No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. However, a few critical sales challenges still remain. In 2015, 43.6

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Sales and Marketing Management

JANUARY 20, 2020

Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Host webinars. They have questions.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

No More Cold Calling

DECEMBER 28, 2018

There’s a saying in B2B sales that people buy with emotion and justify with fact. But when you get referrals, the trust your prospects have with their colleagues is transferred to you. Sales AI doesn’t have the same advantage. But will sales AI actually replace us? Because sales AI doesn’t have human emotions.

Referrals 232

Referrals Cold Calling Inside Sales Enterprise 232

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. His final tip is a passionate plea calling all sales reps to return to the telephone. Sales Process Sales & Marketing Management'

Prospecting 100

Prospecting Handbook Face-to-face Call-back 100

The Pipeline

SEPTEMBER 15, 2014

Delegate – A lot of sales people have a Superman complex, they feel they have to do it all themselves, “no one is as capable as I am”. As a sales person, your territory is “your business”, and when you look at successful business people, one of the things executives do well is delegate. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Pointclear

MARCH 25, 2015

In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. Tip 2: Make a serious commitment to prospecting. No one defaults to prospecting. Yes is the best time of day to prospect.”

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. A compelling message is a sales rep’s most valuable weapon.

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

Sales 2.0

NOVEMBER 12, 2014

I love the concept of the Sales Hacker conference (and the concept of “hacking”) and I’m hoping to attend one of these conferences soon. The most important thing that we learned at Sales Hacker Conference SF? Below are excerpts from our six favorite talks at Sales Hacker Conference. Read the full post here.

GoldMine 150

GoldMine Strategy Conference Inbound 150

Score More Sales

JANUARY 14, 2015

Before I say anything, monitor tweets from #Rainmaker2015 and you’ll learn a lot about sales from my smart colleagues who will be presenting all day. If you don’t know what an SDR is, it is a sales development rep – the person who finds the leads all day every day – they are the hardest working position in sales.

Lead Rank 120

Lead Rank Lead Scoring Ideal Customer Profile Inside Sales 120

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Still, other than those opportunities you bring with you, where will your 2015 business come from? This is the final quarter of 2014.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

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. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities.

InsideView 127

InsideView Tools Decision Maker Twitter 127

No More Cold Calling

FEBRUARY 15, 2018

At most companies, the sales process is a balancing act that doesn’t always work so well. 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. In 2015, 43.6

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. Sales is no longer conducted exclusively by salespeople. What Is Omni-Channel?

Channels 259

Channels Social Media Consumer Lead Rank 259

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.” Now at this point, you may be thinking, “My gosh! It's relatively self-explanatory. Types of Business Emails 1.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? 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. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

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. Here are three reasons you should work to improve your digital presence right now: Your Sales Reps Want Meetings with Executives. This gives you MORE sales opportunities than if you did not optimize.

Trade Show 215

Trade Show Company Engineering Compensation 215

Pipeliner

DECEMBER 5, 2024

In a recent episode of the expert interview series hosted by John Golden, Kris Rudeegraap , co-founder and co-CEO of Sendoso, shared invaluable insights into the evolution and impact of personalized gifting in sales outreach. Enhancing Customer Engagement Gifting can be used throughout the sales funnel to enhance customer engagement.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

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. Sales eXecution 274.

Face-to-face 241

Face-to-face Cold Calling Commission Proposal 241

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.” A sales, marketing and customer experience expert, Ginger shares her perspective on current and future marketing trends. Marketing is no longer sequential.

Direct Mail 100

Direct Mail Marketing Lead Rank Buying Cycle 100

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

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. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 104

Fashion Face-to-face Social Media Analytics 104

Understanding the Sales Force

SEPTEMBER 23, 2014

Understanding the Sales Force by Dave Kurlan. I was listening to a conversation on Sports Radio about the desire to shorten baseball games in 2015. Not a day goes by when we aren''t talking with someone about their sales cycle and how long it has become. In selling, there are even more options for shortening the sales cycle.

Sales Cycle 205

Sales Cycle Proposal Decision Maker Sports 205

Sales Hacker

MARCH 30, 2025

Tips for sales leaders Set clear expectations. Align cold calling with broader sales strategies. Tips for sales reps 1. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. When faced with objections, agree with the prospect first to lower their defenses.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

Zoominfo

FEBRUARY 4, 2018

On December 2 nd , 2009 ZoomInfo published a blog post discussing the value of Twitter as a sales tool. 7 years later, sales professionals are still debating the merits of social selling. Is Twitter a waste of time, or is it an indispensable part of the B2B sales stack ? The Trouble with Twitter as a Sales Tool.

Twitter 183

Twitter B2B Social Media Ideal Customer Profile 183

The Sales Hunter

APRIL 23, 2015

The upcoming Sales Acceleration Summit is a FREE online event with more than 80 business and sales experts (including me!) I will be speaking on prospecting in my session “High-Profit Selling: […].

Selling Skills 100

Selling Skills Networking Prospecting Sales 100

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. I got on a call with the VP of sales for Finlistics before the end of that day, and thus began a successful, several-year working relationship.

Referrals 156

Referrals Webinar Metrics Maximizer Networking 156

DiscoverOrg Sales

JUNE 14, 2017

Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Sales is hard. How effective is your sales team? An SDR team in transition.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

Hubspot Sales

OCTOBER 28, 2020

With this in mind, it wasn’t a surprise to me to learn that top sales reps use data to drive their strategies and choices. Do you feel that your sales strategy could benefit from an injection of data? 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.

Data 104

Data Prospecting Top of Funnel Lead Rank 104

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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

DiscoverOrg Sales

SEPTEMBER 2, 2016

At the end of 2015, we realized to grow the way we had forecasted to our Board of Directors, we needed better data on our prospects and customers. So, we’re selling to sales – that creates some unique challenges for us. Aligning Sales & Marketing. Sales Tricks for Salespeople. Here are the top five: 1.

Data 181

Data Engineering Call-back Forecasting 181

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Sales and Marketing Management

MARCH 30, 2015

Issue Date: 2015-03-30. Teaser: Online news releases can be a powerful tool to help B2B companies dramatically increase incoming customer inquiries, fresh leads and new sales opportunities. Here are some tips for effectively using this critical sales tool. Here are some tips for effectively using this critical sales tool.

B2B 120

B2B Buyer Sales Tools Tools 120

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

Sales and Marketing Management

JUNE 22, 2015

Issue Date: 2015-06-22. Teaser: Salespeople have a necessarily low tolerance for anything that interrupts their rhythm or ability to speak to prospects and close deals. Here are five ways to build a more streamlined process from marketing into sales. Author: Andrew Davies. read more

Closing 120

Closing Marketing Strategy Prospecting 120

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. What is your sales process? First, it depends.

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92