criteria for success

SEPTEMBER 16, 2022

One of the most difficult aspects of a salesperson’s job is prospecting. As a sales manager, you can alleviate some of this prospecting pain by engaging your team in targeting and lead scoring. When a salesperson struggles with prospecting, it often doesn’t have anything to do with the nuts and bolts of cold-calling or list building.

Lead Rank 98

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

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

The ROI Guy

APRIL 18, 2012

To make the study results more personalized and relevant, and to drive better lead generation and quality, Dell and Intel worked with Alinean to create an Interactive White Paper, customizing the research results, findings and recommendations based on the prospects’ industry and size.

Case Study 55

Case Study Study Lead Generation Research 55

Guru

FEBRUARY 28, 2019

While content like case studies, product one-sheets, and white papers absolutely have a place in advancing the sales process, that place is to reinforce existing conversations. Sending a white paper to a prospect without context isn’t going to close a deal.

Sales Enablement 54

Sales Enablement Conversion Industry Case Study 54

Highspot

MAY 6, 2021

Unfortunately, there are some common prospecting mistakes that get in the way. Then, organize them (by industry, size, geography, or relationship), so you can reach out appropriately. For example, sharing content that’s about one industry when you’re contacting someone in a different industry would be bad.

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Prospecting How To Buyer Campaigns 116

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. Propel them further down the sales funnel with white papers and webinars. You can even benefit your entire industry.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

Emissary

SEPTEMBER 14, 2021

Technology companies can and should be working to meet the ever-growing needs of the financial industry. Cloud computing offers several benefits that the financial industry is interested in. Here are some ways to market cloud computing to this specific industry: Security. How Is Cloud Computing Used in Finance?

Industry 52

Industry Marketing Scale Top of Funnel 52

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. I recommend designing your content around core segments, such as persona and industry. Learn more on this topic here.

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

The ROI Guy

AUGUST 12, 2015

Buyer’s almost unanimously wanted content to Focus less on product specifics and more on value, Use more benchmarking data and research to support content, and to Provide more insight from industry thought leaders/analysts.

Demand Generation Agencies 88

Demand Generation Agencies Demand Generation Targets Demand Generation Survey 88

Sales and Marketing Management

NOVEMBER 28, 2017

For good accounts, those that are natural fits for your organization and should be easy to land, you can customize your outreach to their industry, organization or role. You might already have a generic white paper, for instance, entitled “How to Increase Efficiency with Enterprise Content Management.”

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

eGrabber

JANUARY 11, 2024

Try for Free Image by rawpixel.com on Freepik How to Get Sales Leads through Proven Inbound Strategies SEO: Search Engine Optimization ( SEO ) is the silent guardian, leading prospects to your doorstep. With informative, valuable content, you not only attract attention but also position yourself as an authority in your industry.

Paid Content 45

Paid Content Inbound Sales Qualified Lead Lead Rank 45

Understanding the Sales Force

FEBRUARY 26, 2014

There are certainly companies and people that don''t measure up when it comes to the high integrity profile and that is what makes prospects so skeptical. Yesterday, we had an internal conversation about our website, collateral, videos, blog articles, white papers, emails and of course, phone calls and face-to-face visits.

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Face-to-face Ideal Customer Profile Hiring Collateral 266

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.

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Campaigns Meeting Prospecting Sales Qualified Lead 62

The ROI Guy

JANUARY 25, 2011

When surveyed as to the most influential content in decision making, white papers remain the stand-out content of choice. Although white papers remain influential, technology media firms such as Ziff Davis Enterprise (ZDE) and others report that white paper downloads are DOWN year over year.

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

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. Let’s start with that dream customer. Awareness stage.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Showpad

OCTOBER 14, 2020

For most sales reps, prospecting likely isn’t their favorite part of the job. It takes a lot of time and effort to identify and develop leads, but prospecting is essential. That’s why it’s important for your sales team to have a wide skill set when it comes to prospecting. White papers.

Prospecting 52

Prospecting Webinar Metrics Social Media Face-to-face 52

Jeffrey Gitomer

APRIL 16, 2013

Use the “keyword” search feature to uncover prospects you never knew existed. Building and maintaining local and industry specific relationships are critical to building your success. Write an industry white paper. Write about how your industry does that and EVERYONE will want to read it (and meet with you).

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Janek Performance Group

MAY 2, 2023

Think of that in terms of sales, an industry on the forefront of change. For more, see our white paper Finding, Onboarding, and Retaining Top Sales Talent. An important aspect is content creation, including white papers, case studies, blogs, demo decks, and product/pricing sheets.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Pointclear

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Informative awareness articles, for instance, can highlight specific product advantages and industry trends. Celebrate Success!

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

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. In this example, taken from my book, my client is a fast-growing firm that provides multiple services to the pharma industry. Define parameters for sales prospecting. Download a white paper? View a video?

Account 289

Account Campaigns Engineering Harvest 289

MTD Sales Training

AUGUST 10, 2018

My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time, you have to sometimes get hold of prospects some way or other, or your pipeline will be as empty as it possibly could be. Get yourself known by hundreds and thousands of people in the industry you work in.

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Leads Marketing Qualified Lead Cold Calling LinkedIn 197

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. Propel them further down the sales funnel with white papers and webinars. You can even benefit your entire industry.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

Pipeline

APRIL 1, 2024

This could be a mix of email, content, social media marketing, cold calling, industry trade events, etc. As it brings prospects already interested in your product, the chances of conversions are much higher than outbound leads. Improve your content marketing with valuable and informative blogs, white papers, and e-books.

Lead Rank 52

Lead Rank Lead Scoring Pipeline Sales Qualified Lead 52

Highspot

JANUARY 28, 2024

To boost the chances of turning those prospects into actual customers. They use these pieces of content to engage prospects. Clarify Your Offerings Developing product collateral presents prospects with a straightforward value proposition and benefits of your product or service. Which Sales Collateral Is the Most Effective?

Collateral 96

Collateral Top of Funnel How To Distribution 96

Janek Performance Group

MAY 24, 2023

Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations. Here, we’ll examine two key activities, calling/emailing new prospects and proposals sent. Depending on your industry and size, BDRs can make anywhere from 35 to 100 calls a day.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

SBI Growth

MAY 10, 2013

This may include webinars, white papers, blog articles, and a new business video. Prospective customers research solutions and wait until late in the buying process to engage sales reps. White papers can be authored by taking the outline of the Webinar, and leveraging the transcript from the presentation to write new content.

Marketing 312

Marketing Case Study Webinar Metrics Harvest 312

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. Let’s start with that dream customer.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Allego

MARCH 28, 2023

Prospect Education: Share educational materials with external audiences in a personalized and secured space. Great options include customer stories, testimonial videos or PDFs, white papers, analyst reports, eBooks, and product-specific solution briefs and brochures.

eBook 62

eBook Video Buyer Education 62

No More Cold Calling

OCTOBER 22, 2013

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made salespeople irrelevant. Comment Here.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

SBI Growth

JANUARY 20, 2014

The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper).

Campaigns 310

Campaigns Demand Generation Targets Demand Generation Outside Sales 310

SalesLoft

SEPTEMBER 16, 2022

News and industry POVs. A blog post or industry POV offers sales reps an opportunity to position themselves as thought leaders, outlining impacts on the industry and steps to get ahead of the competition. White papers. Trends/research papers. Industry insights. Benchmarks. Blog posts. How-to guides.

Top of Funnel 59

Top of Funnel Webinar Metrics Pipeline Strategy 59

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? Sales prospecting is focused on the acquire new customers activity in a business.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

BuzzBoard

MARCH 8, 2024

High-quality content can position your business as an industry leader, foster trust with your audience, and stimulate increased sales. Local SEO for small businesses doesn’t merely advertise products or services to local prospects, it also significantly boosts their visibility in the local market. The result?

Small Business 52

Small Business Small Business Strategy Social Media 52

Janek Performance Group

DECEMBER 28, 2021

More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry. At Janek, we pride ourselves on consistently producing high-quality thought leadership for sellers across our industry.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Zoominfo

APRIL 18, 2019

Also consider title, job function, company size, and industry. Are most of your customers in one specific industry? While it might sound enticing to go after anyone and everyone that has some shipping need, shippers will be much more receptive to you if you intimately know the ins and outs of their industry. Biggest deals?

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140