No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Considering half of the deals that are forecasted to close don’t, and customer retention has decreased as seller attrition increases, sales teams are facing yet another frustrating year if something doesn’t change. That’s a fact. Have We Met?

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market.

Scale 130

Scale SalesForce Analytics Hubspot 130

Sales and Marketing Management

SEPTEMBER 28, 2020

Small Businesses Face the Biggest Challenges. Many companies will need to make drastic changes to overcome the challenges they face. Many companies will need to make drastic changes to overcome the challenges they face. Assertive businesses have taken the lead and have handled the crisis with resilience. million to 5.1

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

Video 68

Video Lead Scoring Lead Rank Prospecting 68

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. Your most neglected sales channel is your existing client base. Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? It’s been 27 years since I founded No More Cold Calling. Is it working?

Referrals 177

Referrals Channels Cold Calling Scale 177

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Zoominfo

DECEMBER 20, 2024

These powerful apps help businesses of all kinds address critical gaps in their technology stacks, grow quickly while maintaining data quality, reach new markets and new industries, launch new products, and keep growing sustainably in the face of stiff competition.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. Layer the pandemic over that economic downturn—well, it gets worse.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. Customer relationship management (CRM) systems function as the heart of customer engagement. And if CRMs aren’t already a core part of the customer lifecycle, now is the time to switch. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Partners in Excellence

OCTOBER 12, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. Or possibly our problems are that too many sales people just don’t want to prospect?

Ideal Customer Profile 166

Ideal Customer Profile Prospecting Sales Qualified Lead Face-to-face 166

No More Cold Calling

AUGUST 19, 2014

If you’re asking strangers on social media for referrals, you’re like the guy at a networking event who shoves his card in people’s face and asks for theirs in return. Selling by referral is the most personal prospecting strategy that exists. Selling by referral is the most personal prospecting strategy that exists.

Referrals 292

Referrals Webinar Metrics Social Media Face-to-face 292

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. I woke up to my alarm clock shattering that fantasy. You’ll probably be surprised at the quality of the response.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

SBI Growth

MARCH 20, 2020

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

Face-to-face 305

Face-to-face Ideal Customer Profile Channels Retention 305

Zoominfo

JUNE 28, 2021

Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. It is a marketing channel that enables two-way communication between buyers and sellers to provide critical buying information that accelerates their path to purchase. What is conversational marketing?

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Sales and Marketing Management

MARCH 26, 2018

During this first meeting is generally when the salesperson and the prospect discover common interests and determine if the business can be moved forward. High-performing salespeople understand the prospect’s business challenges and can articulate a solution. In these three channels is where sales performance can be enhanced.

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Hubspot Sales

SEPTEMBER 30, 2024

Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. Social selling isn‘t about bombarding prospects with generic sales pitches; it’s about building relationships. Let's take a look!

Social Selling 108

Social Selling Social Media Media Networking 108

Zoominfo

MARCH 21, 2025

Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. The goal: helping every rep improve their performance. But what exactly makes these platforms effective, and which ones stand out from the rest?

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Zoominfo

DECEMBER 10, 2020

For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Not just with prospects, but with management. Not just with prospects, but with management. Covid has changed everything.

Energy 246

Energy Channels Motivation Face-to-face 246

Zoominfo

JULY 27, 2023

You might start creating ABM campaigns with simple personalization, such as using the contact’s first name across channels or sending new content that specifically speaks to a challenge they’re facing. Here are the key strategic goals to focus on at every step of the process.

Account Based Marketing 246

Account Based Marketing Scale Data Strategy 246

Nutshell

AUGUST 20, 2024

Prospecting is an essential part of the sales process, but if you want to strike gold, you need to have a well-thought-out strategy in place. In this guide to sales prospecting, you’ll get everything you need to know. Table of Contents What is sales prospecting? Table of Contents What is sales prospecting?

Ideal Customer Profile 127

Ideal Customer Profile Benefit Prospecting Sales Qualified Lead 127

No More Cold Calling

MARCH 15, 2018

Remember, prospecting is all about people. And technology will eliminate the time-consuming, face-to-face aspect of communication. You’ve heard it: Television will kill radio. Video killed the radio star. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships.

Lead Generation 243

Lead Generation System Marketing Qualified Lead Leads 243

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. With so much money – and excitement – on the line, how do you connect with new prospects? Track referrals.

Trade Show 227

Trade Show Marketing Qualified Lead Leads Lead Generation 227

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. Meeting people face-to-face was a valuable experience. It just makes prospecting so much easier in every respect,” Castro says. ZoomInfo saves me so much time,” Castro says.

Prospecting 130

Prospecting Hiring Face-to-face Intent Data 130

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. The goal is to target the right prospects, as well as bring them along the buyer’s journey. What is Demand Generation? Demand Gen = Sales + Marketing.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Sales and Marketing Management

DECEMBER 22, 2019

Sellers need to gather in-depth information about prospects and customers. Hit up social channels, read their 10-Ks, and keep up with industry press to know what’s going on right now: What are prospects’ recent struggles? Author: Barbara Adey It’s not enough to prepare for a sales call with general industry knowledge.

Decision Maker 240

Decision Maker Face-to-face Demographics Call-back 240

Hubspot Sales

AUGUST 27, 2024

If your company is faced with this daunting task, adopting an AI pricing strategy could be your best way forward. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. Up to 5% margin growth.

Strategy 103

Strategy Margin How To Lead Rank 103

No More Cold Calling

SEPTEMBER 22, 2016

We’ve all made this prospecting mistake: The customer told us her challenges. We jumped ahead to the easy part of prospecting—offering solutions—and didn’t take time to demonstrate the impact our solutions could make on the client’s business. The Problem with Your Prospecting. How does that affect your distribution channel?

Prospecting 120

Prospecting Decision Maker Face-to-face Cold Calling 120

Zoominfo

JANUARY 16, 2019

These antiquated marketing tactics had one thing in common: They put the product front and center, with clever presentations intended to entice prospects to become paying customers. But, the Internet led to a drastic shift in B2B marketing. Today, we offer you several tips to humanize your marketing efforts in the digital era.

Marketing 202

Marketing Advertising Advertising Face-to-face 202

Zoominfo

FEBRUARY 12, 2025

And lets face it, most B2B marketing teams didnt exactly have a foolproof plan to ensure ROI. If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. If there wasnt a clear strategy to convert attendees into paying customers, the event was essentially a sunk cost.

B2B 130

B2B Marketing Strategy Lead Rank 130

Vengreso

OCTOBER 22, 2024

If you’re feeling frustrated by the lack of engagement and response from your prospecting efforts, then you are not alone! He paints a vivid picture of the challenges faced when buyers questioned his location during conference calls, igniting a quest for innovative solutions. It’s time to rethink your sales tool strategy.

Tools 71

Tools Social Media Channels Sales Methodology 71

Zoominfo

AUGUST 12, 2020

Popular to contrary belief, sales teams can not only survive in the age of buyer empowerment, but use buying behavior to their advantage — so long as processes and prospecting tools that help engage the right buyer, at the right time, with the right message. And do so at the expense of the competition. Today, we review.

B2B 200

B2B Lead Rank Sales Qualified Lead Top of Funnel 200

Sales Gravy

SEPTEMBER 1, 2023

Through asking penetrating questions and providing valuable resources, consultants and salespeople can establish themselves as experts and earn the right to have pivotal conversations with their top prospects. Using interviews as a prospecting channel to gather intelligence, build relationships, and connect with high-level decision makers.

Sales Qualified Lead 111

Sales Qualified Lead Decision Maker Prospecting Strategy 111

Bernadette McClelland

MARCH 11, 2018

(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? and CEX are EGs of acronyms!

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

The Pipeline

NOVEMBER 26, 2018

Doesn’t matter how great your product is, how much s**t your manager fills your head with, if this is not the rock-solid foundation of your prospecting reality, you’re beat before you “get in the car.”. Yes, it is all uphill, I am no fool, but I cannot go any lower with this prospect, and let’s assume that they are the one, the DM.

Buyer 227

Buyer Direct Mail Ideal Customer Profile Face-to-face 227

Sales and Marketing Management

JULY 17, 2018

Online sales can face all sorts of problems, with duplicates being one of its worst enemies. This way, you just got yourself three different leads (Jane 1, Jane 2, Jane 3) for one prospect only. As a company, you are facing the issue of inaccurate new names reporting. However, this process is everything but easy.

CRM 180

CRM Face-to-face Marketing Webinar Metrics 180

Vengreso

NOVEMBER 19, 2024

In an era where efficiency and productivity are paramount, AI sales assistant software emerges as a game-changer for businesses eager to streamline their sales processes and maximize output. These intelligent tools are not just about automating tasks; they revolutionize how sales teams operate by offering personalized insights and recommendations.

Software 115

Software Software Scale Sales Qualified Lead 115

Vengreso

MARCH 25, 2025

Are you ready to discover the unexpected key to prospecting success that even the most seasoned sales professionals may have overlooked? Stay tuned for the jaw-dropping insight that will revolutionize your prospecting efforts and take your sales game to the next level. The hardest part about selling is not anything but prospecting.

Revelation 63

Revelation Referrals Face-to-face Pivotal 63