The Pipeline

SEPTEMBER 15, 2014

Revisit “No decision” Opportunities – As I have argued in the past, it is important that we always understand why opportunities that made it into our pipeline delivered the results they did, usually one of three: Win – Loss – No Decision. We each presented three things you can do to close the year strong.

Outsourcing Services 306

Outsourcing Services Closing Hiring Social Selling 306

Sales and Marketing Management

AUGUST 31, 2017

Vision usually follows a ‘spark’, a flash of inspiration, frustration or a gleam of an opportunity. First it provides direction for you, your team and anyone keen to work with you, and then it steers you toward the opportunities that will help grow your business. This includes everyone involved in pre-sales, customer service and sales.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Pipeliner

NOVEMBER 8, 2024

In particular, the Philippines—a leader in outsourcing and customer service—has embraced AI technologies in its call centres, optimising efficiency while maintaining the crucial human touch. Moreover, AI helps prioritise leads by analysing which prospects are most likely to convert based on their behaviour and past interactions.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

SBI Growth

NOVEMBER 27, 2013

In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Support tools and customer service capabilities verified.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation Targets 288

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Whether identifying key decision-makers or nurturing opportunities, ZoomInfo helps teams prioritize high-impact actions that shorten deal cycles and boost conversions. The bad news? Seamless.AI

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

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

Sales and Marketing Management

FEBRUARY 11, 2021

Its customer service? There are opportunities to drop by a manager's office and discuss a sales situation or share a problem. Opportunity: Look for every opportunity to function as a department and a company. Author: Sabrina Ferraioli What makes a great company? Its products? Its sales expertise?

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

SBI Growth

NOVEMBER 17, 2013

Opportunity is ripe. Sales, marketing, IT, strategy, operations and customer service. Timing : The opportunity is now. Conducting predictive analysis to find better prospects. Providing a holistic view of customer performance and related interactions. Take note CEO, marketing leader and CIO.

Company 296

Company Hiring Buyer Persona Maximizer 296

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

Zoominfo

FEBRUARY 12, 2021

Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is the process where salespeople use social media to connect with prospects. Don’t just wait for selling opportunities. B2C selling has dominated social media for the last 10+ years.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Sales Hacker

FEBRUARY 8, 2021

There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. Why your prospect hates your proposal. When you receive a new RFP, you may initially be excited about the opportunity. It’s happened to all of us, and it never gets less confusing and frustrating.

Proposal 137

Proposal Prospecting Vendor Follow-up 137

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.

Tools 128

Tools Ideal Customer Profile 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

Zoominfo

JANUARY 23, 2021

In sales, reps work to close a high-volume of deals (from MQLS and sales prospecting). Sales account management, however, focuses on building long-term relationships with key customers for up-selling and cross-selling purposes. With increased innovation, there are greater selling opportunities for account managers.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

Zoominfo

AUGUST 31, 2020

According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. With stakes that high, it is perhaps ironic that the early steps of building customer loyalty start with the figurative eyes and ears of a company. TentCraft’s core customers stopped buying. Build Loyalty.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Apptivo

AUGUST 25, 2021

Salespeople follow up right from capturing a lead, converting it to sales qualified lead, moving it into pipeline opportunities, and improving the customer conversion rate. However, if you are new to this CRM sales industry, it could be quite challenging to gauge the difference between lead and opportunity.

Sales Qualified Lead 98

Sales Qualified Lead Lead Rank Lead Scoring Opportunity 98

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. Buyers lose faith when they receive conflicting information.

Channels 259

Channels Social Media Consumer Lead Rank 259

Vengreso

JANUARY 2, 2025

Implementing an automated follow up sequence is crucial for ensuring consistent communication with prospects, as it automates the process and reduces the need for manual effort. Enhanced Personalization Beyond just a reminder, follow up emails offer a unique opportunity to personalize your communication.

Follow-up 63

Follow-up Examples Hiring Proposal 63

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

Sales and Marketing Management

JUNE 10, 2019

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? And, worse, maybe they will spread the word throughout their network and negatively influence other prospect or customer decisions.

Loyalty 234

Loyalty Remedy Journal Study 234

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., to customer service and account management. In this, managers should observe reps interacting with prospects on the phone and over video. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

Sales and Marketing Management

SEPTEMBER 14, 2020

Still, the traditional siloed approach to sales and service created systematic discord that jeopardized customer experience (CX), shadowed cross-sell and up-sell opportunities, lowered renewals, reduced overall account value and made it difficult for sales and service teams to meet or even exceed performance goals. .

SAP 207

SAP Compensation Face-to-face Analytics 207

Keith Rosen

AUGUST 25, 2020

Keith Rosen · TMBO Talks on Selling, Prospecting and Coaching Customers With the NBA and WNBA – Part 2. Learn what the top salespeople are doing to make fear your ally, become unconditionally confident and win my sales by coaching their customers to succeed. .

Coaching 126

Coaching Prospecting Customer Maximizer 126

Partners in Excellence

JANUARY 22, 2025

” James gets at the root of so many of the issues we see about the terrible use of LLMs in selling, marketing, customer service. We have the opportunity to amplify what we do and how we do it, connecting with much greater impact in every customer engagement. They can identify the flaws, the hallucinations.

Engineering 123

Engineering Decision Maker Tools Face-to-face 123

Zoominfo

SEPTEMBER 4, 2019

The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace. Let’s get into our top five strategies to build customer loyalty! Invest in multi-channel customer service. They visit your website, where they find a customer support email address.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. It's the jumping-off point for every closable deal — and doing it effectively can be the difference between maintaining a steady stream of productive opportunities and your sales process never getting off the ground.

Ideal Customer Profile 111

Ideal Customer Profile B2B Prospecting Gatekeeper 111

SalesFuel

DECEMBER 5, 2024

This low percentage reveals a genuine opportunity for sellers to boost referrals and increase revenue. say legitimate testimonials from a satisfied customer can influence their buying decision. The author suggests you focus on the ideal customer who is most likely to recommend you to a high-value prospect. Be specific.

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

Sales and Marketing Management

FEBRUARY 9, 2018

Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. From a higher level, how do prospect profiles and sales collateral make their way to the sales team, and do those tools help drive sales? Author: Matt Sunshine Sales leaders are responsible for more than closing deals.

Analysis 198

Analysis Ideal Customer Profile Discount Collateral 198

Hubspot Sales

OCTOBER 16, 2024

Ideally, you’ll identify a company whose reputation aligns with the kind of prospecting you’re already doing. This allows your team to focus on core business activities such as product development , strategic planning , and customer service. Pro Tip: Establish a robust communication process with the outsourced team.

Outsourcing Services 105

Outsourcing Services Cold Calling Scale Call-back 105

Sales and Marketing Management

MARCH 19, 2018

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. It’s easy for prospecting to get pushed to the back burner, especially when dedicated time isn’t set aside for the task. Still not convinced?

Sales Qualified Lead 221

Sales Qualified Lead Leads Marketing Qualified Lead Lead Generation 221

No More Cold Calling

OCTOBER 4, 2018

Equally important, they need to know the business reason to refer you—that you have something valuable and relevant to offer the prospect. Find out how they know your prospects, what’s important to your prospects, what their challenges are, what they value, how they communicate, and what might get in the way of your sales success.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Sales and Marketing Management

NOVEMBER 30, 2020

Each day he prospects for new customers. He builds relationships with these customers, assessing and meeting their needs. He works hard to compete against others in the industry vying for the same customers. Same Questions and Opportunities. Author: Scott Greenberg Quick quiz: John gets paid when he makes a sale.

Real Estate 256

Real Estate Insurance Insurance System 256

The Sales Hunter

APRIL 5, 2019

Your questions cannot be ones that the customer has a routine answer for. You won’t uncover additional opportunities with your presentation but with your questions. Be confident as a sales leader, because you know you can help the customer. You have to ask the questions that lead to more questions. Sales Motivation Blog.

Sales Leadership 223

Sales Leadership Motivation Sales Customer 223

Zoominfo

OCTOBER 23, 2019

61% of business executives with an innovation strategy say they are using AI to identify opportunities in data that would otherwise be missed ( source ). 59% of B2B marketers expect AI to help identify prospective customers ( source ). AI in Customer Service. AI Priorities and Plans.

B2B 247

B2B Telecommunications Forecasting Scale 247

Janek Performance Group

JANUARY 10, 2025

Indeed, as Marketing Metrics notes, existing customers are 60-70% likely to purchase, compared to just 5-20% for new prospects. Then would be an excellent opportunity to cross-sell by offering life insurance to secure their childs future. Youll also misfire on cross-selling and upselling opportunities.

Insurance 62

Insurance Insurance Banking Up-Sell 62

Alice Heiman

APRIL 22, 2020

2: Stay connected to customers and offer heartfelt value-adds. As you talk to customers during coronavirus fears , check to ensure you’re providing the best customer service possible for their evolving needs. Turn your customers into walking advertisements by giving them extraordinary customer service. #3:

How To 167

How To Construction Customer Service Coaching 167

Sales and Marketing Management

SEPTEMBER 24, 2017

Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement. EY found that the increase in products and services available to B2B buyers in recent years has made them more discerning.

Strategy 166

Strategy B2C Top of Funnel Sales Qualified Lead 166