Sales and Marketing Management

AUGUST 28, 2020

Here are some ways that sales teams can remain productive and maximize opportunities with prospects. . One of the most apparent challenges when working remotely is making that all-important connection with a prospect. Virtual Demos and PoCs. If you’ve reached this phase in sales prospecting, it’s go time.

Software 177

Software Software Skype Transportation 177

Hubspot Sales

AUGUST 7, 2024

Early on in my position as head of business development at Lead Prosper, a SaaS company, I found myself on the receiving end of a software demo for an industry-leading company. But during the live demo, disaster struck. Table of Contents What Is a Sales Demo Environment? You can think of a sales demo environment in the same way.

Closing 90

Closing How To Call-back Software 90

DiscoverOrg Sales

JULY 3, 2018

Revive Cold, Dead Prospects. Here are a few ideas to build pipeline with once-and-future prospects: 1. When leads come in from a web form, the demo and the deal should be a slam dunk, right? Our sales team follows up a few times, and they go dark. You followed up, followed up, and finally gave up.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

Zoominfo

SEPTEMBER 1, 2021

On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you. Automate Email Follow Up and Scheduling. Automation is a great way to speed up your marketing operations. Embed scheduling into your contact and demo forms.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

Sales Hacker

JUNE 24, 2022

You already have them set up in your sales engagement system, I know. But if you’re working to level up and land larger deals, it’s time to leave all those behind. Stay top of mind and start multithreading with this framework for world class follow-up instead. Why buyers ignore your follow-up emails.

Follow-up 105

Follow-up Buyer Call-back Decision Maker 105

DiscoverOrg Sales

JUNE 14, 2017

I hadn’t closed a demo – or anything – in awhile. I was coming up on my 17th or 18th month at DiscoverOrg, and I was being overlooked. The sales team consisted of a circle of SDRs responsible for outreach and booking demos; and Account Executives (AEs), responsible for leading the demo and closing the deal.

Inbound 227

Inbound Outbound Ideal Customer Profile Outbound Sales Team 227

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.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING. Burned by Churn.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

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

Zoominfo

DECEMBER 15, 2020

Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. Read more: Overcoming Sales Objections.

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Zoominfo

NOVEMBER 9, 2020

What Tools Do People Use for Sales Funnels? The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place.

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Zoominfo

JANUARY 15, 2021

The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. It’s that time of the year when new objectives drive marketing teams to come up with strategies and initiatives to reinvigorate lead generation efforts.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

SBI Growth

OCTOBER 3, 2013

You''ll also get plenty of other tools to help you meet all types of Sales Ops challenges. Follow them through the pipeline. When a rep is conducting a demo at the client site, take video clips. It will remind your prospects that you exist and provide benefits to clients. Follow @MakingTheNumber. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Mr. Inside Sales

APRIL 30, 2023

Problem: Salespeople talk too much when they finally get a prospect on the phone. They talk over their prospects and generally learn very little about what it takes to close a sale. with your voice lifting up at the end of the word. Then hit MUTE again and listen as your prospect reveals more. Like you’re really curious.

Sales Qualified Lead 212

Sales Qualified Lead Face-to-face Gatekeeper Decision Maker 212

DiscoverOrg Sales

JUNE 6, 2017

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. Plus, see actual cold email exchanges that resulted in me scheduling a demo. The “Five by Five” method.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

Zoominfo

OCTOBER 30, 2018

It’s no secret, technology has transformed the way businesses communicate with customers and prospects. Modern sales reps rely on a variety of tools and technologies to conduct their work—including email, social media, video chat tools and more. Be sure to share this agenda with the prospect beforehand so know what to expect.

Face-to-face 225

Face-to-face Sales Process Skype B2B 225

Zoominfo

AUGUST 11, 2021

The symptoms are almost always the same: Sales teams waste time delivering demos to unqualified leads. No one follows up with promising opportunities. COVID-19 has affected best practices for lead generation, follow-up, sales quotas, and sales cycle length. High-value deals get stuck. What Is a Sales Pipeline?

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Zoominfo

FEBRUARY 5, 2021

Your digital-savvy B2B prospect is researching the product they think they need. The B2B sales funnel depicts how prospective customers move through the buying process in stages. Salespeople interact with the prospects at each stage, persuading them to make a purchase. A sales rep walks them through a product demo.

Top of Funnel 179

Top of Funnel Ideal Customer Profile Funnel B2B 179

Mr. Inside Sales

APRIL 2, 2020

You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with. Just remember what’s crucially important in all of sales: You can’t write any business if you don’t have prospects and clients to pitch to. You should, too.

Face-to-face 159

Face-to-face Call-back Gatekeeper Follow-up 159

Zoominfo

SEPTEMBER 10, 2021

That means more than half of your reps are putting themselves in a position where they have an inadequate view of the prospects in their pipeline. In many respects, a sales rep confidently posting up a commit would be a good thing. She’s noted the following: • Good product-company fit. No clear and obvious objections.

Sales Forecasts 242

Sales Forecasts Forecasting Data Decision Maker 242

eGrabber

FEBRUARY 18, 2021

Prospecting on LinkedIn Sales Navigator is one of the most essential sales prospecting strategies adopted by B2B sales reps. It helps them to find their prospects & turn them into customers than any other social networking platform. How to Prospect for Sales on LinkedIn Sales Navigator. Search for Leads and Accounts.

LinkedIn 128

LinkedIn Prospecting How To Groups 128

Zoominfo

JANUARY 6, 2021

So heading into the new year, consider the following for future sales enablement and customer engagement, based on predicted trends: 1. Share the same goals and tools between sales and marketing teams. From there, these leads are gradually pushed further down the funnel for sales teams to pick them up and close a deal.

Trends 246

Trends CRM Top of Funnel Marketing 246

SBI

FEBRUARY 3, 2021

The purpose of our graphic is to show products that have the following focus. These folks have a key role to play in demos and proof-of-concepts or pilots. Be sure to follow me on LinkedIn to stay up-to-date. Their Sales Development Landscape is a great resource for finding tools and services for SDR organizations. [1]

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

Mr. Inside Sales

MARCH 27, 2020

The question is: Have you changed the way you’re approaching your prospects and clients? For example, if a current client or prospect has shared with you that they plan on resuming work full time at the end of this quarter and are committed to having a strong next quarter, then share this with the person you are speaking with.

Face-to-face 37

Face-to-face Gatekeeper Call-back Decision Maker 37

Hubspot Sales

JANUARY 15, 2024

It was all going according to plan — we had a great initial call, flew to Los Angeles to demo the product, and nailed it. We sent them a proposal and even flew out for a second in-person follow-up. Let’s examine four common reasons a promising prospect turns into Casper the not-so-friendly ghost. Things were looking good.

Prospecting 119

Prospecting Follow-up Call-back Proposal 119

DiscoverOrg Sales

NOVEMBER 9, 2016

Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Access to high-quality contact data, market trends, and emerging predictive analytics tools allow for rapid segmentation of high-quality accounts and prospects. Get the prospect out of their own way.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Julie Hanson

APRIL 19, 2022

Video can be a powerful sales outreach tool — but only if the prospect watches it. As the number of videos sent out by sellers has exploded, prospects have become more ruthless about what videos they choose to watch. So “how do you record a prospect video that gets watched?” Pro Tip 2: Crank up the Energy .

Video 135

Video Prospecting How To Face-to-face 135

SBI

MARCH 18, 2021

New hires can access these materials during the onboarding process, and then leverage the channel as a refresher once they’re up to speed. Q: What steps can Sales Enablement solutions users take to best facilitate their prospects’ decision-making given that interactions are likely remote?

Hiring 164

Hiring Face-to-face Video Distribution 164

DiscoverOrg Sales

AUGUST 23, 2018

The average American will spend up to 50 minutes browsing through social media today. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. If you’re not, your prospects are wondering why. two years ago to 6.8

Social Selling 192

Social Selling Social Media Media Twitter 192

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. Technology is an important tool. But referrals are an intentional, proactive prospecting approach that sales reps own, and where all leads are qualified leads.

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Do me a quick favor and open that email up that has the…”.

Gatekeeper 158

Gatekeeper Face-to-face eBook How To 158

DiscoverOrg Sales

JUNE 6, 2018

They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. We split passive candidates up into a few different groups: Candidates who are content with their current job and are not looking for new opportunities.

Hiring 230

Hiring Networking Positioning Compensation 230

Mr. Inside Sales

NOVEMBER 24, 2019

You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. you’ll be that much closer to overcoming it and getting into your demo. Dive into your demo…]. Do me a quick favor and open that email up that has the…”.

Gatekeeper 156

Gatekeeper Face-to-face eBook How To 156

Zoominfo

MARCH 9, 2021

On the other hand, while it is aided by top-of-funnel awareness that demand generation drives, lead generation is the process of converting sales-ready prospects into qualified pipeline. The goal is to target the right prospects, as well as bring them along the buyer’s journey. Demand Gen = Sales + Marketing. Is there only one or many?

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

Zoominfo

AUGUST 17, 2021

Regardless of whether you’re using automated chatbots, your sales development reps (SDRs) as live agents, or a combination of both, it’s important to identify who your qualified prospects really are. Elsewhere, we’ve classified the prospects that visit your site into six high-level categories. Steps to Strengthen HubSpot Integration.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Mr. Inside Sales

MARCH 16, 2020

Anyway, how do you handle this objection when you’re prospecting? Second: It’s important to stress to prospects and clients that what we’re going through now is temporary. Here is your script to use while prospecting and setting demos: Prospect: “We’re just not doing anything until this virus situation is settled…”.

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Allego

SEPTEMBER 17, 2020

For everyone used to sitting down with a prospect, it’s new territory. You communicate, collaborate, and connect with prospects via desktop, laptop, tablet, or mobile phone. You also need to add new skills of engagement, technical aptitude, active listening, follow up, and time management to your toolbox of selling techniques.

Collateral 147

Collateral How To Video Face-to-face 147