Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Plan different ways to close in every avenue of conversation. Back in 2007, it took 3-4 cold call attempts to reach a prospect.

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

Mr. Inside Sales

AUGUST 12, 2022

Ellis said, “Early in my career, Bill called me into his office, and we sat there, for a long time, studying game film. I kept a notebook with all my prospects in it and every time they didn’t buy, I’d put in red ink the reason why not. 2: Ask for bigger orders on every close. I got better. But how often do you actually do it?

Closing 195

Closing Film Face-to-face Inside Sales 195

Alice Heiman

JULY 18, 2023

Before starting SuccessKit, he learned to use case studies to sell and realized that his company didn’t have a way to produce these. Knowing that all salespeople need case studies throughout the sales cycle, SuccessKit was born. It paid off. He started his career in tech sales, moved to management, and then founded SuccessKit in 2016.

Case Study 116

Case Study Study Closing Hiring 116

Sales 2.0

JULY 17, 2019

Closing is easy. What really holds most sales people back is getting in the door not closing. I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

Zoominfo

JANUARY 19, 2021

That initial curiosity in your content offering — eBooks, whitepapers, case studies — might grow into an interest in your solution. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. What Makes a Good Landing Page? They both need this engagement!

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

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

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. studying sales methodologies, you know that you are obsessed. Do you itch under your skin to get the deal closed? Passion – Prospects smell fear. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

The Pipeline

MAY 11, 2021

I worked for a leader who a every kick-off would rally the troops with an uplifting close. As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. There are numerous studies showing the little regard buyers have for material sellers deliver. Start With You.

Quota 341

Quota Lead Rank Forecasting ROI 341

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. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

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? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

OCTOBER 18, 2018

priority in your sales prospecting techniques. Message to sales leaders: Your job is to get the rocks off the road so your team can close deals, exceed quota, and blow past revenue goals. Oh, and they’re not making quota—not even close. That kind of prospecting activity doesn’t drive revenue. That’s a lame excuse.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

Hubspot Sales

AUGUST 26, 2024

In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. Fortunately, AI tools like Conversica can fill in the gaps and analyze current and historical data to deliver personalized messages that inspire confidence in your prospects.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Sales and Marketing Management

OCTOBER 14, 2019

Excellent listening skills, especially asking questions that show you’re interested in understanding the prospect’s needs and goals, can help you stand out from the crowd. One study found that after a week, most people could remember just 10% of what was said during a short presentation. It doesn’t have to be too personal.

Customer 239

Customer Closing Proposal Decision Maker 239

Zoominfo

FEBRUARY 7, 2025

Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. The Buyers Journey is Built for Sellers, Not Buyers The buyers journey was designed to help sellers guide prospects through a sales process, but it doesnt reflect how empowered buyers operate today.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

The Pipeline

JULY 21, 2020

But Discovery usually involves sellers discovering how to sell their product, not discovering the ins and outs of the prospect’s business. Many reps are good at not talking product, but they still have trouble hiding their true intent, the close. Having memorized the “Persona”, they figure they don’t need to.

Decision Maker 343

Decision Maker Buyer Study Intent 343

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

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

Zoominfo

NOVEMBER 20, 2019

The best way to create the kind of value proposition your prospect is looking for is by addressing a need. And that’s not what your prospect is looking for. The first is making the problem real and vivid in the prospect’s mind. Let’s talk about what value is – and what value isn’t. 300,000 minus $30,000). That’s not value.

B2B 187

B2B Prospecting Case Study Scale 187

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? If you’ve beaten the odds and have held your role for more than 18 months, you’ve already gotten your team lined up, your prospecting strategy in place, and your goals set. Close rates not high enough (28.2%). Arrive pre-sold: Prospects know the business reason for meeting.

Referrals 279

Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

Hubspot Sales

AUGUST 19, 2024

Closing The aim is to provide actionable strategies, real-world examples, and frameworks to help you transform your cold-calling fears into confidence. The key here is to use “moments” instead of a specific time frame, as it feels less demanding and gives the prospect more control over the interaction. Value proposition 3.

Cold Calling 115

Cold Calling Hiring Call-back Objections 115

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. Use case studies or customer testimonials to tell your story.

Examples 246

Examples Case Study Face-to-face Study 246

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

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

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

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. The reason for these staggering results is simple: Prospects trust the opinions of people they know. Yet, it’s easier said than done. 2. Do your homework.

Case Study 244

Case Study Referrals B2B Social Media 244

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Hubspot Sales

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. For sellers, the key benefit is a shorter sales cycle, allowing them to close deals more efficiently. Suppliers that simplify the buying process are 62% more likely to close sales for premium offerings compared to their competitors.

Face-to-face 87

Face-to-face Sales Methodology Lead Rank Buyer 87

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

Zoominfo

JULY 23, 2020

Have a clear timeline that they are working with, providing their sales rep with a date to expect closing Are very aware and knowledgeable about your product as a solution for a specific problem they are having. Hot leads should also immediately be contacted by a sales team, as they will want to close a deal sooner rather than later.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Zoominfo

JANUARY 29, 2025

Its the engine that powers prospecting, personalization, and pipeline generation. One expert study found that poor data quality costs companies up to 25% of their annual revenue. Growing and Retaining Customers The work doesnt stop once a deal is closed. But when that data is flawed, the entire system breaks down.

B2B 130

B2B Intent Signal Scale Marketing 130

No More Cold Calling

APRIL 26, 2021

But while it may be as close as you can get to in-person, it’s not, and you’re not. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. The Power of Transferred Trust.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Lead411

FEBRUARY 20, 2025

How to Use Predictive Analytics to Improve Your B2B Lead Scoring and Prospecting Stop chasing dead-end leads! Predictive analytics can help you focus on the prospects most likely to convert. B2B lead scoring is the process of ranking prospects based on their likelihood to convert into paying customers. What Is B2B Lead Scoring?

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 52

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

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

LinkedFusion

JANUARY 19, 2025

Its no surprise that LinkedIn sales strategies have revolutionized how prospects are approached and deals are closed. Whether youre a sales professional, entrepreneur, or B2B marketer, leveraging LinkedIn can significantly increase lead generation and help you close deals faster while building trust with potential clients.

LinkedIn 40

LinkedIn Closing Ideal Customer Profile Buyer Intent 40