The Pipeline

JUNE 3, 2020

Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. So, what is an enterprising seller to do? This is a good reason to call someone you want to engage with. By Tibor Shanto. You need to trust in you! Still Early Days. Trust In You.

Sage 361

Sage Airlines Enterprise Enterprise 361

No More Cold Calling

OCTOBER 10, 2013

Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. You don’t cold call? Here’s what he has to say: “I have never made a cold call in my life. And the numbers back me up: Eighty-five percent of all salespeople do not generate enough quality referrals.

Cold Calling 298

Cold Calling Referrals Banking Maximizer 298

No More Cold Calling

OCTOBER 3, 2013

Failure to close is just a symptom of a larger prospecting problem. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results. Trying to teach reps how to close without addressing the broken links in your prospecting system will not yield sustainable results.

Closing 267

Closing Sales Qualified Lead Scale Referrals 267

Hubspot Sales

APRIL 9, 2025

Some, like scheduling follow-up emails or creating a repeatable framework for researching prospects, streamline your day without harming the quality of your work. Researching Your Prospect During the Call Researching your prospects while youre on the phone with them is better than not researching them at all but barely.

Gatekeeper 98

Gatekeeper Decision Maker Ideal Customer Profile Real Estate 98

No More Cold Calling

AUGUST 19, 2014

He probably just wants to win the contest at his company for bringing back the most cards. Selling by referral is the most personal prospecting strategy that exists. He writes: A few years back I moderated a webinar for a San Francisco B2B media company called Tippit, now Ziff-Davis B2B Focus.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Sales and Marketing Management

FEBRUARY 19, 2018

I start the day and there's someone I'm afraid to call. Call them first. Call and have a conversation. Next time you prospect a company, add a board member. Once they add you back, write them a three-sentence message thanking them and mentioning you'd like to have a quick chat about their thoughts on XYZ.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

No More Cold Calling

SEPTEMBER 18, 2014

By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. For more on social selling strategies that work—and some that don’t work—check out the latest from No More Cold Calling: Around the World in 80 Minutes: No Password Required. How to Get Prospects to Call You Back.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news?

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

No More Cold Calling

OCTOBER 9, 2014

They’ve been calling me en masse. I actually listened to his message because he outlined how his company and No More Cold Calling were aligned. Better yet, what if Doug actually had a conversation with all his executives, shared his call list, and discovered how the leadership team knew people on his list? All good so far.

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

No More Cold Calling

JULY 20, 2017

Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation. I was wrong.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

OCTOBER 2, 2014

When it comes to communicating with clients and prospects—building the kind of relationships that increase sales and revenue—there’s simply no gadget, gizmo, or automated process that can replace the power of a real human connection. When it comes to communicating with clients and prospects, there’s simply no gadget, gizmo, or.

Cold Calling 286

Cold Calling Small Business Small Business Enterprise 286

No More Cold Calling

JULY 29, 2014

Here’s why your social media strategy is falling flat—and how to bring it back to life. Save it for when your prospects genuinely like and trust you, because strangers on social media couldn’t care less. Use it to research your prospects so you can have richer dialogues—online and off. Connect with No More Cold Calling.

Social Selling 272

Social Selling Social Media Webinar Metrics Media 272

No More Cold Calling

NOVEMBER 25, 2014

Here’s what you might have missed from No More Cold Calling this month. Winter is right around the bend, and while the colder temperatures might be a welcome change of pace for some, cold calls are still the bane of every salesperson’s existence. Today newbies receive a desk, a phone, and a password—and maybe a cold calling list.

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

Sales Hacker

NOVEMBER 15, 2024

Every automation — whether it’s cold calling, note-taking, or follow-ups — outsources tasks that build critical skills. Examples of skill byproducts: Cold calling: Builds grit, resilience, and quick thinking under pressure. Back in the day, most jobs made us physically strong. Google Maps replaced navigation skills.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

No More Cold Calling

SEPTEMBER 23, 2014

DON’T Cold Call on Social Media. Social media is a great tool for researching prospects and Referral Sources, and for positioning yourself as a thought leader. If you’re sending sales offerings to strangers on social media, you’re pretty much cold calling. Connect with No More Cold Calling. DON’T Be the Life of the Party.

Cold Calling 281

Cold Calling Social Media Referrals Face-to-face 281

SBI Growth

JANUARY 8, 2014

In 2013 our consultants attended 463 live sales calls. In October, we participated in the worst sales call of the year. Why was this call the winner of this dubious honor? But it was our pre-call interview with the sales rep that clinched it. We’d been hired by the client to implement true Social Prospecting.

Hiring 288

Hiring Ideal Customer Profile Comparison Webinar Metrics 288

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

Closing 115

Closing Ideal Customer Profile Top of Funnel Lead Rank 115

No More Cold Calling

FEBRUARY 6, 2014

They know how to engage in conversation, be polite yet firm, smile, and let the bad stuff roll off their backs. Yes, they also have the technical expertise, but their people skills are what enable them to prospect well, develop relationships, and close business. Associations Enterprise Sales Management Small Business'

Closing 251

Closing Hiring Referrals Small Business 251

Zoominfo

JULY 12, 2021

Imagine your sales team is extremely close to signing an important deal with a prospect. But then, unexpectedly, the buyer pushes back, not sure if this is the best time. The prospect] just got last-second cold feet when we had this all buttoned up and it was supposed to go,” recalls Lou Wolf, vice president of sales. “We

Closing 246

Closing How To Call-back Buyer 246

No More Cold Calling

SEPTEMBER 11, 2014

An Aussie reaches out to confirm his understanding of American prospecting practices. Not only does social media enable us to meet new people; it also offers opportunities to get back in touch with former colleagues, clients, and friends who could be potential customers or Referral Sources. Connect with No More Cold Calling.

Social Media 264

Social Media Skype Referrals Twitter 264

Sales Gravy

JANUARY 14, 2025

If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Looking Back at Last Year: Which Metrics Matter? For smaller teams (like Erics with just two salespeople), adopting a massive enterprise CRM can be overkill.

Data 98

Data Tools Intent Data Top of Funnel 98

Hubspot Sales

JULY 22, 2024

Why would you need a script for making a cold call? Before the end of the day, you need to make 100 calls. Imagine how stressful it would be to go into each of these calls blind. If you're in a hurry, skip to the script or download free sales call templates.) What is a cold call? Consider this.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Zoominfo

JULY 13, 2021

We acquired Everstring , a leader in Data-as-a-Service for the enterprise. We announced the acquisition of Insent last month (now called ZoomInfo Chat ). With Chorus, the entire organization can make better decisions by surfacing insights and analytics that you would only get if you sat in on every sales or customer success call.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

SBI Growth

AUGUST 18, 2013

The ability to prospect. Sign up here to receive a copy of the Modern Prospecting Toolkit. The same thing is now happening with prospecting. Yesterday’s prospecting techniques are less effective on today’s buyer. Selling in the Orange—Online Prospecting. You see an example of an enterprise software rep’s network.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

No More Cold Calling

JUNE 12, 2014

Others say prospects use objections to test your sales savvy or to see how you respond. That’s why I resonated with the wake-up-call from this week’s guest blogger, Art Sobczak. Here’s his take: “How do you overcome that objection prospects always give? Associations Enterprise Sales Management Salespeople Small Business'

Objections 240

Objections Face-to-face Small Business Small Business 240

Hubspot Sales

SEPTEMBER 4, 2024

Benefits of Using a CRM at Your Startup Top Features of Startup CRMs 7 Best CRMs for Startups Data gathered by CRMs include contact information, company details, location, lead source, calls, emails, pages visited, purchase history, support tickets, chat logs, and more. The higher the score, the more likely the prospect will convert.

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

Sales Hacker

FEBRUARY 12, 2021

An enterprise-level company deals with more complexity in its internal processes, has to manage more people and roles, and needs more data to make informed decisions. At this point, a business needs to look for an enterprise solution that can support its growth. As businesses grow and adapt, software shouldn’t hold them back.

Enterprise 118

Enterprise Enterprise CRM NetSuite 118

Zoominfo

FEBRUARY 27, 2021

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. The main purpose of sales intelligence tools is to help make more insightful decisions by providing in-depth information on potential prospects. 1 for good reason. InsideView.

Hoovers 264

Hoovers Campaigns InsideView Tools 264

Sales 2.0

AUGUST 1, 2023

I believe it will be about making sales more human again, ironically going back to what some of the best salespeople did in the twentieth century: building and maintaining relationships. He argues that in more complex sales, AEs are better equipped to prospect than SDRs. Do you need an Enterprise Selling Plan (ESP)?

Scale 195

Scale Enterprise Enterprise Outbound 195

Sales and Marketing Management

MAY 18, 2017

Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers. Helping customers and prospects manage the shifting needs of their organizations in a world of rapid technological change is difficult. Be willing to admit when you missed the call.

Call-back 276

Call-back Film Fashion ACT 276

Hubspot Sales

MARCH 3, 2020

The questions a buyer needs to consider when purchasing enterprise software can go on and on. Because these questions are important to your prospective customer, you as a seller, should be ready to help answer them. Answering these questions involves seamless coordination between both your own company and your prospect’s organization.

Enterprise 115

Enterprise Enterprise Customer Sales Cycle 115

Hubspot Sales

NOVEMBER 2, 2020

To do this, many brands looked to data to help them make tough calls and build new strategies. Recently, HubSpot spoke with Annelies Husmann , Head of Enterprise Sales at Gong – a revenue intelligence platform that provides sales teams insights from their customer-facing conversations. Focus on the right sales metrics.

Analytics 136

Analytics Enterprise Enterprise Pivotal 136

Sales and Marketing Management

MAY 5, 2017

The data inside of your CRM can often feel like that old closet in the back bedroom of your house. That includes Salesforce, which, while incredibly powerful, requires you to click back and forth to update data like close dates, opportunity value and the like. Sit back and ponder that for a moment.

Trends 166

Trends SalesForce Enterprise Enterprise 166

Apptivo

APRIL 27, 2022

All About Enterprise Resource planning. ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance. Improve supplier negotiations backed by analytics. ERP for Large Enterprises.

Enterprise 98

Enterprise Enterprise Resources Lead Rank 98

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Sales and Marketing Management

MARCH 8, 2019

Sales skills like how to have a good discovery call, pricing and negotiation is like physical exercise – you need to learn the techniques from subject matter experts (SMEs) and then practice repeatedly to gain muscle memory. Part of that is mixing it up so it’s not staid and the exercises are not too easy.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. But often these expensive, time-consuming, efforts were led by small back office teams.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218