Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Sales and Marketing Management

JULY 7, 2022

When selling enterprise software and software as a service (SaaS), a proof-of-value exercise (POV) can be an accelerator for the decision maker, especially when working with a prospect that has complex requirements.

Software 334

Software Software Sales Process Decision Maker 334

Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Assume you’ll always get direct access to an executive or decision maker — study the org chart. Reason for Calling. Conclusion.

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? It turns out they’re pretty important.

Data 246

Data Prospecting Strategy Cold Calling 246

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. If it’s true that the influencer has to show this or present this to the decision maker, then they had better be sold on it themselves, right? Set a follow up call after they have pitched the decision maker.

Influencer 288

Influencer Decision Maker Face-to-face Gatekeeper 288

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” Then: “And also, I’m not the decision maker on this, I’m just an influencer.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

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. How to Reach Decision Makers Every Time. Salespeople continually struggle with reaching B2B decision makers. Read “ How to Reach Decision Makers Every Time ”).

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

The Center for Sales Strategy

APRIL 29, 2024

When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. After all, the decision maker may not be the one using your product, adjusting workflows to accommodate it, or even engaging with the product directly at all.

Decision Maker 106

Decision Maker Influencer B2B Leads 106

Understanding the Sales Force

JULY 21, 2021

In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms. In an article last week we discussed how data can help you hire the ideal salespeople. Below I've shared another top/bottom analysis with different findings.

Decision Maker 317

Decision Maker Hiring Analysis Data 317

Mr. Inside Sales

JULY 20, 2021

Connect with decision makers easier. Qualify prospects better and learn their buying motives. Click this special link to make a purchase. This powerful CD (or MP3 Download) will instantly improve your ability to: • Get past gatekeepers. Give better demos and presentations. Overcoming objections easier. Get Access Today.

Gatekeeper 315

Gatekeeper Decision Maker Face-to-face Licensing 315

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. The decision-makers you want to reach aren’t playing hide-and-seek with your team. The dreaded gatekeeper.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Mr. Inside Sales

APRIL 23, 2021

First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Here’s one way I have successfully dealt with this and gotten the prospect to reveal what was really holding them back. And then hit MUTE and listen to what your prospect reveals. They like a different solution.

Face-to-face 334

Face-to-face Gatekeeper Licensing Decision Maker 334

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

Sales and Marketing Management

FEBRUARY 8, 2021

When others are not being innovative with the video phenomenon occurring in communications, it’s your chance to stand out by sending personalized video emails to your prospects. It’s capable of including other mediums, both visual and auditory, which means you can engage your prospects on a deeper level. Conversational Bots: ?Prospective

Quota 296

Quota Channels Decision Maker Cold Calling 296

Mr. Inside Sales

JULY 30, 2021

Wouldn’t it be convenient to have a list of 5 questions you could use to get your prospect talking, to get them to open up about how they’re feeling and what you might need to concentrate on? You could do two: one for prospecting and one for the close. Ever feel stalled during a close? Get Access Today.

Closing 334

Closing Gatekeeper Face-to-face Licensing 334

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

Mr. Inside Sales

NOVEMBER 16, 2020

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? Make a much better connection with your prospect or client because they will feel listened to and heard. You don’t take notes? How about using your Mute button? Are you actively doing that? (If Get Access Today.

Motivation 332

Motivation Face-to-face Gatekeeper Licensing 332

DiscoverOrg Sales

SEPTEMBER 4, 2018

If you are talking to a CEO or the actual decision maker, saying no and walking away can have a tremendous impact.”. “It If you’ve done your job well, the prospect knows they are a good fit. And if they are a CEO or the decision maker, they have the power to make it happen.” I thought it would be lower.

Closing 286

Closing B2B Decision Maker Discount 286

Mr. Inside Sales

JUNE 11, 2021

And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch. Ask questions frequently of your prospect. Intersperse it with tons of questions and tie-downs and opportunities to engage and learn more about your prospects.

Face-to-face 317

Face-to-face Gatekeeper Licensing Decision Maker 317

Mr. Inside Sales

JULY 6, 2021

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Not only will the prospect be confused, but you will be, too. Stalled sale. Sound familiar? Happy selling!

Face-to-face 317

Face-to-face How To Pivotal Call-back 317

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

AUGUST 16, 2023

They completed the sales call, but they didn’t do discovery and failed to uncover any compelling reasons to buy, they didn’t thoroughly qualify the opportunity, they probably failed to reach the decision maker(s), and more importantly, the impression they left on their prospect was shaky (wobbly) because they failed to differentiate.

Sales Process 227

Sales Process Decision Maker Proposal Follow-up 227

Mr. Inside Sales

JANUARY 19, 2024

Now ask questions, try to engage, and take your prospect as far as they’ll let you! You see, the value of having a proven response in your back pocket is that it allows you to move past a prospect’s initial resistance. [Now take it down, and then move into qualifying!] That’s what most blow offs are! appeared first on Mr.

Face-to-face 273

Face-to-face How To Gatekeeper Licensing 273

Understanding the Sales Force

MARCH 13, 2024

” And what about the salespeople that knew and fell into procurement’s trap, afraid of risking the business (that they didn’t have) for attempting to meet with decision makers from engineering and manufacturing and quality control. Many companies struggle to answer that question but it’s easy for me to answer.

Decision Maker 207

Decision Maker Data Hiring Proposal 207

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. Rather than set another time to get back with them—thus letting the prospect off the hook—try the following: Response #1: “Sure, I can take as long or little as you need.

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

No More Cold Calling

JANUARY 24, 2019

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. Regardless of the way you reach out—via email, social media, text, direct mail, or even a knock on the door—prospects are cold as ice unless they know who you are and expect to hear from you. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., Ghosted—just the sound of this is chilling.

Face-to-face 317

Face-to-face Call-back Gatekeeper Licensing 317

Mr. Inside Sales

JANUARY 8, 2021

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? Think about it: Not everyone you speak with is going to be a prospect or a deal, are they? And regarding fumbling a good lead—my experience is that if a prospect is interested, then they’ll speak with you.

Face-to-face 313

Face-to-face Cold Calling Gatekeeper Licensing 313

Mr. Inside Sales

MARCH 6, 2021

Get Access Today. The post Two Simple Words to Open More Doors—and Close More Sales appeared first on Mr.

Gatekeeper 316

Gatekeeper Closing Face-to-face Licensing 316

No More Cold Calling

OCTOBER 1, 2020

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. Are Referrals Your Priority … or an Afterthought? Listen to the podcast. Dylis Guyan Podcast.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Mr. Inside Sales

MARCH 22, 2021

More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. Get Access Today.

Influencer 203

Influencer Decision Maker Face-to-face Gatekeeper 203

Anthony Cole Training

NOVEMBER 11, 2022

Thou shout never present without making sure your prospect is committed to making a decision. Are you certain you're getting the decision-maker to a point of clarity? This video is a part of our new series with Mark Trinkle: The 10 Commandments of Sales Success. Watch Commandment #5 now!

Decision Maker 232

Decision Maker Video Sales Prospecting 232

Mr. Inside Sales

APRIL 14, 2023

To follow up on the blog post from two weeks ago (about the one quick fix to get your VMs returned ), here is the second quick fix: Stop trying to trick your prospect! So do your prospects. Your prospects can see through you and your message will be deleted quickly. I ALWAYS delete these messages the moment I hear them.

Face-to-face 254

Face-to-face Gatekeeper Licensing Decision Maker 254