Anthony Iannarino

JANUARY 24, 2020

To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a framework and a strategy that produces results. Here is what you need to prospect effectively in B2B sales. Start Your Prospecting with a Plan.

Prospecting 113

Prospecting Campaigns Harvest Lead Rank 113

Sales Hacker

DECEMBER 9, 2022

According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently. Consider new territory rules that reflect changes in the market (and your business). Try This Instead.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Sales Hacker

MAY 29, 2023

The idea is here to study the lifecycle of a lead from qualification to close (or loss). If so, study the recordings thoroughly. You can get this information by studying CRM deal links and speaking to the AEs you have worked with. Pricing is a question that every prospect asks at some point in the sales cycle.

Ideal Customer Profile 84

Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Hubspot Sales

AUGUST 26, 2018

How to Find Prospects. Prospecting can be tedious and time-consuming, but it’s something that has to be done to keep pipelines healthy. However, while sales reps can’t avoid prospecting, they can certainly make it easier for themselves. Where Do Salespeople Find Prospects? Job Boards. Twitter Searches. Business Journals.

Prospecting 78

Prospecting Hiring Journal Territories 78

Smooth Sale

JANUARY 3, 2020

Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients. Are you familiar with cross-selling strategies for prospective buyers? Before you give up on a prospect, test the theory of cross-selling; you may surprise yourself. Divyang is an H.R.

Up-Sell 88

Up-Sell Ideal Customer Profile Prospecting Lead Rank 88

Score More Sales

APRIL 5, 2014

Seligman spent years studying the relationship between positive attitudes and sales success. Great salespeople have much fewer when it comes to beliefs about prospects or the future. It is upon me to reach out until my prospect and I connect.”. Research over the years has found that positive attitudes impact sales success.

Inside Sales 212

Inside Sales Positioning Territories Insurance 212

DiscoverOrg Sales

AUGUST 31, 2017

According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of cold voicemails. When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. A Gallop study from 2014 of more than 800 companies found that gender-diverse companies had better financial outcomes than those dominated by men.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Pipeliner

JULY 18, 2019

What to look for while setting up a sales office in a new territory. Firstly, the market dynamics in the new territory can be dramatically different from what you are used to in your role. Several studies show that the average salesperson spends just over a third of their time actually selling. Finalizing a location.

Hiring 71

Hiring Territories Scale Networking 71

Score More Sales

JUNE 3, 2014

Ken spent the day talking with customers, partners, and prospective customers about the ins and outs of remote, professional selling – also known as “inside sales” Here are some of my favorite takeaways in no particular order – just things that make you think a bit as you grow your sales career. ” Analyze.

Inside Sales 234

Inside Sales Lead Rank InsideSales Lead Scoring 234

Zoominfo

JULY 12, 2022

In fact, a study from InsideSales found that conversion rates dropped eightfold if outreach happened after the initial five-minute window. A comprehensive, accurate, and up-to-date database that provides a more complete view of prospects. Impressing your prospects with deep knowledge of their business needs becomes second nature.

Data 130

Data Lead Rank Lead Scoring Sales Qualified Lead 130

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Sales Prospecting Techniques.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Hubspot Sales

NOVEMBER 28, 2023

Thankfully, there are tactics you can use to encourage buy-in from your prospects. Wittman encourages salespeople to find common ground with their prospects. Acknowledge that it’s a no for now, but try to guide the prospect to agree to the product's value. When there’s more budget, perhaps the prospect will return.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Real Estate 100

The Pipeline

MARCH 10, 2014

They study their territory, understand who potentially will benefit from their offering. Sales people seek out and engage with people who have not started the buying process, had not intention on doing anything different when they went to work that morning. That is why it is a “sales process”, not a “buying process”. Tibor Shanto .

Webinar Metrics 316

Webinar Metrics Intent Objections Sales Methodology 316

Score More Sales

JUNE 30, 2014

Complicated commission plans or unwieldy territory rules and exceptions cause a half-baked sales team. They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Do you have a well thought out process?

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

No More Cold Calling

MARCH 15, 2018

Remember, prospecting is all about people. After all, study after study has shown the dangers of technology addiction for children —from delayed development, to obesity, to mental health problems. This isn’t just dangerous territory for families; it also makes for bad business. You’ve heard it: Television will kill radio.

Lead Generation 243

Lead Generation System Marketing Qualified Lead Leads 243

Sales Hacker

MARCH 27, 2018

Every business runs like a B2B sales prospecting operation. You head out to a territory (market) where you can mine (generate) something valuable, then sift (qualify) good finds from the bad. Keep your sales pipeline full by prospecting continuously. Why B2B Sales Prospecting Needs More Attention Than You Think.

B2B 87

B2B Ideal Customer Profile Sales Qualified Lead Lead Rank 87

SMEI

JANUARY 5, 2024

In today’s highly competitive job market, particularly in the dynamic fields of sales and marketing, standing out to prospective employers is more crucial than ever. Balancing with Professional Responsibilities: Juggling certification studies with your current job can be challenging but rewarding in the long run.

Marketing 93

Marketing Ideal Customer Profile Social Media Google Analytics 93

Zoominfo

JANUARY 11, 2021

Although each prospect is unique, your target audience will have some traits in common, based on industry, location, company size, etc. Creating customer profiles for these prospects is crucial for your marketing campaigns—and in the end, your sales. Studying your past closed-won/lost deals can help you visualize your ideal customer.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

HeavyHitter Sales

DECEMBER 17, 2012

More organizations will study their top salespeople in 2013 to understand how they formulate their winning account strategies based upon customer politics, evaluator psychology, and the human nature of executive decision makers that are unique to winning every account.  Models enable repeatable and predictable experiences.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

AUGUST 6, 2012

” Dan : “Have you conducted growth opportunity studies in the past?” Customer Spend: Calculate the ideal revenue from your prospects. What should your prospects be spending on your products or services? Is a territory mapping program the answer? Is it time to re-align territories again?

Opportunity 316

Opportunity Strategy Banking Territories 316

Score More Sales

APRIL 30, 2014

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles. Create a Targeted List.

Follow-up 222

Follow-up Ideal Customer Profile Decision Maker Buyer 222

Close.io

SEPTEMBER 19, 2019

No joke, we’ve spoken to CEOs who want to make money on outbound prospecting in 90 days, but when asked how long their sales cycle is, they answer “four to six months.” Zuora looks to see if a prospect is pursuing one of the “eight growth initiatives.”. Outbound marketing + outbound prospecting = account-based outbound.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

BrainShark

AUGUST 24, 2022

Prospecting. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Territory Management. Communication.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Hubspot Sales

MAY 17, 2018

Instead of rolling out a traditional seller-centric pitch, tell your prospect a story. A recent study showed 5% of meeting attendees remember statistics, while a whopping 63% recall stories. Ultimately, however, prospective customers aren’t immediately interested in you, your product, or its features. The Best Sales Pitch.

Hiring 89

Hiring Banking Face-to-face Retention 89

SBI Growth

DECEMBER 5, 2013

There are several possible reasons: Need to keep your complete book of business and preserve your territory. Conduct a time study on yourself. Fill your pipeline with new prospects. You instinctively avoid customer attrition. So why maintain Bad Customers? Don’t have accounts in the pipeline to replace the bad ones.

Customer 303

Customer Referrals Margin Territories 303

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. This was one of the surprises of the 2021 Modern Selling Study: 45% of participants said that it has been more difficult to close deals than before, while 42% said it’s about the same as before.

Face-to-face 96

Face-to-face Study Survey Coaching 96

SBI Growth

AUGUST 7, 2013

He is getting in front of prospects and valued customers. He’s looking at compensation analysis, territory design, and sales structure. He studies the skills needed to execute in the field. Then she aligns her projects to these corporate initiatives. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Zoominfo

JUNE 15, 2020

Sales Voicemail Statistics Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and frustrating method of sales prospecting communication — voicemail. Your goal isn’t to sell to the prospect you’re calling, it’s to secure a callback or follow-up.

Cold Calling 113

Cold Calling Ideal Customer Profile Call-back Decision Maker 113

Women Sales Pros

JANUARY 24, 2020

In fact, according to an HP study, women only apply for a position or promotion when they are confident they are 100% qualified versus men at 60%. JUST LUCKY – I just got lucky [with my territory] [with a lead] [with timing] last time but I’m surely going to fail this quarter. I’m a master goal setter in business and life.

Territories 147

Territories Telecommunications Lead Rank Lead Scoring 147

Sales Hacker

JULY 11, 2022

We have our prescribed lists and territories. We’d let the prospect know that we’ll cease prospecting them. If we gained permission, we’d follow up months down the line with a relevant case study, when that prospect made any announcements or role changes, or if their company experienced any big news.

Account 98

Account Hiring Intent Signal Conference 98

SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base. A majority of reps focused on margin, and gave up prospecting for new accounts. The comp plan must incentivize the right behavior. Reps must have the tools and support to win the big deals.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Pipeliner

MARCH 21, 2018

Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. A study by Docurated found that only one third of a sales rep’s day is actually spent selling, while another third is spent searching for or creating content. Not today!

Sales Management 43

Sales Management Territories Study Report 43

Zoominfo

MAY 13, 2018

According to one study, eight out of ten people say they’re stressed from work ( source ). Think about this way, if you don’t make prospecting a daily habit and only focus on the deals at hand, how will you meet your goals next month or the month after that? Look into prospecting tools. Keep reading! Get the resources you need.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

The ROI Guy

JULY 29, 2015

These are the findings of a recent Smart Selling Tools research study of sales and sales enablement executives, investigating B2B Sales Tools to determine which delivered the biggest benefits. A whopping 88% of study participants reported a positive impact on revenue from Sales Tools.

ROI 83

ROI Tools Compensation Territories 83

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. case studies, one-pagers), frequency, and distribution channels.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

It addresses how sales representatives engage with prospects, close deals, and meet revenue targets. Components Sales Plan: Includes sales tactics, prospecting strategies, target setting, and customer relationship management (CRM) activities. case studies, one-pagers), frequency, and distribution channels.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52