SBI Growth

SEPTEMBER 12, 2013

Prospects typically engage with vendors more than halfway through their purchasing process. Now more than ever, the first interaction between a prospect and vendor is critical. Companies with a world-class prospect experience convert more inbound leads to opportunities. The result? The second took three days.

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Prospecting Inbound Vendor Sales Qualified Lead 306

Mr. Inside Sales

JULY 13, 2018

Avoid Rejection While Prospecting with this One Technique. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Before I give you this sales prospecting technique, let me tell you how you’ll use it.

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Cold Calling Objections Sales Qualified Lead Prospecting 143

Sales 2.0

AUGUST 25, 2018

If you’ve read any of my previous posts on this blog you will know that I think relationships determine if you will get a meeting with your prospect. These people could work at companies that are vendors, partners, investors, advisors, agencies or banks to your target company. It’s the world’s largest database showing who knows who.

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Prospecting LinkedIn Banking Cold Calling 150

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. After all, most in sales have been taught a, “needs-based” approach to selling.

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Prospecting Call-back Up-Sell Face-to-face 52

Rob Jolles

JULY 28, 2023

Here’s a quick quiz: Which prospect would you prefer meeting with? Prospect #1: Someone who has been battling with a particular problem, has finally decided to do something about it, and calls you! I’m pretty sure I know which prospect you’d pick. After all, most in sales have been taught a, “needs-based” approach to selling.

Prospecting 52

Prospecting Call-back Up-Sell Face-to-face 52

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

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B2B Trade Show Intent Data Buyer Intent 237

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

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Tools Ideal Customer Profile Prospecting Intent Data 110

DiscoverOrg Sales

DECEMBER 18, 2018

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. FinancialServices. Insurance. ITServices.

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Company Prospecting Oracle Transportation 156

Salesmate

SEPTEMBER 22, 2020

You end up receiving negative feedback during the sales performance review. “ Sales success begins with effective prospecting. Through successful prospecting, you can fill your pipeline with lucrative sales opportunities. What is prospecting in sales? Sales prospecting tips to attract more sales opportunities.

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Prospecting How To Face-to-face Quota 118

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. It takes roughly eight touches for sales reps to reach cold prospects.

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Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. For sellers, this makes access to prospective buyers the first chokepoint. It’s really not that tough.

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Sales Meeting Meeting Referrals Face-to-face 287

SBI

OCTOBER 23, 2017

Whether or not you’ll be attending, you’ll want to keep up on the latest announcement, breaking news and who knows, “celebrity” sightings? Bigtincan @Bigtincan Bigtincan is one of the industry’s leading AI-Powered Sales Enablement Platform that helps organizations sell smarter, service better, and win more deals. OpsPandaInc.

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Vendor Hoovers Lead Rank Sales Qualified Lead 140

Keith Rosen

DECEMBER 1, 2020

Asking these questions keep your costly assumptions about each prospect at bay so you are making decisions based on the facts rather than fiction. Most importantly, these questions help get in your prospect’s head to determine if they understand your value proposition, key differentiators, and the likelihood of hiring you.

Opportunity 71

Opportunity Prospecting Hiring Vendor 71

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

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Ideal Customer Profile B2B Prospecting Top of Funnel 98

Autoklose

MAY 6, 2024

Here are some tested-out and working selling techniques that have been corroborated by numerous stats. Table of Content What Is Science-Based Selling? Yes, You Can Sell on Social Media 5. Leverage EQ Closing Words What Is Science-Based Selling? You Need a Hero! Waste No Time 3. Use Mirroring 6. Be Positive and Smile 7.

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Quota Social Media Follow-up GoldMine 90

Zoominfo

MAY 23, 2023

It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. It’s important to note that even prospects with high intent may not convert in the end.

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Intent Data Intent Account Data 130

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. Talk to any software vendor, and they can’t wait to show you their cool software. Salespeople know that building trust is paramount to prospecting, and it can be difficult to achieve.

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Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Hubspot Sales

JUNE 21, 2023

An objection is a legitimate concern that could threaten a deal, while a brush-off comes from a less genuine place — it's a knee-jerk reaction prospects raise when they want to quickly and abruptly end a sales call. And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them.

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Buyer Decision Maker Vendor How To 109

The Pipeline

APRIL 11, 2016

Thus far in this series we have looked at two prospects segments that are popular among sellers, mostly because they are likely the easier of the three. While most sales people spend 80% of their time and effort pursuing these groups, combined they only make up at most 30% of any given market. There two factors that come to play here.

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Segment Prospecting Objections Vendor 120

Hubspot Sales

SEPTEMBER 4, 2020

Sell a few bad deals, and an unsavory reputation will begin to precede you. To become a "trusted advisor" — as so many thought leaders advocate — a rep must first gain their prospects' trust. Ask them to write up a brief paragraph about your work together and share it for all to see on your profile page. Look Them in the Eye.

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Prospecting Ideal Customer Profile Face-to-face Cold Calling 130

The Pipeline

SEPTEMBER 18, 2018

Don’t take my word, here are some eye-opening insights from TrustRadius’ 2017 The B2B Buying Disconnect: Vendors focus on providing material that buyers don’t find very useful or trustworthy. Vendors overemphasize selection criteria that aren’t important to buyers. Silence Sucks.

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Vendor Discount Insurance Insurance 255

SBI

OCTOBER 1, 2014

Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Act-On Software.

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Vendor Twitter InsideView InsideSales 139

Understanding the Sales Force

NOVEMBER 15, 2012

You don't need to know why we want to move away from our current vendor. We are going to stay with our current vendor (who you learned earlier has been screwing the crap out of them). Prospects must think that salespeople are morons. Give up (Difficulty Recovering from Rejection). They must think we are morons.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

No More Cold Calling

MAY 25, 2023

Talk to any software vendor, and they can’t wait to show you their cool software. You ensure they receive referral introductions to their prime prospects—from people those prospects know and trust. The trust the prospect has for the referral source is transferred to the salesperson. But buyers don’t actually buy software.

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B2B Buyer Referrals Sales Qualified Lead 177

Janek Performance Group

JULY 15, 2022

When a sales rep asks us point-blank, ”What is the best way to follow-up with a prospect that goes silent?“ In this article, we will explore why prospects go silent, ways to handle it, and most importantly, solutions to help prevent being on the receiving end of the silent treatment. . Why Prospects Go Silent.

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Prospecting Sales Cycle Benefit Call-back 62

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces. and allow more time for non-selling activities, like hitting quotas. The same record can easily get up to around $100+.

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Top of Funnel Funnel Outsourcing Services Outbound 81

eGrabber

MAY 21, 2020

Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? Massive COVID related management layoffs – including companies like Uber, Airbnb and others – have left pre-built lists from vendors like DiscoverORG being vastly out-dated week after week. eGrabber Tip! eGrabber Tip!

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Vendor Lead Rank Lead Scoring Hiring 52

Mr. Inside Sales

MAY 22, 2020

You go back to basics: you acknowledge them, and then go around them to either earn the right to have a conversation, or to qualify the prospect. And some of them have come up with some really interesting ways of handling this. “And And some of them have come up with some really interesting ways of handling this.

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Face-to-face How To Call-back Gatekeeper 281

Mr. Inside Sales

APRIL 8, 2022

For those of you who are prospecting, this objection, “We’re happy with who we’re using,” is something you most likely encounter often. In fact, because you already have someone, this is the perfect time to compare prices and services with other vendors. Bonus response: “No worries, I’m not going to sell you anything today.

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Face-to-face Gatekeeper Decision Maker Licensing 156

Mr. Inside Sales

JULY 24, 2022

Here’s how: If you’re qualifying a prospect to pitch later, and you know that price is the biggest objection you get, then qualify for it so you’re not ambushed when you get to the close. If you are dealing with a customer who buys their products from another vendor, then ask: “Who are you getting that from now?”.

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Objections Face-to-face Sales Qualified Lead Gatekeeper 156

SBI Growth

OCTOBER 1, 2012

Those prospects will spend time reviewing your content , then leave to compare your products/services with those of your competitor. A world class marketer today leverages remarketing to recapture those prospective leads. Scenario 1: Assume for a moment that your perfect prospect comes to your website.

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Advertising Advertising Lead Rank Leads 297

John Barrows

FEBRUARY 3, 2020

What is your prospects buying process? Learning about their buying and selling processes is just as important as educating them on your buying and selling process. Your prospects, and vendors don’t want that either. Buying and selling is a two way street. Your prospects want to be informed.

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Education Prospecting Lead Rank Lead Scoring 118

Zoominfo

APRIL 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Good question: Prospects are identified via a company’s IP address. And the data backs this up. Risk Management with Vendors. Where does the data come from?

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Outsourcing Services Intent Data Transportation Intent 227

MTD Sales Training

JANUARY 20, 2017

This blog post is not going to cover how to handle objections, instead we are going to cover the underlying reasons why prospects don’t buy from you. Objections are, after all, just reasons and points that your salespeople need answer to satisfy the prospect that your product does the job. I mean, come on!

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Prospecting Decision Maker Face-to-face Case Study 120

No More Cold Calling

JUNE 9, 2019

Have you forgotten that selling is social? But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Turn off your computer.

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Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

MAY 31, 2022

Total Addressable or Available Market, also referred to as TAM, is a monetary value that represents all of the selling opportunities for your organization. The two common approaches are top-down and bottom-up. Bottom-Up Market Size The bottom-up approach is more accurate. Highlights What is TAM?

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Analysis Marketing Vendor How To 130