The Pipeline

AUGUST 5, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. You can see her articles regularly on the Software Advice blog. Prospecting. 3 R’s of Prospecting Success. February 2012. January 2012.

Pipeline 275

Pipeline Hiring Travel Twitter 275

SBI Growth

AUGUST 25, 2013

The software company’s VP of Sales boasted about his win rate. The software company VP of Sales missed the shift in buyer power. In 2011, the Sales Executive Council reported the average B2B buyer engaged with a vendor 57% of the way through their buying cycle. The software company was among them.

Buying Cycle 314

Buying Cycle Collateral Software Software 314

The Pipeline

JANUARY 13, 2012

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. I had a call from Bob, a director of sales with software company. Prospecting. 3 R’s of Prospecting Success. February 2012. Next Steps.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

The Pipeline

JULY 29, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. July 29th, 2011.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

Zoominfo

JULY 3, 2020

Pipeline/Deals influenced by data #zoominfo — ZoomInfo (@ZoomInfo) April 27, 2011. It can also tell you when your prospects are using this technology. When it comes to finding out technographic data, you can ask the following questions: What software do our target customers already use? Direct conversions 2.

Data 195

Data Account Based Marketing Demographics Segment 195

The Sales Hunter

DECEMBER 8, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 08, 2011. Stop spending on time on people who you think are prospects but are nothing more than suspects. If it means spending money buying a new computer or software system, then do it. prospecting. Client List. Testimonials.

Sales Process 202

Sales Process Closing Hiring Ideal Customer Profile 202

Selling Essentials RapidLearning Center

SEPTEMBER 19, 2023

He phones a prospect out of the blue and says, “Hi, I’m Joe from XYZ Co. The key is to talk about your prospect in the first 20 seconds of the call. What the prospect needs to know Here are the three things the prospect must know before he or she will talk to you: Who are you? Not that someone is selling software.

Cold Calling 52

Cold Calling How To Transportation Journal 52

The Sales Hunter

JANUARY 31, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Sure, there are those who will say they have tracking software in place to tell who visits. Cold-calling is for those of you who know the only thing separating you from being more successful is finding more prospects you can close. prospecting.

Cold Calling 180

Cold Calling Ideal Customer Profile Hiring Negotiation 180

The Pipeline

OCTOBER 3, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. A variation on the familiar “oh no, it is not the hardware, it’s a software issue” ya right. Prospecting. February 2012.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Sales Hunter

DECEMBER 15, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Dec 15, 2011. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Are my prospects a tightly defined group or is it wide and dispersed? prospecting.

Social Media 152

Social Media Media Motivation Hiring 152

The Pipeline

APRIL 15, 2011

December 2011. November 2011. October 2011. September 2011. August 2011. April 2011. March 2011. February 2011. January 2011. Marketing automation software generates the data marketers need to provide new levels of support to sales. April 15th, 2011. April 15th, 2011.

Manticore 217

Manticore Pipeline Marketing Lead Rank 217

The Sales Hunter

JANUARY 23, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Are you spending time with your IT staff to see the hoops they have to jump through to make sure your web site, computers, and software are up to speed? prospecting. December 2011. November 2011. October 2011. September 2011.

Motivation 168

Motivation Hiring Ideal Customer Profile Negotiation 168

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. Simultaneously, the prospect of a slowing economy is affecting marketing budgets, creating the perfect conditions for a wave of tech stack consolidation.

Demand Generation Targets 130

Demand Generation Targets Top of Funnel Scale Marketing 130

MTD Sales Training

DECEMBER 22, 2011

They do not clearly ask the prospect to make a decision. Wait For The Prospect To Make the First Move. One of the most popular closes, (or should I say anti-closes), is when the sales person presents the offer and waits for the prospect to say something. The sales person waits, hoping the prospect will say, “Ok!

Incentive 291

Incentive Incentives Closing Follow-up 291

Vendor Neutral

JUNE 15, 2021

Give prospects the education, insight, and value they crave, and watch as your competition ends up in the rearview mirror! He has held a variety of leadership roles and has leveraged sales enablement and customer experience disciplines to help grow several startup companies that became successful public software companies.

Siebel 59

Siebel B2B Demand Generation Agencies Webinar Metrics 59

SBI Growth

AUGUST 18, 2013

The ability to prospect. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. In 2011, Sales Executive Council stated that 57% of a buyer’s journey happens before a rep is present.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

HeavyHitter Sales

JUNE 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 153

Penetration Software Software Sales 153

SBI Growth

JULY 13, 2013

From 2003-2011, Dave was on a rocket ship. Paul went on to lead worldwide sales at a global software company. Customers/Prospects- Nowhere in Dave’s strategy did he embed a way to listen to customers and prospects in a real time fashion. Along with listening to customers, Dave has embraced social prospecting.

Promotion 310

Promotion Fashion Trends B2B 310

Sales and Marketing Management

APRIL 27, 2017

In fact, I still think it is a highly relevant aspect of a prospecting contact strategy. However, as a salesperson today, the content of your emails needs to be much tighter and the cadence of your outreach much more sophisticated if you hope to engage with your prospects. Surviving the Mass Email Epidemic. Make it personal.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Highspot

NOVEMBER 7, 2019

Stories also help keep your prospect’s attention. ” If buyers purchased your software based on cost alone, they’d immediately switch to a competitor if they offered a cheaper price point. David founded the sales enablement software company LIA in 2011. Storytelling is the oldest form of education.

Buyer 95

Buyer Software Software Call-back 95

Zoominfo

JULY 3, 2020

Pipeline/Deals influenced by data #zoominfo — ZoomInfo (@ZoomInfo) April 27, 2011 How to use firmographic data As with most kinds of data, firmographic data can be used to build personalized content strategies. It can also tell you when your prospects are using this technology. How do you measure the effectiveness of your data?

Account Based Marketing 100

Account Based Marketing Data Demographics Segment 100

The ROI Guy

DECEMBER 6, 2010

Monday, December 06, 2010 Predictions for 2011: The End of B2B Sales & Marketing as We Know It? These two market drivers will have important implications into 2011 and beyond for B2B sales enablement and marketing strategies and budgets.

ROI 40

ROI B2B Social Media Buying Cycle 40

SalesLoft

JANUARY 15, 2020

When he started this tradition in 2011, he cataloged just 150 products. Smart organizations making this move are also providing SDRs with software that takes the guesswork out of prospecting. And by leveraging insights from the right sales software, marketing can better understand what works with buyers.

B2B 59

B2B Scale Fashion Software 59

No More Cold Calling

JUNE 13, 2013

The whole process, if done correctly, should be as natural as asking prospects about their budgets. Qualify a prospect? There are typically questions you can monetize against a minimum number of something to determine if the prospect is worth pursuing. How about ERP or Project Management Software?

ROI 235

ROI Sales Qualified Lead Analysis Microsoft 235

HeavyHitter Sales

SEPTEMBER 9, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Allego

AUGUST 18, 2022

It means your sales rep can work with their manager, peers, or trusted internal experts to develop the best solutions for my prospect. Given the number of technologies that companies use, it has never been more important to ensure your software investments work cohesively across your technology stack.

Sales Enablement 118

Sales Enablement Vendor ROI Collateral 118

HeavyHitter Sales

JULY 1, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Study 163

Study Lead Rank Lead Scoring Penetration 163

HeavyHitter Sales

JANUARY 1, 2012

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Trends 121

Trends Decision Maker Study Analysis 121

Sales Hacker

AUGUST 9, 2021

Investment in cybersecurity companies has increased more than thirteenfold since 2011, and despite the COVID-19 pandemic, 2020 was a record year for cybersecurity with over $7.8 The company recently joined the Amazon Web Services Independent Software Vendor Accelerator program. billion invested in the industry globally. ActiveFence.

Company 107

Company CRM Hiring Microsoft 107

HeavyHitter Sales

OCTOBER 15, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Penetration 138

Penetration Study Decision Maker Sales 138

Pointclear

SEPTEMBER 29, 2015

Account-Based Marketing, because of technology, is steadily advancing from the B2B big dollar, small prospect list marketplace, into mid-market B2B sales arena. If I want to sell to hospitals by the largest bed count , there are 454 and it may be worth some extra effort to apply ABM to these. Less than 50 beds. 50-250 beds. 250-500 beds.

Account Based Marketing 100

Account Based Marketing Lead Generation Account Government 100

Gong.io

APRIL 25, 2022

In the 2011 movie Moneyball , Oakland A’s manager, Billy Bean, tells his lead baseball scout (a 29-year veteran in the industry) to “adapt or die.”. Unless you are getting boatloads of inbound requests with prospects falling over themselves to get a live demo (wouldn’t that be nice?), “Adapt or die.”. STEP #1: SDR OUTREACH.

Sales Automation 62

Sales Automation Top of Funnel How To SalesForce 62

HeavyHitter Sales

JUNE 1, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

SAP 98

SAP Jigsaw Cold Calling Top of Funnel 98

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Best New Sales Book of 2011. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. December 2011. November 2011. October 2011. September 2011. August 2011. Categories.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Chili Piper

NOVEMBER 21, 2018

First, it was published in 2011. Do you realize how much has changed since 2011? With more data, companies can better auto disqualify bad fit leads so their sales reps can spend more time having better conversations with good fit prospects who are more likely to buy. That was almost 7 years ago! I don’t think so.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Velocify

FEBRUARY 11, 2013

Much like sending flowers to someone before meeting them, sending a text before making contact with a prospective customer is often perceived as forcing an early personal relationship where one does not exist. 3] Unica Trends Survey, 11 Key Marketing Trends for 2011, 2011. With an estimated 9.6 Texting: A new frontier in sales.

Leads360 109

Leads360 Unica Lead Rank Lead Scoring 109

MTD Sales Training

AUGUST 24, 2011

In Part I, I explained a few ways to find the name of someone in your prospective company. Sales Person: “Do you know who might be in charge of making decisions on database software in your firm? Next up on Friday, August 26, 2011. Now, let us see how you can use that name to reach your decision maker (DM). Using a Name.

Cold Calling 120

Cold Calling Policies Gatekeeper Decision Maker 120