The Pipeline

MAY 1, 2014

One tool I have discovered allows me to keep using my favourite tools and apps, integrate them into a work-flow that matches my approach, and reflects my style of lead-gen and prospecting, is Salesformics. Twitter is great gleaning and mining all kinds of executable information and insight about prospects, issues, and more.

Constant Contact 306

Constant Contact Lead Gen Twitter Face-to-face 306

Jeffrey Gitomer

MARCH 4, 2019

Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. These are your best prospects for an alliance. Talk to people who sell your prospect before your sale is possible. To generate new prospects.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

Sales Hacker

NOVEMBER 19, 2020

Intent data can change how you prospect, manage the sales cycle, and close deals. What if you had access to your prospects’ buying windows (time periods when they are most likely to buy)? Consider this — most ( if not all) your B2B prospects or target accounts are tenants in commercial buildings where they occupy space.

Intent Data 121

Intent Data Intent Real Estate Data 121

SBI Growth

AUGUST 7, 2013

He is getting in front of prospects and valued customers. From this, gaps are identified and a training program is constructed. Then she aligns her projects to these corporate initiatives. Day to Day Activities: The successful sales manager is out in the field 50-75% of the time coaching reps. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

Sales Hacker

DECEMBER 10, 2024

It wasn’t until 2018 five years into his tenure that they developed a structured approach to guiding prospects through the sales process. Initially, there was uncertainty about the pandemic’s impact on the construction industry, prompting Levelset to pull back on aggressive sales hiring temporarily.

Scale 109

Scale Hiring Insurance Insurance 109

No More Cold Calling

OCTOBER 27, 2020

Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time. In this webinar, you will learn how to construct an actionable profit-accelerating roadmap customized to your business. It doesn’t matter if your business is new or established. People don’t refer companies; they refer people.

Referrals 317

Referrals Hiring Webinar Metrics How To 317

No More Cold Calling

NOVEMBER 25, 2014

End the year with a bang using the only prospecting strategy that converts prospects into clients more than 50 percent of the time. And no one enjoys seeing carefully constructed business deals ebb away before their very eyes. The truth is that our prospects still need us just as much as they did before. Read more.)

Referrals 285

Referrals Cold Calling Webinar Metrics Networking 285

Sales Gravy

FEBRUARY 4, 2025

Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED. This scenario appears in industries like construction, engineering, software licensing, and more. Im Jeb Blountbestselling author of Fanatical Prospecting, Objections, Sales EQ, and INKED.

Customer 81

Customer Licensing Proposal Government 81

Sales and Marketing Management

NOVEMBER 15, 2018

When delivering performance feedback, a little constructive criticism goes a long way. These can be sentiments like “That’s a great idea for discussion at our next team meeting” or “I liked the way you handled that prospecting call.”. If you’re not seeing something, it’s difficult to provide constructive feedback.

Coaching 257

Coaching Construction Pivotal Positioning 257

Hubspot Sales

JULY 28, 2019

As salespeople, we see this every day with our prospects. Call it objections, going dark, or just plain ghosting -- but really, it’s your prospect trying to avoid telling you they’re not that into your product/service. Otherwise, your prospect might drag you along for weeks or months without giving a definitive answer.

Prospecting 138

Prospecting Cancellation Strategy Call-back 138

SBI Growth

OCTOBER 20, 2013

It will enable you to construct and use a scenario in your interviewing process. It must contain a minimum of 5 sections: Background of a typical prospect or company your organization calls on regularly. Prospect/Customer Facts. You must include who they currently know at the prospect/customer.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

MTD Sales Training

JULY 17, 2017

You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove! We now need to reverse engineer that benefit.

Construction 181

Construction Engineering Software Software 181

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Agriculture Mining Utilities Construction Manufacturing Wholesale Trade. 23 Construction. 2371 Utility System Construction. 237110 Water & Sewer Line & Related Structures Construction. 23 Construction.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Sales and Marketing Management

OCTOBER 12, 2018

Those of us within the profession know that what you say to a prospect is not the secret to winning in sales. This is the information that helps a salesperson construct a sale, to build a solution for a buyer. Many people within the profession think the number one sales success factor is listening. Better pre-call planning.

Buyer 266

Buyer Construction Exercises Positioning 266

SBI Growth

MARCH 29, 2013

This Social Selling skill works with your customers and prospects. Download this tool to help you construct your virtual sales support team. Endorsements, recommendations, mentions, and idea sharing are the currency in social debt economics. When you give, others are more inclined to give back. The Sales and Support Relationship.

B2B 293

B2B Commission Incentives Incentive 293

Zoominfo

AUGUST 11, 2020

An ideal client profile should inform teams about potential clients that would make good prospects, as well as which ones aren’t. Similar to your ideal customer profiles (ICPs) , ideal client profiles allow you to construct marketing materials and content that are highly relevant to top-of-funnel clients.

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Pipeline

MARCH 28, 2025

Heres a common scenario: A prospective customer calls for a quote. Thats where a construction CRM comes in. In this article, well explore why a CRM is essential for managing construction bids and how it can streamline your entire sales process. Contractors often lose potential customers simply due to a busy schedule.

Construction 52

Construction Follow-up CRM Sales Qualified Lead 52

Zoominfo

NOVEMBER 11, 2020

We handle roughly 80 accounts of both existing customers and prospects, with an average of around 15,000 employees in each account. Hussam: Let’s see, I’d say our biggest challenges range from platform and API use to vast differences in company sizes, like smaller business to multi-national or from tech to construction.

Account Based Marketing 246

Account Based Marketing Account Intent Data Data 246

Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. But that legitimate interest construct is designed for direct marketing. So make sure you’re taking advantage of this level of granularity for your prospect segmentation.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Sales and Marketing Management

APRIL 30, 2018

That means you being open to receiving constructive suggestions from your salespeople. A few of my favorite questions to ask are: Where is this prospect at in their buying process and why do you think that? Not everyone on your team will be enamored with your management style right off the bat. What are their buying criteria?

Sales Management 268

Sales Management Hiring Motivation Construction 268

Vengreso

MARCH 26, 2025

Integrate it with: Gmail Facebook LinkedIn Drift Twitter Slack Teamwork HubSpot Outlook Web SalesForce Sales Navigator and Google Docs …to give your team the tools they need to build a loyal community and command prospects’ attention. The ins and outs of digital selling – a vital skill in this day and age.

Training 63

Training Strategy Ideal Customer Profile Lead Rank 63

Sales Hacker

MARCH 12, 2023

Because a sales email is only completely successful if the prospect actually does what you asked them to do in the call to action. Calls to action don’t just occur at the end of cold emails to prospects. If the prospect does it, you have a good reason to talk to them again. But it depends on the prospect. I’m excited!

Examples 112

Examples Prospecting Decision Maker Call-back 112

Zoominfo

MAY 17, 2018

Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ). Since your reps work closely with prospects, they have valuable information that can be helpful when it comes to constructing your sales forecasting process. Have reps conduct their own forecasting.

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

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

JULY 28, 2022

Any effort to match leads to the right prospect account, to score, prioritize, or even route them properly is squandered if the data fed into your systems hasn’t been normalized, cleansed, enriched, or deduped. In this context, it isn’t a stretch to say “dirty data” is nearly synonymous with “bottleneck.” Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130

SBI Growth

AUGUST 22, 2013

Analysis - the candidate studies the data provided, does independent research and determines the prospect''s needs. Feedback - the Review Panel provides constructive criticism to the candidate and evaluates the overall performance using the Scorecard. They may make assumptions as long as they are reasonable. Expand the Tryout.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Zoominfo

NOVEMBER 22, 2019

If they’re 10/10 excited about your business, you can learn a lot from them to guide your ABM strategy – not only can they help you understand their perspective of your sales process, they can also provide you with actionable and repeatable insights for your current and future prospects. Plus, they’ll often give you an invaluable reference!

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Zoominfo

OCTOBER 13, 2022

Every year, the United States exports billions of dollars worth of forest products — everything from the raw timber used in construction to the reams of paper used in offices all over the world. We didn’t have a formal prospecting strategy,” Zambo says. “We

Ideal Customer Profile 100

Ideal Customer Profile Prospecting Face-to-face Scale 100

Sales 2.0

MAY 1, 2023

It’s not all about scale Some of the biggest opportunities for using AI may not be the obvious ones being talked about now, like having ChatGPT write 100 prospecting emails in 3 minutes. The way that we’ve constructed territories has been lazy and somewhat dumb. The prospect knows that I actually had to put some effort in.

Scale 221

Scale Top of Funnel Territories Sales 221

Vengreso

MARCH 11, 2025

Throughout the episode, Paul shares valuable insights on providing constructive criticism in sales, the challenges of implementing sales technology, and the importance of proper training and enablement. It involves crafting personalized messages that resonate with prospects and drive engagement. As an Edge Extension.

LinkedIn 73

LinkedIn Construction B2B Report 73

Sales and Marketing Management

MAY 18, 2017

Author: John Bennett, Sales & Business Development Leader with Peak 10 Sales success is about much more than converting prospects to customers. Helping customers and prospects manage the shifting needs of their organizations in a world of rapid technological change is difficult. It will only help you to improve.

Call-back 276

Call-back Film Fashion ACT 276

Allego

MARCH 4, 2025

Skills gaps Weaknesses in prospecting, negotiation, or closing are holding them back. Some reps may struggle with objection handling , while others may need help with time management or prospecting techniques. Give Constructive, Data-Driven Feedback Feedback can make or break a sales reps improvement. I know you can do this.

Handbook 62

Handbook How To Hiring Coaching 62

Alice Heiman

APRIL 22, 2020

3: Share constructive insights with your team and customers. Doom and gloom are all around us right now, which means it’s important for salespeople to share constructive insights. Remember, your clients and prospects are depending on you. Selling is about solutions. Stay Calm and Keep Selling. Don’t let them down.

How To 167

How To Construction Customer Service Coaching 167

Sales and Marketing Management

JULY 21, 2019

Success stories (“How I won the deal”), advice (“How I reignited interest with a prospect who went dark”) and more can be stored for central access. A well-constructed sales enablement and readiness strategy can build in video coaching to confirm reps have absorbed and mastered the necessary skills and materials for career advancement.

Coaching 241

Coaching Video Hiring Trade Show 241

Zoominfo

FEBRUARY 26, 2021

You get valuable prospect information, and your visitor gets a useful, relevant piece of content. There is no one right way to construct an effective landing page. An effective landing page provides a host of benefits for your marketing efforts and overall ROI. Tips For Effective Landing Page Design.

Lead Generation 237

Lead Generation Lead Rank Lead Scoring Guidelines 237

MTD Sales Training

DECEMBER 7, 2017

Whether it’s a cold call on a prospect or a follow-up email after a client visit, have the clarity to know exactly what you are trying to achieve. 9) Prospect at the right level within the business. 10) Discover the prospect’s buying cycles. When you have contact with a prospect, do something that makes them grateful you called.

Buying Cycle 169

Buying Cycle Cold Calling Call-back Follow-up 169