The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. This is as close to selling as Seine fishing is to fly fishing. These like the largest constituency, the Status Quo, the remaining 70%, are prospects.

Prospecting 212

Prospecting Influencer Buyer Education 212

Zoominfo

MARCH 12, 2025

The following stories from real GTM professionals show how today’s revenue leaders are leveraging GTM Intelligence to expand their reach, grow their pipelines, and close more deals. The sales team required a scalable data solution to efficiently reach corporate groups and event attendees.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Zoominfo

AUGUST 11, 2021

It’s what keeps your sales team organized and focused on managing opportunities to close deals. The outcome is always the same, too: low close-won rates and slow growth. It shows where leads and opportunities are in the sales cycle, from prospecting and first approach to discovery and (hopefully) closed-won.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Understanding the Sales Force

OCTOBER 13, 2024

Unfortunately, Pharaoh lied about letting the Israelites go free each time, much as prospects often lie to salespeople. The Red Sea miracle is similar to when a sales leader arrives at the 11th hour to close the big deal for the salesperson. Statistics from Objective Management Group’s nearly 2.5

Coaching 194

Coaching Hiring Scale Sales Leadership 194

No More Cold Calling

FEBRUARY 28, 2025

You certainly wouldnt lead with a sales pitch before you even knew if the person would be a decent prospect. Potential prospects will tune you out, and potential advocates (i.e., Social stalkers dont understand that, and their sales prospecting approach results in: 1. Its important to show up online like you show up in-person.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Understanding the Sales Force

FEBRUARY 22, 2023

If you looked closely and skeptically at who was writing the articles and who the writers worked for, you could recognize that the articles were simply a narrative to create a need for their brand new, and at the time, unproven products.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. UnitedHealth Group. Insurance.

Company 156

Company Prospecting Oracle Transportation 156

Zoominfo

JANUARY 19, 2021

Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them. They both need this engagement!

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Understanding the Sales Force

MARCH 20, 2024

Similarly, many prospects are also non-believers in your product or service. I mined some data from Objective Management Group, which has assessed around 2.5 Most of that group believes that a sales process is helpful. As a detective, he always followed the evidence to find the truth. million salespeople.

Sales Process 348

Sales Process Sales Methodology Decision Maker Pipeline 348

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. Referrals help you ace Part One and set you up for success in Part Two.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. A competitive win rate indicates sales is proficient in closing deals. How does seller behavior change happen?

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

The Pipeline

OCTOBER 5, 2017

This has allowed the former group to act and speak about their pipeline with conviction backed by results, the subjective group, spends more time rationalizing the outcome than driving it. A new wrinkle is now available to the subjective group, one they feel lends a bit of weight and validity to what they are doing, namely statistics.

Pipeline 281

Pipeline Lead Rank Groups Opportunity 281

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Trust - Caliper looks at general skepticism (an outlook on life) while OMG looks specifically at whether the candidate trusts prospects. Coachable or not.

Comparison 319

Comparison Lead Rank Lead Scoring Hiring 319

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

Alice Heiman

FEBRUARY 12, 2020

W hat if you had more time each day to spend coaching your salespeople to close business? So how m uch time did you spend coaching your salespeople to close business this week ? . Selling is everything from prospecting to closing the deal and retaining the business. You help them strategize to close deals.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Sales Gravy

MARCH 9, 2025

No matter if you've had a great month, closed a big deal, or made it to the winner's circle at President's club, winning makes you more vulnerable to losing. So I spent several weeks nervously working on my keynote speech for this group of winners. Have a good month, take a break from prospecting. Close a big deal.

Hotels 97

Hotels Guarantee Exact Engineering 97

Adaptive Business Services

OCTOBER 23, 2024

Time flies and I’m guessing that it has been close to 10 years since LinkedIn decided to close its access doors to most third-party applications including Nimble CRM. A Suggested LinkedIn Prospecting Process Discover, evaluate, document, engage, nurture and in this order. Here’s how!

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

No More Cold Calling

OCTOBER 1, 2021

Random group texts offering to sell you real estate, cheap prescription drugs, or oceanfront property in Arizona. Sales Reps Not Closing Sales? My salespeople can’t close.” But not closing sales is never the real problem. Read “ Sales Reps Not Closing Sales? Nonstop pitching via LinkedIn Invitations and comments.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

LinkedFusion

JANUARY 19, 2025

Its no surprise that LinkedIn sales strategies have revolutionized how prospects are approached and deals are closed. With tools like LinkedIn Sales Navigator and LinkedIn groups, this platform provides unmatched opportunities to connect with the right people and foster meaningful business relationships.

LinkedIn 40

LinkedIn Closing Ideal Customer Profile Buyer Intent 40

Sales and Marketing Management

JANUARY 14, 2019

For decades “ABC” or “always be closing” was the mantra of salespeople everywhere. If you have a solution that fits their needs, you can offer it to them in the exact context and phrasing of your prospect, ultimately leading to bigger and better sales. These four strategies can help your salespeople improve their process.

Negotiation 292

Negotiation Sales Process Strategy Discount 292

Zoominfo

JULY 24, 2020

It’s like working on a group project without agreeing on a topic first. Sales reps spend a lot of time looking for content to share with prospects, or sorting through leads that don’t necessarily meet the mark. Sales can help marketing create content that their prospects are looking for. Increased Productivity.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

The Pipeline

SEPTEMBER 9, 2019

As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close? So, when our VP calls and asks; “What are you closing this month?” That’s what we have to figure out.

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

The Pipeline

SEPTEMBER 11, 2017

Next time your team is together, (and you can do this on your own if you are a rep), ask for a volunteer, and ask them the following: “Who is your best prospect?” Those in group (1), always respond by telling what action has to be taken by them, the buyer, and mutually. How you get across the road?”,

Decision Maker 264

Decision Maker Groups Follow-up Quota 264

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s not selling. That’s order-taking.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? Shorten the sales process because prospecting time collapses.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

MAY 5, 2021

You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects. Audience cohorts are a group of people who share similar characteristics, including demographics and psychographics. On top of that, digital privacy concerns are at an all-time high.

Segment 246

Segment Lead Rank Trends Marketing Qualified Lead 246

Sales and Marketing Management

FEBRUARY 19, 2018

Next time you prospect a company, add a board member. You are not going to close an entire enterprise deal without a roller coaster of a decision maker, trial by fire in a committee, group think, emotion or crisis mode. When you're at work, prospect incessantly. Tony’s most recent book is “Combo Prospecting.”

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

SalesFuel

APRIL 11, 2024

Zoom became a lifeline for millions working from home and a savior of reps competing for a remote sales closing. More Channels Provide More Personalized Choices for Sales Closing Finding a comfortable way to communicate with key clients is essential. Hope to gain standing in the group. To fail a sales closing is costly.

Closing 115

Closing Face-to-face Tourism Hiring 115

Pipeliner

OCTOBER 24, 2024

Books, blogs and podcasts aside, I thought it would be really powerful to gain from this dynamic group the messages they would sincerely share with themselves as young sales reps. A killer closing technique, an account growth strategy or a relationship tip? Not even close. What was the most cited gem of wisdom?

Groups 98

Groups Survey Education Lead Rank 98

The Pipeline

NOVEMBER 19, 2019

We’ll look at it in the context of time to decision, not close, but the buyer’s timeline, decision. Another group that we’ll call prospects know a purchase decision will need to be made, say around buying new production equipment. And then there the last group, those who could care less we exist, the Suspects. Learn More.

Travel 213

Travel B2B Call-back Sales Qualified Lead 213

Allego

NOVEMBER 22, 2022

Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. Product marketing in particular plays a key role in converting prospects to customers. As sellers prepare to move prospects through each stage, they require resources to connect their solutions with buyer needs.

Pivotal 117

Pivotal Conversion Closing Buyer 117

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground. Lyrics rarely impact my decisions (except Popsicle Toes ).

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

BuzzBoard

NOVEMBER 5, 2024

Buyer needs shift, industries adapt, and seasonal factors impact purchasing behaviors, meaning a fixed ICP may not align with today’s high-potential prospects. BuzzBoard’s look-alike prospect identification feature solves this challenge by bringing adaptability to your prospecting.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Lead Rank Lead Scoring 52

Jeffrey Gitomer

MARCH 5, 2019

The right questions create deficit in the comfort level of the prospect. Become the emotional twin of the prospect. Determine the prospect's personality style. Uncovering the prospect's dominant buying motive (the emotional reason the prospect wants your product) and; Finding what the prospect's primary objection will be.

Top of Funnel 241

Top of Funnel Licensing Funnel Objections 241

SalesFuel

MAY 9, 2024

They can leverage the valuable knowledge gained from these questions to develop relationships, show value and close sales. And each question presents an opportunity to learn and engage with a prospect. All sellers must understand the very basic needs of each prospect to progress a sale.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Shari Levitin

JUNE 30, 2021

What Your Prospects Aren't Telling You. Here are three strategies you can leverage right now to enhance your customer experience and make prospects feel like doing business with you. The post 3 Things Your Prospects Aren’t Telling You appeared first on Shari Levitin. In fact, I’m never going back.

Prospecting 149

Prospecting B2C Travel Face-to-face 149