Sales 2.0

SEPTEMBER 18, 2020

Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Make a phone call (most likely leaving a voice mail.)

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Sales and Marketing Management

APRIL 13, 2020

If you have taken the time to evaluate the complexity of your information and the ideal communications channels, you can begin to formulate strategy. If the agenda includes virtual log-in, dial-in, or other logistics, send it in advance of the meeting as a reminder. Be engaged during the meeting as you would in-person.

Face-to-face 393

Face-to-face How To Negotiation Lead Rank 393

No More Cold Calling

MAY 28, 2020

Then, learn how to lean on your referral network during tough economic times in my presentation for the Sales Expert Channel, “ How to Recession Proof Your Sales in 9 Killer Steps.”. Invite Joanne to lead a discussion about “ How to Boost Your Sales in a Volatile Economy ” at your next virtual or in-person sales meeting.

Referrals 391

Referrals Cold Calling Social Media Social Selling 391

Zoominfo

DECEMBER 10, 2020

And how do we help closers — whether an SDR booking a meeting or an AE closing a huge deal — motivated to crush company objectives? Daily management meetings pre-corona included a pretty small group. In a virtual world, we’ve spun up a Slack channel called the Belt. Communication in Sales: Clear is Kind.

Energy 246

Energy Channels Motivation Face-to-face 246

Sales and Marketing Management

FEBRUARY 11, 2019

Online reviews and company websites are the two primary platforms for research, but other channels such as social media can provide valuable information, too. Because marketers live on the very channels the customers are engaging with, clever marketers harness these channels to reach potential and loyal customers.

Education 330

Education Buyer Buyer Persona Social Media 330

No More Cold Calling

APRIL 15, 2021

And as of July 2020, 69 percent of B2B reps didn’t have enough leads in their pipeline to meet their annual quotas, according to a survey by ValueSelling Associates. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients.

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. The best way to meet department and organization-wide goals is to meet customers’ goals. Integrate self-servicing into existing channels. Embrace social CRMs with your social media channels.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales and Marketing Management

OCTOBER 12, 2020

Sometimes, you just can’t beat a face-to-face meeting in a customer’s office or over lunch or coffee to build rapport and get deals done. It will be interesting to see if and when we go back to the pre-pandemic frequency of face-to-face meetings in enterprise selling. The all-virtual sales model is a big change. I believe we will.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Sales and Marketing Management

JANUARY 11, 2019

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels. But what is it that makes this marketing channel so great? You can meet him on Twitter and Facebook. Direct mail is a genuine conversion driver.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. as this channel has become saturated. Smarter approaches to prospecting are needed.

Territories 396

Territories Compensation Scale Decision Maker 396

SBI Growth

APRIL 25, 2019

You have a variety of channels to meet customers along their journey. You know they are reading your emails. They are actively downloading information and filling out forms. They even had conversations with your representatives and are “very satisfied” with.

Customer 229

Customer Channels Meeting Conversion 229

Zoominfo

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. So don’t treat this like an advertising channel. B2C selling has dominated social media for the last 10+ years.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Sales and Marketing Management

NOVEMBER 11, 2020

Since last March, when most of the world pulled the parking brake on travel and live professional events, marketing meetings, conferences and tradeshows have taken place virtually. The effect was more like an awards show, complete with multiple camera angles and special guests, and less like a simple virtual meeting.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

DiscoverOrg Sales

MAY 23, 2018

Kill lead generation channels that don’t convert. meet a mutually-agreed-upon lead score threshold, and 2.) 4: Kill lead channels with low conversion. Because often Marketing KPIs are centered around volume of leads revolve around views and clicks, a channel that delivers a lot of leads is usually a good thing.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

No More Cold Calling

JANUARY 14, 2021

The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. New episodes will premiere on the third Tuesday of every month at 2:00 Pacific/5:00 Eastern on The Sales Experts Channel. Register for Back in The Black Sales TV—first episode on January 19. Always free.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Zoominfo

JANUARY 24, 2025

But the sheer volume of information available paired with a growing number of outreach channels and tools mean that the real power lies in drawing insights from that pile of data. Deal Intelligence: The platform tracks deal progression by monitoring engagement levels, meeting frequencies, and stakeholder involvement.

Analytics 246

Analytics Software Software Data 246

Zoominfo

MAY 6, 2021

Prior to last year, most sales reps said they identified likely prospects by meeting people at events. And it wasn’t just through Zoom meetings: 62% of respondents to ZoomInfo’s survey said they used the phone more in 2020 than in prior years. Accessing quality data via channels that still work.

Survey 246

Survey Top of Funnel Scale Fashion 246

Zoominfo

JUNE 2, 2019

Meetings: Everyone knows the feeling – you show up to work motivated and prepared to complete a task, and then spend half your day sitting in meetings. Meetings hurt your productivity more than you realize. Of course, some meetings are productive and necessary. Know which meetings you should say no to.

B2B 254

B2B Marketing Sales Qualified Lead Meeting 254

Bernadette McClelland

MARCH 30, 2023

Whilst Tim nailed a sales role in a company that he loves, meeting his need for travel and selling a product he believes in, I am meeting my need for doing what I love as well. Working in the sales space is versatile, flexible, agile…and adaptable. You can subscribe to THE STORYSELLER my brand-new (I mean brand-new!)

Networking 397

Networking Licensing Up-Sell Banking 397

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person. Buyers have increasingly embraced completing their own research for years.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

DiscoverOrg Sales

FEBRUARY 19, 2019

Meet with stakeholders to build relationships quickly. From assessing which channels perform the best, to evaluating existing tracking capabilities or implementing new attribution solutions, establishing key milestones ensures you are continuously providing value for your business. Meet with stakeholders to build a foundation of trust.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

Zoominfo

FEBRUARY 25, 2021

For example, a lead with a profile that matches a company’s buyer persona should not only be rated higher than a lead who is outside the typical customer profile; in many cases, the ideal prospect should be required to take less action in order to meet lead qualification criteria. The interactive nature of the channel?—it’s

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

SEPTEMBER 26, 2018

Whether through anonymous surveys or face-to-face meetings, find out what they love most about working at your company—and what they’d like to be different. To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. Leverage social media.

Hiring 250

Hiring Social Media Face-to-face Channels 250

Zoominfo

OCTOBER 24, 2024

Account executives and account managers get AI-guided suggestions about their next best step across every channel, allowing sellers to intelligently query their sales data for tailored recommendations such as pre-meeting briefs, recent compelling buying signals, key job changes, financing events, and more.

Software 211

Software Software Tools Hubspot 211

No More Cold Calling

MARCH 31, 2021

That’s why I’ve introduced Back in the Black , my monthly sales TV show on the Sales Experts Channel! Unless you get meetings with your target buyers that result in qualified leads, the rest is a waste of time. (Read “ Celebrating 7 Trailblazers on International Women’s Day.”). Back in the Black TV. Think of it like watching the news.

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Sales and Marketing Management

FEBRUARY 15, 2021

Now that most sellers are virtual, sales leaders should consider incorporating some of the following activities into their 2021 plans: Host engaging, inspirational speakers at all-hands meetings or virtual kickoffs. Show prerecorded videos during virtual sales meetings highlighting top performers and organizational successes.

Education 194

Education Film Channels Cancellation 194

Bernadette McClelland

MARCH 17, 2023

channel on YouTube Connect with us in the ‘StorySeller from DownUnder Facebook’ page where stories, strategies and shortcuts will be shared to boost sales. You can subscribe to THE STORYSELLER my brand-new (I mean brand-new!) Click here to join!

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Zoominfo

JUNE 28, 2021

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. Like any new channel you introduce into your workflow, you need to refine your strategy and resources to adapt successfully. What is conversational marketing?

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

No More Cold Calling

MARCH 31, 2020

Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. We need to take action to build our business in these tenuous times.

Referrals 326

Referrals Cold Calling How To Call-back 326

No More Cold Calling

FEBRUARY 24, 2021

Seller access is a newly popular term for an old problem—the struggle to bypass gatekeepers and get meetings with high-level decision makers. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. Seller Access: New Buzzword, Old Problem. Problem solved.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Sales and Marketing Management

SEPTEMBER 28, 2020

With fewer leads in the pipeline, booked meetings are even more difficult to attain, with 68% of respondents experiencing a decrease. More than half of those scheduling fewer meetings have experienced a drop of 60%. Those still able to come by meetings are suffering as well.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Zoominfo

MARCH 4, 2021

This is where SDRs focus on scoring as many meetings as possible, and research shows more than five touchpoints are required to secure an initial meeting. Make meeting scheduling easier for prospects. Expand content and the channels they exist in. Find stakeholders in charge of purchasing decisions. Engagement.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Scoring Lead Rank 246

The Pipeline

OCTOBER 2, 2018

While the stats vary by source, (what a surprise), it seems that today’s workers get over 60% of their learning outside of the formal process and channels provided by their companies, one source had it 76%. ” Meet the modern learner – Bersin by Deloitte. All that time and money.

Coaching 273

Coaching Quota Cold Calling Data 273

No More Cold Calling

JUNE 9, 2019

That’s still true, but cold calling has evolved as sales channels have evolved. Who would make the time to schedule a call with someone who doesn’t even ask about their business before asking for a meeting? Maybe you meet a new prospect, or maybe you just expand your referral network. Talk about rude and disengaging behavior!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

Sales and Marketing Management

DECEMBER 22, 2019

A seller who can range around in a conversation, listening for cues to shift to different business priorities and genuinely landing on the executive’s radar, will be invited back for further meetings. Develop the skills to secure a meeting. When sellers can see things from a customer’s perspective, they become trusted advisors.

Decision Maker 240

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

No More Cold Calling

JANUARY 5, 2021

That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! Unless you get meetings with your target buyers that result in qualified leads, the rest is a waste of time. Oh, and I forgot to mention … The Sales Experts Channel is always free, always fabulous. Register here ).

Referrals 194

Referrals Cold Calling Call-back Social Media 194

Zoominfo

DECEMBER 6, 2024

Why Live Chat Matters Live chat software is more than a convenience its a strategic tool for businesses aiming to meet modern customer expectations. Multi-Channel Support : Extend reach by integrating live chat with messaging platforms and social media.

Software 130

Software Software Sales Qualified Lead Customer 130