Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

No More Cold Calling

DECEMBER 26, 2024

They put a stake in the ground for their beliefs, follow their gut, and leave their competition in the dust. 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. Prospects, though? A totally different story.

Referrals 317

Referrals Cold Calling ROI Sales Qualified Lead 317

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. Make it fun and competitive. Dont hide in your office.

Motivation 92

Motivation Prospecting How To Face-to-face 92

Sales Gravy

JANUARY 7, 2025

On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences.

Prospecting 98

Prospecting Face-to-face Outbound Segment 98

Understanding the Sales Force

OCTOBER 13, 2024

Moses returned to God and spoke of this obstacle, or in sales terms, objection: There was internal competition! The first few demonstrations of power included the Nile River, and then the Frogs, both of which the internal competition was able to replicate.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

SBI Growth

APRIL 22, 2024

Virtual prospecting unlocks a world of potential customers eager to connect online, but with so much competition, it poses a question: How do you make your message stand out? Let’s dive into five powerful virtual prospecting strategies to transform your outreach and propel you ahead of the competition.

Prospecting 177

Prospecting Strategy Cold Calling Competition 177

SalesFuel

MARCH 17, 2025

Insight selling is quickly becoming a must-have strategy in todays competitive B2B landscape. Sellers instead provide prospects with fresh perspectives and valuable insights they may not have considered before. Insight selling is not about feature-bombing your prospects with product specs, explain the professionals at The Follow Up.

Competition 52

Competition Hiring Loyalty Buyer 52

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 Scoring Lead Rank 409

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 analyzing vast amounts of information in real time, these tools provide a competitive edge that manual processes simply can’t match. The downside?

Software 211

Software Software Tools Hubspot 211

Zoominfo

MARCH 26, 2025

Imagine that one of your top sales reps spends weeks courting a promising prospect, only to discover at the 11th hour that its actually a subsidiary of your largest customer. They engage prospects with full context, and trust in the data means reps can collaborate on strategy for the whole customer.

Data 130

Data Revenue Scale Territories 130

Zoominfo

SEPTEMBER 24, 2024

For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. For instance: understanding the interaction between signals like news, website visits, and ad engagement can reveal which prospects are more likely to convert.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

Sales Gravy

OCTOBER 17, 2024

Consistent effort, particularly in prospecting, is emphasized as key to long-term success. Economic Outlook: Economic headwinds suggest a potential recession, and sales teams should be proactive by focusing on activity, knowledge, and behavioral adjustments to stay competitive. Success doesn’t happen overnight.

Outbound 96

Outbound Strategy Face-to-face Conference 96

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. None of us stands out during prospecting. When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. Not getting the ROI you expected from your lead-gen tactics?

Lead Gen 397

Lead Gen Sales Qualified Lead Marketing Qualified Lead Leads 397

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

Prospecting 175

Prospecting Face-to-face Competition Training 175

Zoominfo

DECEMBER 20, 2024

Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market. Advanced Search Functionality : Pinpoint prospects with precision.

Scale 130

Scale SalesForce Analytics Hubspot 130

Zoominfo

JANUARY 29, 2025

Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Its the engine that powers prospecting, personalization, and pipeline generation. The world of B2B sales and marketing is at an inflection point.

B2B 130

B2B Intent Signal Scale Marketing 130

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.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. To gain access, sales professionals must abide by the new rules of prospecting.”. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Anthony Cole Training

APRIL 19, 2024

From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been inconceivable a few decades ago.

Sales Technology 288

Sales Technology Competition Industry Sales 288

Partners in Excellence

JANUARY 13, 2025

” It turned out the problem the prospect CRO had was not focused on AI. I see virtually the same thing in all my feeds, in too many of the discussions, and in the majority of the prospecting outreaches inflicted on me. ” I get it, it’s something new to talk to prospects about, but is AI the core issue?

Face-to-face 126

Face-to-face Maximizer Coaching Lead Rank 126

Zoominfo

DECEMBER 20, 2024

These powerful apps help businesses of all kinds address critical gaps in their technology stacks, grow quickly while maintaining data quality, reach new markets and new industries, launch new products, and keep growing sustainably in the face of stiff competition. With ZoomInfo, exporting enriched data into Salesforce is quick and easy.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Zoominfo

MARCH 12, 2025

The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. The company sought a solution to refine prospecting strategies, improve engagement, and increase revenue impact. Data enrichment to validate industry and revenue insights for prioritization.

Pipeline 130

Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

Sales Gravy

JANUARY 16, 2025

Energizing Through Friendly Competition: Workplace challengeslike those inspired by sports or creative competitionsinject energy into teams. Leaders must instill a growth mindset in their teams, encouraging training and practice to refine techniques, build confidence, and maintain a competitive edge. -

Coaching 98

Coaching Sports Pivotal Energy 98

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Lead mining software offers a competitive edge by: Maximizing existing data by uncovering hidden opportunities within your current customer base and historical data. There are many lead mining tools and platforms available today.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

Understanding the Sales Force

DECEMBER 1, 2020

Qualifying Skills - Caliper looks at a willingness to ask questions in general while OMG looks at the specific information which a salesperson must identify in order to qualify a prospect. Trust - Caliper looks at general skepticism (an outlook on life) while OMG looks specifically at whether the candidate trusts prospects.

Comparison 313

Comparison Lead Scoring Lead Rank Hiring 313

The Pipeline

AUGUST 5, 2021

The stats, competitiveness, playbooks, execution, individual contribution to the team effort, and more. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

Pipeliner

OCTOBER 25, 2024

Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. However, do not give it a second thought regarding prospects and clientele. The ‘numbers game’ is only to be in the sales arena, not with prospective clients. Remember to put your clients’ interests first.

Hiring 126

Hiring Follow-up Proposal Motivation 126

Zoominfo

FEBRUARY 20, 2025

A clear competitive edge for those who embrace Go-to-Market Intelligence. Thats not just more prospects its the right prospects. And theyre reaching these prospects at the right time. Before ZoomInfo, sales reps connected with prospects just 23% of the time. The results?

Report 130

Report Account Based Marketing Sales Qualified Lead Customer 130

Hubspot Sales

AUGUST 27, 2024

As a former salesperson in hyper-competitive industries like tech, telecommunications, and media, I’ve seen firsthand the importance of getting your product and service pricing approach right. A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market.

Strategy 103

Strategy Margin How To Lead Rank 103

No More Cold Calling

JANUARY 9, 2020

I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

eGrabber

DECEMBER 9, 2024

Outdated prospect data is one of the most overlooked obstacles in B2B sales outreach. In todays competitive market, real-time prospect data has become a game-changer for effective sales outreach strategies. The High Cost of Outdated Prospect Data The consequences of outdated prospect data go beyond low response rates.

Ideal Customer Profile 40

Ideal Customer Profile Data Prospecting Lead Rank 40

Sales Gravy

OCTOBER 10, 2024

However, having a competitive spirit can drive you to keep pushing, knowing that persistence will eventually pay off. Additionally, continuing to prospect for new opportunities is essential. – Rejection is common, but embracing a competitive spirit and focusing on the long-term goals can push through these hurdles.

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96