Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

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Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

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Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

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. God coached Moses repeatedly to return to Pharaoh, a sales scenario that could only happen if you build space ships and NASA is your only prospect. Statistics from Objective Management Group’s nearly 2.5

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Coaching Hiring Scale Sales Leadership 188

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. Statistics from Objective Management Group (OMG) and the 2.5

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Data Hiring Compensation Quota 220

Sales 2.0

OCTOBER 25, 2021

Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. Sales management.

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Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

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Hiring Sales Management Territories Outsourcing Services 224

Anthony Cole Training

FEBRUARY 14, 2025

They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. These are not elusive skills; they are identified by our partner and industry-leading sales evaluation company, Objective Management Group (OMG).

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Selling Skills Lead Rank Lead Scoring Groups 282

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

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Sales Management Hiring ROI Maximizer 194

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. Oliver: Yes. What do you see here?

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

No More Cold Calling

JULY 29, 2021

But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. It’s just a symptom.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. No, seriously!

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Lead Rank Lead Scoring Margin SME 398

Steven Rosen

APRIL 18, 2022

Despite good interviewing skills, many sales managers are guilty of making the following hiring mistakes: Hiring people they like. Do your sales managers have the tools and processes to systematically identify top sales performers from those who are pretenders? Assesses prospecting potential and closing style.

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Hiring Lead Rank Retention Face-to-face 367

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

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Sales Management Forecasting Face-to-face How To 58

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager.

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Objections Forecasting Webinar Metrics Pipeline 276

SalesFuel

FEBRUARY 16, 2025

Mark Hunter is a renowned expert in the field of sales, known for his extensive experience and insightful perspectives on sales strategies and mindset. With over 15 years in sales and marketing divisions of three Fortune 200 companies, Mark has led significant projects, including the creation of a new 200-member sales force.

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Hiring Prospecting Face-to-face Twitter 52

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. 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.

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The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

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Forecasting Webinar Metrics Pipeline System 307

Hubspot Sales

JANUARY 14, 2025

Trust a Sales Champion Ultimately, a sales champion isnt just a stellar deal-closer for your sales team. Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Sales champions take crushing it to a whole new level.

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Data Hubspot Negotiation B2B 111

Sales 2.0

SEPTEMBER 14, 2014

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. This step could ideally happen in parallel to the founders making their initial sales. It’s not our job to “pivot” the company when the market says it does not want our offering.

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Zoominfo

JULY 13, 2021

In short, it will allow salespeople to enter meetings with complete intelligence about each participant and company. Sales reps will be able to replicate the winning behaviors they hear and see, develop skills modeled by others in their organization, ramp quickly, and receive ongoing coaching for continual growth and improvement.

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Conversion Top of Funnel Marketing Lead Rank 70

No More Cold Calling

JUNE 10, 2021

I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan. Would you be willing to be a referral to this company?” Get meetings with prime prospects in one call.

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Referrals Cold Calling Inbound Webinar Metrics 385

Steven Rosen

OCTOBER 2, 2020

Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID. However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Lets get into it.

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Examples Strategy Hubspot How To 113

Sales and Marketing Management

MAY 10, 2020

to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19. One study released prior to the pandemic indicated that 63% of companies had remote workers; that figure has only skyrocketed this year. Author: Dave Gerry From the U.S. and the U.K.

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Face-to-face Hiring Lead Rank Lead Scoring 302

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. 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. If hesitation, don't work there - that's an anti-sales culture.

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B2B Banking Conference Decision Maker 319

Steven Rosen

MAY 1, 2024

He looks for candidates with a proven track record of success in B2B sales, particularly those with experience in cold calling and prospecting. This is a crucial skill that many companies overlook when hiring salespeople. He emphasizes building a community where knowledge-sharing and collaboration are encouraged.

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Lead Rank Lead Scoring Hiring Leads 228

DiscoverOrg Sales

DECEMBER 4, 2017

Finding the right contact – and context – for sales outreach is time consuming. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. In particular, focus on areas of training and coaching if you are looking to improve sales performance.

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Sales and Marketing Management

MAY 28, 2018

Yet, while the fight for talent is fierce, many companies are inadvertently ignoring or discouraging half of the workforce: women. The percentage of women in frontline sales management has remained flat for more than 10 years. The lack of parity in sales is not only a fairness issue, it’s a business issue.

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Face-to-face How To Salary Quota 250

The Pipeline

OCTOBER 3, 2019

Identify the companies that would be ideal targets. The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. Most companies will look for customer accounts by similar size, location, industry, revenue, and tech stack. Identify the people that work at those accounts.

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Account Account Based Marketing Ideal Customer Profile Exercises 251

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Many companies lack easy access to valuable insights that inform sales conversations in real time. Fast-Track Sales Enablement. Sales teams. Marketing teams.

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Face-to-face Intent Data GoldMine Lead Rank 264

Zoominfo

MAY 13, 2018

What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. There’s no way around it, stress drives activity and sales managers know this. Look into prospecting tools. So how do you do this correctly? Get the resources you need. Communicate.

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Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Sales 2.0

OCTOBER 11, 2019

Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. Their biggest problem is not enough meetings with prospective customers.

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Engineering Small Business Small Business Banking 262

Sales and Marketing Management

APRIL 1, 2019

So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. The profile is comprised of the specific answer to, “What skills and attitudes distinguish our company’s #1 salesperson?”. Consistently develops new sales opportunities within existing accounts.

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Motivation Hiring Ideal Customer Profile Guidelines 314

SBI Growth

MARCH 3, 2020

Go-to-Market success requires leadership and input from a multitude of functions within a company. Sales management has the pulse of the customer and prospect. Senior leadership provides strategic guidance. Marketing executives understand market trends. Finance heads determine where to make.

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Trends Marketing Sales Management Prospecting 218

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting.

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Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

OCTOBER 26, 2020

And this dynamic has merely accelerated a long-term trend of B2B companies shifting their sales capacity from field-based to virtual models. Myth 3: Only small deals or accounts are appropriate for virtual sales. Company size has no bearing on the willingness to use virtual channels.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

SEPTEMBER 2, 2021

The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business. Steven Bryerton, ZoomInfo’s senior vice president for sales, describes some of the changes in this video. According to Chorus research, 57 percent of sales reps don’t forecast their pipeline correctly.

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Data Scale SalesForce Forecasting 52