkedIn B2B lead generation.

Groups 52

Groups LinkedIn Ideal Customer Profile Leads 52

Janek Performance Group

DECEMBER 20, 2023

Prospecting is one of the most fundamental sales skills. However, as the sales environment shifts, sellers must update how they prospect. Last July, we hosted the webinar, Mastering the Art of Prospecting: Key Strategies for Success. Here, we examined the fundamental principles of modern prospecting.

Ideal Customer Profile 62

Ideal Customer Profile Prospecting Gatekeeper Webinar Metrics 62

eGrabber

FEBRUARY 18, 2021

Prospecting on LinkedIn Sales Navigator is one of the most essential sales prospecting strategies adopted by B2B sales reps. It helps them to find their prospects & turn them into customers than any other social networking platform. How to Prospect for Sales on LinkedIn Sales Navigator. Search for Leads and Accounts.

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LinkedIn Prospecting How To Groups 128

Frontline Selling

MAY 30, 2018

Elevate Social Selling with LinkedIn Groups! With all of the changes over the past year to LinkedIn, its Groups feature has taken a back seat. The post Elevate Your Social Selling with LinkedIn Groups appeared first on FRONTLINE Selling. Heck, it’s not easy to.

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Social Selling Groups LinkedIn Prospecting 106

Zoominfo

JANUARY 19, 2021

Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them. They both need this engagement!

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Marketing Prospecting Top of Funnel Segment 246

InsideSales.com

MAY 11, 2021

As part of the Playbooks Buyer Intelligence suite, PeopleFinder identifies individuals who may be part of the buying group, contacts that hold similar positions or were involved in similar deals, their influence and role in an account, and other relevant insights. No more wasted time, just connecting with prospects.

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Groups Buyer Enterprise Enterprise 105

Allego

MARCH 25, 2023

B2B sales are most often made to a buying group. The typical buying group for a B2B solution involves multiple decision makers‚ each with information they’ve gathered independently. The problem is that these groups keep growing. The average buying group has more than doubled in just seven years.

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Prospecting Decision Maker Groups B2B 62

BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. Prospecting commences with pinpointing the type of small business you envision as your prospects.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Understanding the Sales Force

JULY 29, 2013

Recently, at a picnic with my family, I took note of all the guests and couldn''t help but to see the similarity between the picnic and selling to a group. This reminded me of the prospect that has a strong relationship with the incumbent vendor. As with most group sales calls, the real decision makers weren''t there.

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Groups Decision Maker Proposal Vendor 203

Selling Energy

APRIL 27, 2023

You should always strive for quality over quantity in your prospects. To avoid wasting precious time with prospects that have a low probability of turning into customers, spend some time on the front end to qualify your prospects and invest more of your time in a small group of high-quality ones.

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Prospecting Groups Customer Marketing 65