Is Technology Tanking Your Lead Generation System?

No More Cold Calling

Not in your personal life, and certainly not in your lead generation system. That’s no way to live, and it’s certainly no way to approach B2B lead generation. This was the generation of so-called “latch-key” kids.

They Actually Said My Sales Lead Generation Is Old School

No More Cold Calling

But here’s what they’re missing on referral B2B lead generation. Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. A huge problem today is the belief that sales lead generation can be automated.

The Definitive Guide to Lead Generation: 6-Steps to a Winning Lead-Gen Process

Sales Hacker

For many organizations today, lead generation is the Achilles’ heel of business development. They spend tons of money to hire closers — salespeople who are fired up and ready to close business — but they aren’t generating enough leads to keep them busy.

The Power of Sales Intelligence #3: Lead generation

DiscoverOrg Sales

So lead generation tools are critical to supporting a company’s growth objectives. While there are many different kinds of lead generation – content marketing, advertising, SEO, email campaigns, cold calling, list-buying, hosting events, and attending tradeshows, just to name a few – a sales and marketing intelligence tool is great for discovering new, quality leads, quickly, as well as enhancing your other lead gen efforts.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. But many B2B firms can’t afford all the bells and whistles of a comprehensive sales enablement function.

The Ultimate Guide to Outsourcing Sales Development and Lead Generation

Sales Hacker

I also run a Consulting company, AltiSales , which has a Business Process Outsourcing component, think Accenture, but purely for SDRs. No wonder you never want to eat out again… The Sales Development outsourcing industry is broken for that exact reason.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

Pointclear

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. ABM aligns marketing and sales.

Supercharging Your Sales Process with Online Appointment Scheduling

Smart Selling Tools

Supercharging Your Sales Process with Online Appointment Schedulings. Regroup’s growing Business Development team is responsible for generating new prospect meetings, as well as converting inbound leads coming from its web site.

How AI is Changing the Sales Process

InsightSquared

For sales professionals, AI is not only impacting your personal life, but it will soon influence your professional work too if it hasn’t already done so. Many of today’s forward-thinking companies have already begun using AI in their sales strategies. The Future of AI in Sales.

The Pipeline ? 3 Lead Generation Myths That Will Clog Your Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s 3 Lead Generation Myths That Will Clog Your Sales Funnel & Keep You From Closing More Sales. Sales gurus tell us that getting more sales is all about your “activity,” but is it? Myth #2 Sales 2.0

How to take advantage of sales automation tools while maintaining a human touch

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Travis Henry, Director of Inside Sales Operations at renowned Bay Area sales consultancy SalesSource. B2B Blog Lead Generation Sales & Marketing Alignment Sales Process

How to Create a Winning Sales Process: 7 Essential Steps

CloserIQ

And the same is true of sales. An effective process is essential to consistent sales revenue. It doesn’t matter if you have the best sales reps in the world and a value proposition that turns your competitors green with envy. Without the right process, you’ll only work at a fraction of your potential. So, here’s how to create a winning sales process in seven steps. . Lay the groundwork for an effective process. Assess new leads.

Sales Automation: 210+ Tools to Turbocharge Your Sales Process

Sales Hacker

We’ve been compiling this sales automation tools list for a while, trying to figure out the best way to get the information out there. There are a number of existing resources available on sales automation, but they don’t offer use cases and examples of how to put the tools to action.

10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

You’re collecting all this sales data but are you really getting your best use out of it? Your data is the key to optimizing your revenue engine and kicking your sales process into high gear. Here are 10 ways to improve your sales process by leveraging your CRM data.

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9 Basic LinkedIn Lead Generation Tips for Salespeople

The Brooks Group

LinkedIn is a powerful tool for salespeople, and the social platform is a natural fit for anyone hoping to generate sales leads. Here are 9 LinkedIn lead generation tips to help get your salespeople started: 1. Expand Your List of Leads.

Sales Intelligence: What to Expect When You’re Prospecting

DiscoverOrg Sales

It’s the genesis of thousands of downstream processes and millions of actions. But long, complicated sales cycles need more than just names and numbers. Marketing and sales intelligence data is dynamic, which is to say frequently and continuously refreshed. Lead generation.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

So it’s not surprising that each time I talk with my friends on the sales training front, they tell me that the path to increasing sales is to improve selling skills. We shouldn’t be asking ourselves which is more important, skill-sets or tool-sets. Sales Issues.

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Learn How to Get the Gatekeeper on Your Side

No More Cold Calling

Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well.

Two Webinars This Week You Don’t Want To Miss

The Pipeline

Along with the good folks at eGrabber , I will present on: “ Time – Prospecting – And Getting the Jump On Both “, looking at the combination of cutting edge tools available from eGrabber to help you make prospecting more time efficient and productive.

Want Qualified Sales Leads? Stop Your Team from Cold Calling

No More Cold Calling

Lead generation shouldn’t be that tough. It can take eight to 14 touches to just to reach a prospect who isn’t expecting a call from your sales rep. There has to be an easier way to score qualified sales leads! They’re the reason sales gets a bad name.

How Digital Dependence Derails Account Based Selling Teams

No More Cold Calling

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. The goal of account based sales development is to land and expand within named accounts. Some Lead Generation Tools Never Change.

The Evolution of Sales Tools and the Efficiency Paradox

Smart Selling Tools

The reason I’m using this absurdly outdated example is to make a point about the drivers behind the evolution of tools and the importance of investing in new tools. The biggest advancement in the development of sales tools was the telephone. New Sales Capabilities.

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30 Seconds Matter: How Sales Tools Deliver Revenue Growth

Smart Selling Tools

Tweet In this month’s issue of Top Sales Associates Magazine , I had the great pleasure of being interviewed by Linda Richardson. You may recognize her name as the Founder and Chairwoman of Richardson , the global sales performance company. Sales Tools Deliver Revenue Growth!

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The Pipeline ? We Don't Need No Stinkin' Sales Process! ? Sales.

The Pipeline

The Pipeline Renbor Sales Solutions Inc.s We Don’t Need No Stinkin’ Sales Process! Sales eXchange – 139. If you have a process, review it update it to make sure it reflects your sales. Sales eXchange , Sales Process , Tibor Shanto.

The Quick, Smart & Actionable Guide To Building Your Sales Process

Sales Hacker

With all of the advancements in sales and buyer side technology, now is the time to modernize your sales process or risk becoming irrelevant. Expect outmoded and inefficient sales stacks to drag growth instead of driving it. Every innovation in sales methodology upends the art of selling, and as best practices shift, can you really afford to stay on the sidelines? . The top professionals at hyper-growth companies are busy hacking their sales process.

Webinar: Time – Prospecting And Getting the Jump on Both!

The Pipeline

Every day I meet sales people challenged by finding the right contact, their contact info and related information. Even if you use LinkedIn or other tools, you need to be able to connect directly. Sales Process Tibor Shanto

Don’t Get Distracted by the Latest Sales Prospecting Techniques

No More Cold Calling

If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer. Sales productivity tools are everywhere, but do they really enhance productivity? How to Evaluate Sales Prospecting Techniques and Technology. Lead Generation lead generation sales prospecting techniques

Types of Sales Tools That Boost Productivity

Highspot

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity. Lead Generation Tools. Sales Intelligence Tools. CRMs and Pipeline Management Tools.

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Sales 2.0 Conference; The Huge Sales Blitz and Sales Processes

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I spoke at the Sales 2.0 They also hired a Harrisburg- based (there''s the PA connection) sales training company to train the businessmen (they were all men in the 1920''s) how to sell and then tracked their sales by the day, posting the results on a large billboard in front of the town hall. Anthony Iannorino , one of the top sales thought leaders in our space, and the author of The Sales Blog.

The Complete Guide to Effective Sales Voicemail (Plus Scripts and Example Recordings)

Sales Hacker

My friend Tom at Bottomline Technologies was running a sales team making thousands of phone calls a week. Despite all their best efforts, his sales reps were only connecting with prospects 3% of the time. Those calls were their warmest, best leads.

Sales Process Templates: Examples of Sales Stages for B2B Pipelines

Nutshell

Picking the right sales stages for the way you sell is one of the most important elements of a successful sales process. Whether you’re building your first pipeline from scratch or want to overhaul an existing process, these sales process templates will give you a great head-start. Simple sales process templates. Complex sales process templates. Customer nurturing sales process templates.

Follow-Up Emails: The Smart Salesperson’s Guide

Sales Hacker

If you’re like the rest of the sales world, and need to send several follow-up emails to get a response, this one’s for you. Email automation tools. How often to follow up with sales prospects for higher response rates. Sales Follow Up Email Templates.

70 of the Best Sales Enablement Tools to Arm Your Team With

Hubspot Sales

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job.

This is How Referrals Can Boost Your Account-Based Sales

Alice Heiman

Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many sales leaders and company owners. . percent of sales emails are opened. .

Guide to outbound sales: Best strategies, tools, and tips

Close.io

Lots of people will tell you that outbound sales is a lost cause—that inbound is the only way to go, and that anyone doing outbound is wasting their time. Outbound sales is a staple tactic of successful businesses, and has been for a long time. Common outbound sales techniques.

How To Use Your Sales Funnel to Grow Your Business

Alice Heiman

The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well as the corporate resources needed to support sales and delivery. .

Why Referrals Cut Through the Sales Prospecting Noise

No More Cold Calling

My new LinkedIn sales training courses take out the guesswork! It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. And my new sales training courses on LinkedIn Learning and Lynda.com are your ticket to referral selling.

Engaging Your Prospects Across Social Platforms

Alice Heiman

It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. We want our sales reps to be in the path of our prospects, so they can see us when they need us. Where Are Your Prospects? .

I’m Different! Pick Me! Use Differentiation to Close More Deals

Alice Heiman

Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want by Lee Salz will be a best seller. Sales Differentiation Concept #1. You and I both know we need to help our sales teams differentiate but what can marketing do to help? . Do you feel it?

Build a B2B Sales Organization from the Ground Up

Alice Heiman

Start building your B2B sales organization by laying a foundation for success. The same is true when you build a sales organization. Sales Strategy. Lead Generation Process. Sales Messaging. Sales Process. Sales Funnel. Follow these 6 steps to build a successful sales organization from the ground up. . Define Your Sales Strategy. Next, set out clear sales goals and explain how you will hit them.

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