Sales and Marketing Management

MARCH 26, 2018

High-powered decision makers no longer feel they have time to travel or roam around for a week accumulating briefcases full of brochures. According to the 2017 Center for Exhibition Industry Research Index Report, the fourth quarter of 2016 was yet another sign the reign of trade shows is over.

Trade Show 180

Trade Show Decision Maker Travel Hotels 180

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

Trends 184

Trends Advertising Advertising Survey 184

DiscoverOrg Sales

NOVEMBER 15, 2017

December 2016: A troubled client account initially said they would renew their DiscoverOrg contract. At the end of 2016, DiscoverOrg realized that there was an opportunity to increase customer satisfaction and engagement with an enhanced focus and approach. Some know this time of year as holiday season. Spotlight on customer retention.

Retention 227

Retention Travel Customer ROI 227

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Credit www.gratisography.com.

Top of Funnel 70

Top of Funnel Ideal Customer Profile Funnel Decision Maker 70

No More Cold Calling

MARCH 24, 2016

” So, his salesmen and women were struggling to engage prospects who didn’t even know their company existed. The “ 2016 CSO Insights Sales Performance Optimization Study ” reveals lead generation is the top priority for sales leaders this year. They gain access to decision makers. Problem solved.

Sales Qualified Lead 120

Sales Qualified Lead Marketing Qualified Lead Leads Top of Funnel 120

No More Cold Calling

JULY 21, 2016

Outside of rare business booms, sales reps always encounter these top two challenges: Getting meetings with decision-makers at the level that counts. Radio silence from prospects who don’t return messages. Balancing client work with prospecting. Are pre-sold: Prospects know who they are and want to talk to them.

Referrals 120

Referrals Strategy Scale Decision Maker 120

DiscoverOrg Sales

MARCH 30, 2017

Sales reps aiming to displace the current provider were stuck dialing into dead-end corporate switchboard phone numbers, getting stonewalled by gatekeepers, never to reach their buyer’s voicemail box—let alone pitch their product to a decision-maker. Direct Prospecting at Interested Buyers. Timing is everything in sales.

Data 120

Data Lead Rank Decision Maker Account Based Marketing 120

Sales and Marketing Management

APRIL 27, 2017

A brief and simple introductory message sent directly to the company’s CEO would often be enough to set up an introduction with the decision-maker. In fact, I still think it is a highly relevant aspect of a prospecting contact strategy. The optimal number of emails to send to a prospect for a first connection is usually five.

Strategy 136

Strategy Channels Decision Maker Email Marketing 136

Zoominfo

APRIL 18, 2019

As a sales professional, you know how difficult it can be to reach decision makers. Build Targeted Lists for Prospecting. Building out targeted lists will help ensure your prospecting approach is relevant. Originally published by ZoomInfo on January 27, 2016. Spend More Time Selling and Less Time Researching.

Lead Rank 140

Lead Rank Lead Scoring Top of Funnel Leads 140

Pointclear

JANUARY 18, 2017

Here are the facts: We worked the lead from August – December of 2016. Calls were split between five to decision-maker/influencers and five to executive assistants. We spoke with three decision-maker/influencers and two executive assistants. It took thirty-two total touches from start to finish.

Account Based Marketing 100

Account Based Marketing Opportunity Decision Maker Scale 100

SalesLoft

DECEMBER 9, 2015

Teams are setting initiatives, setting budgets, and planning for 2016 — and you need to get on their calendar. Sales Tip Recap: With the holiday season upon us, getting time on prospect’s calendars is tougher than ever. We’re still setting initiatives for 2016, get back to me in January.

Decision Maker 52

Decision Maker Video Call-back Up-Sell 52

The ROI Guy

MARCH 1, 2016

Prospects will choose to stick with the status quo unless you can proactively and provocatively quantify that they have a pain worth addressing. In order to connect and engage with “Do Nothing” buyers, helping them through the decision making journey, you need to leverage content to help them realize: Why Consider a Change? -

Decision Maker 53

Decision Maker ROI Proposal Forecasting 53

Hubspot Sales

JANUARY 21, 2021

Janice Mars is the founder Principal of SalesLatitude — a consulting firm, dedicated to helping businesses focus their sales efforts on winnable deals and aligning core strengths with the right prospects. Jeff Davis. Image Source: LinkedIn. Jeff Davis isn't your traditional sales influencer.

Influencer 136

Influencer Twitter LinkedIn Decision Maker 136

Hubspot Sales

JANUARY 12, 2018

to your prospects and/or current customers. In 2016, direct mail received a 5.3% for prospect lists. Want to book appointments with your top prospects? Hire a freelancer on Upwork or Fiver to draw cartoons or portraits of your prospects. What is direct mail? Everything old is new again. Average email ROI is $28.50

Direct Mail 145

Direct Mail Lead Rank Campaigns B2C 145

DiscoverOrg Sales

JANUARY 25, 2018

What started as a couple of college friends with an idea has grown over the years from 4 employees, to 20, to over 500 as of this writing – with revenue growth of over 50% from 2016 to 2017. Data should decide how you talk to prospects. In general, business growth steps through five stages : Seed and Development.

Scale 113

Scale Hiring Epiphany System 113

Hubspot Sales

JUNE 24, 2024

Using a sales cheat sheet has been one of the most effective ways I’ve found to get new employees up to speed, create a consistent experience for prospects, and consistently exceed sales goals. Prospecting Prospecting is the first stage of the sales process, where I look for potential customers to contact.

Ideal Customer Profile 119

Ideal Customer Profile Sales Qualified Lead Data Top of Funnel 119

DiscoverOrg Sales

MARCH 31, 2016

Evaluating potential vehicle tracking, passenger flow monitoring, and beacon technologies for pilot testing in Fiscal Year 2016. DiscoverOrg customers gain access to deep biographical and project related information like this on their target accounts and prospects before the competition.

Microsoft 120

Microsoft Government Health Care SAP 120

Bernadette McClelland

JANUARY 15, 2017

Prospects and customers either answered the phone (or pager) or their PA did. The business manager was a decision maker in his or her own right and their sign-off was for a fairly healthy dollar figure. From 4 people in 2013 according to CSO Insights to an average of 7 people in 2016 according to the Gartner Group.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150

Pointclear

JULY 20, 2016

Many of the questions I field have to do with number of touches and the types of touches we recommend to effectively nurture a prospect. Nurturing Prospects is Not Easy, Otherwise Everyone Would Do It. touches to engage with a prospect.

Outsourcing Services 100

Outsourcing Services Media Strategy Sales Qualified Lead 100

DiscoverOrg Sales

JANUARY 20, 2017

At the end of 2016, we set out to study what drives growth at the fastest growing companies in the world. Here are a few of the hard things we found high growth sales and marketing teams doing: Successfully Executing on Cold Calling and Other forms of Outbound Prospecting. These are prospects won in the trenches. of contacts.

Account Based Marketing 120

Account Based Marketing Company Cold Calling Outbound 120

Gong.io

MARCH 17, 2021

It was the last day of Q1 2016, and they were going into battle on a closing call. . I had been expecting a war story: heated debate, high tension, everything but a headlock to get this decision maker to fold and sign that day. . Samantha and our sales manager sat down and dialed into the call. . Sam, how did you close him? “I

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Lead Scoring Hiring 118

Hubspot Sales

AUGUST 15, 2018

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But in 2016, executive assistants are extraordinarily competent in a plethora of areas, and their duties extend far beyond administrative tasks. End of job description.

Decision Maker 99

Decision Maker Call-back ROI Scale 99

Sales Hacker

MAY 24, 2023

Tito and host Colin Campbell also touch upon the concept of a sales champion and how to find the ideal champion within a prospect’s organization. Instead, focus on other characteristics when looking for someone to advocate for you within a prospect’s organization. Well, funny enough, we call a lot of SDR directors.

Decision Maker 93

Decision Maker How To Retention Referrals 93

PandaDoc

FEBRUARY 9, 2021

Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy. Tire kickers don’t actually make a buying decision. Unfortunately, for one reason or another, the decision-maker never arrives to push the deal forward.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

Vengreso

JULY 11, 2022

This has ushered in an era for sales prospecting tools such as LinkedIn and their premium social selling platform, LinkedIn Sales Navigator. Whether you use LinkedIn or Sales Navigator as sales prospecting tools , we can’t emphasize enough the importance of being a social seller. We’ve got a lot to cover so sit tight.

Lead Rank 107

Lead Rank Lead Scoring LinkedIn Ideal Customer Profile 107

Hubspot Sales

MAY 20, 2018

Not only do “checking in messages rarely garner responses, they can even turn prospects against their senders. These “just checking in alternatives simultaneously add value to the prospect while putting the salesperson back on her radar. Hi [prospect]. Hi [prospect], Do you [deal with X/want to improve Y]? Best, Jamie.

Follow-up 112

Follow-up Hiring Webinar Metrics eBook 112

SalesLoft

DECEMBER 14, 2015

From the first annual Rainmaker conference in Atlanta, to AA-ISP meet ups across the country, and another amazing San Fran Dreamforce week on the books — we’re already tapping our toes for the first big tech conference of 2016. Here are 13 of Jon’s key steps to dominating a tech conference in 2016: 1. Attire, gear, dress, logos.

Conference 52

Conference Decision Maker Case Study Sports 52

InsideSales.com

APRIL 7, 2020

According to Grant Cardone, following up with your prospects is the difference-maker that will ensure you are the best in your space. XANT conducted a lead response survey and determined that, on average, sales reps call a prospect only one or two times before giving up. Always leave a message when calling a prospect.

Follow-up 88

Follow-up Top of Funnel Social Media Account Based Marketing 88

The ROI Guy

MAY 18, 2017

Nearly 3 in 4 of today’s enterprise purchase decisions aren’t driven by IT, but from C-level executive management or the business unit taking the lead. This has to be done in a way that will resonate not just with the champion, but with the other decision makers, and what matters to them most.

Buyer 65

Buyer Decision Maker Enterprise Enterprise 65

The Brooks Group

OCTOBER 19, 2015

But at the field level, for sales reps who are generally fast-paced and enjoy selling more than planning , getting disciplined around prospecting can be a challenge. Simply setting aside a time for prospecting won’t guarantee success, however. Focus on Prospect Quality, Not Size. Leverage the Power of LinkedIn.

Prospecting 40

Prospecting Territories Top of Funnel Sales Qualified Lead 40

Tenfold

JULY 18, 2017

Marketing, on the other hand, involves all those actions that a business takes to reach and recruit prospects. The number of ‘touches’ a prospect requires to convert into a sale varies, though research suggests anywhere between three and twelve touch points. Podcast listening increased by 23 percent between 2015 and 2016.

Direct Mail 75

Direct Mail Marketing Lead Rank Lead Scoring 75

Cincom Smart Selling

SEPTEMBER 13, 2016

Copyright: 2016 Portfolio Penguin. Dealstorming,” by Tim Sanders, offers up a timely message for organizations that sell—especially those bedeviled by volatile pipelines and disappearing prospects. This requires both collaboration and a process that accelerates how quickly we level up in the prospective sale.

Sales Process 81

Sales Process Top of Funnel Decision Maker Engineering 81

Close.io

DECEMBER 3, 2019

They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. Why salespeople need this book : It’s one of the best cold calling books on B2B sales prospecting—for both inspiration and insights. Fanatical Prospecting.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

MarketJoy

SEPTEMBER 10, 2018

When you show true empathy to your prospects during the sales process, you’ll create a long-lasting relationship which in turn will convert into more sales. Personalize every message by researching your prospects and take a consultative approach to sales. They know that sales is a prospecting game; not numbers game.

Closing 71

Closing How To Cold Calling Decision Maker 71

Zoominfo

JULY 14, 2023

A carefully crafted strategy not only helps businesses navigate the complex B2B landscape but also empowers them to connect with prospects, drive revenue growth, and foster long-term customer relationships. Here’s how to make sure your B2B marketing strategy gets results. What is B2B Marketing?

Paid Content 130

Paid Content Report B2B Top of Funnel 130

SalesLoft

JULY 17, 2019

There was one problem: we weren’t looking beyond 2016. In the years before, I would sell massive deals to one decision-maker and then connect with the others. You had to get your prospect on the line to understand what they were seeking. In 2016, everyone was scaling their SDR teams. We had cracked the code.

Scale 65

Scale Buyer eBook Lead Rank 65

Hyper-Connected Selling

JANUARY 9, 2018

Prospects and clients are stuck thinking of salespeople as single-minded hustlers, whose only job is to harass them by calling or emailing over and over until they can weasel into a sales call and then use their killer “close” to get the business. Execute: Focus on the first interactions you have with your prospects.

Hiring 64

Hiring Decision Maker Call-back Lead Rank 64