Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away.

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

MARCH 27, 2015

Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Mike firmly believes, as do I, that the telephone is absolutely essential to successful sales prospecting. Part 1: Tip #1 Believe it Works.

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

No More Cold Calling

FEBRUARY 12, 2015

There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. One of my favorites: “10 Ways to Gain a Competitive Edge in 2015” by LiveHive and Top Sales World. Make sure that every interaction with your prospects and clients yields the best possible outcome.”

Hiring 120

Hiring eBook Cold Calling Small Business 120

Pointclear

MARCH 25, 2015

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. No one defaults to prospecting.

Handbook 100

Handbook Prospecting Twitter Intent 100

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. Don’t be like every other sales call your prospect receives. Simplified.: Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

The Pipeline

SEPTEMBER 3, 2014

As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. Soothsayers, because many spend more time advising than selling. Smart sales is an ‘and’ not an ‘or.’

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

Score More Sales

JANUARY 14, 2015

During that time, their SDRs found 3,600 prospects which turned into 550 completed demos that brought on 175 new clients. What I most love is that all afternoon yesterday I heard from some smart, young, and enthusiastic presenters – those on the Salesloft team – about how to prospect well. Increase Opportunities.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. Read more… Most Intriguing Prospecting Idea.

InsideView 127

InsideView Tools Decision Maker Twitter 127

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. It''s the fourth quarter and if you''re like most salespeople, you''re examining your pipeline trying to determine which opportunities have a chance of closing this quarter; what needs to be done and when in order for them to close; and, which ones will have to be carried over into 2015.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? In 2015, 43.6 The dreaded gatekeeper. percent answered no.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set. In 2015, 43.6 Arrive pre-sold: Prospects know the business reason for meeting. This year, it was 53.3

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

No More Cold Calling

DECEMBER 30, 2014

And which tactics will help us keep our pipelines full in 2015 and beyond? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect?

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

No More Cold Calling

DECEMBER 28, 2018

But when you get referrals, the trust your prospects have with their colleagues is transferred to you. For those of us who sell solutions, our jobs will increase by 10 percent, according to a 2015 report by Forrester. Two things being equal—and they never are—people buy from those they know, like, and trust.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

Sales 2.0

NOVEMBER 12, 2014

Whether you’re in an established business or growing a startup, these posts have tips to help you prospect, sell, and retain more customers. Prospecting Social selling' Below are excerpts from our six favorite talks at Sales Hacker Conference. Read the full post here.

GoldMine 150

GoldMine Strategy Conference Inbound 150

Pointclear

APRIL 1, 2015

Saturn will backpedal to Scorpio again from June 14 until September 17 in 2015, but after that he''ll be in Sagittarius until December 19, 2017. Here’s how I, Danmac the Magnificent, read the stars for your sign in 2015: Taurus (April 21 - May 21): You are working close to full-time trying to beat your quota in the first half of the year.

Lead Rank 100

Lead Rank Lead Scoring Quota Sales Qualified Lead 100

Pointclear

MARCH 19, 2015

On March 3, 2015, Direct Marketing Magazine’s Editor-in-Chief, Ginger Conlon, joined me on PowerViews LIVE to talk about “Where Marketing is Going … and Growing … in 2015.” Take this opportunity to find out how you can direct your marketing and sales organization’s course for 2015. Marketing is no longer sequential.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

Customer Centric Selling

DECEMBER 12, 2014

Sales Tips: How to Take Control of Your 2015. The Happy Camper - Through a combination of proper planning and consistency of execution, the year is already “done” from a revenue attainment perspective, and now it’s time to relax and charge the batteries so you can rocket out of the gate in 2015. Will your product suddenly get better?

How To 90

How To Sales Qualified Lead Lead Scoring Lead Rank 90

Sales and Marketing Management

JANUARY 20, 2020

Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

DiscoverOrg Sales

DECEMBER 4, 2017

A similarly scary statistic came from Docurated’s State of Sales Productivity 2015 study, which found that salespeople only spent 1/3 of their time actually selling. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Score More Sales

OCTOBER 30, 2014

Heading into 2015, there is no excuse for a poor company presence online because you simply cannot afford to ignore it. So you pay your sales reps money to prospect and find buyers – it makes sense that you also invest in having the best representation of your company when they find it online. Inbound Marketing.

Trade Show 215

Trade Show Company Engineering Compensation 215

The Pipeline

SEPTEMBER 15, 2014

There are a host of tools you can leverage to cover clients, prospects, and keep an eye on the market and opportunities. This allows me to be up-to-date, relevant, and formulate questions that have specific meaning to the prospect and their objectives, allowing me to focus on them and leave the product in the car.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

The Pipeline

DECEMBER 29, 2014

The question relates to how vigorously one should pursue a potential prospect? I find the question bizarre on a number of levels, not the least of which is that today’s potential; prospect is tomorrow’s prospect, next week’s customer, and a stream of revenue (if not commissions) for some time after that.

Face-to-face 241

Face-to-face Cold Calling Commission Proposal 241

The Pipeline

AUGUST 2, 2013

As you’ll read below, she boldly predicts that by 2015 inside sales will overtake field sales, as that unfolds, she will be in greater demand. TS: You say that inside sales is going to overtake field sales by 2015. But in your book, you introduce the concept of potent prospecting. Potent prospecting works more holistically.

Sales Management 257

Sales Management Hiring Inside Sales Cold Calling 257

Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. I remember participating in a “Prospecting Scavenger Hunt” in 1985. We’re officially into the fourth calendar quarter of the year.

Fashion 106

Fashion Face-to-face Social Media Analytics 106

The Sales Hunter

AUGUST 24, 2015

ReachForce recently interviewed me on the importance of using data when prospecting to determine if you are dealing with a true prospect, or merely a suspect. And for more tips on prospecting, consider Breakthrough Sales University. Copyright 2015, […].

Reachforce 100

Reachforce Data Prospecting Sales 100

DiscoverOrg Sales

SEPTEMBER 6, 2017

And what could Chipotle, its partners, and prospective partners have done to get in front of the attack in the first place? 2/9/2015: Just four months later, a hacker gained access to the company’s Twitter page and wreaked havoc. 4/22/2015). (10/26/2015) Empower Your Sales Team Get Intel on Your Top Prospect Accounts.

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

Sales and Marketing Management

JANUARY 16, 2019

It’s crucial that these silos communicate and operate from the same information – if your salesperson assures a prospect that their request is in stock, the website needs to reflect that. In 2015, Google reported that mobile searches eclipsed desktop searches for the first time.

Channels 259

Channels Social Media Consumer Lead Rank 259

No More Cold Calling

APRIL 13, 2023

In the summer of 2015, I got an urgent call from Barry, a colleague who was working with Dr. Stephen Timme and Finlistics on their sales strategy. But prospects become clients much faster when you’ve been referred and have commitment from the leader than when you generate leads by bugging strangers (read: cold calling ).

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

The Sales Hunter

APRIL 23, 2015

I will be speaking on prospecting in my session “High-Profit Selling: […]. Blog leadership Networking Professional Selling Skills prospect prospecting sales acceleration summit sales prospecting selling skills summit'

Selling Skills 100

Selling Skills Networking Prospecting Sales 100

Pointclear

OCTOBER 24, 2017

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. Maybe I was just sensitive.

B2B 392

B2B Cold Calling PointClear Outbound 392

Pipeliner

DECEMBER 5, 2024

The Genesis of Sendoso Identifying the Problem Kris Rudeegraap’s journey began in the realm of software sales, where he observed a significant decline in the effectiveness of email outreach by 2015. The market was saturated with similar strategies, leading to diminishing returns.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Scoring 84

Score More Sales

OCTOBER 15, 2014

One of the best first steps you can put into place (aside from hiring an expert to help you put a full plan in place to get your sales and marketing ready for 2015) is to focus on listening. Listen for Prospective Buyers. Listen for prospective buyers who are asking about which products / brands are best in your industry niche.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Score More Sales

DECEMBER 29, 2014

So in addition to having multiple records for the same companies (both prospects and clients), there is another big area of bad data – as follows: Contact person is no longer with the company. Tag (categorize) the record appropriately as a pre-prospect, prospect, qualified, proposed, or client. How do you cleanse the data?

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Sales 2.0

JULY 25, 2016

Nice post today on the Pipeliner CRM blog from that smart man Dan McDade of Pointclear about how you should not buy into the proposition that waiting for your prospects is the right sales strategy. The idea that sales people are helpless to go outbound and speak to prospects is very dangerous to your business.

PointClear 150

PointClear Inbound Outbound Study 150

Hubspot Sales

OCTOBER 28, 2020

Here are four prospecting tips, backed by data. With those odds, it’s going to take a lot to make an impact on a prospect. The data says: The best times to email prospects are 8 am and 5 pm, according to Get Response. Whether it’s getting in shape, saving money, or making prospecting calls, we want to see progress right away.

Data 104

Data Prospecting Top of Funnel Lead Scoring 104

Your Sales Management Guru

SEPTEMBER 29, 2014

Should Salespeople Prospect Anymore? Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. First, it depends. What is your sales process? Care to share?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92