No More Cold Calling

DECEMBER 26, 2024

How to Turn Your Suspects Into Qualified Prospects Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects. Prospects, though? Your team should already be on the closing business trajectory.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

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

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

JANUARY 13, 2025

But savvy sales leaders know AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions. Take email prospecting, for instance. Heres how AI can help: 1.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

Understanding the Sales Force

JANUARY 6, 2025

Although we’ve attended for close to 23 years, this year I noticed something different and that experience will help you better understand the important role that sales process plays in the context of a modern sales methodology. As we do each season, my family attended the Boston Pops Holiday Concert at Symphony Hall in Boston.

Sales Process 334

Sales Process Benefit Sales Methodology Sales Cycle 334

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering.

Closing 122

Closing Quota How To Webinar Metrics 122

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Systematize Your Referral Process: Make referral selling a core part of your sales prospecting strategy, not just something that happens occasionally.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

OCTOBER 31, 2024

On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Now look a little more closely at your clients and think about the types of people that buy from you. It can be a critical step in filling your sales pipeline with great opportunities. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Zoominfo

JANUARY 30, 2025

But savvy sales leaders know that AI isnt a magic wand that can close deals for you. Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions. Take email prospecting, for instance. Heres how AI can help: 1.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Hubspot Sales

AUGUST 7, 2024

Benefits of Using Sales Demo Environments How to Create a Demo Environment That Closes Deals I like to think of it like this: it’s common knowledge that Super Bowl halftime performances are mostly pre-recorded. How to Create a Demo Environment That Closes Deals Step 1: Formulate a narrative.

Closing 104

Closing How To Call-back Software 104

Zoominfo

DECEMBER 28, 2020

By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. By leveraging advanced artificial intelligence, these powerful solutions automate a wide range of tasks and processes, allowing sales teams to focus on what they do best: building relationships and closing deals.

Software 211

Software Software Tools Hubspot 211

The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! The Closing Argument is a summary of facts supportive of whichever side the attorney represents.

Closing 218

Closing Decision Maker Follow-up Pipeline 218

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

Understanding the Sales Force

FEBRUARY 14, 2022

I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

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.

Prospecting 345

Prospecting Sales Process Closing Opportunity 345

Understanding the Sales Force

AUGUST 23, 2024

Of course, that got me thinking about a simple hack that will significantly improve sales performance and more specifically, closing. What if you too are struggling with output, as in closing what is already in your pipeline? There are three types of opportunities in your pipeline. ” is dumb and stupid.

Opportunity 177

Opportunity Decision Maker Cold Calling Call-back 177

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions.

Objections 73

Objections Opportunity Ideal Customer Profile Face-to-face 73

Sales 2.0

DECEMBER 17, 2024

I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. I found a few clues from the odd call note and the salespersons name attached to certain contacts in the CRM; however, nothing that would represent an opportunity ripe for closing.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

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. Sendoso turned to ZoomInfo as a single source of truth for: TAM analysis to prioritize the most valuable expansion opportunities, particularly in the UK.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

Understanding the Sales Force

FEBRUARY 10, 2025

While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency. I would be devastated) When these four factors are in place you have a scenario where your prospect must buy. .:

Kana 194

Kana Benefit Margin Sales Qualified Lead 194

Mindtickle

DECEMBER 18, 2024

A steady stream of sales opportunities is foundational for revenue growth. But properly managing those sales opportunities isnt always easy. They also struggle to stay on top of all the sales opportunities in the pipeline , which leads to low conversion rates and inaccurate sales forecasts. What is sales opportunity management?

Opportunity 52

Opportunity Lead Rank Sales Qualified Lead Lead Scoring 52

Understanding the Sales Force

JANUARY 22, 2024

They’re having a great conversation, the prospect needs what you have, there is money available, you’re with the decision maker, and you start making some assumptions about how good this opportunity looks. If you have a scorecard in your head, it is probably giving you a score of close to 100. What did you miss?

Closing 227

Closing Proposal Discount Decision Maker 227

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

Zoominfo

FEBRUARY 20, 2025

For frontline go-to-market (GTM) professionals, the struggle is real: Too much administrative work, too little selling time, and too many missed opportunities. Thats not just more prospects its the right prospects. And theyre reaching these prospects at the right time. Higher engagement translates into higher win rates.

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

The Pipeline

NOVEMBER 14, 2020

Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. Everyone says: “Get me in front of the right person, and I’ll close them.”

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Allego

DECEMBER 24, 2024

She nailed every call, delivered exactly what her buyers needed, and closed deals faster than ever before. From smarter content creation to actionable conversation insights, this post explores the tangible ways AI equips sellers to close more deals, faster, while delivering the personalized experiences buyers expect. Whats her secret?

Sales Enablement 62

Sales Enablement Closing Scale Analytics 62

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? During these pandemic times, there are fewer opportunities and more competition going after the same exact business. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

Hubspot Sales

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. You don't have to have your team berate prospects, wide-eyed and frantic, yelling, “THERE IS LITERALLY NO MORE TIME!

Incentives 98

Incentives Incentive Intent Closing 98

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. I’m not a fan of that approach but sometimes there is no other way.

Coaching 194

Coaching Hiring Scale Sales Leadership 194