The Pipeline

MAY 31, 2013

One of the biggest reasons (excuses) I hear, and hear very often from sales people as to why they don’t have enough (any) prospects in their pipeline, is that they just don’t have the time to prospect. They tell me that by the time “I finish all the thing I have to do, I just don’t have the time.”

Intent 303

Intent Face-to-face Pipeline B2B 303

Zoominfo

FEBRUARY 26, 2021

Sales automation tools streamline repetitive tasks so you can focus on selling. We’ll keep it simple, Sales Automation in the process of leveraging software and artificial intelligence (AI) along with other digital tools to automate time-consuming sales tasks that normally take significant time away from selling activities. Salesforce.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

SBI Growth

SEPTEMBER 23, 2012

Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. Sales can then do what they should be doing, which is selling, not prospecting. Delegation: “I will take care of that issue for you, Mrs. Customer.”. Social Selling: “I don't need that newfangled web stuff.”.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

Mr. Inside Sales

OCTOBER 11, 2021

Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust. Want a better way? But there isn’t. Click Here.

Objections 285

Objections Face-to-face Gatekeeper Licensing 285

Sales and Marketing Management

JANUARY 20, 2020

million B2B reps currently selling, as many as 1 million could be gone by 2020. It’s not just B2C companies that are selling directly from their websites, on Amazon or through affiliate relationships. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content?

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

Zoominfo

FEBRUARY 12, 2021

B2C selling has dominated social media for the last 10+ years. Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

SBI Growth

JANUARY 5, 2014

I have worked with sales organizations where managers spend up to 65% of their time on admin. 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. Let customer service or post-sales support handle this.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

MAY 31, 2013

Some reps are convinced they can’t sell a new product. Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. The prospective company operates 25 boutique coffee shops.

Infusion 335

Infusion Decision Maker ACT Follow-up 335

Score More Sales

JANUARY 27, 2014

sign up for RSS feeds for sales sites, blogs, or podcasts. hire a prospecting coach. subscribe to Selling Power or Sales & Marketing Management. learn the basic tenets of successful selling. list out your selling “areas to work on” set aside weekly prospecting time. hire a prospecting coach.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

The Sales Hunter

AUGUST 30, 2019

Are your customers really bad, or do their expectations just not line up with yours? Bad customers are a result of failing to establish expectations with the customer that align with what you deliver. Watch this 35-second video: “Do You Have Lousy Customers?”: Second, prospect and sell with integrity.

Ideal Customer Profile 187

Ideal Customer Profile Customer Customer Service Call-back 187

Understanding the Sales Force

JUNE 20, 2014

Some of them are from companies within the Inside Sales community which, in an attempt to sell their services, are also publishing misinformation. I''m all for the new way of selling: Migration to Inside Sales It''s more efficient, less costly and more practical. New salespeople who have not learned to sell.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing Face-to-face 275

SBI Growth

SEPTEMBER 15, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will get a copy of the Buying Process Map Template when you sign-up. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process.

Tools 300

Tools Sales Tools Collateral Vendor 300

Zoominfo

JANUARY 23, 2021

Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. While both focus on selling, the ‘roles’ are different. Others are like farmers, nurturing customers beyond the initial sale.

Account 238

Account Lead Rank Ideal Customer Profile Decision Maker 238

SBI Growth

NOVEMBER 29, 2012

In marketing, a Persona Ecosystem is the environment of interactions that a prospect lives within. The collective environment of thought leaders, influencers, communication channels and possible touch-points that surround a prospect makes up their ecosystem. Insight into the sources influencing the prospect.

Exercises 310

Exercises Lead Scoring Lead Rank Marketing 310

SBI Growth

DECEMBER 5, 2013

Conversely, we’ve come across teams that throw their hands up in despair. 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. IT needs to step up here.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Zoominfo

AUGUST 31, 2020

So what components make up this effort? 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. Offer expansion.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Sales and Marketing Management

AUGUST 31, 2017

Outside of your business, the same strong vision inspires confidence in your prospects while providing clear insight for why your business exists, and why they should work with you. A clear vision helps the right prospects to see why they should work with you. This includes everyone involved in pre-sales, customer service and sales.

Top of Funnel 246

Top of Funnel Oracle Scale Small Business 246

Zoominfo

APRIL 10, 2018

Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned. Customer Service. Did you know that an estimated 67% of consumers use social networking sites for customer service ( source )?

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

Anthony Iannarino

AUGUST 5, 2020

You are just starting to make your prospecting calls when one of your existing clients calls you. Then you call your client back to let them know your team is working on their issue, and they will follow up with you, and you will call them again to let them know their problem has been resolved. You Are Not Customer Service.

Prospecting 118

Prospecting Cold Calling Call-back eBook 118

No More Cold Calling

OCTOBER 4, 2018

But due to some recent conversations and social media comments , and some crappy articles I’ve read about referral selling lately, I’m all fired up and ready to speak frankly. Suddenly everyone was the top expert, the go-to person for social media selling. Referral selling is personal. Most of those people are long gone.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Scoring Lead Rank 266

Pipeliner

NOVEMBER 24, 2024

The ABCDE of Selling Wes introduces his unique framework, the ABCDE of selling, which he describes as a circular process rather than a linear pipeline or funnel. This approach reflects the ongoing nature of customer relationships and emphasizes the importance of nurturing these connections over time.

Video 116

Video Strategy Top of Funnel Direct Mail 116

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

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. The story impressed me because we are often given short-shrift in our dealings with customer service people because they are ‘just doing a job’. Happy selling!

Customer 219

Customer Face-to-face How To Travel 219

Zoominfo

SEPTEMBER 25, 2018

From the founder of The Brutal Truth about Sales & Selling and The Sales Questions Podcast. In this podcast, we’ll discuss “Finding the Why in How Clients Buy” by using the latest studies in consumer behavior and neuromarketing to sell more effectively!”. 5. It’s Time to Sell. Listen here. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Hubspot Sales

JUNE 6, 2022

If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. If you decide to leverage LinkedIn to guide or support your prospect research efforts, there are some key steps you should follow. Or have they done this many times?

Research 128

Research Prospecting Face-to-face Twitter 128

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

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. As a manager for a team that sells RFP software for sales teams and procurement teams, we’ve found out what causes buyers to give sales the silent treatment post-proposal. Why your prospect hates your proposal.

Proposal 119

Proposal Prospecting Vendor Follow-up 119

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. Both experience autonomy, uncertainty, ups, downs and constant pressure to produce. Clear Your Head.

Real Estate 256

Real Estate Insurance Insurance System 256

Alice Heiman

APRIL 22, 2020

As you talk to customers during coronavirus fears , check to ensure you’re providing the best customer service possible for their evolving needs. Would they appreciate a free consultation about a pressing need that comes up? Turn your customers into walking advertisements by giving them extraordinary customer service. #3:

How To 167

How To Construction Customer Service Coaching 167

Vengreso

DECEMBER 8, 2022

Subscribe to Modern Selling on the app of your choice! Not only are modern buyers becoming more sophisticated and harder to sell to, but the modern seller is also evolving. I’ve had my fair share of “sales fumbles”, where as a potential customer, my needs were never asked or even remotely acknowledged.

Customer Service 77

Customer Service Motivation Top of Funnel Customer 77

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. If you’re selling to software companies, G2 Crowd is an excellent place to get a feel for a company’s pain points, their customer reviews, similar tools, big competitors, and so much more. Check it out!

Research 233

Research B2B Tools Company 233

No More Cold Calling

AUGUST 24, 2017

Salespeople used to say “I carried a bag” to prove that we knew selling. Find out more in this month’s guest post: Five Ways CEOs Screw Up the Sales Function. Your “hiring team” comes up with their own questions, many of which do not even test the key competencies, values, and behaviors needed for success in this sales role.

Hiring 214

Hiring Account SalesForce Quota 214

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

Zoominfo

OCTOBER 23, 2019

Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. jobs by 2025.

B2B 247

B2B Telecommunications Forecasting Scale 247

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. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

Ideal Customer Profile 111

Ideal Customer Profile B2B Prospecting Gatekeeper 111

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? You’re annoying your customers and prospects.

B2B 223

B2B Data Churn Marketing 223