Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. This provides an excellent opportunity to respond in kind, with campaigns of information that directly address those needs. But finding the opportunities in Big Data can be deceptively simple.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

The ROI Guy

NOVEMBER 29, 2011

Iron Mountain needed to better connect and engage with busy executives, to help these prospects understand the potential risk mitigation and costs savings from improving eDiscovery best practices. Alinean worked with Iron Mountain subject matter experts to create the Cost Savings Advisor Interactive White Paper.

Sales Qualified Lead 53

Sales Qualified Lead Campaigns Sales Cycle Lead Rank 53

The ROI Guy

JUNE 8, 2012

ShoreTel wanted to generate more sales-ready opportunities, and elevate it’s engagements with today’s more skeptical and frugal prospects. To achieve better engagement, and fuel lead generation campaigns, the ShoreTel Sophisticated Simplicity Interactive White Paper was created.

Lead Generation 40

Lead Generation Campaigns Lead Rank Lead Scoring 40

criteria for success

JULY 8, 2021

Are you struggling to make headway with indecisive prospects? When working with indecisive prospects, it can be extremely difficult to move forward in your selling process. The 5 following approaches can be your solution for dealing with indecisive prospects without seeming desperate and pushy. We can help! Lead with honesty.

Prospecting 98

Prospecting How To Guidelines Webinar Metrics 98

The Pipeline

MAY 28, 2019

If not careful, time can be stolen by or wasted on the wrong opportunities. To succeed in prospecting, in fact, in any element of sales, you need to own your time. There are many views, there are even more truths, but time marches on without change — an opportunity for those who spend it productively, most return on units.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

SBI Growth

SEPTEMBER 12, 2012

As a sales rep, you need to tell the difference between opportunities that are just interested from those that intend to buy. You’ll get three questions to ask about your opportunities to quickly identify those that intend to buy so you can close more business. They free reps to work opportunities that have moved toward buying intent.

Opportunity 288

Opportunity Intent Lead Generation How To 288

Understanding the Sales Force

JULY 10, 2013

Today your brochures live on or as Websites, call-ins went the way of the typewriter, and the closest thing to a bingo card are the inbound leads requesting samples, white papers and free trials. When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore.

Opportunity 221

Opportunity Pipeline Hiring Real Estate 221

The ROI Guy

OCTOBER 13, 2010

Overcomes Marketing Information Overload, Transforming Traditional White Papers into Dynamic, Personalized Engagement Tools Alinean, the leading creator of value-based interactive sales and marketing tools for B2B vendors, today launched a new demand generation tool for B2B marketers – Alinean Interactive White Papers.

Lead Rank 40

Lead Rank Lead Scoring Eloqua Ideal Customer Profile 40

BuzzBoard

APRIL 16, 2024

As sales professionals, understanding and utilizing these tactics can foster new opportunities and propel your agency’s success. Productive use of blogs, white papers, and case studies cultivates long-term lead capturing. Such platforms give your agency exposure to industry leaders and prospective clients.

Lead Generation 52

Lead Generation Webinar Metrics Sales Qualified Lead Lead Rank 52

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

Understanding the Sales Force

APRIL 28, 2014

Understanding the Sales Force by Dave Kurlan When we discuss trust, it''s usually from the perspective of how to build trust, how to be more trustworthy and what to do when a prospect doesn''t trust you. These issues led to my White Paper on Trust, a study that had some very surprising and revealing results.

Prospecting 243

Prospecting Decision Maker Study Pipeline 243

The ROI Guy

APRIL 18, 2012

To make the study results more personalized and relevant, and to drive better lead generation and quality, Dell and Intel worked with Alinean to create an Interactive White Paper, customizing the research results, findings and recommendations based on the prospects’ industry and size.

Case Study 55

Case Study Study Lead Generation Research 55

Sales Hacker

JULY 8, 2022

When the prospect reconsiders their needs, you’re positioned to be the first choice. Bonus: At the end of this article I’ll cover how to automatically route prospects into your nurture sequence using triggers. white papers, useful industry information, or even “checking in” during impactful current events are all ways to add value.

Prospecting 84

Prospecting How To Segment Ideal Customer Profile 84

Highspot

MAY 6, 2021

And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. Unfortunately, there are some common prospecting mistakes that get in the way. You also wouldn’t want to offer a white paper that’s too general to apply to your buyer’s unique challenges.

Prospecting 116

Prospecting How To Buyer Campaigns 116

eGrabber

JANUARY 11, 2024

Try for Free Image by rawpixel.com on Freepik How to Get Sales Leads through Proven Inbound Strategies SEO: Search Engine Optimization ( SEO ) is the silent guardian, leading prospects to your doorstep. It’s an opportunity to showcase your expertise to new eyes, establish connections, and invite fresh traffic to your own digital realm.

Paid Content 45

Paid Content Inbound Sales Qualified Lead Lead Rank 45

Zoominfo

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success. The Elements of a Winning Sales Enablement Strategy for 2021.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

eGrabber

NOVEMBER 23, 2020

Here’s a great opportunity to update your web-registrations into C-Level prospects and work with them. ? Gather up all the downloads you got from webinar registrations, white paper downloads, trial downloads, inquiries etc. Fill in the form below to update your web-registrations into C-level prospects now!

Sales Qualified Lead 52

Sales Qualified Lead B2B Prospecting Webinar Metrics 52

The ROI Guy

JANUARY 25, 2011

For these technology decision makers and influencers, content is an all important decision catalyst, with buyers researching opportunities, solutions, technical specifications, financial justification, success stories references and competitive comparisons. Content that Matters Most?

Influencer 40

Influencer Collateral Decision Maker Ideal Customer Profile 40

Sales and Marketing Management

OCTOBER 23, 2017

It’s like a timeline: Attract (being active in the places where customers and prospects are, attracting their eyeballs, establishing trust and thought leadership). Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks). Find a big idea.

Marketing 192

Marketing eBook Social Media Trade Show 192

Partners in Excellence

MARCH 28, 2016

You’ve all experienced this, you download a white paper, maybe you sign up to evaluate a new SaaS tool. ” Forget that you haven’t even gotten the white paper, or the logon link to the tool. 42% in Passing Fully Qualified Opportunities. Within minutes, the phone rings, it’s an anxious SDR.

Prospecting 48

Prospecting Follow-up eBook Study 48

Showpad

OCTOBER 14, 2020

For most sales reps, prospecting likely isn’t their favorite part of the job. It takes a lot of time and effort to identify and develop leads, but prospecting is essential. That’s why it’s important for your sales team to have a wide skill set when it comes to prospecting. White papers.

Prospecting 52

Prospecting Webinar Metrics Social Media Face-to-face 52

Partners in Excellence

MAY 25, 2022

We struggle to provoke interest, to engage a prospect, to get people to respond to our outreach. It promoted a white paper going much more deeply into the research. I filled out their form, my name, email, title, company… I download the white paper. Everyone struggles to generate leads.

Follow-up 68

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 68

A Sales Guy

SEPTEMBER 28, 2012

Too many opportunities are in the CRM without an active or open, associated task. When an opportunity is in the CRM without an open task, it is doomed to die. When an opportunity is in the CRM without an open task, it is doomed to die. If an opportunity doesn’t have a task associated to it, it’s a dead opportunity.

CRM 113

CRM Opportunity Skype Pipeline 113

Partners in Excellence

OCTOBER 21, 2020

He posed the question, “Which of the following workflow is more important, Prospecting, Opportunity Management, Account Development, Partners.” Right now, too many people believe, “If we only solve our prospecting problem, everything would be great!” Opportunity management is key to hitting our numbers.

Top of Funnel 116

Top of Funnel Face-to-face Social Media Account 116

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

Allego

MARCH 26, 2023

A prospect is interested in your company. They might have opened one of your emails, downloaded a white paper, or signed up for a demo. When we get these windows of opportunity with prospects, we want to show all the value, tell them everything that we can do, and all about why we’re so great.

Exact 62

Exact Engineering Prospecting Pipeline 62

Smooth Sale

MARCH 10, 2024

As a result, B2B companies don’t have to underrate the importance of building a robust sales strategy that targets high-value prospective clients and convinces them to transact with their brands. Likewise, evaluation articles, reviews, and testimonials can help prospects compare your products with alternatives. Celebrate Success!

B2B 102

B2B Top of Funnel How To Sales Qualified Lead 102

Zoominfo

AUGUST 5, 2021

Sales enablement is the art of equipping your sales team with the things they need to articulate the value your product can bring to your prospect and their business. The Elements of a Winning Sales Enablement Strategy for 2021 Sales enablement is a process that stretches across the sales cycle, from prospecting to customer success.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Sales 2.0

MARCH 6, 2021

This is a guest post from David Kreiger, the President and Founder of SalesRoads, a conversation-based lead generation service that generates uniquely-qualified sales opportunities. You can read our full White Paper, The State of Trade Show Lead Generation , for free and un-gated, on the SalesRoads blog.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

The Pipeline

JULY 13, 2017

Proactive Prospecting Summer – Part 2. When it comes to prospecting, time is the silent killer. This why it is a core component of the Proactive Prospecting Program on Sales Gravy University. The thing that strikes me (and maybe it’s just me), is what can be more important than prospecting?

Maximizer 188

Maximizer Prospecting Sales Cycle Resources 188

Anthony Iannarino

MAY 31, 2019

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Everyone is scrambling to develop their own hacks, techniques, and processes for prospecting in order to move prospects through the sales funnel and turn them into customers.

Prospecting 105

Prospecting Cold Calling eBook Networking 105

Pointclear

JANUARY 26, 2012

The DMA’s 2010 Response Rate Report reported a healthy 1.68% response rate to B-to-B prospecting letter mail and 2.18% to its cheaper cousin, postcard mail. prospective business buyers in just about every category can be found through the mail, even for obscure products or highly targeted niches.

Media 233

Media Direct Mail netFactor Trade Show 233

Janek Performance Group

MAY 24, 2023

Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations. These are the things they do—daily, weekly, monthly, or quarterly—that drive new opportunities. Here, we’ll examine two key activities, calling/emailing new prospects and proposals sent.

Lead Rank 62

Lead Rank Lead Scoring Leads Marketing Qualified Lead 62

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. There were.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

SBI Growth

MAY 10, 2013

This may include webinars, white papers, blog articles, and a new business video. Prospective customers research solutions and wait until late in the buying process to engage sales reps. White papers can be authored by taking the outline of the Webinar, and leveraging the transcript from the presentation to write new content.

Marketing 312

Marketing Case Study Webinar Metrics Harvest 312

Sales and Marketing Management

AUGUST 9, 2020

Once your company spends money to find a prospect, the clock starts ticking. Far too many companies experience sales lead asset losses because their sales and marketing people do not follow up and contact prospects. Prospects often ignore delayed responders as they no longer need information. Each inquiry has a life span.

Sales Qualified Lead 177

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Scoring 177

Pipeliner

MAY 22, 2023

In this white paper, Nikolaus Kimla explores the Myths Debunked: Data Security & Risk Assessment surrounding AI in Sales forecasting. Pipeliner CRM’s AI, called Voyager, continually navigates and explores customer and prospect data captured in CRM. Myth #2 › “AI predicts customer and prospect actions for our sales team.”

Sales Forecasts 40

Sales Forecasts Forecasting Pipeline CRM 40