Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

Prospecting 264

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

Zoominfo

DECEMBER 10, 2020

Not just with prospects, but with management. HenryLSchuck pic.twitter.com/6GCgjTODgr — ZoomInfo (@ZoomInfo) September 30, 2020. And how do we help closers — whether an SDR booking a meeting or an AE closing a huge deal — motivated to crush company objectives? Communication in Sales: Clear is Kind. Unclear is Unkind.

Energy 246

Energy Channels Motivation Face-to-face 246

SBI Growth

JULY 20, 2020

No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. In early March, everyone’s coverage model was forced to change. Which has caused us to ask the following questions: How.

Face-to-face 272

Face-to-face Meeting Prospecting Customer 272

No More Cold Calling

MARCH 31, 2021

If you were asked last year how your day was, your answer would have been: “It’s 2020.” Companies that thrived in 2020 had a different mindset. They recognized that asking clients for referrals was the way to gain access to prime prospects. Every client I worked with in 2020 had a singular client focus. They freaked out.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Anthony Cole Training

FEBRUARY 27, 2020

In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.

Prospecting 163

Prospecting Hiring Objections Sales 163

Zoominfo

JULY 6, 2020

Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing. Retaining unconverted leads comes at no cost, but the ongoing obsession with adding more prospects to the funnel can undermine the value of lead nurturing.

Top of Funnel 264

Top of Funnel Inbound Lead Nurturing Outbound 264

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. For example, video streaming subscriptions hit over 769 million in Q3 2020, up from around 552 million a year earlier, and TikTok surpassed 2 billion downloads in 2020.

Video 317

Video Scale Marketing Face-to-face 317

The Pipeline

NOVEMBER 17, 2020

Scarcity is one powerful trigger, just think toilet paper and March 2020. Hey, if you’re enjoying these videos, and are curious as to how it all comes together, why not check out the Proactive Prospecting Virtual Program. True, and there are a number of other reactions humans have that are at a primal level.

Objections 366

Objections ACT Quota Video 366

The Pipeline

MARCH 26, 2020

We live in 2020, the office is a relic, just like gas-powered cars are. 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. Seeming like they took all your opportunities with them.

Wireless 397

Wireless GoldMine Face-to-face Prospecting 397

Mr. Inside Sales

JANUARY 6, 2020

How good (or bad) does your sales team sound when prospecting over the phone? Want to make your 2020 the absolute best year of your career or company? It’s affordable (as low as $399 per rep when you register 5 reps), and it will provide your team with proven and effective messaging to handle both prospecting calls and closing sales.

Face-to-face 157

Face-to-face Inside Sales Gatekeeper Decision Maker 157

Zoominfo

NOVEMBER 3, 2020

Interesting tidbit: The probability of selling to a new prospect is 5–20%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. 2020: The year of product expansion? The probability of selling to an existing customer is 60–70%.

Loyalty 162

Loyalty Airlines Hotels Hubspot 162

Zoominfo

APRIL 1, 2020

Intent data predicts purchase intent by analyzing a prospect's behavior across the web. The average B2B buyer is mostly through the buyer journey before they ever engage with a salesperson. So how do you intercept buyers in the early part of their journey? You use intent data. Learn how it can help you beat the competition to a deal.

Intent Data 267

Intent Data Buyer Intent Intent Buyer 267

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

Zoominfo

FEBRUARY 3, 2021

Additionally, a core focus for ZoomInfo in 2020 was to better enable recruiters to find new candidates using our platform. Finally, in October of 2020, ZoomInfo acquired Clickagy, a leading provider of artificial intelligence-powered behavioral B2B intent data. And we added 18M of our now 33M mobile numbers in a span of five months.

Data 246

Data Advertising Advertising Lead Rank 246

Mr. Inside Sales

DECEMBER 13, 2019

Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. more in 2020, then you will have reached your goal, won’t you? If you haven’t done this yet, then do it before January 1, 2020. I encourage you to use this month to put these secrets into your goal planning for 2020.

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

Sales 2.0

MARCH 6, 2021

My firm surveyed 103 sales and marketing professionals on their lead generation efforts in 2020 and found conclusive patterns amongst the best performing businesses that mirror Stephen’s story. Hopefully the nightmarish scenario of 2020 won’t repeat in 2021, but for sales teams everywhere there is still work to be done.

Trade Show 195

Trade Show Lead Generation Outsourcing Services Sales Qualified Lead 195

The Pipeline

JANUARY 28, 2020

There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. Persistent rejection wears people down, and it’s the classic not wanting to prospect for fear of rejection.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

SBI Growth

AUGUST 26, 2020

Running a sales transformation is difficult. In our experience at SBI, we have found that the organization’s culture, increased collaboration, and focus on value creation are key levers to successfully grow revenue. Additionally, we also see innovation as being a.

Revenue 256

Revenue Sales B2C Territories 256

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

No More Cold Calling

FEBRUARY 24, 2021

My phone rang off the hook the last half of 2020. The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Are your buyers clamoring to talk to you? A sudden decline in seller access.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

Sales and Marketing Management

MAY 28, 2020

This approach helps in turning profitable prospects into long-term, lucrative clients. Here are nine effective B2B demand generation strategies you can follow to boost your marketing campaign’s efficiency in 2020: 1. In 2020, the hype around behavioral intent data will reach its peak. Increase In Digital Advertisement Spending.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Targets Demand Generation B2B 271

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. None of us stands out during prospecting. Try this instead. That’s a fact.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Hubspot Sales

DECEMBER 16, 2020

Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”. I interviewed seven sales leaders from across the country to better understand how they overcame the challenges of 2020, what challenges they expect to encounter in 2021, and how they recommend readers combat both.

Real Estate 144

Real Estate Face-to-face Forecasting Hubspot 144

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

Survey 246

Survey Top of Funnel Scale Fashion 246

ValueSelling

MARCH 2, 2021

As you well know, 2020 had a tremendous impact on sales leaders, salespeople, and learning and development professionals. The rapid shift to virtual selling and the collapsing delta between B2B and B2C buying behaviors fundamentally changed how most of us interact with customers and prospects — and the results weren’t always pretty.

B2C 131

B2C B2B Sales Prospecting 131

Zoominfo

APRIL 30, 2021

“In March 2020, live events were canceled overnight. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. With virtual conferences, prospective attendees are bombarded by sponsors. But there are some caveats to consider.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

The Pipeline

APRIL 20, 2020

So for the next few weeks we will be moving to a weekly schedule, between now and June 1, we will feature the following guests, subscribe now so you don’t miss: Episode #6: April 20, 2020 – Paul Weston – President and Head of Solutions at Andrew Jane Consulting. Episode #8: May 4, 2020 – Brian Carroll is the CEO and founder of markempa.

Sales Coaching 49

Sales Coaching Sales Video Coaching 49

No More Cold Calling

JANUARY 23, 2020

Sales technology might help you identify prospects, but it won’t solve your sales execution challenges. Read his article to refine your strategy for 2020. In one organization, a salesperson told me he purchased technology on his own, because he had used it at his previous company and couldn’t live without it.

Guarantee 329

Guarantee Referrals Sales Qualified Lead Cold Calling 329

Sales and Marketing Management

SEPTEMBER 28, 2020

Businesses must take aggressive action to spur an economic bounceback in 2020. to April 2020, the number of active business owners in the United States plunged by 3.3 The CMO Survey for June 2020 observed that 9% of marketing jobs have been lost due to the ongoing crisis. Small Businesses Face the Biggest Challenges.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

The Pipeline

MAY 6, 2020

Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. Monday, May 11, 2020. It turns out that since that was recorded, he has written a new book you will want to grab. It’s called When It Goes Sideways , a book with swagger.

Construction 377

Construction Energy Up-Sell ACT 377

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Here are five predictions about how the customer is a strategic focus for B2B companies in 2020. Customers have more power and more information than ever?—?they

Trends 289

Trends Ideal Customer Profile InsideView Customer 289