The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

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The Pipeline

MARCH 16, 2021

But if you must prospect to succeed, you will need to focus and practice the fundamentals. Here are 5 prospecting mistakes you can avoid. In the video below I look at five common mistakes makes salespeople make while they are prospecting. The 5 Prospecting Mistakes. Which I understand is easier said than done.

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The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

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Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting.

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SBI Growth

JUNE 24, 2024

Today, a multi-channel approach is essential to engaging prospects effectively. This blog will explore how prospecting has changed and provide best practices for creating successful B2B prospecting sequences. As technology evolves, so do the strategies used by sales professionals to reach potential clients.

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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. Digital advertisement spending for various marketing platforms is increasing due to tight B2B advertising budgets.

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The Pipeline

JUNE 22, 2020

One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us. Prospects are entirely different than buyers.

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Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Especially in the B2B Realm?). What are the Benefits of Email Automation? Technical Steps.

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Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. Integrating holiday energy with your B2B efforts typically increases chances of revenue success. B2B Tips for Sales, Marketing, Recruitment, and More.

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Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Their main pain point that needed to be addressed was prospecting.

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B2B Intent Signal Customer How To 246

Sales and Marketing Management

APRIL 10, 2023

With prospects now driving their own problem-solving journeys, sellers must design their entire go-to-market strategies around enabling and facilitating the buyer-led process. The post With Buyers’ and Sellers’ Roles Upended, B2B Sales and Marketing Alignment Is Critical appeared first on Sales & Marketing Management.

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Zoominfo

FEBRUARY 17, 2021

Although B2C companies get almost all attention for unwanted cold outreach, for B2B companies, the following is what the SEC lays out: Times of Day. Be upfront and transparent with your prospects. There are plenty of reasons why 1 out of 2 B2B sales reps fear making cold calls, but preparation can boost their confidence.

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Zoominfo

AUGUST 2, 2021

Chatbots in B2B marketing and sales are the perfect lead generation tool for digital activities that lead prospects onto your website. How to Optimize Chatbots for B2B Lead Generation. A good bot-to-live-agent exchange will help reduce your lead response time and create a seamless experience for prospects.

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Zoominfo

OCTOBER 27, 2020

The statistics speak for themselves: 77% of B2B sales and marketing professionals believe that personalization builds better customer relationships. 55% of B2B sales and marketing professionals said that personalization can bring higher conversion rates and growth. 42% struggle to fully personalize their marketing strategies.

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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.

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Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

MARCH 24, 2021

For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. In turn, sales and marketing efforts — from prospecting to running email campaigns — are less effective. Prospect and customer experiences take a hit. So, what does list churn have to do with B2B marketing data?

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Sales and Marketing Management

JUNE 21, 2023

The post How to Give B2B Prospects an Offer They Can’t Refuse appeared first on Sales & Marketing Management. Stop creating roadblocks that keep you from obtaining new business. Use these tactics to craft an offer that will lead to productive conversations and more sales.

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Zoominfo

DECEMBER 23, 2020

B2B Database New Year’s Resolutions. As the heart of any data-driven company, your database helps sales and marketing professionals understand prospects in-depth, improve segmentation, pinpoint audiences,, and convert more leads. B2B data providers save companies loads of time and headaches, but at a monetary cost.

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Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

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Zoominfo

JUNE 25, 2021

In this article, you’ll learn about the top sales KPIs for B2B sales reps and the leaders who coach them, and gain a greater understanding of the KPIs that promise to make an impact on your team. Number of emails sent helps companies understand the number of prospects discovered per number of emails sent.

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No More Cold Calling

MAY 25, 2023

Referrals help you stand out in a sea of B2B sellers. How do B2B buyers tell one internet security company from another? There’s nothing unique and certainly no reason for B2B buyers to spend time hearing their pitches. None of us stands out to B2B buyers. B2B buyers don’t want to see your demo.

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Zoominfo

JANUARY 19, 2021

Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them. They both need this engagement!

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Prospecting Marketing Top of Funnel Segment 246

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. Salespeople continually struggle with reaching B2B decision makers. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn.

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SBI Growth

MARCH 29, 2024

The marketing engine is a crucial part of a B2B organization’s branding and pipeline. While CMOs invest heavily into enhancing the customer experience and moving prospects down the funnel, their spending is often scrutinized by other functions, questioning marketing’s contribution to the company’s revenue.

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Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. When B2B buyers need to solve a problem, they start researching online. Let’s break that down.

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No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. 50 percent of B2B buyers use LinkedIn as a source for making purchase decisions. STOP Cold Calling.

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Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? It turns out they’re pretty important.

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The Pipeline

OCTOBER 3, 2020

More than ever to succeed we need to think Human-to-Human is you are in B2B. I’ll be hosting the REAL Prospecting and Sales Masterclass. Grab your seat now, bring a coffee, and get ready for a masterclass on REAL sales and prospecting. By Tibor Shanto. This requires you to rethink your message as much as the delivery.

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The Pipeline

NOVEMBER 3, 2020

In “ The B2B Elements of Value ” they present a hierarchy of value. But here I use that graphic to highlight how to better leverage VALUE while prospecting and selling. A couple of years ago, HRB featured a piece by several folks from Bain & Company, taking a more detailed look at value. Have a look: [link].

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