Jeffrey Gitomer

AUGUST 23, 2011

They concentrate on the system and not the prospect. Questions must demand that the prospect be encouraged to consider new information (not tell you information you could have looked up yourself). Questions are the key element in creating an “I need to buy this” thought process on the part of your prospect.

Selling Skills 326

Selling Skills Hiring Social Media Lead Rank 326

No More Cold Calling

OCTOBER 4, 2018

I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. It reminds me of when social media became popular. Most of those people are long gone.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

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

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. Sales is no longer conducted exclusively by salespeople.

Channels 259

Channels Social Media Consumer Lead Rank 259

Pipeliner

MAY 10, 2021

Whether it is business, education, technology, entertainment, news, or even just random facts, videos help you to gain popularity on Social Media. You can easily grow your business on social media with these 5 Ways to Use Videos for Marketing. This tip will enable you to get a wider reach on social media.

Social Media 98

Social Media Media Video Marketing 98

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. Here are 5 ways you can get your audience to know you: Have conversations with people on social media, and answer their questions.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

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

Sales and Marketing Management

JANUARY 20, 2020

As startling as that statistic is, it’s not all that difficult to believe, what with buyers having ready access to digital content, their reliance on social media and the rise of e-commerce. Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

SBI Growth

FEBRUARY 9, 2013

The team updated dates and added a few social media additions. User Prospect – Buyers using the solution. Technical Prospect – Buyers evaluating the solution (Purchasing, IT, etc.). Now that the prospect and key influencers are mapped, plot your company’s potential touch-points with the Persona.

Promotion 317

Promotion Channels Influencer Decision Maker 317

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

JULY 10, 2019

It’s impossible to quantify the number of conversations happening on social media. They also take to social media to discuss the products they buy and the brands they buy from. Modern marketers can’t allow these conversations to fall on deaf ears — and that’s where social listening comes in. Strategy measurement.

Social Media 180

Social Media Media Ideal Customer Profile Lead Generation 180

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. They changed their messaging to focus on customer care. They picked up 2 new clients in Q3 that were drawn to the customer service approach. The buyer is changing.

Tools 300

Tools Sales Tools Collateral Vendor 300

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

No More Cold Calling

DECEMBER 20, 2018

Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. Impeccable customer service and caring are just part of their culture. As we enter 2019, go above and beyond for your prospects and clients. Do the right thing by them.

Hotels 282

Hotels Licensing Cold Calling Social Media 282

Sales and Marketing Management

APRIL 26, 2019

Instead, we need to build specialist functions and individual capabilities that will allow us to effectively and efficiently engage with the customer at each stage of the customer-driven sales model. Customer experience, renewal and referrals are critical to ongoing success. The days of the sales generalist are over.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

FEBRUARY 20, 2018

5. Online Customer Service. AI-based systems like chatbots and automated user flows have drastically transformed the world of customer service. Because of AI, less manpower is needed to provide excellent customer service. If your form is too long, your prospects will lose interest. The solution?

Lead Rank 272

Lead Rank Churn Analysis Lead Scoring 272

The Sales Hunter

JANUARY 18, 2019

I can even look at your profile on social media and see the name of the company you work for. If you know anything about Nordstrom, you know that they’re all about service. I’m talking about real, personal customer service. I’ve been struck by the amount of attention his passing has created on social media.

Lead Rank 181

Lead Rank Lead Scoring Scale Social Media 181

Sales and Marketing Management

NOVEMBER 17, 2017

In the sales world, brand alignment requires a smooth, consistent set of interactions among your internal team, as well as between your company and your customers. Everything, from how your customer service reps answer the phone to the clickable content you post on social media, reinforces your brand narrative.

Top of Funnel 185

Top of Funnel Social Media Face-to-face Funnel 185

No More Cold Calling

APRIL 29, 2019

Would you be surprised to learn that prospects want the same buying experience in their business lives as in their personal lives? We all want a stellar customer experience, and we’re pissed when we don’t get it. B2B customers are just louder about it. If we’re a prospect, we go dark. Do your clients want more from you?

Referrals 261

Referrals B2B Sales Qualified Lead Cold Calling 261

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 all have been the subject of the most horrible LLM generated emails, social media conversations, AI generated posts. They can identify the flaws, the hallucinations.

Engineering 124

Engineering Decision Maker Tools Face-to-face 124

Zoominfo

APRIL 17, 2019

The sales funnel represents the theoretical customer’s journey to making a purchase. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer. Prospects enter the funnel at the top, and exit at the bottom as paying customers.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

Smooth Sale

JUNE 12, 2024

Chatbots and virtual assistants can enhance customer service by offering immediate assistance and effectively resolving frequent problems. Furthermore, customization can help you recognize and honor your most significant clients, enhancing their loyalty to your business.

Social Media 173

Social Media Loyalty Consumer Influencer 173

Hubspot Sales

OCTOBER 5, 2023

Social media is the future of consumer shopping , so it’s no surprise that 59% of social sellers say they’ve made more sales through social media this year compared to last. More yet, 87% of social sellers say social selling has been effective for their business this year.

Social Selling 119

Social Selling Channels Social Media ROI 119

Hubspot Sales

OCTOBER 14, 2020

Social media is used by businesses across all industries to reach their target audience members. For example, you might hear about a company using Instagram to market their products, LinkedIn to share industry expertise and insights, or Facebook Messenger to respond to customer service queries. What is social selling?

Social Selling 137

Social Selling Training Social Media How To 137

SalesFuel

DECEMBER 5, 2024

of buyers look for comments by others on social media when researching a supplier or service. The author suggests you focus on the ideal customer who is most likely to recommend you to a high-value prospect. This involves identifying your ideal customer profile and buyer persona. But first… are you worthy?

Ideal Customer Profile 59

Ideal Customer Profile Hiring Referrals Sales Qualified Lead 59

Hubspot Sales

MAY 23, 2019

And 90% of consumers rate an "immediate" response as important or very important when they have a customer service question. Speed is everything for today's buyers and customers. Web chat tools can be used at almost every stage of the customer lifecycle. It can be customized to fit your site's theme and language.

Tools 138

Tools Lead Qualification Hubspot Social Media 138

Smooth Sale

JANUARY 26, 2022

Utilize Social Media. Making the most of social media is one of the best ways to market any business, and this is one of the critical things to consider right now. Try to create content in all formats that catches attention on the social media platforms and your profiles and encourages conversations.

Trade Show 147

Trade Show Hiring Social Media Marketing 147

Smooth Sale

JANUARY 7, 2025

. __ Protect Your Company’s Reputation Image by Geralt, Pixabay Social Media Presence About half of all customers read online reviews [DM1] to get a sense of the company and the product or service before purchasing. Continuing customer service long after purchase yields notable rewards.

Film 117

Film Social Media Lead Rank Lead Scoring 117

SalesFuel

FEBRUARY 13, 2025

Many prospects are struggling to harness AI, adjust workplace dynamics and exploit innovative technology. Citing expertise in business presentations, Ron Torossian , a PR professional, lists trends shaping how your prospects consume new information. Consider: Video clips showcasing customer success stories.

Vendor 59

Vendor Hiring Decision Maker B2C 59

Zoominfo

AUGUST 29, 2018

You may think you know the answer to this question – your products sell well, you’ve gotten some great customer feedback, and your social media posts garner strong engagement. Social listening. Today, the majority of online conversations take place on social media. How do people feel about your company?

Analysis 176

Analysis B2B Airlines Marketing 176

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

Sales and Marketing Management

DECEMBER 7, 2020

Product reviews provide an effective way for prospective customers to understand real experiences with products and/or services. With the appearance of social media sites, these feelings have not faltered. As a result, social proof has become a symbol of trustworthiness in the digital age.

Scale 177

Scale Strategy Top of Funnel Marketing 177

Zoominfo

JULY 22, 2018

This type of strategy is all about making it easy for prospects and customers to interact with branded content—wherever, whenever, and however, they want. 86% of senior-level marketers agree that it’s important to create a cohesive customer journey across all touchpoints and channels ( source ). social media accounts ( source ).

Marketing 189

Marketing Retail Channels Social Media 189

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

Zoominfo

FEBRUARY 18, 2021

In their journey, prospective buyers want to know they can trust the company as much as they can trust the individuals they’re dealing with. Here are a few ways you can earn all of that from your prospects. How to Build Trust with Customers 1. They developed online friendships, and those friends became loyal customers.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

Zoominfo

FEBRUARY 7, 2019

So, instead of one-to-one interactions, marketers relied on one-to-many marketing tactics– i.e. email, social media, direct mail, billboards, etc. In fact, 73% of consumers say valuing their time is the most important thing a business can do to provide good, online customer service ( source ). So, why force them to?

Conversion 174

Conversion Marketing Consumer Social Media 174

Zoominfo

SEPTEMBER 1, 2019

This is a troubling trend, considering the fact that trust is the foundation of customer loyalty. So let’s get into our top five strategies to build customer loyalty! Invest in Multi-Channel Customer Service. Great customer service is one of several factors that make a customer loyal to a brand.

Loyalty 130

Loyalty Customer Incentives Incentive 130