No More Cold Calling

NOVEMBER 16, 2018

Scaling requires a reliable system and a plan to meet increasing customer demands without increasing costs. With a proven, disciplined referral system, your team will: Get meetings with qualified prospects with one call. Convert prospects to clients more than 50 percent of the time. I’m here to tell you it does.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

Sales and Marketing Management

FEBRUARY 22, 2021

We’ve now created four nurture streams (previously we had just one), segmenting prospects by job title and areas of interest as determined by our BDR team and through progressive profiling. This generated an uptick in prospects that downloaded our content and became leads for our BDR team to contact later.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Sales and Marketing Management

MAY 31, 2020

With an unexpected economic downfall due to the global pandemic, quotas set for sales staff at the beginning of the year, or even the end of last quarter, may no longer be possible to meet in the short term. Sales teams must be agile during these challenging times, for example, by changing quotas on the fly.

Motivation 194

Motivation Compensation Incentives Incentive 194

Zoominfo

NOVEMBER 29, 2021

Account penetration percentage. MQL to demo/meeting: The percentage of MQLs that show up to the demo or meeting. Direct Mail KPIs Otherwise known as gifting, direct mail entails sending emails with gifts (typically gift cards) or actual physical gifts to high-value prospects to persuade them to take a meeting.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Get only qualified meetings at the level that counts.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. The meeting was just about over and there’s still little common ground. As a sales operations leader, how often have you had similar meetings? Otherwise, these budget meetings could be counterproductive. It’s a tight spot you’re in.

Segment 288

Segment Customer Territories Penetration 288

HeavyHitter Sales

MAY 4, 2017

Just as a doctor must sometimes prescribe a painful treatment to heal a patient, in some sales situations, salespeople must control prospective customers to help them. New Account Penetration. One of the toughest tasks in all of sales is penetrating new accounts and securing meetings with busy prospective customers.

Penetration 94

Penetration Study Segment Research 94

Partners in Excellence

MARCH 20, 2019

We have to increase our win rates, increase our average deal size, compress our sales cycles, improve our prospecting, improve how we engage our customers, create great value in every interaction. For example, we could choose to do more prospecting or even better prospecting. I’d like to extend that discussion.

Penetration 85

Penetration Lead Rank Maximizer Sales Qualified Lead 85

Zoominfo

APRIL 2, 2018

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. 65% of sales reps struggle to find content to send to prospects ( source ).

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. HubSpot Email Scheduling.

Tools 116

Tools Closing Territories Hubspot 116

Partners in Excellence

AUGUST 3, 2020

New customer acquisition, new market penetration can be important measure, if they are important to our company strategies. We are inundated with activity measures—dials, emails, text messages, number of customer meetings a week, number of proposals a month, and so forth. Win/loss rates are interesting output measures.

Compensation 154

Compensation Pipeline Penetration Quota 154

The Pipeline

OCTOBER 1, 2012

This is why many sellers have difficulty getting through, they fail to penetrate the “prove value to me” wall erected by prospects, and in effect they fail the BS test. Again one can’t blame them if they figure out early that they are meeting with a light weight sellers. But as it turns out, this is not always the case.

Penetration 257

Penetration Buyer Objections Intent 257

HeavyHitter Sales

AUGUST 29, 2010

Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. How to Ruin a National Sales Meeting & Sales Kickoff Conference. Obviously, everyone wants this meeting to be a success. Books For Heavy Hitters.

Sales Meeting 101

Sales Meeting Meeting Hotels How To 101

Hubspot Sales

JULY 1, 2020

Do everything you can to help yourself anticipate how your prospect is going to negotiate. Based on your understanding of factors like the prospect's company, industry, and position, see if you can predict the angles they might approach the negotiation with. Have an idea of both your and your prospect's BATNA. Do your research.

Negotiation 131

Negotiation Strategy Decision Maker Scale 131

Hubspot Sales

APRIL 4, 2018

Unless your two resellers find out about each other, or they start targeting the same customers you’re prospecting internally, or your strategic partner starts offering a lower price than you. If your product helps your partner sell their existing products more effectively, it’s in their best interest to pursue a market penetration strategy.

Channels 122

Channels Face-to-face Segment Commission 122

SBI Growth

JULY 30, 2013

Highlight the importance of social proximity; the connection distance in social media between prospects/customers and company contacts. Increasing the percentage of internal versus external meetings of field marketers will ensure better alignment with sales. Establish an ongoing dialog with your audience.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Crunchbase

SEPTEMBER 21, 2020

It’s tempting to jump right in and develop a new sales strategy for penetrating the gig worker market. Talking to your target market—including prospects who declined to purchase your product—is an irreplaceable advantage in marketing and sales planning. That’s especially important when you’re trying to penetrate the gig worker market.

Penetration 134

Penetration Segment Demographics Benefit 134

Zoominfo

APRIL 11, 2019

Are your sales reps relying on headquarter phone numbers every time they reach out to a prospect? A sales rep using a direct dial is 46% likelier to reach a prospect at the director level than a rep who is not using a direct dial. 65% of sales reps struggle to find content to send to prospects ( source ).

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

SalesLoft

MAY 13, 2016

SDRs follow-up in the least time possible, diagnose the need, and close for a meeting. A B2B company shouldn’t care if a prospect came to the SDR, or if the SDR goes to the prospect – what matters is the methodology and value they engage the prospect with, and how effectively they’re setting the stage for the AE.

Outbound 52

Outbound Inbound Account Penetration 52

Pointclear

OCTOBER 24, 2011

The solution is notable for many reasons, one of which is the speed of implementation: the first customer went live within two weeks of meeting the Kenandy team. Another major benefit is that our prospect development services provide thorough market coverage, a requirement that few companies are able to address successfully.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Partners in Excellence

JULY 9, 2013

How many meetings did we have this week? We know outbound prospecting calls are important. For example, if we need to penetrate new customer segments, grow relationships with existing customers, grow select product or solution areas; how do we know how we are doing. Will we penetrate the new markets?

Penetration 92

Penetration Quota Proposal Outbound 92

LevelEleven

JULY 3, 2019

Kickstart H2 by making sure your pipeline stays full of ripe prospects, using technologies such as ZoomInfo or LinkedIn Navigator. This is especially useful if your team is having trouble penetrating an account via the contacts you already have. Are your reps making 100s of calls a day to meet a quota but not getting through?

Top of Funnel 48

Top of Funnel Penetration Quota Cancellation 48

Crunchbase

MAY 18, 2022

The idea is to personalize your campaigns for each pre-qualified prospect and pinpoint their unique attributes and specific needs, then use this intelligence to speak to them in an up-close and individualized way. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data. Search less.

Account Based Marketing 72

Account Based Marketing Account Marketing Sales Qualified Lead 72

HeavyHitter Sales

APRIL 7, 2013

Over the past year I’ve had the opportunity to interview several hundred business-to-business salespeople about how they win-over prospective clients and the circumstances when they lose. At other accounts, prospective buyers weren’t experienced with purchasing products. Inability to Penetrate New Accounts.

Study 146

Study B2B Penetration Lead Rank 146

Sales Hacker

JUNE 14, 2021

Through the mini case studies below, you will see how sales and marketing teams need more strategic focus and strategic intention behind their ABM content, messaging, prospecting, and nurturing. Change Sephora’s buying behavior, increase margin growth, and penetrate the C-suite. Schneider was used to seeing 12–18 month sales cycles.

Account Based Marketing 80

Account Based Marketing Top of Funnel Ideal Customer Profile Account 80

Highspot

AUGUST 31, 2021

Outbound sales: This model relies on salespeople to generate leaders, typically through prospecting techniques like cold calling or social selling. Whichever sales model you choose, it’s essential to ensure that your pick meets your business objectives. Build Your Buyer’s Journey. Next, map out your buyer’s journey.

Lead Rank 94

Lead Rank Top of Funnel Buyer Persona Hiring 94

Hubspot Sales

JANUARY 9, 2018

Factor in your product’s price, total addressable market (TAM), market penetration, and resources (including your sales headcount and Marketing support). Identify 100 potential prospects and assign tiger team to each. Having regular benchmarks ensures you’ll know if you’re on track, ahead, or behind in meeting your targets.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

HeavyHitter Sales

JUNE 19, 2012

  Obviously, this important social skill is beneficial for salespeople who must meet with many different customers.     Okay, you have just been told by the prospective customer that you lost that big deal you were counting on. Well, they all liked to doodle during important phone calls and meetings.

Chemicals 162

Chemicals Journal Face-to-face Penetration 162

Crunchbase

MARCH 13, 2023

For instance, it’s often easier to get meetings with prospects in the SME space, particularly startups. Lahoti works on initiatives around thought leadership, CIO and CXO networking, market penetration, GTM best-practices, and more. This is the first area to address when it comes to operating a more efficient and effective team.

Territories 59

Territories Churn Face-to-face SME 59

Showpad

NOVEMBER 24, 2020

Let’s examine how to accelerate sales even when prospects aren’t biting. Some companies embark on a “meeting of the minds” to assess the situation and establish a new path forward. W : Areas in which your competitors outperform you, like stronger branding, greater market penetration or sustainable financials.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

Alice Heiman

APRIL 18, 2018

If all of them want to learn to write better prospecting emails find an instructor to come in and teach them but if you don’t have the budget you can find resources like the ones on SalesFolk and them started. In your one to one meetings ask each salesperson to bring their plan so you can review it. Everyone is busy. Be a Model.

How To 93

How To Penetration Groups Account 93

CommercialTribe

NOVEMBER 13, 2019

First let’s get clear on the difference between the Pipeline Review and Forecast, yet I’ll spare you the academic diatribe of each event and try and extend value by sharing with you a practical set of characteristics that you can cut and paste with your team as agenda items in advance of your upcoming meetings this week / month.

Forecasting 40

Forecasting Pipeline Top of Funnel Sales Methodology 40

Chorus.ai

SEPTEMBER 29, 2020

Modify your sales process for approaching new business, focusing on prospects with the highest-potential LTV. In an economic downturn, the key to sales success is restricting your targeting to prospects with the highest likelihood of conversion. It can seem a daunting prospect. Your stewardship is more important now than ever.

Scale 114

Scale Top of Funnel Churn Buyer Persona 114

The Pipeline

MARCH 31, 2011

Stored in Attitude , Business Acumen , Prospecting , Sales 2.0 , Sales Strategy , Social Selling , Social media , Trigger Events , Webinar , execution. Prospecting. Sales Meetings. 3 R’s of Prospecting Success. February 2008. January 2008. December 2007. The Pipeline Renbor Sales Solutions Inc.s Add a Comment.

Social Selling 216

Social Selling Webinar Metrics Pipeline Social Media 216

SalesLoft

JUNE 21, 2017

Or you can put SDRs to work helping your AEs penetrate a larger account. Something pretty standard as part of an SDR training and onboarding process is for an SDR to sit in on the initial demo that an AE runs so they can understand how the company presents the product prospects.

Sales Qualified Lead 52

Sales Qualified Lead Penetration Outbound Lead Rank 52

The Brooks Group

JUNE 22, 2018

They can also simply talk to customers and prospects to gather data. It’s important that you work with your team to understand your true strengths and differentiators, so your reps can confidently convey to prospects and customers why they should do business with you. Create the Biggest Impact at Your Annual Sales Meeting.

Analysis 56

Analysis Coaching Hoovers Segment 56

HeavyHitter Sales

JULY 1, 2011

Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Sales Psychology: How to Penetrate the C-level Executive Suite and Convince Company Leaders to Buy. Their goal orientation instinctively drives them to meet with key decisionmakers. Are Top Salespeople Born or Made? Books For Heavy Hitters.

Study 163

Study Lead Rank Lead Scoring Penetration 163