No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. 75 percent of the business-to-business buyers use social media to make buying decisions. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

OCTOBER 1, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. You nurture professional and personal networks that keep your sales pipeline full of referral leads. How to Reach Decision Makers Every Time. Read “ How to Reach Decision Makers Every Time ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

SBI Growth

OCTOBER 26, 2013

The correct implementation of Social Selling gets your team appointments inside target prospects. When you ask for a meeting, prospects Google you. Profiles must explain how your sales reps solve the market problems of your prospects. They describe how your customers make purchase decisions. Your team sells more.

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. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. The best sales teams are leveraging their LI connections to prospect and generate referral leads. TURN REPS INTO MARKETING CHANNELS.

Social Selling 321

Social Selling Top of Funnel Ideal Customer Profile Marketing 321

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. Out of more than 400 respondents, 78.84 This time, 85.53

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

OCTOBER 1, 2020

They simply hadn’t built their networks or their confidence. It takes roughly eight touches for sales reps to reach cold prospects. The #1 challenge salespeople face is reaching decision-makers quickly, but getting prospects to call you back is deceptively simple with a referral program. Listen to the podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

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 Prospecting.

Hiring 316

Hiring Social Media Networking Referrals 316

SBI Growth

OCTOBER 10, 2013

Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. If they were a prospect you would know how to treat them. External B2B Trends: Buying Process Map (BPMs) – a BPM includes the macro and micro questions your buyer is asking during the purchasing decision timeline.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. 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

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. This digital dependence actually decreases productivity and extends the time it takes to reach a decision-maker. Account based sales development only works if reps get in the door and meet with their ideal prospects.

Account 285

Account Referrals Lead Generation Cold Calling 285

Zoominfo

NOVEMBER 1, 2024

In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets. Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

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

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and even enjoy the occasional sponsored concert or hosted bar. Set specific prospecting goals. Get a map of the event.

Trade Show 193

Trade Show Prospecting Face-to-face Decision Maker 193

No More Cold Calling

AUGUST 10, 2017

Account based selling teams find it increasingly challenging to reach their target prospects. 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. Either way, it works.

Referrals 240

Referrals Decision Maker Cold Calling Networking 240

Sales and Marketing Management

JULY 27, 2018

That process has historically meant placing phone calls, making inquiries via networking groups, or conducting surveys, among other options. How can you avoid wasting both your and your prospects’ time and taking the risk of being permanently shut out? . Check Your Biases. Explore Existing Tools.

Prospecting 185

Prospecting Decision Maker How To Social Media 185

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

Hubspot Sales

SEPTEMBER 30, 2024

Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. Social selling isn‘t about bombarding prospects with generic sales pitches; it’s about building relationships.

Social Selling 108

Social Selling Social Media Media Networking 108

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. My definition of a cold call is any attempt to reach a prospect who doesn’t know you and doesn’t expect to hear from you.

Referrals 297

Referrals Scale How To Lead Rank 297

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. Do know your prospect’s org chart and the CIO’s “Lieutenants.”. CIOs really trust their network.

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. Most scramble to assemble every available technology to track down prospects and fill their pipelines. 70 percent of the prospects in an industry—the sales everybody is fighting for—will never buy from anyone.”.

Lead Generation 125

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 125

SBI Growth

JANUARY 13, 2014

You may need to call on customers and prospects in unfamiliar areas. This can drastically reduce your time spent planning and prospecting. Ask for insights on key customers and prospects. 84% of B2B decision makers begin their buying process with a referral. Enter new prospects into the system. Stick to it!

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today. ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them. Tradeshow Traps.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Scoring Lead Rank 269

eGrabber

MAY 12, 2021

LinkedIn is one of the best places to find decision makers in your targeted companies. There are millions of decision makers on LinkedIn and as a business development professional, if you want to leverage this opportunity, you should reach decision makers at the right time with the right message.

Decision Maker 93

Decision Maker Channels Revelation Lead Generation 93

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

Company 156

Company Prospecting Oracle Transportation 156

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Jeffrey Gitomer

MARCH 4, 2019

Align with a business that will deliver a gift of what they do at a reduced cost in exchange for the opportunity to make a sales call on your prospect or customer. To get to the decision makers. These are your best prospects for an alliance. Talk to people who sell your prospect before your sale is possible.

Referrals 289

Referrals Real Estate Lead Scoring Lead Rank 289

The Sales Hunter

JUNE 25, 2019

This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Focus on prospecting with the people who align closest to your perfect customer.

Prospecting 192

Prospecting VanillaSoft Gatekeeper Decision Maker 192

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

JANUARY 10, 2019

It happens to all of us—at least until we learn how to get referrals and make referral selling our go-to prospecting strategy. Unless each one is addressed and implemented, referral selling will never become your #1 prospecting method. Man or woman, young or old, you likely have call reluctance when asking for referrals.

Referrals 309

Referrals InsideSales How To Cold Calling 309

Mr. Inside Sales

AUGUST 21, 2022

He was making one crucial error that was leading to him not getting very far with prospects. I want to share with you what this common prospecting error is and how to immediately fix it. I told the rep the problem was that he wasn’t making any connection in the beginning and wasn’t allowing his prospect to engage with him at all.

Prospecting 156

Prospecting Face-to-face Sales Qualified Lead Cold Calling 156

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. People can check out different demonstrations, network, and enjoy the occasional sponsored party or hosted happy hour.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

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

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. I generated many of my own sales leads through cold-calling and networking.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

DiscoverOrg Sales

JANUARY 10, 2018

Key players from our sales and marketing teams jointly (yes, jointly) identified the best 50 good-fit companies that were ideal prospects for our new HR data set. The higher up in the org chart someone is, the closer they are to a decision maker. Prospects really respond to that! See a step-by-step summary below.).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122