The Pipeline

APRIL 27, 2011

This is about firing up your team to burst out of the conference room and back on the phones or into the field. Play to that and send your troops back out to victory. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. but we know sales is an emotional job.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

The Pipeline

MARCH 18, 2011

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. We’ve become a generation of retarded under-performing sales semi-professionals. And that’s holding us back and making us losers. Now how but sharing a strategy for overcoming the fear of cold calling, prospecting, etc.?

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Pipeline

APRIL 27, 2011

As with many things in sales, it is not always about what you do, but why you do things, what your objective should be and how to properly execute to create the right balance and get a good number of calls back. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now.

Pipeline 223

Pipeline Cold Calling Compensation Hiring 223

The Pipeline

FEBRUARY 24, 2012

We have all seen this game being played, and as with casino roulette, few win big, but they do regularly win enough to keep them coming back again and again. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice. Book Review. Business Acumen.

Pipeline 240

Pipeline Hiring Top of Funnel Cold Calling 240

The Pipeline

JANUARY 27, 2012

A few weeks back I gave you permission to go ahead and sell on price , so long as specific conditions were met and adhered to. You cover everything and gain agreement on key elements, leaving the price for last, you present the numbers, with confidence, and the buyer pushes back, now what? Cold calling. Demand Generation.

Pipeline 236

Pipeline Negotiation Lead Rank Lead Scoring 236

DiscoverOrg Sales

FEBRUARY 21, 2018

To take full advantage of the trade show experience, reps need a game plan for pre-show, during the show, and post-show … and they need Marketing back-up. I’ve spent 12 years in demand generation and event marketing and know how to avoid the pitfalls (and live my best life). Cold calling is dead … isn’t it?

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

The Pipeline

OCTOBER 3, 2011

I recently called them to complain about consistent outages and slow service, something others in my area have also complained about. Throughout the call their rep kept apologising, I don’t know why, being sorry won’t resolve the issue, and I doubt that she personally came to my house and disconnected or throttled the service.

Pipeline 227

Pipeline Customer Demand Generation Agencies Hiring 227

The Pipeline

OCTOBER 10, 2011

Of course there are times when the buyer doesn’t agree; you can test, back track, reposition things, or do any number of things that can help you reposition, retest your next step, or even your Plan B. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now.

Pipeline 230

Pipeline Hiring Top of Funnel Cold Calling 230

The Pipeline

MARCH 11, 2013

A similar percentage, fall into a group I call Passively Looking, leaving about 70% of the target group is removed from the market, not looking, or working hard to look the other way, the Status Quo. Getting to those buyers involves work, you need to use efforts and ideas that, not apps and tools. What’s in Your Pipeline? Tibor Shanto.

Marketing 282

Marketing Vendor Buyer Objections 282

The Pipeline

JANUARY 11, 2012

However, is it a blank slate, has the clock rolled back to the start, allowing you to start things a new, or did we just cross a marker in a continuing trek forward? Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice. Book Review. Business Acumen.

Pipeline 209

Pipeline Face-to-face Cold Calling Sales Cycle 209

The Pipeline

MAY 20, 2011

You’ve got to be able to satisfy his need to be in control – yet be able to quickly and politely take him back to check his assumptions and thinking. And in my experience ask those questions to find out if you are just a salesperson, and how well will you respond with answers – ie call in your support group.

Pipeline 313

Pipeline Twitter Small Business Small Business 313

The Pipeline

FEBRUARY 6, 2012

However, when you step back, not having an answer on the tip of your tongue, is not the worst prospect for a sales rep. Buyers have greater respect for a rep that will them they need to look into it and get back, than one with all the answers, including the wrong one. Cold calling. Demand Generation. Sales Tool.

Pipeline 212

Pipeline Hiring Top of Funnel Cold Calling 212

The Pipeline

JULY 4, 2011

3 Ways To Reduce Friction In A Cold Call – Sales eXchange – 104. Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. 1. Know whom you are calling! First, just by asking for the right person by name, shows that you have invested a minimal amount time and effort in advance of the call.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

The Pipeline

OCTOBER 7, 2011

The rest was easy, I just watched who was hanging around the rest of the week, and who was “out there” Sure enough, the reps who were at the top of the leader board were usually out during the day, and when they were in, they were doing things, looking like they were in a hurry to get back “out there” again.

Pipeline 210

Pipeline Top of Funnel Cold Calling Territories 210

The Pipeline

MARCH 5, 2012

The opposite is also true when the pattern unfolding is that of a sale you are not likely to win, then you need adjust, even deviate from the process to ensure that you can get things back on track. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice.

Sales Process 238

Sales Process Pipeline Hiring Top of Funnel 238

The Pipeline

MAY 13, 2011

Tibor called me a week later and asked if I believe the role of the salesperson is diminished. Don’t hold it back, give it away. There are simple steps you can take, such as having salespeople keep their LinkedIn profiles up-to-date (think the buyer doesn’t check it as they are talking to you or before you come if for a call?

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

The Pipeline

OCTOBER 5, 2011

Is Cold Calling Dead? Stored in Cold calling , Planning , Proactive , Proactivity , Prospecting , Sales Strategy , Sales Success , Success , Video , execution. I keep hearing cold calling is dead, yet I see people winning a lot of clients through cold calling, and without a lot of other sales people getting in the way.

Cold Calling 201

Cold Calling Pipeline Twitter Call-back 201

Zoominfo

AUGUST 27, 2024

By integrating with other account-based marketing tools, CRM systems, and customer data platforms, marketing account intelligence software creates a unified and comprehensive view of each customer. Built on the D&B Cloud, this solution offers a comprehensive suite of tools for data management , visualization, and benchmarking.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

Zoominfo

FEBRUARY 25, 2021

What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. And, 31% more likely to be hiring additional sales reps to meet demand.

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

JUNE 8, 2020

And in most cases, these capabilities are not going to go back into hibernation when the COVID-19 crisis is over. A long time ago I used to work in marketing at DiscoverOrg before it was called ZoomInfo. Yet a good percentage of companies were holding back. I learned that outbound marketing is an art, it’s not a science.

Outbound 195

Outbound Company Webinar Metrics Demand Generation 195

The Pipeline

JANUARY 16, 2012

I remember meeting with a sales VP a few years back, nice guy, I still do some work for him. John: No no, my people have to go out find leads and prospect, in fact, I wish they would do more; but they work trade shows, networking, cold calls. Cold calling. Demand Generation. Sales Tool. Cold Calling Now.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

The Pipeline

SEPTEMBER 30, 2011

Create Tools. If you don’t create proper sales and marketing tools for your staff, you will make their jobs much more difficult. Arm them with well-thought-out selling tools and train them to use the tools effectively. Keep Tools Impressive. Work with your staff to prepare useful selling tools. Cold calling.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Zoominfo

OCTOBER 5, 2021

If your sales and marketing teams are not aligned, it’s going to be much more difficult to hit your number,” says Mitchell Hanson, director of demand generation at ZoomInfo. The following metrics will give you a good idea of how misaligned your teams currently are: Percentage of marketing-generated leads that sales follows up with.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

The Pipeline

SEPTEMBER 9, 2011

Think back to the first go around of the internet, yes some jumped on early, but most small to medium businesses lagged. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Customer Care.

Pipeline 226

Pipeline Social Media Face-to-face Ideal Customer Profile 226

DiscoverOrg Sales

JULY 3, 2018

Refresh cold leads with web form go-backs. Let your sales development team go after them like cold leads – a phone call, an email sequence, maybe even a direct mail piece. Or is the timing better now if we just go back to the main point of contact we had the first time around?”. Not always. Revive demo no-shows.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

The Pipeline

DECEMBER 16, 2011

However, in reality, once they are back at the “front-line”, the day to day pressures of hitting quota, etc. Secondly, most – not all – but a very high percentage of courses on offer today deliver what I term “generalized” skills development. Cold calling. Demand Generation.

Pipeline 230

Pipeline Training Twitter Hiring 230

The Pipeline

AUGUST 12, 2011

.” Sarah, a sales representative who worked for me, plopped down in my office to relate a frustrating phone call she had just concluded with one of our customers, Darren. The experience had left her drained, and she needed to update me, in case Darren decided to take the conversation up a notch and call me. Cold calling.

Pipeline 257

Pipeline Hoovers Customer Twitter 257

The Pipeline

OCTOBER 17, 2011

The key challenge continues to be sifting through the initial volume of resumes, which puts the focus back on HR, who like good sales people, need to look past their biases and focus on the need of their customer, the sales manager. Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

The Pipeline

MAY 16, 2011

I’ve found that by executing a well designed plan in conjunction with CRM my prospecting becomes more efficient as my cold calls keep getting warmer. Finally I reach a point where one in three calls will result in a solid first in appointment. Cold calling. Demand Generation. Sales Tool. Tibor Shanto.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

The Pipeline

MARCH 2, 2012

Cold calling. Demand Generation. Sales Tool. B2B Lead Generation Blog. Cold Calling Now. Clearly you want to lead with the ones that are working and address to alter those that are working against you. Book Notice. Book Review. Business Acumen. Buying Process. Communication. Communication Strategy.

Pipeline 237

Pipeline Twitter Lead Rank Lead Scoring 237

SalesLoft

AUGUST 3, 2015

When we met Kevin O’Malley, he described his leadership style as a “mullet hairstyle” — business in the front and party in the back. My leadership style is like a mullet hairstyle, I am all business up front, but having a party in the back. Would this person, I wondered, be a good fit for our culture at Salesloft?

Demand Generation Targets 52

Demand Generation Targets Demand Generation Sales Qualified Lead Lead Rank 52

Sales and Marketing Management

FEBRUARY 22, 2021

Here are lessons from two of our key programs last year that we plan to incorporate into our 2021 demand generation strategy: Revamped Webinars. These “RampChats,” as we called them, were an idea to attract participants based on issues that IT front liners were experiencing in the moment, versus conducting product demos.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

The ROI Guy

SEPTEMBER 3, 2010

Formally defined, Demand Generation is the use of targeted marketing programs to address four key objectives for B2B marketers: Building awareness of a company’s products and services; Establishing relevance to a prospective buyer/end user; Supporting validation for the purchase; and Mitigating customer concerns.

Demand Generation Agencies 40

Demand Generation Agencies Demand Generation Demand Generation Targets Lead Rank 40

Crunchbase

DECEMBER 13, 2021

While we may be getting back to normal after the pandemic, it looks like virtual sales will continue to prosper. Be organized and have all your materials ready when you make your call. Know how long the phone call will last and stay on topic without being pushy. Choose your tools wisely. Humans are visual creatures.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. Why Invest in B2B Lead Generation? From sales to marketing to overall business benefits, there are many reasons to invest in B2B lead generation tools and strategies.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Corporate Visions

SEPTEMBER 12, 2019

Back in my day, I had to walk ten miles uphill each way in three feet of snow to get to and from school (even though I lived in the California Bay Area). Anyway, the other thing I remember about olden times was that demand generation and marketing campaign professionals used to be experts at direct response copywriting!

Direct Response 69

Direct Response Marketing Qualified Lead Lead Rank Demand Generation 69

Zoominfo

APRIL 27, 2022

Salespeople spend too much time doing things other than selling, but a revenue-focused tool like ZoomInfo gives you time back. Instead of waiting for her client to call her about adding ZoomInfo’s chat solution, the Scoops alert prompted Boutelle to call them. All you need to do is show them how yours is the best.

Closing 100

Closing Demand Generation Agencies Demand Generation Demand Generation Targets 100