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

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

Score More Sales

DECEMBER 22, 2014

How different would it be to begin 2015 with some solid appointments and opportunities rather than a blank slate? What if you spent several hours working on a prospecting strategy for success – if in fact you really were reaching NO ONE now? Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Prospecting 262

Prospecting Ideal Customer Profile Decision Maker Twitter 262

No More Cold Calling

FEBRUARY 12, 2015

LiveHive and Top Sales World share insights and best practices from 10 sales thought leaders. There’s so much information to aggregate, assimilate, and contextualize in order to be relevant to our prospects and clients. And with the New Year in full swing, there are several great ebooks circulating in sales communities.

Hiring 120

Hiring eBook Cold Calling Small Business 120

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

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

The Sales Hunter

DECEMBER 22, 2014

If you are working, don’t slow down on your prospecting. Blog Professional Selling Skills Prospecting Sales Motivation prospect prospecting sales motivation video sales prospect'

Motivation 206

Motivation Video Selling Skills Prospecting 206

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

Customer Centric Selling

DECEMBER 12, 2014

Sales Tips: How to Take Control of Your 2015. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. As we enter the heart of the holiday season, most salespeople and sales organizations are in one of three (3) modes: 1. Will your product suddenly get better?

How To 90

How To Sales Qualified Lead Lead Rank Lead Scoring 90

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

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 Scoring 111

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

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 95

Data Prospecting Top of Funnel Lead Rank 95

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

Your Sales Management Guru

NOVEMBER 3, 2015

2015 Sales Predictions. We believe in 2015 the focal points will be on velocity and execution; increasing the speed of the sales cycle and number of orders received. Becoming “brilliant in sales execution” during each stage is critical. However as I consider the general area of sales we see several trends.

Face-to-face 40

Face-to-face Trends Margin Sales Methodology 40

No More Cold Calling

MARCH 30, 2023

Way back in 2015, I published a blog post: Girl Power: Men with Daughters Get It. A lot has changed since 2015, but we still have miles to go. Read “ Celebrating the Women on the Quarters 2023 ”) How to Win New Clients from Lost Deals I have been in B2B sales so long that I’ve probably forgotten more deals than I remember.

Referrals 156

Referrals Cold Calling Social Media Call-back 156

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

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

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about CRM compliance. Sales Leaders at nearly every company complain about lack of new business.

Motivation 156

Motivation Pipeline Hiring How To 156

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? There’s a better way, but it takes guts and conviction from every sales leader.

Referrals 177

Referrals Channels Cold Calling Scale 177

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

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

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

The ROI Guy

JULY 15, 2015

We think the decline goes beyond just currency, pointing to a major "sea change" in technology purchase decision-making – one that could put a significant chill in your organizations‘ sales and marketing strategy if you don’t adjust to the changing landscape. the Prospect has a pain worth addressing and a significant cost of “Do Nothing”.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

JANUARY 26, 2015

Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. 2) Training Effectiveness: In the US, companies will spend more than $5B on sales training last year (SPI). Advice: Training by itself is not enough to achieve effectiveness.

Case Study 79

Case Study Decision Maker Lead Rank Lead Scoring 79

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

The ROI Guy

JANUARY 7, 2015

The research is in and it shows some significant changes are in store for Marketing in 2015 – trends you need to be aware of to succeed: Trend 1: More Leads = Same Revenue? Your prospects are spending much more time researching, scrutinizing and justifying each purchase, and in turn, significantly longer to move from prospect to customer.

Trends 74

Trends Marketing Campaigns Lead Rank 74

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

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This young entrepreneur leveraged Fanatical Prospecting to quickly ramp up his successful and fast-growing photography business that he started this year. There wasn't a lot of sales training.

Prospecting 98

Prospecting Cold Calling Pivotal Incentive 98

Frontline Selling

SEPTEMBER 13, 2019

Twitter usually isn’t the first social network that comes to mind for lead prospecting. According to our 2015 State of Social Selling Survey, B2B sales professionals perceive LinkedIn as the most valuable. The post Supercharge Your Twitter Prospecting with Advanced Search appeared first on FRONTLINE Selling.

Twitter 49

Twitter Prospecting Social Selling Survey 49

Sales Training Connection

JANUARY 16, 2015

According to Bain & Company , B2B sales executives have seen a tremendous disruption in recent years – and there’s every reason to believe the trend will continue. Companies want sales reps that can function as trusted advisors who can provide fresh insights and new ideas for solving business problems. Selection.

Hiring 50

Hiring Sales Management Ideal Customer Profile Segment 50

Janek Performance Group

OCTOBER 4, 2022

The cost and expertise required to produce content continue to drop and now there is no reason for sales organizations and their sales reps not to be producing content. This year, LinkedIn has been busy and launched several new initiatives to help sales reps and their organization expand their reach. Notification Bell.

Ideal Customer Profile 62

Ideal Customer Profile LinkedIn Tools Distribution 62

Alice Heiman

FEBRUARY 2, 2022

Torrance Heart is CEO of Teak and Twine , a corporate gifting company that works with sales, marketing, and HR teams to use strategic gifting to accomplish goals. Once Torrance embraced her role as sales leader, there was no turning back. Her story is a great example of what owning your role as sales leader can do for your business!

Account Based Marketing 90

Account Based Marketing Journal Microsoft Retail 90

Sales Training Connection

AUGUST 10, 2015

Sales Mastery 2015. According to Bain & Company, B2B sales executives have seen tremendous disruption in how customers buy in recent years – and they see no reason to think it won’t continue. The folks at Bain surveyed 550 B2B sales executives. The folks at Bain surveyed 550 B2B sales executives.

Hiring 50

Hiring Face-to-face Survey Sales Coaching 50

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 91

Fashion Face-to-face Social Media Analytics 91

The Pipeline

SEPTEMBER 3, 2014

We are about to enter the silly season in sales, the run up to the end of the year. 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. Social Sales. Modern Sales. Smart sales is an ‘and’ not an ‘or.’

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306