Sales 2.0

FEBRUARY 21, 2020

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. You can do them a great service by helping them get into accounts where you have relationships and they can do the same for you. Recruit your team.

Prospecting 407

Prospecting Face-to-face Small Business Small Business 407

Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Zoominfo

DECEMBER 6, 2024

Efficiently managing leads and routing them to the right accounts is a challenge for many companies, no matter the size. Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

AUGUST 6, 2024

With ZoomInfo, your go-to-market team can easily identify website visitors , engage prospects with website chat , and optimize web forms to transform anonymous visitors into actionable prospects. ZoomInfo automates lead routing based on criteria like location and company size, directing leads to the right representatives quickly.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

The Pipeline

AUGUST 3, 2021

Dynamics is a critical part of most interactions, core to nonverbal communication, which itself accounts for 80% plus of communication. Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart.

Prospecting 341

Prospecting Cold Calling Video Account 341

The Pipeline

APRIL 27, 2021

It’s gotta be the Vice President of Prospecting. But how many companies have a VP Prospecting. So this is for you, dear Vice President Of Prospecting, where ever you may exist. Who Is Accountable For It? But each assumes the other will do the thing a prospecting professional does best.

Prospecting 329

Prospecting Account Opportunity Marketing Qualified Lead 329

Zoominfo

JANUARY 13, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Prospecting 130

Understanding the Sales Force

AUGUST 3, 2022

If you think about territory sales or sales into a specific vertical, reps should be calling on the same customers and prospects all the time. The key similarity is that both groups of salespeople have a limited number of prospects, as defined by geography or need, and therefore must continue calling on those prospects until they are sold.

Churn 296

Churn Account Territories Consumer 296

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

Software 211

Software Software Tools Hubspot 211

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. They will only do that if referral selling is built into the sales processwith training, metrics, and accountability for results. Encourage cross-functional collaboration.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Sales and Marketing Management

JULY 19, 2021

Narrowing target marketing efforts to a small number of prospects can produce outsized results. The post When to Use 1:1 or 1:Few Account-Based Marketing appeared first on Sales & Marketing Management.

Account Based Marketing 317

Account Based Marketing Account Marketing Prospecting 317

The Pipeline

MARCH 16, 2021

If you have a base of accounts, you can probably get by for a time, but it eventually catches up. But if you must prospect to succeed, you will need to focus and practice the fundamentals. Here are 5 prospecting mistakes you can avoid. The 5 Prospecting Mistakes. Which I understand is easier said than done. Go figure?!?

Prospecting 299

Prospecting Video Influencer Up-Sell 299

Anthony Cole Training

MARCH 28, 2025

Often, sales coaches do not understand the difference between holding people accountable to the sales activities (e.g. the numbers like prospecting dials) versus technique mastery (or how the activities are being executed).

Sales Coaching 198

Sales Coaching Coaching Account Sales 198

Zoominfo

JANUARY 30, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Scoring 130

Lead Scoring Lead Rank Intent Signal Conversion 130

Sales 2.0

JANUARY 14, 2025

One instinct in this situation is to jump in and start prospecting without wasting any time. Sales history Ive been looking at some of the small healthcare accounts that my client serves. Since I need quick wins, this type of account is going to be my target segment. All accounts are not created equal.

Collateral 195

Collateral Account Territories Segment 195

Sales 2.0

FEBRUARY 18, 2025

Ive gotten to the point in this project where I need to start building a list of prospects. Trying to build the prospect list that I need within the CRM would be too time-consuming, involving manually updating thousands of records and tens of thousands of fields. In this particular project, I am looking for medical practices.

CRM 221

CRM Lead Scoring Lead Rank Leads 221

No More Cold Calling

OCTOBER 24, 2024

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. Image attribution: icetrayimages794 ) Savvy account-based sales reps know the one or two deals they can close this year because they’ve outlined the steps to get there.

Opportunity 177

Opportunity Referrals How To Pipeline 177

Zoominfo

OCTOBER 31, 2024

It allows salespeople to approach prospects at the perfect time, with messaging that resonates with their current needs,” ZoomInfo Enterprise Account Manager Will Frattini says. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Anthony Cole Training

SEPTEMBER 8, 2022

In analyzing those salespeople who are successful year after year, we find significant consistencies in prospecting behavior and practice management. These top sales producers adhere to “The ONLY "A" priority is prospecting” principle. Successful salespeople service accounts just like everyone else.

Prospecting 251

Prospecting How To Account Meeting 251

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. Be like teflon: no excuses stick. Dont hide in your office.

Motivation 92

Motivation Prospecting How To Face-to-face 92

Sales 2.0

DECEMBER 17, 2024

I spoke to the salespersons manager, and they thought the salesperson was calling on all the accounts associated with them but just not making any CRM notes. Therefore, a real opportunity may lurk in these accounts that could be closable in the short-term but such hope rests mostly on hearsay at this point. They are a green field.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. Reps unwittingly work leads that fall under a colleagues existing account. Marketing teams pour budget into new accounts that arent really new.

Data 130

Data Revenue Scale Territories 130

Hubspot Sales

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Ideal Customer Profile 59

Ideal Customer Profile Demand Generation Targets Top of Funnel Account 59

Sales 2.0

DECEMBER 3, 2024

I’m looking for clues of any accounts where this salesperson made progress. Which accounts did he talk to? No doubt there’s going to be a bunch of data missing that will need to be added to each account and contact. Patience is not likely to be in big supply. What’s in the haystack? What am I looking for first?

Scale 195

Scale Territories Face-to-face Construction 195

Zoominfo

MARCH 12, 2025

Sales leaders need to make sure that every interaction counts and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. Fully enriched account and contact information, done in real time to maximize rep efficiency. Thats where Go-to-Market Intelligence enters the picture.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

MARCH 17, 2025

Blind spots in your addressable market and missed opportunities from good-fit prospects. Sales Operations & Strategy Director Andy Ruffles and his team sought a solution that would streamline data ingestion, eliminate redundant administrative tasks, and equip RMs with comprehensive insights to prioritize high-value prospects.

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

Zoominfo

MARCH 13, 2025

To put these plans into action, Smartsheet needed a way to better segment its audience and target high-intent prospects while ensuring marketing and sales alignment. Intent data to prioritize high-value accounts and improve lead scoring. Automatic enrichment of data from high-intent prospects.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Sales 2.0

MAY 1, 2020

Selling to enterprise accounts needs to be a habit, like eating well or working out, you need to make it part of your DNA. You are going to have to put in a lot of effort to land an enterprise account. They “touch” an enterprise account in the same way as a 100-person company. There are many ways to get into a big account.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416