Zoominfo

NOVEMBER 1, 2018

B2B marketers have long since understood the benefits of social media—yet many still struggle to leverage its full potential as a demand generation tool. In fact, 49% of B2B marketers rank social media marketing as the most difficult lead generation tactic to execute ( source ). What is social media demand generation?

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Demand Generation Targets Social Media 130

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The role of prospecting in a world without SDRs. Why prospecting sits apart from sales [6:59]. powered by Sounder.

Commission 88

Commission Quota Demand Generation Agencies Lead Rank 88

No More Cold Calling

MAY 25, 2023

Stand Out to Meet Quota None of this would matter if sales reps were meeting or exceeding quota, if their pipelines were qualified and their projections accurate, and if they had only committed and loyal clients. Yet, when Salesforce surveyed sales pros in 2022, only 28 percent said they expected to meet or exceed quota this year.

B2B 177

B2B Buyer Referrals Sales Qualified Lead 177

No More Cold Calling

JULY 27, 2023

They weren’t even close to making quota. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. He complained that his prospect in Paris had arranged a meeting with all the key decision-makers, but the prospect had only given him four days’ notice.

Decision Maker 156

Decision Maker Referrals Face-to-face Social Media 156

No More Cold Calling

DECEMBER 21, 2023

I’m introducing a Referral Selling System to ensure companies build a referral culture, source only qualified leads, get meetings with their prime prospects, and close business quickly. I’m tired of hearing sales leaders complain about not having enough leads, struggling to get access to decision-makers, and not making quota.

Referrals 156

Referrals Social Media Cold Calling Sales Qualified Lead 156

SalesFuel

APRIL 2, 2024

of BDR professionals received a quota increase, reports 6sense research. For outbound lead management, BDRs primarily use email and social media. The company’s analysts define this practice as follows. “… Contact multiple individuals inside a prospect account before concluding that there is no opportunity present.”

Maximizer 116

Maximizer Face-to-face Social Media Hiring 116

Sales Hacker

JULY 26, 2021

Eighty percent of the prospecting sales force is under 25 years old. Outbound prospecting shouldn’t be any different. And since the sales process is a journey for a prospect/customer, it is also the roadmap for a sales rep’s job. A linear, measurable, and repeatable outbound prospecting process.

Quota 121

Quota How To Outbound Cold Calling 121

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. BDRs typically make 17 attempts per contact (distributed between social media, phone calls, and emails). Support is directly tied to quota attainment. BDR achievement has remained steady.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

No More Cold Calling

JULY 5, 2018

It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Just getting prospects to return calls is hard enough. They’re bombarded with cold calls, cold emails, and pitches on social media. But quotas and KPIs aren’t happenstance. Forget closing.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

No More Cold Calling

APRIL 6, 2017

That’s why referral selling is the only prospecting strategy that ensures qualified lead generation. Spend more time with customers and less time prospecting. Convert prospects into clients at least 50 percent of the time (Most clients report a conversion rate of more than 70 percent.). Reduce the time it takes to close deals.

Guarantee 233

Guarantee Referrals Prospecting Lead Generation 233

Salesmate

SEPTEMBER 22, 2020

As a sales rep, your efficiency is measured on how well you can attain the sales quota. Without a healthy pipeline, it becomes difficult to achieve those sales quotas. 57% to 67% of salespeople miss their sales quota every year. Sales success begins with effective prospecting. What is prospecting in sales?

Prospecting 118

Prospecting How To Face-to-face Quota 118

Highspot

JANUARY 14, 2024

Prospecting Virtual prospecting utilizes tools like email, social media, and video to reach potential customers. Social media tools (like LinkedIn): LinkedIn is a crucial tool for social selling, networking, prospecting, and building professional connections, essential for sales opportunities and relationship building.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

criteria for success

SEPTEMBER 9, 2022

As a sales leader, it can be a challenge to make sure your team is prospecting efficiently (or at all). That's why we put together something called the Prospecting Action Plan. This action plan puts your sales reps on the right track to ensure proper prospecting practices. No salesperson wants to miss their quota.

Prospecting 97

Prospecting How To Sales Qualified Lead Face-to-face 97

Janek Performance Group

FEBRUARY 7, 2022

Prospecting, seeking new opportunities and clients, is an integral part of sales. However, when it comes to prospecting, many salespeople experience fear. A driver of performance anxiety, it can lead to sales slumps, missed quota, and restricted pipelines. However, the media-driven perception can give us pause.

Prospecting 118

Prospecting Cold Calling Call-back Lead Rank 118

Sales Hacker

MAY 8, 2020

Every sales rep is now a ‘virtual seller’ (much like the inside sales rep), and all have concerns about how their sales quotas will be impacted.” Key Challenges in Remote Sales: Connecting with prospects and coworkers. Connect With Prospects and Coworkers. Sure, you can go longer, but only do that if your prospect wants you to.

Quota 75

Quota Social Media Face-to-face Follow-up 75

A Sales Guy

MARCH 5, 2014

It appears our social media report, Social Media and Quota Attainment , got peoples attention. Everyone is incorporating social into their selling process and that’s a good thing, at least for those who want to make quota. How are you using social media to prospect? So, tell us.

Social Media 144

Social Media Media Survey Social Selling 144

SalesFuel

MARCH 26, 2024

In any organization, the top sellers often make quota. And in general, Rain Group analysts point out, the quota numbers are not easy to reach. In addition, consultative selling skills stand out when top performers engage with prospects. These sellers quickly determine the business problems facing their prospects.

Training 116

Training Hiring How To Proposal 116

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 59

Ideal Customer Profile B2B Prospecting Lead Generation 59

Sales and Marketing Management

OCTOBER 27, 2020

Everyone is online or social media hunting for the same leads. Sometimes, they choose to hide product weaknesses or know that the product will not serve the needs of the potential customer, but sell it anyways, hoping the prospect will not ask about it. Fear of missing quota (FOMQ). Fear of not finding enough leads.

Social Media 194

Social Media Quota Sales Qualified Lead Face-to-face 194

Sales 2.0

OCTOBER 9, 2020

OK, maybe keep it a secret between us for now, but when you kill your sales quota and everyone starts calling you a Rockstar, you may want to let on (in the right circumstances). But you have my blessing to become a small business owner. You don’t have to be just an employee. Build Your team. Say you buy into this crazy idea. Train Your team.

Account 385

Account Scale Social Media Small Business 385

Janek Performance Group

APRIL 5, 2022

In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. Therefore, value can be proposed but until prospects recognize value, they will remain hesitant to move forward in the sales process. Communicating Value is Hard.

Lead Rank 62

Lead Rank Lead Scoring Prospecting Scale 62

John Barrows

MARCH 4, 2020

Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. Become friends with as many prospects as you can. Don’t look at them as a prospect, look at them as I have to become this person’s friend.

Quota 91

Quota Marketing Outbound Intent Data 91

Gong.io

DECEMBER 7, 2022

The only way your sales reps can meet their quotas and close deals is if they have enough prospects in their pipeline. So how can you prospect more effectively? How can you ensure that you’re targeting and focusing on the right prospects? With a proven sales prospecting process. What is sales prospecting?

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Prospecting Lead Scoring 62

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 107

Tools Ideal Customer Profile Prospecting Intent Data 107

No More Cold Calling

AUGUST 30, 2018

There’s no such thing as a warm anything in sales—an email, phone call, social media outreach, or even a knock on the door. Unless your prospect knows who you are and expects to hear from you, you might as well step into a freezer. Just because someone you know is connected to your prospect, doesn’t mean they actually know each other.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

No More Cold Calling

SEPTEMBER 28, 2023

You certainly wouldn’t lead with a sales pitch before you even knew if the person would be a decent prospect. They weren’t even close to making quota. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. It’s important to show up online like you show up in-person.

Referrals 177

Referrals Cold Calling Lead Rank Lead Scoring 177

Increase Sales

OCTOBER 14, 2013

All of a sudden there is a plethora of marketing activity within social media. The fourth quarter is for many SMB salespeople a time of desperation because sales quotas are still lacking; business cycles for many are in the decline due to the holidays; to budget forecasting takes precedence over buying any new solutions.

Social Media 146

Social Media Media Webinar Metrics Face-to-face 146

Sales 2.0

JULY 28, 2020

Nearly two-thirds of our respondents said that digital methods, such as email (31.3%), social media (27.5%), and webinars (13.1%), had been most effective for them. Another one third said their ability to reach prospects on those channels was about the same as it was before. The rest reported improvement.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

John Barrows

MARCH 4, 2020

Gaetano Di Nardi joins us on the podcast this week to talk about how SDRs can use marketing tactics and strategies to set themselves aside from the rest of the field, and crush quota. Become friends with as many prospects as you can. Don’t look at them as a prospect, look at them as I have to become this person’s friend.

Quota 79

Quota Marketing Outbound Intent Data 79

eGrabber

SEPTEMBER 5, 2023

One critical aspect of your role is B2B sales prospecting – identifying potential leads that align with your target audience and business goals. However, traditional sales prospecting methods can be time-consuming and resource-intensive, often leaving little room for other essential tasks. Book 3x More Demos & Exceed Sales Quotas!

Ideal Customer Profile 40

Ideal Customer Profile B2B Prospecting Lead Generation 40

Gong.io

MARCH 27, 2018

In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. Every sales team has a sales process, but does it actually enable them to reach quota attainment? What was said during the conversations between reps and prospects?

Quota 48

Quota Sales Process Hiring Scale 48

Gong.io

MARCH 27, 2018

In order to reach quota attainment, each and every sales team needs to follow a sales process , implement structure around goals , and monitor their performance. Every sales team has a sales process, but does it actually enable them to reach quota attainment? What was said during the conversations between reps and prospects?

Quota 48

Quota Sales Process Hiring Scale 48

Sales and Marketing Management

JANUARY 20, 2020

As startling as that statistic is, it’s not all that difficult to believe, what with buyers having ready access to digital content, their reliance on social media and the rise of e-commerce. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

SalesLoft

SEPTEMBER 14, 2022

Over 40% of salespeople find prospecting to be the most challenging part of the sales process. It requires time, effort, and resources to find prospects who are a good fit for your business. Fortunately, prospecting is less of a monolith if you define the sales prospecting process and best practices. Let’s start today. .

Ideal Customer Profile 52

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 52

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. 80% believe their salesforce would be more productive with greater social media presence but, 2/3 of companies have no social media strategy for their sales organization ( source ). The State of Social Selling.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

No More Cold Calling

JANUARY 24, 2019

percent of sales reps made quota last year. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you. There are many different estimates about the number of touches that it takes to reach a cold prospect, and none of them are promising. Yeah, me neither.)

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

SalesFuel

MARCH 18, 2024

One reason is that they just aren’t doing enough research before engaging with a prospect. Something top performers – i.e. reps who hit 150% of quota – do," says LinkedIn’s Paul Petrone. They are seeking out quality pre-call intelligence that gives them deeper insight into a prospect, their industry and their company.

Research 52

Research Hiring Social Media Ideal Customer Profile 52