Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

Typically this is something like, 30 additional prospects X average deal size = lift of $X in sales. Finally, Brutus connects with marketing again to conduct a customer and prospect survey.

3 P’s Of Prospecting

The Pipeline

Today I’ll unpack three little, but interconnected things you can infuse your prospecting with, one at a time, to help you build a more robust pipeline. But that’s not enough; it needs to be intelligent and planned, remember we are talking prospecting, not mid-deal. Contrary to popular myth prospects are not better informed than ever, yes they have loads of information but lack insight. The post 3 P’s Of Prospecting appeared first on

Are your prospecting calls a long run off a short pier?

The Pipeline

Sellers are a wonderfully optimistic lot, having drank the Kool Aid about their “solution”, believing that they are indeed the cavalry coming over the hill to heal all that pains their potential prospects. The post Are your prospecting calls a long run off a short pier?

How to Reignite a Prospective Customer that Suddenly Goes Dark

Miller Heiman Group

Have you ever had a prospective B2B customer suddenly go dark? You likely feel frustrated and nervous, as you may have spent as much as five months in the sales process with this prospect. When facing a prospect that goes dark after many months of engagement, sellers tend to have two responses: let the account sit in hopes that they just need some time. Let’s explore five essential strategies for staying proactive when prospective customers suddenly go dark.

The Irony of Growlabs’ Bad Sales Prospecting Emails


In reality, if you don’t infuse every word and sentence with value for the reader, you risk producing an email that’s so bland that nobody will bother reading it. If this is what their own sales prospecting emails look like, I can only imagine what they must be sending on behalf of their clients. Instead, hook your prospect with a compelling question about their business, or provide them with an interesting statistic about their industry they might not be aware of.

It’s Not What You Say, It’s What the Prospect Experiences

Smart Selling Tools

This certainly explains why even when you have laid out decisive arguments for why a prospect would benefit from your solution, they don’t buy in the end. You can set the stage for prospects to experience aha! Let your prospect begin to navigate their way toward your goal.

4 Powerful Methods to Keep Deals from Stalling

Smart Selling Tools

Tweet The ultimate, and certainly the most desirable goal for any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. Your confidence is soaring and you are positive the prospect is feeling the same sense of excitement.

Deliver Empathetic Energy Not a Passionate Sales Pitch

Increase Sales

When salespeople infuse emotional intelligence into their sales conversation, they now are delivering empathetic energy. What does sell is energy that focuses on the sales lead (prospect) with a underlying caring desire. Sometimes in sales, people confuse energy with passion. What ends up happening is the passion sounds like a sales pitch. Empathy is a measurable talent and can be further developed through emotional intelligence as well as neuro-linguistic programming (NLP).

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3 Powerful Tips For Incoming Calls

MTD Sales Training

In the wake of the cold calling revolution (or devolution, whichever way you want to look at it), we see a ton of advice and tips on making outgoing telephone prospecting calls. Now, that usually goes with the XJR infusion system…do you use the XJR infusion system at your company?”.

Inside Sales Power Tip 107 – Humor

Score More Sales

You need to have a lot of understanding of communication, of how people work (psychology), how business works, and skills to prospect and drive more business for your company. Ways You Can Infuse Humor in Your Day.

When will Sales catch up with Marketing?

Sales Benchmark Index

Understanding how the prospect thinks is part of the CMO’s DNA. But for the most part needs-based selling has been used as a technique to better ‘tell’ the prospect what they need. They ‘smooth’ the friction between a prospect and your company’s stone-age sales process.

CMO: Enable Reps with the Right Content at the Right Time

Sales Benchmark Index

Doing so will assist your reps to spot where their prospects are in their buyers journey. Build Buying Process Maps (BPM): Buying Process Map’s plot the Prospects decision-making process used to purchase a product or service. It is simply is not infused with deep domain knowledge.

4 Powerful Methods to Keep Opportunities from Stalling

Smart Selling Tools

The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You hang up the phone from a sales call, pumped with turbo-infused Adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’

Why These Good Cold Email Examples Worked


Whenever you prospect, not only should you personalize, but you should always offer to be a resource by giving more than taking. Maybe you can give some intel you have, or share a prospect’s job post. I used to do this all time with prospects. By: Ryan O’Hara.

If You’re Not Scraping Data, You’re Losing Revenue

Sales and Marketing Management

For example, their salespeople haven’t discovered that scraping allows them to understand the words and phrases associated with an ideal customer by sifting through internet clatter to identify keywords that could lead to qualified prospects.

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The CMO’s Guide to Driving Impact in Year 1

Sales Benchmark Index

Infuse the Sales Process with Buyer Insights. Social Prospecting Guidance. A modern prospecting methodology that fills the funnel with opportunities. Generates meetings with decision makers inside of your target prospects.

Did Your Decision to Outsource Content Marketing Work?

Sales Benchmark Index

The kind of content that gets prospects interested in buying from them. Valuable content was required to drive prospects through the buying stages. Not many prospects were engaging on social channels or subscribing to the blog.

3 Major Tips For Handling The Christmas Break Objection

MTD Sales Training

While you always need to infuse a strong sense of urgency in your sales interaction and during the entire sales process , during this time of year, it is imperative that you overwhelm the prospect with the need to act today. Prospect: “Yeah.”. Prospect: “Ah, well, I don’t’ know.

3 Steps to Produce Content to Feed Lead Generation

Sales Benchmark Index

Prospects are researching solutions without the sales rep until late in the buying process (According to a 2011 Sale Research Council study, 57% of a consumer’s buying process happens without a rep being present).

Why Good Storytelling Beats Good Selling

Sales Benchmark Index

Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. The prospective company operates 25 boutique coffee shops. Infuse information with “stickiness” to improve retention. Some reps are convinced they can’t sell a new product.

Effective Social Media Marketing Educates

Increase Sales

Currently I have two new qualified sales leads in my funnel, along with 10 prospects and one confirmed speaking engagement. Think about your own Pixar Story and how you can infuse that story into your social media marketing. * * * * *.

7 Steps to Building Stronger Sales Relationships with Human-Centric Problem Solving

Sales Hacker

The approach helps you investigate the distinctly human elements that go beyond what sales tools can tell you about a prospect. It can also help you discover the true problem worth solving for the prospect. Easier to get the prospect’s perspective.

The 3 Mistakes Every Company Makes Building the Outbound Sales Model


When you flip to an outbound motion, the key is to focus earlier and help your prospect get to the awareness stage. They’ve managed to take this story and infuse it in everything they do aligning their marketing, SDR and sales teams around the idea that you need to educate before you can sell.

Beware the Sales Zombie: Lessons from The Walking Dead

Performance Sales and Training

Turning into a sales zombie is a real danger as blending in with everyone else makes it difficult for prospects to differentiate you from the competition, much less buy your product or service. For most audiences, it’s hard to distinguish one zombie from the next.

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

How many of you scrutinize the validity of the headlines appearing in your social media feeds before you share with prospective buyers? While unfortunate, this scenario infuses itself into all of your best intentions as a business professional of worth. Let’s chat, shall we?

How to use chatbots to qualify leads on your website


Problems start when you trick a prospect into believing she’s chatting with a human when she is not. When you start that conversation off by deceiving your prospects , you erode any trust you’ve built up to that point. You want your prospect to feel heard, even if you’re a bot.

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Are You a Desperate Salesperson?

Sales Hacker

In many cases, trust, authenticity, and confidence can persuade a prospect as much as product features do. . That’s because desperation is a major turnoff, pushing prospects away and preventing trust and rapport from ever taking root. Avoid wasting time on poorly vetted prospects.

Experiential Selling is What Leads to Buyer “Aha Revelations” – An SSTools Classic

Smart Selling Tools

You can set the stage for prospects to experience Aha! That’s because passive listening, by itself, seldom engages the prospect on an emotional level, and engagement is fundamental to experience. Prospects are bombarded with offers of free trials.

Quit Preaching — 6 Ways To Actually Be Human In Sales

Sales Hacker

I want to show you how I infuse humanity into my own sales process and how it has benefited me greatly (think $100,000,000+ worth of revenue sold over my sales career). For example, most people will ask things like this when prospecting: “Hey, congrats on the series B funding – way to go!

Time to Kick Your Social Marketing into High Gear Part 1

Increase Sales

Quality content marketing when infused into LinkedIn using the LinkedIn Pulse publishing platform allows you to expand your marketing presence without leaving the comfort of your office. 10 new prospects. Increase of followers by 100 (think sales prospect pool).

How to Set Up a Lead Bot: Qualifying and Routing Leads to Sales

Hubspot Sales

Matsen says, “Our bots collect information that gives us time to come prepared with potential solutions before we walk into meetings with new prospects. Matsen uses bots to improve inquiry response time and the quality of conversations he and his team are having with prospects. “We

Can Outsourcing Fulfilment Really Help Increase Outbound Sales?


So, why not target certain regions with gifts to prospects. Social media gives you a chance to learn more about your prospects before reaching out. READ 6 Secrets to Successful Sales Prospecting.

An Inbound Marketer’s Guide To Database Health


It’s how you market to prospects, how you nurture leads, and how you stay connected with customers. You’re creating content that prospects and customers want to receive on an ongoing basis — but the ultimate goal is to nurture those new leads in hopes that they become paying customers.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

Lead Generation, Productivity, Prospecting. The platform’s Sales Navigator helps you pump your pipeline with new leads and build relationships with prospects. 6sense adds a data-driven layer to your sales cycle, unlocking and prioritizing new prospects across your pipeline.

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7 Tips for a Giving Attitude to Increase Sales

Increase Sales

Since these individuals have limited resources of time, money, energy and emotions, understanding how to infuse a giving mindset into their marketing objectives may provide an advantage not as easily undertaken by the “big boys” or much larger competitors who have more resources.Sales Coaching Tip: If you continually give to one small business owner or professional person and that person appears to be all about me, then remove that individual from your network.

Sales Automation: 210+ Tools to Turbocharge Your Sales Process

Sales Hacker

As far as I know, these solutions initially focused on tedious or redundant tasks — from sales prospecting to contract signing. Sales organizations now turn to different automation software to infuse new prospects into the pipeline, prioritize lead queues, and enhance the buyer journey.

Who was your sales mentor, and what was their greatest lesson?


In sales, your prospects will always say “no” or “sorry, it’s not the right time.” He told me to focus on understanding my prospects’ and customers’ business—to understand what their KPI’s were and what their goals were. Decide and write down what you want the prospect to think, say, do, and decide at the end of the meeting. My first mentor was my father, who indirectly infused me with a desire to sell.

Who was your sales mentor, and what was their greatest lesson?


In sales, your prospects will always say “no” or “sorry, it’s not the right time.” He told me to focus on understanding my prospects’ and customers’ business—to understand what their KPIs were and what their goals were. Decide and write down what you want the prospect to think, say, do, and decide at the end of the meeting. My first mentor was my father, who indirectly infused me with a desire to sell.

Sales Motivation Tips: Use a Contest to Increase Sales By John Boe

Sales Training Advice

When times are tough and prospects seem to be holding on to every dollar, your job as a sales manager is more important than ever before. Contests, by their very nature, infuse a competitive spirit within the sales force and provide an excellent opportunity for management to recognize and reward top achievement. Now is the time to roll out a sales contest to generate additional sales and build morale. Offering a contest to your sales team is a smart business decision on many levels.

The 7 Website Monsters

Leading Results Rambings

The Upside: UX trained Web people are really, really good at turning visitors into prospects, and prospects into sales. Sadly, sometimes their job is also very important when you have 1 person working without a steady infusion of coffee.