Zoominfo

MARCH 5, 2019

The 2019 State of Technographics Report for B2B Sales Organizations [Infographic]. A comprehensive look into technographic data and B2B sales in 2019- neatly packaged for optimal understanding and readability in our latest infographic. Final Thoughts About the State of Technographics in 2019 and other Infographics.

B2B 180

B2B Territories Report Vendor 180

DiscoverOrg Sales

JANUARY 2, 2019

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. We think 2019 is the year Intent Data moves into the sales and marketing stack, and the skills will follow.

Data 196

Data Intent Data Customer Intent 196

The Sales Hunter

JUNE 18, 2019

You don’t just think about prospecting. Prospecting is something you do, and you do it daily. Watch this video : 10 Rules of Prospecting, to learn more! The number of deals you have to close directly reflects the amount of time you spend prospecting. Always have a dedicated time to prospect each day and each week.

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Prospecting Networking Banking Video 269

The Sales Hunter

JANUARY 23, 2019

Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. If you remove prospecting from the equation, business and in turn the economy will be affected very quickly. ” To be successful, you cannot rely solely on others, however, when it comes to prospecting, many salespeople do.

Prospecting 51

Prospecting Face-to-face Networking Motivation 51

The Sales Hunter

OCTOBER 4, 2019

There is a major parallel between prospecting and leading. When prospecting, you have to make people see things that they might not otherwise see. Those good at prospecting do the same thing- they ask tough questions and create engaging conversations. Do you engage the prospect with your questions? Sales Motivation Blog.

Leads 217

Leads Marketing Qualified Lead Prospecting Conversion 217

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Work consistently to improve their process and more quickly engaging the prospect. Use the telephone heavily.

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Prospecting Buying Cycle Social Media Segment 242

The Sales Hunter

FEBRUARY 20, 2019

This is where prospecting has to come in. I want you to be successful, so my last 10 truths are to help you have success in your prospecting. When you put all of the “50 Prospecting Truths” into action, I promise that you will achieve your sales goals and more! Truths 11-20: Your Prospecting Plan.

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Prospecting Social Media Call-back Media 236

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. What I mean by this is that the prospects in their pipeline are only doing one thing: plugging things up. So, here’s the first question: is the prospect asking you great questions?

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity. What does this mean?

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Avoid overlap in our call lists so reps weren’t repeating calls to the same prospects. Here’s how we did it. Is cold calling dead?

Cold Calling 200

Cold Calling Call-back Competition Scale 200

The Sales Hunter

JULY 30, 2019

Ask salespeople what their number one issue is and you’ll probably hear, “getting good prospects.” So what does it take to successfully prospect? Have a dedicated time on your calendar to prospect. The most successful salespeople are those who commit their time to prospect and stick to it. Qualify quickly.

Prospecting 210

Prospecting Sales Qualified Lead Social Media Lead Rank 210

The Sales Hunter

AUGUST 13, 2019

You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. It’s not about you.

Prospecting 215

Prospecting Real Estate eBook Objections 215

Zoominfo

JULY 9, 2019

8 Ways to Collect Better Customer Testimonials in 2019. Because customer-created content is an effective way to convince an audience of a product’s value and thus, convert more prospects into paying customers. And there you have it— our July 2019 B2B Blog Post Round-Up. Let’s get into it. Enter, behavioral segmentation.

B2B 180

B2B Retail Segment Scale 180

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? f their entire budget.

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Trade Show Leads Marketing Qualified Lead Lead Generation 227

The Pipeline

MARCH 26, 2020

I’ve said all this before, so rather than redoing here are two places you can go right now to master voicemails that get returned, and reconnect with your clients, prospects, friends, competitors. Prospecting Unbound – This was a virtual summit I presented in October 2019, along with 12 other prospecting experts.

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

The Sales Hunter

AUGUST 6, 2019

You have the perfect prospect. Let’s shift gears now and talk about how you engage the prospect that will not respond. First, ask yourself: are you giving the prospect a reason to respond to you? Check out my ebook on prospecting “10 Reasons Most Prospecting Plans Fail”: 10 Reasons Most Prospecting Plans Fail eBook.

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Prospecting eBook Call-back Cancellation 234

No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. That’s a cold outreach and is as offensive as a cold phone call, cold videos, or the plethora of cold emails your prospects receive every day.

Referrals 432

Referrals Customer Social Media Revelation 432

The Pipeline

OCTOBER 8, 2019

As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. Boomers, Millennials, and Gen Z’s, have failed to make the mental shift to leverage the phone in 2019 properly. Not Your Daddy’s Phone.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person. Culture starts at the top.

Prospecting 190

Prospecting Hiring Video Coaching 190

DiscoverOrg Sales

APRIL 11, 2019

We have mad respect for the classics – but we’ve updated the sales reading list for 2019. You’ll learn best practices for scheduling demos, how to engage prospects and give killer demos, startup-specific demo tips, and of course, the 7 Deadly Sins of Demoing. it’s not beach reading, and b.) it’s almost 100 years old!

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Zoominfo

MAY 21, 2019

If that content sends the wrong message, misses the mark, or leaves a prospect or customer with a bad impression of your business, it can be extremely difficult to get back in their good graces. And there you have it– the May 2019 B2B Blog Post Round-Up. The post May 2019 B2B Blog Post Round-Up appeared first on ZoomInfo Blog.

B2B 189

B2B Lead Generation Lead Rank Consumer 189

The Sales Hunter

AUGUST 27, 2019

If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting. The issue I have is that networking by nature operates on a different timetable than prospecting.

Networking 203

Networking Prospecting How To Quota 203

The Sales Hunter

JUNE 4, 2019

Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. I bet prospecting would be on the list too if everyone had to do it.

Harvest 215

Harvest Prospecting Lead Rank Lead Scoring 215

Zoominfo

JANUARY 28, 2019

In 2019, ZoomInfo is taking to Twitter to host a series of 12 Q&A-type discussions. The 2019 #ChatZoomInfo Line-Up. As social media grows in popularity, more businesses take to social media platforms to reach their customers and prospects. Each chat will be moderated by a different member of the ZoomInfo team.

Twitter 157

Twitter Account Based Marketing Cold Calling Hiring 157

The Sales Hunter

FEBRUARY 20, 2019

Ask yourself the following 10 questions to help assess how you’re doing with prospecting and selling: What do I feel is the #1 reason holding me back from being more successful? What can I change in my day to give me more time to prospect? Ask yourself how you can improve at selling and prospecting today.

Prospecting 158

Prospecting Face-to-face Survey Motivation 158

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.

Hiring 214

Hiring Data Prospecting Lead Rank 214

Mr. Inside Sales

APRIL 29, 2019

Chicago: AA-ISP Leadership Summit: I’d like to take a quick moment to acknowledge all my readers and clients who nominated MIS in two categories this year, 2019. In this sample, you will get word-for-word scripts on a variety of cold calling subjects such as: A brand new prospecting approach A better opening than “How are you today?”

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Gatekeeper Face-to-face Inside Sales Cold Calling 147

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. percent of salespeople made quota in 2019, according to CSO Insights. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

The Sales Hunter

JUNE 25, 2019

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Focus on prospecting with the people who align closest to your perfect customer.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

The Sales Hunter

SEPTEMBER 24, 2019

We cannot forget that not all prospects are created equal. Some prospects are actually not prospects at all, they’re just suspects in disguise. Everybody in sales cannot find enough time to prospect. This allows you to keep a cleaner pipeline, so you’ll have more time to spend on your best prospects.

Sales Qualified Lead 190

Sales Qualified Lead Prospecting Decision Maker Pipeline 190

Zoominfo

FEBRUARY 5, 2019

But, we’re back and better than ever with our February 2019 installment. But, writing web copy that converts prospects into paying customers is an entirely different task. Imagine a prospect researching two similar products. Your copy serves as the bridge between the prospect and your business. Key Considerations.

B2B 150

B2B Buyer Persona Hiring Ideal Customer Profile 150

The Sales Hunter

JULY 9, 2019

How can you ever expect to achieve the results you need from prospecting if you aren’t prepared to prospect? Prospecting is tough enough, so you shouldn’t make it even harder on yourself. Prospecting effectively includes getting ready and this always has to involve working a day ahead. Sales Motivation Blog.

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Prospecting eBook Motivation Video 153

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. Lior Arussy answers that question in his post, “ Why Your Bold 2019 Strategy Is D.O.A. And for a contrarian point of view about cold calling, register for my FREE 28-minute webinar: Score Meetings with Prospects in One Call. Sales strategy isn’t yours or mine. Register anyway.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

Zoominfo

AUGUST 7, 2019

Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. As your prospects and customers change jobs and contact information it’s critical that you keep up with them. Our stance on B2B data is no secret. The short answer is—you wouldn’t be able to.

Data 150

Data B2B Lead Nurturing SalesForce 150

The Sales Hunter

OCTOBER 1, 2019

So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you. First, it indicates that the prospect trusts in you.

Sales Qualified Lead 182

Sales Qualified Lead Prospecting Video Negotiation 182

The Sales Hunter

OCTOBER 22, 2019

The prospect agrees to take your meeting, and they even agree to your demo call. The solution lies not in being more forceful with how you close, but rather, being more open with how you prospect. Your goal is to build on the customer’s ego in the prospecting phase and not when you’re trying to close the deal.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

The Sales Hunter

SEPTEMBER 13, 2019

A few weeks ago, I received a prospecting email that contained over 15 different links. Your focus while prospecting is on uncovering a need and creating confidence. Your focus while prospecting is on uncovering a need and creating confidence. There is ZERO reason to do a presentation in the prospecting phase.

Prospecting 158

Prospecting Lead Rank Lead Scoring Conversion 158