Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content? They want your expertise customized to their situation.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

SBI Growth

JANUARY 5, 2014

If you’re going to meet that much, make sure it’s outwardly focused - all about the customer. Let customer service or post-sales support handle this. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe. SOCIAL PROSPECTING. The customer is getting busier and busier.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Jeffrey Gitomer

APRIL 16, 2013

Visit existing customers. Use LinkedIn to make new connections. Use the “keyword” search feature to uncover prospects you never knew existed. Then connect without using the standard LinkedIn wording. Ask your informal network of connections to recommend customers. Build relationships and earn referrals.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Score More Sales

JANUARY 27, 2014

hire a prospecting coach. list out your selling “areas to work on” set aside weekly prospecting time. find a new audience for your product or service. think of stories that you can use to better connect with prospects. analyze what past customers or clients have bought from you. hire an image coach.

Lead Scoring 281

Lead Scoring Lead Rank Hiring Ideal Customer Profile 281

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. A customer survey was launched and aggregated. Each of his 80 sales reps ‘listened’ to their customers through LinkedIn and Twitter.

Tools 300

Tools Sales Tools Collateral Vendor 300

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Built-In Tools to Power Sales Execution From prospecting to closing, ZoomInfo includes an integrated toolkit to enhance every stage of the sales cycle. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Hubspot Sales

JANUARY 15, 2020

Imagine you’re a prospect, and you stumble across my profile. These five LinkedIn summary templates will help you flesh out your profile in no time flat. LinkedIn Summary Examples for Reps. The most successful reps know that sales isn’t about them — it’s about the prospect. Download the LinkedIn Story summary template.

LinkedIn 126

LinkedIn Ideal Customer Profile Pharmaceuticals Retail 126

The Pipeline

SEPTEMBER 15, 2014

One example is customer service, I see to many sales people dealing with “admin” type of requests from clients instead of sending it to where the task really belongs, customer support, who is usually much better prepared and equipped to deal with these things. A variation on the delegate route, is automation.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

No More Cold Calling

OCTOBER 4, 2018

Remember when LinkedIn “experts” came out of the woodwork? I joined LinkedIn in March 2004 and Twitter in May 2009, and I often write about the benefits of social selling (and the pitfalls). It’s OK to write to someone on LinkedIn or send an email and ask if they know the person you want to meet. That’s not old school.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 266

Hubspot Sales

OCTOBER 17, 2024

Ask your prospect how their day was, what they’re up to, even if they have a moment to chat with you (and if not, just call back at another time). Trust me, you’ll lose prospects entirely before you can even secure them. Use LinkedIn, company websites, and other resources to identify the key decision-makers within your target market.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

The Sales Hunter

DECEMBER 6, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. On the contrary, it means you’re going to be ready to close using several different techniques based on what the customer tells you. Have a dedicated time set aside either daily or weekly to do your prospecting. customer service.

Motivation 280

Motivation Training Hiring Ideal Customer Profile 280

Hubspot Sales

DECEMBER 23, 2022

Effective sales prospecting is a multistep process that requires systematic prospect discovery, qualification, and outreach. In this post, you’ll learn the 19 best sales prospecting tools to help you engage with your ideal prospects. What Is a Sales Prospecting Tool? The Benefits of Sales Prospecting Tools.

Ideal Customer Profile 128

Ideal Customer Profile Tools Prospecting Intent Data 128

SBI Growth

DECEMBER 5, 2013

Having an enterprise-wide Customer Master File (CMF) is the ideal first step. CMF’s provide a unified view across the organization of your customers. Sales, Finance, Marketing and Customer Service need this alignment. All your data is rolled-up to a common definition of the customer.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

The Sales Hunter

DECEMBER 2, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation.

Motivation 275

Motivation Training Hiring Ideal Customer Profile 275

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Thank you customers for being patient with me when I may not have responded as quickly as you would have liked. Thank you customers for your questions and your comments. customer service. prospecting. customer service.

Motivation 222

Motivation Ideal Customer Profile Hiring Negotiation 222

Mr. Inside Sales

SEPTEMBER 14, 2015

Let’s start at the beginning: First of all, my question to the sales rep who sent me this email would be, “How did the gatekeeper know you were an “outside” call,” rather than a client, prospect or friend?” Could I have customer service, please?” (And And then just go through them to be put through to your prospect).

Prospecting 120

Prospecting Gatekeeper Decision Maker Call-back 120

MTD Sales Training

JULY 12, 2012

In fact, for some departments and with some personnel, the set up is the reverse; they WANT to speak to ANYONE and EVERYONE who calls, like sales and customer service people. So, am I saying that you should call and pretend to be a potential customer to get into the company? There is usually no screening for these calls.

Gatekeeper 271

Gatekeeper Decision Maker Account Course 271

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow.

Research 128

Research Prospecting Face-to-face Twitter 128

Hubspot Sales

DECEMBER 4, 2024

According to HubSpot's 2024 AI Trends for Sales Report , 26% of sales folks are using AI for customer research and sales enablement copy; this means that, in the long run, your audience is more likely to convert (because they’re being well-prospected to, which is half of the customer retention battle) with AI involved.

Benefit 91

Benefit Data Social Media Customer Service 91

The Sales Hunter

FEBRUARY 7, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Never speak negatively of anyone regardless of whether they work for the customer or somewhere else. Connect with the client via Linkedin, Facebook, Google+ or any other social media site. customer service. prospecting.

Ideal Customer Profile 204

Ideal Customer Profile Negotiation Hiring Facebook 204

The Sales Hunter

DECEMBER 3, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation.

Negotiation 276

Negotiation Hiring Ideal Customer Profile Face-to-face 276

The Sales Hunter

MARCH 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation.

Motivation 247

Motivation Hiring Ideal Customer Profile Negotiation 247

Jeffrey Gitomer

APRIL 9, 2012

Whatever you’re doing online, whether it’s tweeting, LinkedIning, Facebooking, or YouTubing, Social Media has changed your way of communicating one-on-one, one-on-customer base, and one-to-the-world. And in the same way, you can find customers and prospective customers – and they can find you.

Social Media 193

Social Media Media Facebook Twitter 193

SalesHandy

AUGUST 10, 2020

Sales Prospecting can be quite a time and cost-intensive process. So sales teams typically invest in sales prospecting tools and processes that help them scale their prospecting workflows. . It’s been analyzed that it takes a healthy volume of leads prospected in a cost-effective way to sustain sales growth. .

Lead Rank 119

Lead Rank Lead Scoring Sales Qualified Lead Tools 119

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Maintain a presence in LinkedIn groups. Understand your ideal customer profile — inside and out. What is B2B prospecting?

Ideal Customer Profile 111

Ideal Customer Profile B2B Prospecting Gatekeeper 111

Score More Sales

OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. View My LinkedIn Profile. Is there a system in place for them? How did that happen?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Scoring 193

The Sales Hunter

FEBRUARY 2, 2012

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. In our case as salespeople, that means empowering our customers to make better decisions. Sales leadership is being able to ask customers and prospects questions that both you and the customer are not going to know the answer to.

Sales Leadership 240

Sales Leadership Motivation Training Hiring 240

MTD Sales Training

MAY 28, 2019

We have to turn ourselves around from being someone who sells stuff to someone who is more interested in the overall experience we expose our customers to. I recently saw a video on LinkedIn about a traveller who was flying home to his family on Christmas Eve. A prospect can tell when they are being sold to.

Customer 219

Customer Face-to-face How To Travel 219

Zoominfo

MARCH 3, 2019

As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them. Although we’ve primarily seen Sprout Social used for marketing and customer service purposes, the platform has a host of features that can help the average B2B sales rep learn more about the companies they’re trying to sell to.

Research 233

Research B2B Tools Company 233

Hubspot Sales

MARCH 13, 2018

There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. If you rely on the same prospecting methods and never try anything new, you’ll miss out on valuable opportunities.

Outsourcing Services 111

Outsourcing Services Prospecting Ideal Customer Profile Sales Qualified Lead 111

Score More Sales

DECEMBER 2, 2013

You can determine this in a pretty simple manner – are you leaving voice mail messages for the right prospective buyers but getting no replies? We’re helping them solve customer service issues faster with higher satisfaction rates. . email lori@scoremoresales.com | View My LinkedIn Profile.

Inside Sales 230

Inside Sales Lead Scoring Lead Rank Call-back 230

The Sales Hunter

NOVEMBER 22, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation.

Negotiation 200

Negotiation Motivation Strategy Ideal Customer Profile 200

The Sales Hunter

DECEMBER 16, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. customer service. prospecting. Client List. Testimonials. Mark’s Insights on SALES MOTIVATION. Mark’s Insights on PRICING. Mark’s Insights on PRICING. FREE Resources. Sales Articles. Selling a Price Increase. Negotiation.

Motivation 211

Motivation Hiring Ideal Customer Profile Journal 211

The Sales Hunter

DECEMBER 27, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. Make it a commitment to be aggressive in getting key information out to customers and prospects that will keep your name in front of them. Best thing of all is many times it means the customer or prospect will call you to do business.

Motivation 213

Motivation Hiring Ideal Customer Profile Negotiation 213

The Sales Hunter

DECEMBER 29, 2011

Mark’s Insights on PROSPECTING. Mark’s Insights on PROSPECTING. What I’m talking about is creating a unique selling proposition that is so special and different that your current customers, prospects and other people are encouraged to tell others about it. customer service. prospecting.

Motivation 210

Motivation Training Hiring Ideal Customer Profile 210

Hubspot Sales

MAY 22, 2019

But that work has paid off in terms of developing valuable content we can share with prospects and customers. In addition to sharing it through the ValueSelling social channels, I personally share the podcast with my followers on LinkedIn and Twitter. Creating Value Through Unique Content. Source: ValueSelling Associates.

Channels 110

Channels Influencer Pipeline Social Media 110