Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting strategies uncovers potential buyers, fuels an organization’s sales pipeline , and provides important context to future sales conversations. What Is B2B Sales Prospecting?

B2B 100

B2B Top of Funnel Buyer Persona Prospecting 100

Sales 2.0

APRIL 7, 2017

Designing your go-to-market plan based on relationships versus ZIP codes is a really smart move for most companies these days. Redefining Sales Territories: From Geographic to Social Proximity. That’s right, not even you, sales territories. A great point highlighted on the Linkedin Sales Blog. Nothing gold can stay.

Account 150

Account Territories Conference Energy 150

Janek Performance Group

APRIL 2, 2024

And this often begins with prospecting. However, a Janek survey revealed 18% of sales leaders do not have set prospecting metrics. In addition, 32% don’t know how much time reps prospect. In addition, the roles of marketing and sales automation should be designated and measured throughout the sales cycle.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

The Pipeline

FEBRUARY 22, 2012

3 R’s of Prospecting Success. Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. Set a schedule to call all the prospects that went to no decision over the last 12 months.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

The Pipeline

NOVEMBER 10, 2011

Successful Strategies for Prospecting – Roundtable. Stored in Attitude , Buying Process , Cold calling , Communication Strategy , EDGE Selling , Gap Selling , Interactive Selling , Planning , Proactive , Prospecting , Sales Strategy , Sales Tip , Success. Interactive Selling. Prospecting.

Webinar Metrics 193

Webinar Metrics Pipeline Strategy Prospecting 193

The Pipeline

SEPTEMBER 15, 2014

In the discussions leading up to the event we wanted to deliver something of substance, people can put into practice right away in almost every market segment, and something that would have impact now, before the end of the year. Leverage Automation – The hidden cost of social selling is time, and to a lesser degree content.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

The Pipeline

MARCH 30, 2011

Prospecting – When Is The Best Time? Stored in Attitude , Business Acumen , Cold calling , Proactivity , Productivity , Prospecting , Time Allocation , Video , execution. Last week I talked about prospecting, why some like it when most don’t, rejection, and managing them. Interactive Selling. Prospecting.

Pipeline 222

Pipeline Prospecting Cold Calling Sales Qualified Lead 222

The Pipeline

MAY 4, 2011

Prospecting With E-Mail. Stored in Attitude , Business Acumen , Communication Strategy , Proactive , Prospecting , Sales 2.0 , Sales Tool , Sell Better , Success , Video , e-mail , execution. Last week we looked at means of leveraging voice mail in prospecting. Wim @ Sales Sells. What’s in Your Pipeline?

Pipeline 216

Pipeline Prospecting Twitter Cold Calling 216

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. There’s solid evidence that your Marketing counterparts are responding. According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

DECEMBER 5, 2013

Sales, Finance, Marketing and Customer Service need this alignment. Don’t do a territory redesign project without knowing exactly who you’re targeting. Having a clear understanding of your ideal customers and prospects is essential to success. Armed with BPM’s and Personas, sales and marketing become much more effective.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

The Pipeline

NOVEMBER 13, 2014

The most recent would be assassins are Socialites, social selling advocates, who seem to spend as much time sniping at and proclaiming the death of cold calling as they do speaking about what they sell, social selling products, seminars, remedies and dreams. Step back you don’t wanna get any on your shoes). .

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

FEBRUARY 3, 2012

Stored in Attitude , Business Acumen , EDGE Sales Process , Metrics , Productivity , Sales Success , Territory Alignment , execution. By shrinking your territories, strategically where it make sense. logically shrink territories. logically shrink territories. Not all sales people have the same skills.

Pipeline 212

Pipeline Territories Harvest Cold Calling 212

BrainShark

AUGUST 24, 2022

Reps constantly need to develop their product and market expertise, learn new company messaging and value propositions, and hone conversational skills to have more meaningful interactions with buyers. Prospecting. Social Selling. Territory Management. Prospecting. Social Selling. Communication.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

No More Cold Calling

MARCH 15, 2018

Remember, prospecting is all about people. B2B selling is all about relationships. What about social selling? Social selling can help you begin conversations, but turning those connections into relationships means socializing the old-fashioned way—offline. You’ve heard it: Television will kill radio.

Lead Generation 243

Lead Generation System Leads Marketing Qualified Lead 243

The Pipeline

JULY 29, 2011

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Stored in BANTER , Business Acumen , Guest Post , Marketing , Proactive , Productivity , Sales 2.0 , execution. Sales and marketing are merging for small businesses and require strong collaboration for larger companies. March 2008. February 2008. January 2008.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Interactive Selling. Prospecting. March 2008. Next Steps.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy. They might need help with account level cross sell strategies.

Territories 308

Territories Compensation Buyer Google 308

Hubspot Sales

MAY 2, 2022

It's why every great sales team needs a connector — someone who identifies prospects and warms them up with outreach and networking. Once a lead indicates interest — such as requesting a demo or responding to an email — a BDR will connect the prospect to someone more senior on the team, like an account executive. Research new markets.

Sales Qualified Lead 77

Sales Qualified Lead Lead Rank Lead Scoring Outbound 77

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Implementing the program is the key to marketing success. Avoid Ad Hoc Marketing.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

The Pipeline

MAY 27, 2011

10 Fail-proof Tasks to Help Turn Your Prospects into Buyers. Prospecting is a term that’s been around for a long time. Your business strategies are the same as the gold-miners, except instead of digging for ore, you’re digging for customers, with your mind focused on this: you want to find the right prospects—the serious buyers.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Partners in Excellence

AUGUST 19, 2019

” It’s our customers, prospects, colleagues. Most every sales person I know has some sort of defined “territory.” ” It may be a few accounts, it may be a geographic region, it may be customers/prospects within a certain industry or market.

Territories 62

Territories Hiring Face-to-face Social Media 62

The Pipeline

SEPTEMBER 9, 2011

. “But we’re not IBM” Stored in Attitude , Business Acumen , Communication , Communication Strategy , Guest Post , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Social Selling. Copiers as an example, you may refer to document management at one end, and sell copiers to the other end.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. You then focus on refining (nurturing) the good finds and attempt to make a hefty profit by selling value to the best buyers.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

SBI Growth

SEPTEMBER 23, 2013

Market conditions 12 months ago were very different. Why This Matters— The size of your addressable market has shifted. Your reps utilizing social and mobile tools consistently was not in your ’13 plan. You sell to a more informed buyer. Why This Matters- The optimal routes to market have changed. This is flawed.

Compensation 325

Compensation Social Media Incentives Incentive 325

The Pipeline

APRIL 15, 2011

How Marketing Can Help Sales After the Handoff. Stored in Attitude , Communication , Guest Post , Lead Management , Marketing , Reputation 2.0 , execution. Marketing and Sales become unified around one process, instead of each focusing only on their respective ends of the revenue pipeline. March 2008. February 2008.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

Vengreso

DECEMBER 2, 2020

Contrary to popular belief, you don’t have to be a born leader to devise a master marketing plan or hit your sales objectives. Subscribe to Modern Selling on the App of Your Choice! A Sales and marketing engagement platform that generates leads increases sales and improves customer retention. Let’s face it.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. We divided callers into 33 teams (named after countries to fit the Olympics theme), with each team including a variety of go-to-market roles.

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Pipeline

JANUARY 28, 2012

Socially Kosher? Stored in Attitude , Communication , Dependability , Marketing , Reputation 2.0 , Sales 2.0 , Social Selling , Social media , execution. Sales 2.0 , Social Buying , Social Selling , Tibor Shanto. Interactive Selling. Prospecting. Social Buying. Next Steps.

Pipeline 215

Pipeline Social Media Cold Calling Hiring 215

The Pipeline

AUGUST 8, 2011

One that permeates many aspects of sales, starting at planning and territory alignment, right down to day-to-day tactical aspects of sales. You often hear sales leaders articulate their long-term plans, direction of the market, and how they plan to take a leadership role in many of the developments they outline. Interactive Selling.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Interactive Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

Hubspot Sales

APRIL 14, 2020

Gimmicks come with a territory that can be tricky to navigate, and there are some precautions and potential pitfalls you should be mindful of. It gives the impression that you don't believe in what you're selling enough to sell it at full price. Prospects want to trust your offering.

Social Media 97

Social Media Discount Promotion Social Selling 97

The Pipeline

FEBRUARY 21, 2012

Stored in Appointments , Contest , Proactive , Proactivity , Prospecting , Sales Success , Sales Technique , Sales Training , Workshops , execution. PROACTIVE PROSPECTING! As you may have noticed over to the right, we are presenting the Proactive Prospecting Workshop in Toronto/Markham, scheduled for April 13. Prospecting.

Pipeline 220

Pipeline Cold Calling Sales Qualified Lead Hiring 220

Adaptive Business Services

FEBRUARY 20, 2019

In today’s world of social selling, this task falls into two disciplines … being found and finding. This is called prospecting and it is hard, back breaking work. The best salespeople prospect consistently. However, if this is the dress code for your target market , please ignore this admonishment.

Buyer Persona 54

Buyer Persona Ideal Customer Profile Referrals Social Selling 54

The Pipeline

NOVEMBER 23, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Planning , Prospecting , Sales Leadership , Sales Strategy , Sales Success , Sell Better , Video , execution , qualifying. Interactive Selling. Prospecting. Social Buying. Social media.

Sales Qualified Lead 231

Sales Qualified Lead Pipeline Cold Calling Webinar Metrics 231

The Pipeline

JANUARY 11, 2012

Stored in Attitude , Buying Process , EDGE Sales Process , Forecast , Funnel management , Interactive Selling , Planning , Proactive , Prospecting , Sales Cycle , Sales Process , Sales Strategy , Sales Success , Time Allocation , execution. Interactive Selling. Prospecting. Social Buying. Social media.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209