SBI Growth

SEPTEMBER 23, 2012

Product- or seller-centricity does not match today’s buyer. What buyers need your help with is if they’ve correctly diagnosed their issue in the first place. Let Marketing help expand within existing accounts by nurturing contacts for the Rep (via inbound marketing and lead management.). says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

APRIL 3, 2013

Our Sales People don’t have the talent/training to sell the product. We didn’t get enough leads. Lead Management (Marketing and Sales Generated). Only buyer behavior does. Find clear indications that a buyer is willing to progress in the Sales Process. We provided additional training based on the data.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

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MAY 20, 2013

I don’t remember ever hearing about this idea in sales training (I’ve been through so many programs over my sales career) but I immediately knew it to be true when it registered in my head. If you don’t have some type of connection to the buyer, you have some value to add in the way of sharing insight.

Inside Sales 250

Inside Sales Lead Rank Lead Scoring Call-back 250

SBI Growth

JUNE 4, 2013

Sales Process/Sales Training. Your reps are “selling” like crazy, but your buyer consumes differently. You need a method to help your buyers buy instead. Start now by conducting research into your buyers. Build a tight sales process that matches the stages of their buyer’s journey. The punch line?

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

The Pipeline

AUGUST 16, 2011

A couple of months ago in the Pipeline, I published a piece called Long Live The Status Quo , which challenged the way most people look at buyers commonly referred to as being in Status Quo Zone. That is how most people see an initial negative response from a buyer, as rejection, rather than correction.

Pipeline 267

Pipeline Lead Rank Lead Scoring Sales Qualified Lead 267

Zoominfo

AUGUST 6, 2024

Scalability : As businesses grow, lead capture software can easily adapt to handle increasing volumes of leads without compromising on quality or speed. Integration : Most lead capture tools seamlessly integrate with CRM systems and other marketing automation platforms, creating a cohesive ecosystem for lead management.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

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FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. After all, buyers are 70% through their buying process before you even find out about them, right? You MUST spend your day working to make contact with potential buyers.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

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JANUARY 10, 2013

The reason you want to hear what buyers are talking about is because it helps educate your salespeople on what is going on in your buyer’s world. Reserve your company name and use Twitter to listen to what is going on in your buyer’s niche, sector, and company. Do general search on the web.

InsideView 249

InsideView Research Prospecting Eloqua 249

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DECEMBER 7, 2012

The big statistic everyone was talking about was that when a lead is contacted within ONE minute of a potential buyer inquiring, the chances to convert that lead increased a whopping 391%. Some ideas you might want to think about heading into 2013: Do you have an inbound marketing tool or set of tools to help attract buyers?

Leads360 225

Leads360 Closing Inbound Outbound 225

Zoominfo

APRIL 17, 2025

These platforms further enhance sales execution with embedded conversation intelligence, engagement, and orchestration tools, alongside timely alerts for buyer engagement surges or role changes to ensure your team is maximizing outreach to contacts who are primed to buy.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

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DECEMBER 12, 2013

As soon as we have a buyer in front of us, or on the phone, we are quick to share with them all the great things we can do to help them. It is particularly rampant after product training or annual sales off-sites. Instead of doing a data-dump on potential buyers, hold back and wait to offer ideas or solutions.

Lead Rank 226

Lead Rank Lead Scoring Outbound Ideal Customer Profile 226

The Pipeline

AUGUST 8, 2011

But in ways that sabotage the sale but scaring and/or alienating the buyer. One of the things I hear most often from people we train is that they want to create “urgency” in their buyers. But if that desire manifests itself in the wrong way, they tend to disaffect buyers. Funnel management. HR Management.

ACT 244

ACT Pipeline Top of Funnel Hiring 244

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JANUARY 9, 2014

Buyers are on the web now looking for your goods and services. Take less time today talking with co-workers about what’s coming up next weekend or working on existing clients’ issues and more time finding your next buyer. Inside Sales Power Tip 130 – Know Your Buyer. . Deals fall through. They are out there.

Ideal Customer Profile 231

Ideal Customer Profile Lead Rank Lead Scoring Outbound 231

SBI Growth

SEPTEMBER 16, 2012

FACT: CEO’s/CFO’s do not know and understand the dramatic shift in buyer behavior that has transpired over the last 12 months. This will assure that the right amount of potential Buyers are brought into the funnel, and subsequently passed along to your Sales Team. Management Cost (People). Plan for Joint CMO and CSO Success.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

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DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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NOVEMBER 1, 2013

Buyers and sellers are doing a dance where the buyer has gotten research and ideas online or through another trusted source – perhaps even narrowed their choices down, and now work to find what they believe is the best value for them. You might call a potential buyer ten times over the course of a few months.

Lead Rank 236

Lead Rank Lead Scoring How To Buying Cycle 236

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NOVEMBER 16, 2012

He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. In the study, some key conclusions came from their analysis of data from 3.5

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

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JANUARY 29, 2013

Mike, you are right in that the educational and professional alumni groups that some of our buyers belong to are like a big ocean of fish just waiting to be connected to. Our C-level buyers attend events where their peers from OTHER companies hang out together. They don’t understand how powerful it is to do this?

Referrals 263

Referrals InsideView Outbound LinkedIn 263

The Sales Hunter

DECEMBER 3, 2011

Purchasing Departments and Buyers. sales manager. sales training. sales training tip. time management. training tip. sales manager. sales training. sales training tip. time management. training tip. Tags: buyer. Mark’s Insights on SALES MOTIVATION. Negotiation.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

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JANUARY 16, 2013

The job for most is identifying the right buyers and opportunities, presenting the winning scenario to the buyer, and bringing the sales (buying) opportunity to closure. These guys will help you with content and get you connected socially specific to where your buyers are. So what is a sales rep to do?

Outbound 241

Outbound Influencer LinkedIn Analysis 241

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APRIL 30, 2012

Whichever method you subscribe to, you must know that you need many more potential opportunities than actual “deals done” , since not everyone you think will become a buyer through you and your company will. Optimism aside, you need to be talking to more people and working with more companies than most sellers realize.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

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APRIL 30, 2012

Whichever method you subscribe to, you must know that you need many more potential opportunities than actual “deals done” , since not everyone you think will become a buyer through you and your company will. Optimism aside, you need to be talking to more people and working with more companies than most sellers realize.

Pipeline 297

Pipeline Closing Sales Qualified Lead Lead Rank 297

Zoominfo

MARCH 4, 2021

On the other hand, a faster sales cycle keeps your buyer’s attention on your offering. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. When sales reps go hunting for new buyers at this stage, audiences already expect some sort of intervention. So let’s begin our list of tips!:

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Zoominfo

DECEMBER 20, 2024

Training and Support: Invest in training for end-users and ensure ongoing support for seamless adoption. It matches buyers with staff based on personalization criteria, making the process of booking meetings easier. One of Cirrus Insight’s key strengths is its ability to minimize scheduling friction.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

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JANUARY 15, 2013

Why 2013 Will be the Year of the Buyer. ” That’s fine unless your buyers are moving to Google+, then what? As long as you keep an open mind – and have the ability to re-assess, you will find your buyers and customers and keep up with them. Sales Team Shake-Ups: Fewer Field Reps, More Inside Sales.

Influencer 215

Influencer Social Media Outbound Twitter 215

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MAY 29, 2013

Reference a common point between you and your buyer, or your company and their company. They should cover different points of value to the buyer. Offer a different message for the different buyers and recommenders in the company – an executive buys for different reasons than a mid-level manager or a user does.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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JANUARY 8, 2013

So why is it that we, as sales professionals don’t usually practice what we’ll say when we finally get that Influencer or actual buyer on the phone? What approach are you taking to better connect with the savvy buyer of today? When you are calling a prospect, how did you choose the “script” you are using?

Travel 258

Travel Outbound Influencer Buyer 258

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JANUARY 21, 2013

There are a whole host of options – now more than ever, to get you in front of a buyer or in front of a customer who is located more than a short drive away. There is no doubt that clearer and better communication will help you move sales opportunities forward and build stronger relationships with buyers. Try the video option.

Video 227

Video Outbound Intent Inside Sales 227

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MAY 15, 2013

Remote professional sellers are not meeting buyers in person so there is less about body language and more about vocal and written cues. Your belief in what you are selling comes from the confidence in your voice and how well to connect to the buyer when asking questions and learning about their needs and wants. Energy is consistency.

Energy 222

Energy Inside Sales Face-to-face Lead Rank 222

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APRIL 4, 2013

There is not enough of the right content, which is engaging to potential buyers at the right points during their buying process to gain their attention in this noisy business world. In the meantime, post your ideas on how to be more interesting with what you are messaging to buyers. This is where we see a big issue. The Solution.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

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DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? Do you send out e-mail messages to potential buyers and NEVER get a reply other than, “we’re all set?” How can you pique your potential buyer’s interest?

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

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SEPTEMBER 9, 2013

Prospects and buyers are so busy. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. Prospects and buyers hear and read so many things throughout the course of their week that it really takes something special to jar them. What works for you?

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

The Pipeline

MARCH 2, 2012

Price continues to be the boogie man for many sales people; soft economies just serve to compound and heighten the situation giving buyers an obvious lever in sales negotiations. Given that, I ask why sales people choose to focus on price, when there are clearly other factors buyers rank higher than price. What’s in Your Pipeline?

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

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AUGUST 19, 2013

A lot of the companies that read this blog are big outbound prospectors – they make “warm” – not so cold, anymore, but warm calls to companies that fit as their target buyers. It is a good place to start, since a buyer already looking has a number of specific questions you’ll need to have answers for right away.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201

The Pipeline

OCTOBER 26, 2011

On Monday I posted about assumptions and the pitfalls of assuming that the buyer has the same understanding of a subject you do, or that they mean the same thing you do when they use a specific word. Funnel management. HR Management. Lead Management. Sales Management. Sales Training. Gap Selling.

Pipeline 240

Pipeline Lead Scoring Lead Rank Cold Calling 240

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MARCH 21, 2013

I have a training strategy that I’ll share once others have responded – it is a combination of a catchy subject line coupled with an insight-driven first 2 sentences. So do you grab buyers with the very best subject line? But we want to hear what YOU do to get a response. But we want to hear what YOU do to get a response.

Webinar Metrics 236

Webinar Metrics Lead Rank Lead Scoring Guarantee 236

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FEBRUARY 21, 2014

We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. As buyers we need simple solutions that work, and as sellers we need to be able to go to one place for data and insight – not so many places that we get frustrated and slow. Keeping it Simple.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231