Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. Humans, aka your prospects, don’t care about?your?problems Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Your prospect decides to do?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Zoominfo

AUGUST 6, 2024

With ZoomInfo, your go-to-market team can easily identify website visitors , engage prospects with website chat , and optimize web forms to transform anonymous visitors into actionable prospects. Impact on Business Growth Effective lead capture software can significantly impact a company’s bottom line.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

APRIL 16, 2025

For example, if you sell capital equipment to the C Suite and you have a 2-year sales cycle for a 7 to 8 figure sale, the rate of conversion from dials to conversations to meetings could be 15 dials to 1 conversation and 10 conversations to 1 new meeting. That would be 200 dials for 1 new meetings booked – per week.

Pipeline 188

Pipeline Follow-up Conversion Outbound 188

Sales Gravy

DECEMBER 25, 2024

Heres what stood out from our conversations this year: Objections Are Opportunities: Objections arent something to avoid, theyre invitations to build trust. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs. When a buyer pushes back, its a sign theyre engaged.

Conversion 97

Conversion Call-back Exercises Energy 97

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Building trust through real conversations. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Zoominfo

OCTOBER 31, 2024

We’re going to use AI tools to get our time back, so we can focus on what we do best — having conversations with clients and helping them solve their problems,” says sales consultant Anthony Iannarino, co-author of The AI Edge. AI will make us more efficient, but it’s the human-to-human conversations that will close the deals,” Blount says.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Hubspot Sales

JULY 15, 2024

Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Ingram's Tested, 10-Step Process for Nailing Prospecting on LinkedIn Your LinkedIn profile is your first digital impression, and you don‘t want to waste your shot with a lackluster profile. Unpack your ICP's pain points.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Rank 98

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. Be like teflon: no excuses stick. Dont hide in your office.

Motivation 92

Motivation Prospecting How To Face-to-face 92

No More Cold Calling

OCTOBER 24, 2024

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. One more reference to check: You’ve coordinated with the client who is giving the reference and ensured the conversation has happened.

Opportunity 177

Opportunity Referrals How To Pipeline 177

Sales Gravy

JANUARY 7, 2025

If you want to get on the show with me and ask your question, sign up HERE Question One: Cutting Through the Noise When Prospecting Bob from Tullahoma, Tennessee (whom we affectionately call Outbound Bob because hes been to our Outbound Conference so many times!) Short-Burst Sprints Im a fan of high-intensity prospecting sprints.

Prospecting 98

Prospecting Face-to-face Outbound Segment 98

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Personalized Customer Interactions : By analyzing customer data and behavior, these tools enable sales reps to deliver more personalized and targeted communications, improving conversion rates.

Software 211

Software Software Tools Hubspot 211

Sales 2.0

JANUARY 14, 2025

One instinct in this situation is to jump in and start prospecting without wasting any time. After some initial analysis and some conversations with sales management, it has become clear that one type of healthcare account is more likely going to have a shorter sales cycle than the other types of account. I will let you know.

Collateral 195

Collateral Account Territories Segment 195

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

Sales 2.0

MARCH 17, 2025

I accompany salespeople to meetings where the prospect has an interest in these types of services. Many of these prospects have very little technical background. Prospects eyes glazed over rapidly as these executives spoke to them about their amazing products. If prospects dont understand you, they arent likely to buy.

Engineering 195

Engineering Up-Sell Prospecting Course 195

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Scoring Lead Rank 78

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

Video 68

Video Lead Rank Lead Scoring Prospecting 68

Nutshell

APRIL 14, 2025

Nutshell is helping your team have those pivotal conversations with potential leads wherever they may be, through tools like Nutshell SMS and Web chat available in Nutshell Engagement. Assign conversations to your team members Create message assignment rules to ensure your team is following up on every conversation.

Facebook 62

Facebook Prospecting Ideal Customer Profile Channels 62

Sales Gravy

APRIL 23, 2025

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. He had read my book, Fanatical Prospecting, where I advocate for dedicated time blocks for prospecting. Sound familiar? So what's a field rep to do?

Prospecting 52

Prospecting Outside Sales Outbound Territories 52

No More Cold Calling

FEBRUARY 28, 2025

Instead, you would have a conversation, get to know the person, and then decide if you want to continue the conversation. You certainly wouldnt lead with a sales pitch before you even knew if the person would be a decent prospect. Potential prospects will tune you out, and potential advocates (i.e.,

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Smooth Sale

APRIL 7, 2025

Photo via Geralt via Pixabay Attract the Right Job or Clientele: Do You Play Games with Prospects for Business Growth? Our blog question is, Do you play games with prospects for business growth? It is critical to observe facial expressions and body language during each conversation.

Prospecting 78

Prospecting Film Influencer Hiring 78

MarketJoy

MARCH 27, 2025

The challenge is recognizing and nurturing the right prospects to convert. These services enable companies to optimize their sales process by targeting high-intent prospects who are more likely to convert. SQL stands for Sales Qualified Lead, which are prospects who have been vetted and marked as ready for direct sales engagement.

Sales Qualified Lead 52

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 52

MarketJoy

APRIL 1, 2025

As a result, many B2B lead generation companies in the USA find it difficult to sift through prospects and only spend time working on word-of-mouth and referrals that quickly dry up. This process involves: Having thorough conversations around ideal customer profiles, or ICPs. But this is where having a well-defined strategy pays off.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Conversion Lead Generation 52

Understanding the Sales Force

FEBRUARY 1, 2025

Sure, they understand value from an intellectual standpoint, but they are asking prospects to behave in a way that contradicts how they normally behave. But all of this talk about Buy Cycle is a conversation that we already had in another article. Back to the sales leaders.

Sales Leadership 286

Sales Leadership Buying Cycle Coaching Proposal 286

Zoominfo

FEBRUARY 18, 2025

By centralizing call data, sales teams gain insights into call effectiveness, prospect engagement, and overall campaign success. Typical benefits of these tools include: Increased Productivity: Automates call logging and follow-ups, freeing sales reps to focus on conversions.

Outbound 130

Outbound Software Software Buyer Intent 130

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. It’s a time consuming but necessary process, which means mastering the AI sales follow-up can be a game-changer.

Follow-up 122

Follow-up Lead Rank Lead Scoring Leads 122

Zoominfo

AUGUST 27, 2024

This not only maximizes ROI, but also minimizes wasted time and resources on low-potential prospects. These products and platforms are designed to help you identify, engage, and convert your most valuable prospects, ultimately driving growth and success for your organization.

Ideal Customer Profile 130

Ideal Customer Profile Account Based Marketing Account Lead Rank 130

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