Do Your Research

Selling Energy

Yesterday, we discussed some strategies for getting to know your prospects before you meet with them. research questioning prospecting

The complete guide to researching sales prospects: 13 tools to help you understand your buyers

Nutshell

Getting to know your potential buyers is a huge factor in bridging that gap, and the best way to accomplish that is by doing personal research on each prospect before you reach out to them. Tools for researching companies: Google. Are you falling off your prospects' radars?

5 Reasons Why Pre-Call Research Is A Must

MTD Sales Training

If you’re going to make some contacts with prospects today, why should they bother talking to you?’. We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before. Prospects are NOT interested in your products.

5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. The number one reason a sales rep fails is an empty pipeline.

7 Must-Have Automated Documents for Sales Success

delaying delivery of the proposal and giving prospects. plenty of time to lose interest, or continue to research. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. Hinge Research. The 7 must-have automated.

3 Ways to Research Prospects Online to Grow Sales

Score More Sales

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. courtesy of InsideView.

Cold Calls Warm With Research in Advance

Score More Sales

The question I was asked: “Would you rather make 100 cold calls or 20 well-researched calls to b2b sales prospects?” In fact those days of calling anyone without research are long O-V-E-R. Pre-Research Tools to look into: Our #1 “go-to” is LinkedIn for research.

How I Prospect Every Day

John Barrows

While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline. Do your research. The post How I Prospect Every Day appeared first on JBarrows. General Sales Prospecting

Prospecting, How Much Pre Call Research?

Partners in Excellence

How much pre-call research do you need to do to be effective in your prospecting? I’ve always tended to default to this answer–but it’s largely driven by my target prospects, which tend to be C-Level Executives of very large corporations.

[Take the Survey] New Research: What’s Working in Sales Prospecting, What’s Not?

RAIN Group

If there's a black box in the world of sales, it's prospecting. Sales Research Sales ProspectingBy: Mary Flaherty and Mike Schultz. What to do, how to do it, and what it means to be good at it.

How to Use Video Throughout the Buyer's Journey

Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT

Why Pre-Call Research Is A Must, How To Beat Procrastination, Aristotle On How to Be Excellent

MTD Sales Training

Episode 18 – Why Pre-Call Research Is A Must, How To Beat Procrastination, Aristotle On How to Be Excellent. This podcast includes: Why you must do your pre-call research. Different ways to beat procrastination. An inspire me quote from Aristotle on how to be excellent.

15 Indispensable Company Research Tools for B2B Sales Reps

Zoominfo

In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals.

Prospecting is Not About Selling

John Barrows

Prospecting is about selling the next step. Start with some research you’ve done on me or a question that is relevant to my persona. Lastly, let’s go past prospecting to see how AIDA can be applied to presentations. General Sales Prospecting Uncategorized

Prospecting bread and butter

Sales 2.0

In order to contact prospects you need to have their contact information. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. Prospecting

The Sales Rep’s Guide to Prospect Research

Zoominfo

Prepare for your sales conversations with better prospect research. Why is prospect research critical to the sales process? Prospect research is critical to personalizing and delivering a successful sales pitch. How do I gather prospect research?

Riding The Prospecting Wave

The Pipeline

I repeatedly see reps commit to say an hour of prospecting a day, not that much in the scheme of things, but I would argue one of the most important hours of the day. They are but only for those who have developed the habit of making prospecting part of their ongoing routine.

3 Research-Backed Ways to Overcome Sales Enablement Obstacles

Hubspot Sales

The RAIN Group Center for Sales Research recently surveyed 423 sales, enablement, and company leaders to uncover their top challenges and priorities for the next 12 months.

New Research Reveals the Personality of Top Salespeople

HeavyHitter Sales

Martin research article originally appeared in the Harvard Business Review. When they selected from a list of qualities they thought prospective customers admired most about them, the top responses were trustworthiness, professionalism, follow-through, product knowledge, and enthusiasm. However,

4 Categories to Explore Before Meeting with Your Prospect

Selling Energy

What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine.

Reaching Prospects

Score More Sales

Finding the right prospective buyers and then actually having conversations with them are the top two challenges most sellers are facing now. This one tip can cut the time from research to conversation dramatically. The post Reaching Prospects appeared first on Score More Sales.

Research: Current Sales Performance Challenges Faced by Industry Leaders

The Brooks Group

This post comes from Michelle Richardson, Vice President of Research at the Sales Performance Research Center. The Brooks Group is proud to announce the launch of the Sales Performance Research Center. Subscribe here and look forward to upcoming research findings.

Social prospecting cheat sheet #2

Sales 2.0

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about greatly increasing your prospecting odds without an introduction. Prospecting

B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

Pointclear

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. We have some research to indicate that’s true, and that the statement’s directionally correct. Forrester does a great deal of buyer journey research on sources of influence in a lot of other dimensions: First, buyers do like to talk to vendors early in the process.

Driving Sales Productivity: Aragon Research Draws the Lines Between Sales Enablement, Sales Readiness and LMS

Mindtickle

Vendors and consultants have fallen over themselves to assure prospective buyers that they have worked out defining and differentiating sales enablement, training, sales coaching, sales effectiveness, engagement, readiness and so on.

Do You Have “Prospecting Paralysis?”

The Sales Hunter

Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” Blog Professional Selling Skills Sales Development Training Sales Motivation goals prospect prospecting quarter sales sales prospecting webinar

SMA Research Findings: 10 Important Territory Planning Statistics

Xactly

Without proper data, companies are unable to assemble metrics needed for optimized planning and assess sales potential in prospective and existing customers. by account or prospect, potential revenue, etc.),

Research Reveals Best Practices for Sales Territory Design

Xactly

That was just one of the findings from the recent Sales Management Association (SMA) research update “Optimizing Sales Territory Design.” Top performing organizations are turning to data to measure the sales opportunity that exists for customers and prospects across territories.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Brain Research and Buying: The Link to Increase Sales

Increase Sales

Now technology and brain research now reveal how those buying decisions are made. As a sales professional not to understand the ramifications of this brain research is simply silly. The goal to increase sales does not happen until a buying decision is made.

Be Selective Before You Send that Prospecting LinkedIn Email

Increase Sales

One potential identifier is a prospecting email sent by a professional colleague from over a 1,000 miles away to attend his workshop for executives just like you. Of course with the extensive sales research regarding prospecting on LinkedIn, maybe he thought he could take a short-cut?

5 Traits of the Prospecting Expert

The Sales Hunter

While doing research for my next book coming out this fall (High-Profit Prospecting by AMACOM Press), I dug deep into why some salespeople are far more successful than others.

Mind the Gap: New Research Reveals Buyer-Seller Disconnect

Smart Selling Tools

Michael has managed programs for US Healthcare, Bell Communications Research, and DuPont. New research shows that this “assumptionitis” is a condition both buyers and sellers suffer from, and it’s far more common than you might think.

Research: Differentiating Your “Virtual” Sales Meetings

Corporate Visions

Much conventional wisdom centers on “reducing friction” by keeping the conversation strictly verbal or simply directing prospects to a weblink with a Powerpoint. But more important than opinion and hunch is the research about what makes for a truly remarkable conversation in a remote meeting environment. Get the research article: The Next Best Thing to Being There. What does the typical sales meeting look like today?

Top Sales Prospecting Challenges

RAIN Group

Challenges abound when it comes to sales prospecting. From targeting and using the right outreach methods to maintaining motivation and energy, there are plenty of ways to outbound prospect and fail. Download: 5 Sales Prospecting Myths Debunked. For our Top Performance in Sales Prospecting research, we asked 489 sellers who outbound prospect about the biggest prospecting issues they face.

Engaging Your Prospects Across Social Platforms

Alice Heiman

Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business.

How to Overcome the “You Expect Me to Make a Decision Now?” and “I Need to Do More Research”

Mr. Inside Sales

One of my readers sent me two objections he’s struggling with and they are: “We need to do some research first,” and “I don’t make a decision on the day,” or the variation: “Do you expect me to make a decision, like, now?” This is an objection that never should have come up because it should have been discovered and dealt with during the initial prospecting call. Try: “I totally understand – just out of curiosity, what parts do you need to do research on?”.

Are You Wasting Time Researching Your Prospects?

Sales Gravy

I would find it hard to come up with an outbound sales call scenario where research shouldn’t be done. But is over research happening? Almost all sales people at one point or another tend to over research their pI’d say yes. In epidemic proportions.

What If Prospecting Were Cancer?

The Pipeline

When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting. They spend all their time researching on the web and social media – very little time leveraging the research by actually putting it to good use.

There’s No Nobel Prize For Prospecting

The Pipeline

One of the best ways to ensure you maximize your prospecting is to commit to a time in your day or week, where you are doing and thinking about nothing else but prospecting. Most are familiar with the concept of “time blocks” or “chunking,” setting time aside in advance for specific and necessary tasks; I assume that you all agree that prospecting is a necessity. Research! I take a JIT approach to research. By Tibor Shanto.