SBI Growth

AUGUST 24, 2013

84% of B2B decision makers begin their buying process with a referral. You build your LinkedIn network, and increase your Reach. In order to expand your network, you need to connect with lots of people. Think about the networking you’ve done in person. To be worthy of your network, connections must add value.

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

SBI Growth

OCTOBER 26, 2013

Mistake #3: “You guys need to get busy growing your LinkedIn networks.”. The purpose of Social Selling is to get meetings with decision makers inside target accounts. The quality of a rep’s network directly dictates how many referrals they can generate. Having a fancy profile and a big network may satisfy the ego.

Social Selling 324

Social Selling LinkedIn Ideal Customer Profile Face-to-face 324

SBI Growth

SEPTEMBER 17, 2013

Yet many reps struggle to get that critical first meeting with a decision maker. As they grow and expand their networks with quality connections, company exposure grows. Use your sales team’s collective network to expand the company’s social reach. 2013 is the year Social Selling became Mission Critical.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

SBI Growth

OCTOBER 3, 2013

LinkedIn provides a network that includes a majority of those buyers. With great networks come great (likely to close) opportunities. But the network must be nurtured. Constantly offer information and education to your network. Have your reps begin to offer this assistance daily through their networks. Social Debt.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. Mapping your external buyer’s decision making process from “not in the market” to “implementation”. Social selling - how to sell and prospect by leveraging social networks and generate meetings with decision makers.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI Growth

JANUARY 6, 2014

Rolodex vs. Social Network. We find many firms continue to hire with traditional connections in mind, instead of social networks. Most ‘A’ players nowadays – and those in the coming years – will be ingrained in social networks. They understand the power of social networks and are able to leverage them. Social Reach.

Hiring 316

Hiring Social Media Networking Referrals 316

No More Cold Calling

DECEMBER 6, 2019

According to this LinkedIn report : “In the old days, sales prospecting consisted of cold calling, dropins, daily meetings and networking over lunch: Basically putting yourself in front of a lead at every opportunity. 75 percent of the business-to-business buyers use social media to make buying decisions. Those days are over.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Sales 2.0

OCTOBER 25, 2021

New technology like AI may help in better prospect identification and referral selling approaches that leverage social networks have been shown to increase conversion rates. Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person.

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

OCTOBER 1, 2020

They simply hadn’t built their networks or their confidence. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Get the latest from No More Cold Calling. Listen to the podcast. Dylis Guyan Podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. The decision-makers you want to reach aren’t playing hide-and-seek with your team.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

SBI Growth

OCTOBER 31, 2013

You can delegate lead generation to your ambitious network. 84% of B2B Decision Makers Begin their Buying Process with a Referral.” Use your LinkedIn network. Utilize event floor time for networking. Let others do the work for you. No direct reports? No good leads coming from marketing? No problem.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Sales and Marketing Management

JUNE 25, 2018

Are you obsessed about getting that key decision maker live even if they tell you “no.” Go network at all costs. Your net worth is the size of your network. (h/t My better half has to regulate me but I’m still going at 100 kilometers per hour in my mind palace. Do you live for the thrill of finally speaking with them?

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

JULY 20, 2017

This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. That’s why smart salespeople never stop nurturing their networks, and why asking for referrals has become the most effective of all lead generation tools. Referrals Get Account Based Selling Teams in the Door.

Account 285

Account Referrals Lead Generation Cold Calling 285

No More Cold Calling

JULY 29, 2021

Bypass the gatekeeper and score meetings with decision-makers every time. And they are happy to introduce your sales reps to their networks. Only one kind of lead that sales managers should care about. And that’s referral leads. When you source referrals from trusted colleague and clients, you: . Your company gets bigger deals.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

AUGUST 10, 2017

According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. Or you can call it what I’ve always called it: referral selling. Either way, it works. Why P2P Works for B2B. What does it mean?

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

SBI Growth

MAY 12, 2013

I’ll change the expected close date because the decision maker needs two more weeks. Is the decision maker waffling because he is not ready to buy? This requires a more social rep with wider networks. This opportunity can live forever and I will never lose. Does the team need help qualifying opportunities?

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

SBI Growth

JANUARY 23, 2014

They have a large pool of prospects with direct access to key decision makers. Impact: Your team builds its network overnight. When they find the solution, they often share it with their network. These 5 Steps to Social Prospecting will help get the ball rolling. Reps that can execute Social Prospecting win for 3 reasons.

Forecasting 303

Forecasting Prospecting Top of Funnel Sales Qualified Lead 303

Zoominfo

NOVEMBER 1, 2024

Unlike traditional broad-based advertising, this approach allows marketers to tailor their messaging and content to key decision-makers within carefully selected organizations. Improved Personalization Tailored messaging resonates more effectively with decision-makers, increasing engagement and conversion rates.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

DiscoverOrg Sales

MAY 24, 2017

When DiscoverOrg hosted a Meet-Up event, “Overcoming Roadblocks When Selling Enterprise IT,” we expected insights into how successful sales people identify and access key decision makers at targeted accounts. CIOs really trust their network. What we didn’t expect were all the insights on how NOT to sell to CIOs.

Account Based Marketing 264

Account Based Marketing Decision Maker Referrals Vendor 264

No More Cold Calling

NOVEMBER 23, 2017

Finding those qualified leads takes time and resources, and it’s getting tougher and tougher to reach decision-makers. After all, your ideal prospects are the friends and colleagues of your current customers, and if you’re doing good work for them, they’ll happily refer you to their networks. They gain access to decision-makers.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

Hubspot Sales

SEPTEMBER 30, 2024

For instance, LinkedIn is a go-to for B2B connections, offering professional networking opportunities, whereas Instagram is ideal for engaging visuals that attract a younger audience. “I You need to grasp their pain points, budget, deadlines, and who the decision-makers are.

Social Selling 108

Social Selling Social Media Media Networking 108

No More Cold Calling

MARCH 14, 2019

Yet, we still hear of discrimination against women and, frankly, anyone who looks different than decision-makers and hiring managers. We understand that unconscious bias exists, and sometimes it’s not so “unconscious.” Sure, it takes time for change to occur, and many organizations are taking steps to enable change.

Cold Calling 322

Cold Calling Hiring Decision Maker Sales Qualified Lead 322

Sales Hacker

JUNE 4, 2024

How to train your sales team to sell to highly technical buyers and decision-makers. Applying the concept of neural networks to enterprise sales processes. 19:06) Applying the concept of neural networks to enterprise sales. (25:25) Highlights: (10:27) Robert’s background and early involvement in AI startups. (15:09)

Enterprise 120

Enterprise Enterprise Networking Sales Process 120

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. People forget about us if they haven’t heard from us, so it’s important to keep in touch with everyone in your referral network.

Referrals 297

Referrals Scale How To Lead Rank 297

SBI Growth

JANUARY 13, 2014

84% of B2B decision makers begin their buying process with a referral. Check your existing LinkedIn network to ask for introductions to dream clients. Inquire about the representative(s) who held the territory before you. What did they do well that drove business? Who could you call on for quick wins?

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

No More Cold Calling

JUNE 9, 2019

People email colleagues who are right down the hall, text family members even when they’re in the samehousehold, and stare at their phones during networking events because they’re afraid to start conversations with strangers. Maybe you meet a new prospect, or maybe you just expand your referral network. Tradeshow Traps.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

SBI Growth

FEBRUARY 21, 2013

For Social Sellers, these daily battles start in the trenches of their online networks. Social Sellers know that 57% of the Buyer’s decision occurs before they make contact. Use terms that matter to the decision maker. Buyers of your products are taking the same calculated risks. Bet on the Jockey. Write to a Persona.

Ideal Customer Profile 328

Ideal Customer Profile LinkedIn Decision Maker Buyer 328

Zoominfo

FEBRUARY 12, 2025

Fast forward to today, and though events have regained their status as a cornerstone of B2B marketing , many key decision-makers are being extremely selective about where to spend their time and resources. If you dont nail this, the event itself is just an expensive networking gamble.

B2B 130

B2B Marketing Strategy Lead Rank 130

No More Cold Calling

MARCH 1, 2020

She made it clear that she wasn’t the final decision-maker and said she would follow up. It’s also a great excuse for sales follow-up—a reason to connect with clients and prospects, to stay in touch with referral sources, and to deepen relationships with your overall business network. I broke my cardinal rule.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

Jeffrey Gitomer

MARCH 4, 2019

To get to the decision makers. Build your business network by joining leads clubs, business clubs, and professional associations. It looks like you're the hero, and your ally gets a valuable lead. Look for companies who sell office plants, flowers, ad specialties, tickets, gift baskets, a printer, or a book store.

Referrals 289

Referrals Real Estate Lead Rank Lead Scoring 289

DiscoverOrg Sales

NOVEMBER 6, 2018

How can a salesperson get the attention of decision-makers in the HR department? What’s the scope of responsibility for an HR decision-maker? In addition to the more obvious responsibilities of recruiting, hiring, onboarding, and training, HR decision-makers are responsible for purchases that affect other areas as well.

Resources 224

Resources Decision Maker Compensation Vendor 224

Zoominfo

SEPTEMBER 17, 2024

Key Features: One-click B2B contact number discovery High accuracy for contact information Compatible with multiple business platforms Exportable sales signals and decision-maker emails Customized account management features Learn More about Mr. E by EasyLeadz 6. This solution provides unlimited access to industry-leading U.S.

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

No More Cold Calling

JANUARY 10, 2019

What is more important than generating qualified leads, getting every meeting with decision-makers, closing deals, and generating revenue? After all, how much thought do you give to referring great contacts in your network unless someone or something brings it to your attention?

Referrals 309

Referrals InsideSales How To Cold Calling 309

DiscoverOrg Sales

JANUARY 10, 2018

The higher up in the org chart someone is, the closer they are to a decision maker. For example, if company XYZ has expressed interest in investing in a new ATS tool, the SDRs would send that Scoop to prospect who sells ATS tools – along with the decision makers’ place in that org chart. Talk to us!

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

No More Cold Calling

MARCH 31, 2019

There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. Yet, we still hear of discrimination against women and, frankly, anyone who looks different than decision-makers and hiring managers. But how do we drive change?

Referrals 240

Referrals Hiring Decision Maker Cold Calling 240

No More Cold Calling

MARCH 8, 2019

There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. That’s not surprising because women are amazing connectors and excel at business networking. Attending business networking events is not necessarily about getting leads.

Hiring 247

Hiring Referrals Networking Conference 247

No More Cold Calling

APRIL 27, 2017

In many large enterprises, sales teams don’t have access to senior decision-makers, just to the midlevel buyers with whom they work. Strategic accounts are the ones where you have room to grow and access to decision-makers, and where you provide real value.

Account 185

Account Lead Scoring Lead Rank Decision Maker 185