Corporate Visions

JUNE 19, 2019

Written in 2009, Moore’s provocative methodology was a startling revelation for many companies who were desperately trying to understand how to salvage their business during the “Great Recession.” Today, the vast majority of a business’ revenue (70-80 percent) comes from existing customers. Know when to reinforce the status quo.

Lead Rank 85

Lead Rank Revelation Decision Maker Buyer 85

Partners in Excellence

DECEMBER 10, 2018

The endless, mindless debates of social selling, cold calling, to prospect or not to prospect. Possibly driven by the poor results, possibly by the expense, possibly because there is a longing for a way to create revenue without needing to sell–that is just getting buyers to buy (Hmmmmm).

Revelation 80

Revelation Face-to-face Channels Segment 80

Cincom Smart Selling

MAY 24, 2018

Prospects and opportunities are not going to be found cruising around country looking for big buildings with smoke stacks. Use CPQ to Identify Prospects. A few simple queries within the CPQ software can provide prospecting lists ripe with opportunity. List customers in territory with revenue in excess of $100 million per year.

Revelation 48

Revelation Engineering Collateral Demographics 48

Sales Hacker

MARCH 19, 2020

RELATED: Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed. The revelations that emerge from uniting these two sets of data will not just align marketing and sales but all revenue-generating and customer-facing departments. They’re organic revenue drivers. All those things on the wish list?

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

Sales Hacker

NOVEMBER 21, 2019

The Salesforce State of Sales report notes that only 46% of sellers have access to client and prospect data insights (something that 85% of salespeople say helps them produce). This difference in tech-friendliness between revenue-producing departments is not a surprise. Finding the Perfect Client Fit.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

SBI

FEBRUARY 26, 2013

Think too, about what happens when your prospect asks, “Can you just leave me some materials?” Then there is this… product collateral requests are objective evidence of prospect interactions and appointments. More and more, reps are choosing to give prospect presentations using a smart phone or tablet instead of a laptop.

Collateral 115

Collateral Revelation Trends CRM 115

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting Every Time. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. If you don’t do the talking, the prospect will, and your call will be less successful. Prospects talk uninterrupted for 3.5

Sales Process 103

Sales Process Cold Calling Call-back Cancellation 103

Partners in Excellence

JANUARY 23, 2015

People on a profit sharing plan, but with no quota, not prospecting, without commissions, dedicated to the customers’ success. There are a lot of things Brian has wrong in his post, or at least I disagree with: No prospecting… unfortunately, I see this in too many of the SaaS companies. Have you hit your plan?

Commission 48

Commission Hiring Revelation Compensation 48

Vengreso

JANUARY 13, 2023

This book contains hundreds of practical ideas and real sales techniques that can help you: – Prospect more effectively with key decision-makers. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. – GAIN MORE REFERRALS.

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Gong.io

JUNE 19, 2018

Step 1 – Prospecting: Get the First Meeting of the Sales Process. Prospecting is your first step in the sales process. Your only job at this stage is to keep the prospect on the phone for five minutes. If you don’t do the talking, the prospect will, and your call will be less successful. We were too.

Sales Process 48

Sales Process Cold Calling Call-back Cancellation 48

Sales Hacker

OCTOBER 13, 2020

Instead, there’s one continuous streamlined customer-centric journey, leveraging the next generation of artificial intelligence, Outreach allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time enabling personalization at scale previously unthinkable.

Data 94

Data Revenue Hiring How To 94

Zoominfo

JUNE 18, 2018

It was a revelation. In fact, you won’t be able to find a single company that is growing after it hit $20 million in revenue, that doesn’t have an outbound engine. So we did the only thing we knew: We picked up the phone, and we called prospects. After three more minutes of crying, our girl was down for the count. They all do.

Outbound 130

Outbound Cold Calling Revelation Demand Generation Agencies 130

DiscoverOrg Sales

JUNE 15, 2018

It was a revelation. In fact, you won’t be able to find a single company that is growing after it hit $20m in revenue, that doesn’t have an outbound engine. So we did the only thing we knew: We picked up the phone, and we called prospects. After three more minutes of crying, our girl was down for the count. Babies are trainable!

Outbound 120

Outbound Cold Calling Webinar Metrics Revelation 120

Partners in Excellence

FEBRUARY 7, 2013

Marketing is providing rich content and relevant information for customers and prospects. Challenger has brought an interesting possibility, perhaps a revelation—maybe sales initiates the process. But if we are successful, we have to learn that we are on the same team, working for the same goal, driving revenue generation.

Top of Funnel 96

Top of Funnel Marketing Lead Rank Sales Qualified Lead 96

Gong.io

SEPTEMBER 19, 2018

Power Prospecting. That’s Power Prospecting. Predictable Revenue. Predictable Revenue launched a bona fide movement in B2B sales and put Aaron Ross and Marylou Tyler’s brilliant strategies in startup incubators and Fortune 500 boardrooms around the world. Imagine the History Channel rewired for salesman consumption.

Negotiation 111

Negotiation Tour de Force Influencer Lead Rank 111

OnePageCRM

APRIL 13, 2017

What emerged was a revelation. Instead of being about revenue and company growth, it focused around employee engagement, communication and team management. They still needed the revenue and growth numbers to be able to sell the solution internally but that was not why they bought. Question was, why were other CEOs not buying it?

Buyer Persona 44

Buyer Persona Buyer CRM Data 44

LeadFuze

SEPTEMBER 30, 2021

While scanning the subject line, our prospects develop their initial impression of us. We may prevent such scenarios if we follow the following rules: Examine your prospect’s perspective – consider the value that your subject line provides the prospect. It is not designed to introduce the prospect to us or our firm.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Consumer 52

Sales Hacker

AUGUST 27, 2020

I’ve seen some great teardowns from Josh Braun that back up his prospecting theories, like this one. Now I know that Aaron Ross used some of this lingo in Predictable Revenue to differentiate outbound prospecting ( Spears) from marketing, which is casting a wider net and focusing more on an inbound approach.

Outbound 127

Outbound Top of Funnel How To Revelation 127