Janek Performance Group

FEBRUARY 6, 2024

This helps determine their fitness and intent. People Prep Preparation includes the people you need to know, such as decision makers, gatekeepers , and influencers. Proper people prep includes: Directories Social media LinkedIn Referrals Directories, such as ZoomInfo, are great to determine who you must know. Things change.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

SalesProInsider

SEPTEMBER 28, 2021

It’s a way to get referrals in a very upright and value-adding way…by making an offer of help versus an ask for help. An Example of Making a Referral Offer . centers of influence, family and friends, and others in your broader network. NOW is the time.

Proposal 133

Proposal Referrals Networking Conversion 133

Hubspot Sales

JUNE 9, 2020

Be intentional with your prospecting efforts. If you want to be an order getter, intentional prospecting needs to be a priority. Focus on customer relationship building to influence the sale. Order getters get to know their customers and help influence their buying decision.

Real Estate 94

Real Estate Social Media Referrals Intent 94

Score More Sales

MAY 21, 2012

Many are focused and intentional about getting work done – so be sure YOU are also intentional. These connections are critical to build referral business over time. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and is a power week to make contact with buyers. Five calls.

Lead Rank 229

Lead Rank Lead Scoring Intent Outbound 229

Zoominfo

JULY 25, 2023

The goal is to make such a strong impression and business case that B2B leads show high purchasing intent, and sales can engage and eventually convert them. That means they’re nurturing B2B customers to increase their product use, grow their spending, boost their frequency, retain longer, and make more referrals.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Smooth Sale

JANUARY 27, 2022

Introductions in general, business referrals, and media interviews of every type came my way. Their website signifies, ‘The World’s Largest B2B Influencer Marketplace.’ ’ I was soon asked permission for the site to feature my blog entries as an ‘Influencer.’

Hiring 78

Hiring Social Media Conference Media 78

Hubspot Sales

NOVEMBER 16, 2023

The only way companies can succeed is to proactively provide solutions by understanding not just customer intention, but the context of their pain points and goals. This is what I’ve been saying for a large part of my career, and why I enthusiastically took on the role of Strategy & Evangelism at nearbound.com. It never came.

Hubspot 80

Hubspot Scale Inbound Sales Qualified Lead 80

Crunchbase

FEBRUARY 22, 2021

Many make the mistake of fixating on the C-suite and forgetting: a) just how much harder it is to connect and engage with bigger titles, and b) that most sales cycles these days involve six to 10 decision influencers from up and down a company’s departmental structures. This is quite intentional. Ask for referrals.

Ideal Customer Profile 90

Ideal Customer Profile B2B Prospecting Cold Calling 90

Jeffrey Gitomer

FEBRUARY 14, 2012

Determining what the probable purchaser deems as the factors that will influence their motivation to listen and understand with the intent to purchase. Generating Referrals. Putting yourself on the same side of the fence with the probable purchaser. Finding something in common. Importance. Confidence. Want to learn more?

Hiring 255

Hiring Social Media Loyalty Referrals 255

Janek Performance Group

MARCH 8, 2023

The ability to act with intention and perform at our best, regardless of the situation, is like writing your own winning lottery ticket in sales. Most sales reps won’t say, “I’m uncomfortable asking for referrals.” In Conclusion Thoughts influence feelings and feelings influence our performance.

Lead Rank 62

Lead Rank Maximizer Influencer Promotion 62

Hubspot Sales

NOVEMBER 28, 2023

Buying intent : Use of specific keywords in queries, visits to pricing pages, or requests for product demos hint at a lead’s readiness to purchase. It influences their perceptions and feelings about your business. Such advocacy boosts brand reputation and plays a crucial role in driving organic growth through word-of-mouth referrals.

Lead Rank 105

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 105

Zoominfo

FEBRUARY 23, 2021

Therefore, understanding the pain points of all key stakeholders, decision makers, and influencers is imperative to guiding them through the funnel. In fact, cold calling without a referral results in about a 1-3% success rate, whereas with a referral that number jumps up to 40% ( source ).

Prospecting 208

Prospecting Ideal Customer Profile Strategy Top of Funnel 208

Zoominfo

JANUARY 31, 2019

According to Google, who coined the term, micro-moments are the intent-rich moments when consumers turn to their smartphones to find something, do something, buy something, or learn something. The key to identifying what types of queries your prospects search during their micro-moments, you must investigate customer search intent.

Google Analytics 124

Google Analytics Top of Funnel Consumer Google 124

Hubspot Sales

DECEMBER 12, 2023

This doesn't mean salespeople are powerless, but they need to take a different approach to have influence. Of course, you never want to overwhelm prospects with information, so it's important to be intentional here. It's no secret that today’s buyers are more informed than ever before.

Lead Rank 105

Lead Rank Lead Scoring Sales Qualified Lead Scale 105

The Spiff Blog

MARCH 10, 2022

That’s why we’ve committed to documenting and sharing our progress and intentions when it comes to cultivating a diverse and inclusive hiring process. Inequitable referral programs. Referral programs are often a great source of talent for many organizations. You may have seen us reference escape velocity in other blog posts.

Hiring 55

Hiring Promotion Demographics Lead Rank 55

Score More Sales

OCTOBER 11, 2013

Social debt is not the way to sell, and it’s not the way to get referrals. Here’s what Joanne had to say: The term “social debt” makes my blood boil. Business is not about doing favors for other people and then calling them in like gambling chips. People refer you because they know and trust you.

Social Selling 219

Social Selling GoldMine Lead Rank Lead Scoring 219

SalesHandy

MARCH 22, 2021

Listing your product – both pre and post release can help you drive referral traffic to your website landing pages, and convert them into users. Influencers. They’re known as Influencers, not only because of their audience size, but engagement levels among their audience too. Set up and optimize for referrals.

Ideal Customer Profile 59

Ideal Customer Profile Customer How To Social Media 59

The Brooks Group

JUNE 24, 2019

Sales reps must master open-ended questions in order to uncover a buyer’s wants and needs, along with other valuable information that will help influence the purchasing decision and lead to a close. Closing is not a destination, it is the beginning of referrals, continuous business, and long-term profitable partnerships. Conclusion.

Closing 74

Closing Strategy Sales Qualified Lead Lead Qualification 74

Sales Evangelist

JUNE 20, 2022

More people involved in the decision make it harder to track, maintain, and influence necessary stakeholders. Modern sellers can (and should) spend more time with this audience - those via referral. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Enterprise 40

Enterprise Enterprise Strategy Lead Rank 40

Sales Evangelist

JUNE 20, 2022

More people involved in the decision make it harder to track, maintain, and influence necessary stakeholders. Modern sellers can (and should) spend more time with this audience - those via referral. And, with over 30 advanced filters, sales professionals can quickly find genuine leads with the intent to purchase.

Enterprise 40

Enterprise Enterprise Strategy Lead Rank 40

Vengreso

JUNE 16, 2020

On the other hand, if the prospect told the salesperson on the discovery call they have an immediate need with budget and intent to buy, that first call could result in “opportunity” based on those circumstances. Part of the seller’s job is identifying and reaching buying committee influencers. Ask for referrals.

Pipeline 99

Pipeline B2B Top of Funnel Sales Qualified Lead 99

SBI

NOVEMBER 15, 2018

It’s not always about bad intentions. A top salesperson realizes it’s easier to sell to folks who need and value your product, both because those folks are easier to close and because they will become referrals generating new sales. All that said, there’s definitely a grey area. The Complicated Nature of Sales Ethics.

Cancellation 107

Cancellation Quota Follow-up Sales 107

Hubspot Sales

OCTOBER 26, 2018

Many salespeople do generate big business by asking for referrals. Often, salespeople have a lot of influence in an organization, too, so a referral or introduction from them is often well received when it's made. Sometimes, you'll never get a prospect to pick up the phone or respond to email. Work the company, not the prospect.

Prospecting 110

Prospecting How To Social Media Follow-up 110

Autoklose

JANUARY 22, 2024

Strategic storytelling affects a person’s intentions, motivations, beliefs, emotions, and actions. You can do this by building trust, empowering them with convenience, keeping open lines of communication, providing personalization, referral programs, getting more referrals , free samples… 12.

Lead Rank 52

Lead Rank Lead Scoring Strategy Hiring 52

Pipeliner

SEPTEMBER 19, 2022

Another popular bit of advice is “Ask for referrals” and, of course, every Top 5/10/20 blog post includes the news flash to “Conduct account business review meetings”. If that’s your intent, clients will see through the veneer quickly. And, yes, there’s some value in the myriad of ideas that are repeated over and over.

Government 52

Government Sage Channels Vendor 52

Artesian Solutions

OCTOBER 30, 2018

Convenience and simplicity are the overriding influences over pretty much every purchasing decision today. Amazon might not directly contact customers in a one-to-one manner as a B2B seller would, but they still engage with them by delivering content and information that is intent-driven and personalised. Solid engagement strategy.

B2B 45

B2B B2C Segment Lead Rank 45

Zoominfo

SEPTEMBER 1, 2019

Your business can leverage the influence of exclusivity to build customer loyalty — starting with exclusive personalized content. And If paired with a referral program , you can collect valuable feedback to impress future prospects. Exclusivity is one of the most powerful instruments in a business’s proverbial toolbox.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Smooth Sale

OCTOBER 8, 2019

They detect the intent. Do You Influence Others To See Value? Over time, the initial transaction multiplies into earning repeat business, referrals, and testimonials. Instead, they substantially drop the price. While they may get the deal, they earn very little in commission. Are You Frustrated By The Ferris Wheel Syndrome?

Prospecting 74

Prospecting Lead Rank Face-to-face Hiring 74

Factor 8

APRIL 16, 2020

So let’s get intentional about how we sell during the pandemic and let’s pray these best practices stick to all of us afterward (and that I never have to type that phrase again). Carve your typical features and benefits to only benefits and those influenced by our current times. A few best practices from our team at Factor 8: Planning.

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Factor 8

APRIL 15, 2020

So let’s get intentional about how we sell during the pandemic and let’s pray these best practices stick to all of us afterward (and that I never have to type that phrase again). Carve your typical features and benefits to only benefits and those influenced by our current times. A few best practices from our team at Factor 8: Planning.

Prospecting 36

Prospecting Face-to-face Inside Sales Segment 36

Score More Sales

NOVEMBER 30, 2012

As with anything, it is how you go about it, the words you choose, and the intention that is important. You’ll see more about this in a future post. THE GIFT OF RECOGNITION – Many in sales and in business want to be recognized and appreciated for our efforts.

Outsourcing Services 208

Outsourcing Services Policies Guidelines Sports 208

Crunchbase

MARCH 10, 2021

Daniel Disney recently listed 16 ways that salespeople can reach prospects and customers in 2021: 1) Phone 2) Email 3) LinkedIn 4) Text 5) Referral 6) Post/Letter 7) Video 8) Twitter 9) Gift 10) Instagram 11) Clubhouse 12) Facebook 13) TikTok 14) Door Knocking (post-pandemic!) You’re also having to contend with the proliferation of channels.

Prospecting 98

Prospecting Scale Ideal Customer Profile Video 98

Hubspot Sales

MARCH 12, 2018

All of the critical lessons we used to teach from our dog-eared copy of How to Win Friends and Influence People were pushed aside to make time for analysis and review of funnel conversion metrics. The trick to this one is that you have to go into conversations with employees with the intention of gathering intelligence. Shame on us.

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

LeadBoxer

DECEMBER 8, 2019

Define target accounts with look-alike modeling You should also look at your current customers to see who is the most valuable, in other words, which existing accounts have the highest ROI or send the most referrals your way. This ensures that all the decision-makers or people with influence over the buying process are on the same page.

Account Based Marketing 89

Account Based Marketing Account Software Software 89

Keith Rosen

OCTOBER 13, 2017

If delivering exemplary customer service is a cornerstone to building your business, revenue, referrals and client retention, then why do most companies invest more time on customer acquisition instead of retention, fail at meeting customer expectations and ultimately lose business to competitors? “Hi Mr./ Mrs. Client.

Retention 86

Retention Lead Rank Lead Scoring Hiring 86

Sales Hacker

DECEMBER 6, 2019

Guessing at the prospect’s intention can put the entire deal at risk. Internal and external factors influencing their decisions may include: Buying team, business challenges/goals, and individual motivators. Introduction or referral to other potential clients. This isn’t the time for assumptions.

Negotiation 98

Negotiation Objections Call-back Up-Sell 98

Partners in Excellence

FEBRUARY 28, 2024

However, the customer did not allow influencing the requirements definition. I also discovered the GSSI (Global Sales Science Institute) a grouping of academics researching and teaching SALES with the same intention as the people with “Top Sales World”. I also was aware of the important role the CTO had in this bid.

Lead Rank 114

Lead Rank Lead Scoring Ideal Customer Profile Customer 114