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

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. As the conversation progresses, share relatable (not deceptive) details of your product or service. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Practice your cold calling script.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Once you have your ICPs mapped out, you can focus on building a stream of ready-to-buy prospects or marketing qualified leads.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

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. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

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

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

FEBRUARY 1, 2025

Sure, they understand value from an intellectual standpoint, but they are asking prospects to behave in a way that contradicts how they normally behave. Not just the need to think it over, but especially when they shop around, look for the best price, or think a relatively small amount of money is a lot.

Sales Leadership 292

Sales Leadership Buying Cycle Coaching Proposal 292

Sales and Marketing Management

APRIL 28, 2019

Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms. If being in front of a camera doesn’t work for some people, let them continue working in ways that achieve higher closing rates.

Video 214

Video Closing Scale Face-to-face 214

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! Value propositioning.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Bernadette McClelland

NOVEMBER 13, 2022

Not for any reason related to interest in their religious views, but out of respect for what they were doing. He was clearly very nervous, yet no context or relevance had been positioned relating to those passages. Almost immediately, the shorter one began to quote passages, verbatim, from the Bible without stopping for breath.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

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

MARCH 21, 2019

As with most things in prospecting and sales is the same, to develop a routine you can and willingly implement. Most people have so much on their plate, they mostly try to get through calls, only dealing directly with the important ones, and a prospecting call is rarely one of those.

Objections 310

Objections Handbook Lead Rank Energy 310

The Pipeline

JUNE 18, 2020

If your pipeline was running over the brim with opportunities, you could care less how long it takes to close. The problem that needs to be fixed in their inability to prospect and bring enough viable opportunities to play. Rather than focusing on adding some real prospects, they turn to urgency. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

The Pipeline

JANUARY 28, 2020

There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. Better to start with something they can relate. ” Yet one is sought after, the other shunned. An Unvirtuous Circle.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. Do you itch under your skin to get the deal closed? Passion – Prospects smell fear. You will never close and it will be a brutal uphill battle. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

JULY 13, 2017

If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process. Deals closed through referrals. Have you checked out the prospect’s LinkedIn profile?

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” It's relatively self-explanatory. When you dig a little deeper, the concept gets significantly more nuanced.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Sales and Marketing Management

FEBRUARY 8, 2021

When others are not being innovative with the video phenomenon occurring in communications, it’s your chance to stand out by sending personalized video emails to your prospects. It’s capable of including other mediums, both visual and auditory, which means you can engage your prospects on a deeper level. Conversational Bots: ?Prospective

Quota 296

Quota Channels Decision Maker Cold Calling 296

Zoominfo

AUGUST 8, 2024

For example, offering more favorable contract renewal terms will do little to persuade an unhappy customer whose primary objection is product-related. With 85% of deals won by the first seller to engage with a prospect, responsiveness can mean the difference between a closed deal and a missed opportunity.

Churn 130

Churn Face-to-face How To Buyer Intent 130

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

FEBRUARY 10, 2021

Telling your stories and the stories of others humanizes your selling and makes connections with prospects more meaningful (and productive). Your prospects Are Wired for Storytelling. And that makes sales pitches more engaging – for both you and your prospects. Get Your Prospect’s Attention (and Hold It).

Examples 246

Examples Case Study Face-to-face Study 246

Hubspot Sales

MAY 24, 2023

A closing call is like the finish line of a marathon. It’s nerve-wracking for you and your prospect. As a salesperson, you’ve invested a lot of time in your prospect by the time a closing call rolls around. Whether your prospect says yes or no is up to them. In this article: What is a closing call?

Closing 116

Closing Proposal Call-back Vendor 116

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. To fail a sales closing is costly. Researching the media options.

Closing 115

Closing Face-to-face Tourism Hiring 115

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. Nimble Mobile App Like Prospector, Nimble’s mobile apps will allow you to perform any contact related activities that you wish and while you are on the go.

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

Hubspot Sales

FEBRUARY 24, 2025

Pushback is natural and often productive in a sales engagement, but in many cases, a piece of you is going to think, Oh, come on, when a prospect brings up concerns. When prospects say, Its too expensive,' reps sprint toward discounts or value props. Objection handling is one of the trickier, more grating aspects of sales life.

Objections 95

Objections Discount Face-to-face Comparison 95

No More Cold Calling

JANUARY 3, 2019

Top salespeople ask prospective clients lots of questions to get to the real problem. When they get curious, they bring the brain trust of the company together to solve the prospective client’s problems and win deals. It’s a long article, but worth a close read. These top reps aren’t lone rangers.

Google 299

Google Face-to-face Cold Calling Survey 299

Mindtickle

JANUARY 10, 2025

Sellers need to spend the time they do have with qualified prospects. But first, these sellers must be able to determine whether or not a prospect is the right fit and fast. The BANT framework is a simple yet effective tool for quickly determining whether a prospect is worth pursuing. However, that could change.

Ideal Customer Profile 98

Ideal Customer Profile Sales Qualified Lead Lead Qualification Sales Cycle 98

Sales Hacker

MARCH 23, 2023

Because your prospect is uncertain. Related: 3 Steps to Transform Your Mindset in Sales and Overcome Any Challenge How I know: My first 70,000 hours of selling Malcolm Gladwell famously said it takes 10,000 hours of practice to attain mastery. Can you guess how many sales are closed at the first meeting? A staggering 2%.

Closing 120

Closing Harvest Top of Funnel Lead Rank 120

Zoominfo

JANUARY 16, 2025

But with the right symphony of supporting information, go-to-market teams can leverage intent data to deliver precise, tailored, and timely campaigns that surface truly interested prospects. Need-Based Signals : These show active research behaviors, such as downloading content related to solutions. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

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

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

Hubspot Sales

DECEMBER 6, 2022

Sales teams that leverage their business ecosystem close larger deals faster and more frequently. And how can it help you close more deals? Here, you'll learn how to successfully work with your business ecosystem at every stage of the sales process — from prospecting to customer onboarding. But what is a business ecosystem?

Closing 128

Closing Ideal Customer Profile Scale Referrals 128

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Tools 128

Tools Ideal Customer Profile Prospecting Intent Data 128

Hubspot Sales

NOVEMBER 22, 2024

For every exhilarating win — yay, you closed a deal — there’s an all too humbling loss. Boo, you were ghosted by a prospect you thought for sure would convert. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. Long and skinny? Draft cold outreach emails.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

The Pipeline

MARCH 7, 2019

On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive. Many working on old timeframes and presumed related work-flows, get frustrated as the cycles stretch. Shortening the cycle, but not increasing your number of prospects, just leaves you a lot of idle time in Q4.

Buying Cycle 244

Buying Cycle Commission Education Buyer 244