InsideView Marketing Prospecting Referrals 
Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?
Score More Sales
JANUARY 29, 2013
Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. The referral from this level would be very powerful. This makes asking for referrals an activity that is less “fun” for some to do. Does your marketing department oversee this?
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SBI
AUGUST 17, 2021
Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. It was a wake-up call to get good at digital sales and marketing. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote?
No More Cold Calling
JANUARY 3, 2013
And she even mentions my favorite topics—relationships and referrals. Those opinions come from folks out in the world of sales and from marketers, which I admit confuses me, because marketers don’t sell. Not marketing. I’m all for marketing and sales alignment. Here’s Barb’s take on social selling.
No More Cold Calling
JANUARY 25, 2011
InsideView nailed it by titling its Sales Intelligence blog “ Why Cold Calling is the Bottom of the Barrel ”. For more on why a real introduction—a referral—makes all the difference, read: “ How to Bypass the Gatekeeper ”. (For If you have just a name in hand (and not a referral ), your call is cold. Referral selling works.
Sales 2.0
JUNE 29, 2014
If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. Find trigger events that show changes in your prospect’s environment, giving you a reason to approach them and potentially enough instability that they may switch vendors.
No More Cold Calling
JUNE 28, 2012
Referrals are the secret to B2B sales: Get the meeting at the level that counts. But we all need new business, so the big question is: What are the top sales performers doing to find new prospects? Here’s how to warm up your cold calls for better sales results: Focus on inbound marketing for lead generation. conference.
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