2019 Selling Challenges Study

Richardson

Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges.

Study 52

Can Case Studies Help Your Business?

Fill the Funnel

There are many content tools and devices that you can use to help build your business. For example, email marketing is a powerful tool to help you connect with your prospect and sell your products or services. However, they can be just as powerful a tool.

Voicemail as a Prospecting Tool

The Sales Hunter

Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is they leave a message that has zero value to the person receiving it. The prospect doesn’t want to know how wonderful you are and a bunch of other blather about what you and your company do. Let’s not kid ourselves.

Tools 132

Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!”

Smart Selling Tools

Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!” However, their field reps were failing at getting prospects to take the next step. TCO improvements over the tools customers are currently using.

Tools 67

New Leads Study Supports Quickness and Follow Up

Score More Sales

Their new study, The Ultimate Contact Strategy: How to Best Use Phone and Email for Contact and Conversion Success was just released this week. In the study, some key conclusions came from their analysis of data from 3.5

Types of Sales Tools That Boost Productivity

Highspot

The answer lies in using the right tools and strategies to improve sales productivity. In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine. Lead Generation Tools.

Tools 87

The Top Sales Tool for 2014

Sales Benchmark Index

This tool has been around for a few years now. You will have access to guides, templates and tools to help your BPM drive revenue. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process.

Tools 312

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. How to Ask Your Customer for a Case Study.

Where can I get the best prospect list?

Sales 2.0

Some sales people in my firm were discussing where they could get the best prospect lists. The skinny on prospect lists is that one size does not fit all. She’s been doing studies on B2B data providers for the last several years and has written up each study in a white paper.

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health

LeadGnome

New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. The post LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health appeared first on LeadGnome.

A New Tool to Drive B2B Leads from LinkedIn

Sales Benchmark Index

Now there is a new tool to satisfy this need. At the end, I’ll provide a tool to help your team leverage LinkedIn sponsored updates. This gives marketers the ability to deliver highly targeted content to prospects beyond sidebar ads. Case Study.

7 Ways To Be Better at Prospecting

Anthony Iannarino

These days, sales conversations are becoming even more buyer-focused, which means sales reps have to get creative when it comes to prospecting. Most sales experts will tell you that starting conversations with prospects is the most crucial part of boosting your success in sales.

Smart Selling Tools: Value Selling & ROI Tools Key Characteristic for Innovative Organizations

The ROI Guy

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth.

Tools 89

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

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?

Tools 114

2 Serious Mistakes To Avoid In Prospecting

The Pipeline

Most see selling and prospecting as two different things, as evidenced by the fact that while apply themselves to the former, but save their real creativity to avoiding the latter. People focused on leveraging clients’ objective for prospecting success, detest this term.

Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Close.io

4 helpful sales email tools (to support your outreach). Well, if your sales prospects never open the email to read your message, it’s as if the email never even existed. Know your prospects and you won’t go wrong. Cut to the chase (your prospects are busy).

Case Study: IBM PureFlex TCO Analysis

The ROI Guy

Used by sales professionals and channel partners in workshops, or self-service by prospects via the web, the tool collects information about the current computing needs and then projects the TCO for the two alternatives using industry research for a company of similar type and size.

A Conversation With Julian Lumpkin: Leveraging Case Studies as a Fundamental Part of the Sales Process

Costello

As a sales manager at Axial, I realized how important case studies are in the sales process. It was this first-hand experience that inspired Julian to found SuccessKit , a content management platform designed specifically to help B2B sales teams generate and deliver content to their prospects.

Case Study: Palo Alto Networks TCO Calculator

The ROI Guy

The Palo Alto Networks marketing team worked with Alinean to create a TCO savings campaign, with a web-based calculator for prospects and sales use, enabling quick and credible quantification of cost savings opportunities and TCO advantages.

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review. They are action oriented and unafraid to call high in their accounts or courageously cold call new prospects. Given the same sales tools, level of education, and propensity to work, why do some salespeople succeed where others fail? Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts.

Study 128

6 Sales Tools Your Team Should Be Using

CloserIQ

Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. For new sales representatives , it’s best to gain familiarity with the most important sales tools early. Of course, tools encompass a lot of different things. 3) Presentation tools.

Tools 71

The Ultimate List of B2B Marketing Tools

Zoominfo

In today’s blog post, we discuss 30 B2B marketing tools you can’t live without. Customer relationship management (CRM) platforms aren’t strictly sales tools. Slack also integrates with other tools in your marketing tech stack. Final Thoughts about B2B Marketing Tools.

B2B 61

Leveraging Tools To Make Us Better

Partners in Excellence

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. In reality, I’m really a strong enthusiast and advocate for leveraging automation tools as much as possible. We’ve seen sales teams leveraging tools with great impact and amazing results.

Tools 84

3 Ways To Increase Cold Sales Prospecting Conversions, with Shawn Finder, Episode #118

Vengreso

If you’ve listened to my show at all, you’ll know my opinion on cold sales prospecting. You should always reach out to warm prospects. We discuss the best tactics for cold sales prospecting through email. Ways To Make Connections Before Cold Sales Prospecting.

8 Tips for Salespeople When Email Prospecting

CloserIQ

That said, would it surprise you to learn that prospecting is considered the biggest challenge by 42% of salespeople , followed by closing (36%) and qualifying leads (22%)? The more prospects you produce, the better able you are to hit quota and reach revenue goals.

So You’ve Qualified Your Prospect (Here’s What NOT to Do)

Sales Hacker

Letting a qualified prospect fall through the cracks, never to be seen again. Below are five common ways a qualified prospect can fall through the cracks (and what to do instead). The prospect’s activity was ignored. You lost track of where the prospect was in the funnel.

6 Tools that Entry Level Sales Reps Need

CloserIQ

Introduce them to the right tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals. For new sales representatives , it’s best to gain familiarity with the most important sales tools early. Of course, tools encompass a lot of different things. 3) Presentation tools.

6 Tech Tools that Entry Level Sales Reps Need

CloserIQ

Introduce them to the right tools. One LinkedIn study suggests that top sales representatives are more likely to use tools as part of their process. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals, as opposed to 66% of all sales representatives. For new sales representatives , it’s best to gain familiarity with the most important sales tools early. Of course, tools encompass a lot of different things.

How to Engage Prospects to Identify True Interest

Smart Selling Tools

Erroin: Conversica helps businesses drive revenue by finding prospects that want to do business. Conversica’s conversational AI platform engages prospects in a two way conversation to identify true interest.

Sales Enablement Defined: What are Content Management Tools?

Showpad

This next post in our “Sales Enablement Defined” series dives into how content management tools empower both sales and marketing to become more efficient and collectively drive success. In previous posts in the series, we’ve provided a guide for sales prospecting , defined why sales enablement tools are essential , and discussed why familiarity with analyst firms like Gartner will bolster your sales enablement strategy.

Sales Enablement Defined: What are Content Management Tools?

Showpad

This next post in our “Sales Enablement Defined” series dives into how content management tools empower both sales and marketing to become more efficient and collectively drive success. In previous posts in the series, we’ve provided a guide for sales prospecting , defined why sales enablement tools are essential , and discussed why familiarity with analyst firms like Gartner will bolster your sales enablement strategy.

Warm email prospecting: How to make more sales by writing to an audience of one

Nutshell

Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals. Many sales reps never see success from their email prospecting efforts because they try and do too much in each message. When sending warm emails, you have one purpose and one purpose only: to start a conversation, preferably on the phone, with your prospect. Are you falling off your prospects' radars?

How to Automate Email Prospecting Without Losing Your Soul

Hubspot Sales

Forty-two percent of salespeople report that prospecting is the part of the sales process they struggle with most. But as a sales professional, consistent prospecting efforts are arguably your most important activity. The hardest part of email prospecting? about their prospect.

Top Ten Ways to Immediately Improve Sales Tool Adoption

The ROI Guy

You’ve worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. So how do you achieve sales tool adoption in 2013? The sales tools need to be integrated into sales’ daily world.

Tools 76

Reach More Prospects with this Simple Plan

Score More Sales

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers.

Is Your Prospecting Call Relevant?

Partners in Excellence

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. I recently read the Bridge Group’s study, “Sales Development 2016.”

30 Sales Prospecting Email Templates Guaranteed to Start a Relationship

Hubspot Sales

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Email Prospecting

8 Creative Sales Prospecting Ideas You've Never Tried Before

Hubspot Sales

There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. The last section of the site should motivate prospects to take action.

Prospect like a pro: Tips every sales team needs

PandaDoc

Prospecting is both a science and an art form. Let’s dive into some tips that’ll help your entire sales organization master both the art and science of prospecting. cold calls to reach a prospective buyer. In contrast, it now takes 8 attempts to reach a prospect.

Video 83

Best Way to Help Prospects Find You

Fill the Funnel

The #1 way for individual sales people to be found by prospects is to have a targeted LinkedIn Profile. In a recent study of over 5,000 businesses, HubSpot found that traffic from LinkedIn generated the highest visitor-to-lead conversion rate. You need to be visible to your prospects.