Understanding the Sales Force

NOVEMBER 3, 2014

Dave Kurlan Inbound Marketing sales methodology closing sales performance sales selelction' I''m sure I''ve missed a few but you get the gist.

Sales Methodology 215

Sales Methodology Inbound Decision Maker Consultative Selling 215

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. The biggest gap today is between inbound and outbound referrals. We all get occasional inbound referrals—a client moves to another company and calls us. We ask for an introduction to our ideal prospect.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

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

Pointclear

JULY 25, 2011

This week's guest blog is co-written by Greg Alexander, Sales CEO of Sales Benchmark Index and John Kearney a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing. John Kearney is a Consultant with Sales Benchmark Index focusing on sales force effectiveness and inbound marketing.

Hiring 177

Hiring Prospecting Inbound Journal 177

Sales Gravy

MARCH 25, 2025

In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. A blend of outbound prospecting, inbound content marketing, and nurturing activities generally works best. Remind them that prospects seeking help have a pressing trigger eventact fast, or theyll move on.

Ideal Customer Profile 87

Ideal Customer Profile Sales Qualified Lead B2B Top of Funnel 87

Partners in Excellence

NOVEMBER 2, 2023

Too often, I hear the lament, “I don’t have the time to coach!” The universal response to anemic pipelines is, “They need to do more prospecting!” ” Alternatively, it’s marketing’s fault, “We aren’t getting enough inbound!” And they have less time to coach.

Coaching 147

Coaching Lead Rank Pipeline Data 147

Understanding the Sales Force

SEPTEMBER 9, 2013

As a result of these dramatic changes, salespeople who were once quite capable of succeeding while using a traditional transactional approach, now struggle and even fail with growing regularity.

Sales Management 288

Sales Management Hiring Compensation Trends 288

No More Cold Calling

NOVEMBER 21, 2013

But investing in more lead-sourcing technology is not the answer, nor is inbound marketing or social media. The only way to keep your pipeline full of HOT, qualified leads is to prospect through referrals. When prospects come to us, they have problems that need to be solved—pain that needs addressing. But by how much?

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The inbound audience loves to engage in discussions, but not so much the CEO''s, Presidents and Sales VP''s who read these articles. You can download the issue here.

Hiring 199

Hiring Inbound Hubspot Webinar Metrics 199

Score More Sales

OCTOBER 1, 2012

1) Listen harder – really hear what the prospect is telling you. 4) Get good at prospect research. 6) Honor your prospecting time commitments (block out time, and don’t cancel on yourself). 23) When talking with a prospect, always agree to a next action; then put it in your CRM or calendar.

Outsourcing Services 225

Outsourcing Services Revenue Inbound Hiring 225

Score More Sales

AUGUST 14, 2012

Spreading a meme: I first learned about memes from a brilliant man named Thomas Leonard, now affectionately known as the “Father of Coaching”. Inbound marketing and good intelligence products will bring knowledge your way – your job is to interpret it. More about memes here courtesy of Bryan Kramer on the Smarter Commerce blog.

Social Media 233

Social Media B2B Strategy Media 233

The Pipeline

JULY 29, 2011

If you don’t have your inbound web strategy in place, outbound sales will have to work harder to find prospects and nurture them. A solid inbound web strategy also includes nurturing, but if you don’t have marketing tools then outbound sales will have to manually nurture as well. Canadas Sales Coach. Canadas Sales Coach.

Sales Qualified Lead 266

Sales Qualified Lead Pipeline Lead Rank Lead Scoring 266

No More Cold Calling

OCTOBER 19, 2017

You commit to referral selling as your #1 outbound prospecting strategy. To successfully shift your account based sales team to referral selling takes accountability, reinforcement, and coaching. More importantly, coach reps based on these activities. It’s a skill that must be learned, practiced, reinforced, and coached.

Referrals 265

Referrals Account Cold Calling Social Media 265

Score More Sales

FEBRUARY 2, 2015

What 5 sales prospecting lessons can we take away from the big event? 1) Inbound Gets Your Interest. The TV ratings are huge, but in addition there were thousands and thousands of pieces of content about the players, coaches, and fans. Yep, Seahawks coach Pete Carroll has taken the loss as his fault. Expand Your Pipeline.

Prospecting 120

Prospecting Lead Scoring Lead Rank Ideal Customer Profile 120

Understanding the Sales Force

AUGUST 18, 2014

It happens to salespeople when they aren''t able to stay in the moment, maintain complete focus on what their prospects are saying, and respond without thinking several moves ahead or, more typically, about what they want to talk. For that matter, it''s extremely difficult to coach a salesperson if you are in your own head.

Social Selling 202

Social Selling Face-to-face Inbound Sales Leadership 202

SBI

FEBRUARY 3, 2021

The bottom line is that Sales Enablement solutions tended to fall into one or two categories; content management, and training and coaching. Another change is the combining of Sales Call recording & Coaching (often referred to as Conversation Intelligence) and Video practice and role-play into a new Sales Coaching Software category.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

Understanding the Sales Force

APRIL 19, 2012

Sometimes, a single word, question or statement will change how every prospect responds. In one such company, most of their opportunities were found via inbound calls. As you might expect, the first question from each prospect had to do with pricing and availability. creating a proper sales coaching environment.

Hiring 185

Hiring Consultative Selling Incentives Incentive 185

Understanding the Sales Force

APRIL 3, 2014

Today, prospects are much less inclined to take a salesperson''s call, return a voicemail or an email message, engage in a conversation, schedule a call or meeting, share important information, return calls to salespeople towards the end of the sales process or make a decision. The revenue of the prospect company.

Face-to-face 218

Face-to-face Decision Maker Call-back Inbound 218

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 206

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 206

Vengreso

JANUARY 18, 2022

Leveraging technology, social selling, and sales prospecting tools has ushered in a new era for anyone wishing to pursue a career as a sales rep. It is through the use of the right B2B prospecting that we can continue to succeed in this always-evolving field. But before we start, let’s define what sales prospecting is.

Tools 125

Tools Prospecting Top of Funnel Ideal Customer Profile 125

Hubspot Sales

NOVEMBER 22, 2024

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. For a start, these AI sales tools can help you quickly draft and personalize prospecting emails. Want to generate more inbound leads ?

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Scoring 297

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 116

Prospecting Decision Maker Lead Scoring Lead Rank 116

Zoominfo

JANUARY 28, 2018

Among other factors, both require a good coach, lots of practice, a sense of urgency, the drive to win, incredible focus, and insight into the competition. In sales the other team your prospect and their defensive line is an objection to your sales pitch. Shorten Your Forms to Improve Your Inbound Marketing [Infographic].

Buyer Persona 153

Buyer Persona B2B Inbound Objections 153

The Pipeline

JULY 4, 2011

Stored in Attitude , Cold calling , Proactive , Prospecting , Sales eXchange , execution. 1. The above are a start, and need to be practiced, and constantly improved, but as you master them, you will see opportunities to tackle other barriers to prospecting success. B2B #Sales #prospecting. What’s in Your Pipeline?

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Hubspot Sales

DECEMBER 2, 2020

As I work with sales organizations across the world, I am frequently asked if the inbound sales philosophy works in an industry defined by a transactional sales process. However, an increasing number of salespeople are using the inbound sales philosophy in transactional industries with good results.

Industry 137

Industry Lead Rank Lead Scoring Inbound 137

Zoominfo

JUNE 25, 2021

I need to focus on win rate or average sales price, and [our SDR] needs to focus on inbound conversion rate, outbound demo sets, show rate.”. In this article, you’ll learn about the top sales KPIs for B2B sales reps and the leaders who coach them, and gain a greater understanding of the KPIs that promise to make an impact on your team.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Increase Sales

JANUARY 11, 2013

Prospecting is a marketing skill not a selling skill. Sales Training Coaching Tip: An integrated marketing approach that aligns inbound and outbound marketing is the best way to proceed in today’s marketplace. Smaller firms, those (95.4%) do not have marketing departments because they cannot afford that expense.

Small Business 152

Small Business Small Business Inbound Outbound 152

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Zoominfo

FEBRUARY 26, 2018

Although Hubspot specializes in sales, marketing, and CRM tools, they’re best known for coining the phrase inbound marketing. They define inbound marketing as the following: Inbound marketing is focused on attracting customers through relevant and helpful content and adding value at every stage in your customer’s buying journey.

Top of Funnel 170

Top of Funnel Lead Scoring Lead Rank Webinar Metrics 170

Hubspot Sales

APRIL 6, 2020

Let's cover some popular sales strategies — including inbound sales. In addition to these, there are two primary types of sales strategies: inbound and outbound. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions. Prospect qualification. Sales Activities.

Webinar Metrics 144

Webinar Metrics Hiring Strategy Inbound 144

Hubspot Sales

JANUARY 31, 2018

If you’re still cold calling prospects and think it’s a great way to generate new opportunities, stop selling now. Cold calling is hard, wasteful, ugly, and negatively impacts your brand and potential success -- it's also not nearly as effective as inbound selling. Cold calling. I mean it -- quit sales and get a new job. If you don't?

Cold Calling 145

Cold Calling Inbound Social Media Face-to-face 145

Hubspot Sales

DECEMBER 8, 2020

Time-saving tools and software give reps those hours back — as a result, there’s more time to focus on prospects and deals. In one click, you can start chatting with a prospect via VoIP or desk phone — either way, your phone number will appear as the caller ID when you call prospects. Kixie Powercall.

Tools 140

Tools Hubspot Outbound Inbound 140

Janek Performance Group

APRIL 17, 2024

Typically, these professionals are tasked with identifying and qualifying potential leads and initiating contact with prospects. Some of the top include: Lead Generation and Qualification Prospect identification Lead qualification Effective BDRs excel at identifying potential leads within target markets or industries.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Hubspot Sales

FEBRUARY 7, 2018

Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. So before you ever get on the phone with a prospect, sit with your managers to thoroughly understand your company’s process.

Top of Funnel 145

Top of Funnel Inbound Hubspot Negotiation 145

No More Cold Calling

JUNE 23, 2019

Here’s another common scenario: They use LinkedIn to find mutual connections with their prospects, reach out to those connections, and say, “Hey, I’m trying to get a meeting with so-and-so at XYZ Corp. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 228

Referrals Scale How To Lead Scoring 228

Showpad

FEBRUARY 14, 2019

Let’s face it; prospecting isn’t the most fun part of selling. Without prospecting, reps have no one to actually sell to. In the next blog in our “Sales Enablement Defined” series, we’ll talk about sales prospecting and where it fits into the sales enablement ecosystem. What is Sales Prospecting? Value proposition.

Sales Enablement 66

Sales Enablement Top of Funnel Prospecting Lead Qualification 66