The Pipeline

JUNE 26, 2014

How would you like to be able to easily (almost effortlessly) track your ten hottest prospect and keep them moving toward a sale? In my world it is simply the ten hottest prospects you are currently working, ranked in order of their ability to be closed. How do you get the prospect in position 4 into position 3?

Pipeline 325

Pipeline Positioning Twitter Closing 325

Sales 2.0

DECEMBER 3, 2024

Very little documented in the CRM, but after ferreting around for a few hours I have found a few things to go on. What meetings were held? Any proposals sent? Could there be any “low hanging fruit” here–where I can swoop in for a quick close? This salesperson did leave a few clues behind. Some emails were sent.

Scale 195

Scale Territories Face-to-face Construction 195

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. Sales management.

Territories 396

Territories Compensation Scale Decision Maker 396

Hubspot Sales

SEPTEMBER 20, 2021

This is where a Franchise Disclosure Document (FDD) comes into play. Here, we'll get a clearer picture of what this document is, review what it's used for, and offer some advice on when it's fit to sign. As a franchisee, make sure you receive this document and familiarize yourself with it. Let's jump in. Item 23: Receipts.

Territories 125

Territories System Advertising Advertising 125

Adaptive Business Services

OCTOBER 23, 2024

They have also introduced a number of innovative features that can be leveraged to increase your prospecting effectiveness and this includes on LinkedIn and other social networks. A Suggested LinkedIn Prospecting Process Discover, evaluate, document, engage, nurture and in this order. Here’s how!

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

Sales 2.0

MAY 14, 2020

You need to document this carefully. Then as questions come up, you need to handle them and add to your documentation as necessary. Although millions of people exist to help you, you need to define carefully what they need to do. You need to tell them which contacts you are looking for specifically.

Data 396

Data Enterprise Enterprise Insurance 396

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. Weekly, Bi-Weekly, Monthly) Leave part of your day open for prospecting. Enter new prospects into the system. Stick to it!

Territories 335

Territories Ideal Customer Profile Call-back Decision Maker 335

Sales 2.0

NOVEMBER 7, 2023

If a prospect asks for a proposal I usually say “I might be a little different this way, but I don’t generate formal proposals. The document involved will probably not be more than one page. Send this bulleted list to your prospect and ask them if this is what you discussed. You could be selling during that time instead.

Proposal 195

Proposal Up-Sell B2B Meeting 195

Zoominfo

MAY 31, 2018

Most marketers are (or should be) well on their way to GDPR compliance when it comes to website and landing-page form language, data transfer procedures, and documentation. Further, organizations must maintain documentation that lists: The personal information it collects and processes. Records of consent received from prospects.

Lead Generation 217

Lead Generation Leads Marketing Qualified Lead Lead Gen 217

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Zoominfo

MARCH 21, 2025

It is designed to support meeting documentation and reduce the need for manual note-taking. It is used to support post-meeting follow-up and maintain documentation within existing workflows. The platform serves as a centralized workspace for sales teams to organize activities, interact with prospects, and follow structured workflows.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Hubspot Sales

NOVEMBER 22, 2024

Boo, you were ghosted by a prospect you thought for sure would convert. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. For a start, these AI sales tools can help you quickly draft and personalize prospecting emails. Long and skinny? But don’t be fooled!

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

No More Cold Calling

NOVEMBER 16, 2018

Answer: You build a referral system that is documented and adopted by salespeople. With a proven, disciplined referral system, your team will: Get meetings with qualified prospects with one call. Convert prospects to clients more than 50 percent of the time. How do you ensure adoption? I’m here to tell you it does.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

Sales 2.0

MAY 6, 2020

Do you have training for new hires documented and readily available? Prospecting : How well does your prospecting process work? Prospecting : How well does your prospecting process work? Do you manage the development of proposals as a joint process with your prospect, leading to a high close rate?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Hubspot Sales

OCTOBER 10, 2024

The catch is that you have to demonstrate and document that it's truly “legitimate.” When we call a prospect, it is logged with a reason tied back to the prospect’s business and all previous contacts they have had with us.” This ensures we're not overstepping, and prospects appreciate the precision,” he says.

Cold Calling 80

Cold Calling How To Guidelines Hubspot 80

Sales and Marketing Management

APRIL 24, 2020

Marketing technology guru Scott Brinker has been tracking and documenting the growth of the marketing technology landscape for almost a decade. In the 2019 edition of his Supergraphic , he documented more than 7,000 companies offering data management, marketing automation, customer experience tools, social media monitoring and more.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Sales Hacker

JANUARY 13, 2025

DocUnlock supercharges customs brokers and freight-forwarders by transforming commercial invoices, packing lists, ISFs, and other shipping documents into ready-to-file entries using artificial intelligence. More for your eyeballs AI SDRs and the future of prospecting. How to use hashtags on LinkedIn (be aware of how many you use).

Hiring 108

Hiring Scale Pivotal Enterprise 108

Zoominfo

MARCH 8, 2024

One of the key promises of generative AI for business is the ability to eliminate time-consuming, manual research and prospecting tasks for frontline go-to-market professionals. Existing or prospective partner companies could leverage this signal to proactively pitch their reach and engagement with key verticals to land a major investment.

Prospecting 130

Prospecting Insurance Insurance Scale 130

Sales and Marketing Management

NOVEMBER 12, 2017

Sellers and their manager should take care not to jeopardize future orders with prospects by closing too early and aggressively. Have I documented the buyer's goal(s)? Have I diagnosed and documented the buyer's current situation? Have I documented how the buyer's goals can be achieved using my offering?

Top of Funnel 224

Top of Funnel Proposal Quota Pipeline 224

Zoominfo

JANUARY 31, 2025

How can we segment our efforts to engage the right prospects at the right moment? A rule of thumb I go by: if there is no clear reason to reach out to a prospect, then it is not worth the effort. Document who owns each stage of the journey from awareness to consideration to decision.

Ideal Customer Profile 130

Ideal Customer Profile Marketing Intent Signal Lead Rank 130

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Zoominfo

MARCH 24, 2021

In turn, sales and marketing efforts — from prospecting to running email campaigns — are less effective. With ongoing data hygiene maintenance, reps can barrel through call lists, spending more time connecting with quality prospects and leads. Prospect and customer experiences take a hit. How Does Dirty Data Affect Sales?

Data 251

Data B2B Churn Buyer Persona 251

DiscoverOrg Sales

SEPTEMBER 26, 2017

We’ll be pulling a subset of accounts out of this orchestration as an A/B test, so we can tell what impact ABE really has, compared to a traditional outbound prospecting method. I’m excited for this experiment, and I hope you’ll join us as we document our own successes and failures. We’re keeping it relatively finite.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Zoominfo

FEBRUARY 7, 2025

Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. The Buyers Journey is Built for Sellers, Not Buyers The buyers journey was designed to help sellers guide prospects through a sales process, but it doesnt reflect how empowered buyers operate today.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

Zoominfo

APRIL 2, 2025

The Systems Advantage in Go-to-Market Execution Go-to-market teams that apply systems thinking to their data strategy gain distinct competitive advantages: Revenue Acceleration: When data flows seamlessly across systems, prospects move through your pipeline more efficiently than in fragmented data environments.

System 130

System Enterprise Enterprise Data 130

Zoominfo

MARCH 5, 2021

A content marketing strategy is your action plan to attract prospects to your brand and convert them into customers using marketing content. According to Content Marketing Institute, 69% of top-performers in B2B content marketing have a documented content strategy. Think of it as the roadmap for your marketing campaigns.

Strategy 257

Strategy Marketing Buyer Persona Sales Qualified Lead 257

SBI

NOVEMBER 1, 2020

Easily create personalized versions of all kinds of documents – from sales brochures to proposals – to make a deeper impression on your prospects. The key is that sellers can edit core content in master documents to personalize before sending, while keeping every document on-brand and on-message.

Video 147

Video Proposal Tools Prospecting 147

PandaDoc

MARCH 25, 2025

Your team spends days manually creating proposals, tracking contracts, and managing documents while large enterprises use automated systems that zoom through these tasks in minutes. Your sales professionals are likely doing it all: prospecting, selling, creating proposals, and managing customer relationships. The result? The good news?

Enterprise 52

Enterprise Enterprise Proposal Sales Qualified Lead 52

Mindtickle

JANUARY 28, 2025

Sales documents are a key component of any successful sellers toolbox. In fact, with the right sales content, sellers can engage any qualified prospect no matter where they may be on the purchase journey. But creating great sales documents is only the first step. What are sales documents? But why are they so important?

Top of Funnel 52

Top of Funnel Buyer Persona How To Case Study 52

Hubspot Sales

OCTOBER 17, 2024

Consent can be obtained through a signed written document, a recorded phone call, or an electronic signature. Ask your prospect how their day was, what they’re up to, even if they have a moment to chat with you (and if not, just call back at another time). Trust me, you’ll lose prospects entirely before you can even secure them.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

Cincom Smart Selling

MARCH 9, 2025

However, at some point, these elements must be more formally addressed and ultimately documented. Also known as a business proposal, project proposal, or executive summary, it serves as a formal document that outlines how your offerings can solve a prospective clients problems or meet their needs. What is a Sales Proposal?

Proposal 48

Proposal Lead Rank Lead Scoring Customer 48

No More Cold Calling

MARCH 22, 2018

In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. When it doesn’t, it feels like the end of the world. OK, not exactly, but it does slow us down. Plain and simple. Simply put: Sometimes technology holds us hostage. It’s time to turn back the clock.

Sales Enablement 135

Sales Enablement Decision Maker Cold Calling Guarantee 135

Partners in Excellence

NOVEMBER 12, 2024

One of the most important things sellers do in creating value with customers, to establish and document a project plan. We keep them in our qualified pipeline, when they should be moved back to prospecting and nurtured, or they should be closed and abandoned. Customers don’t know how to buy complex B2B solutions.

Sales Cycle 133

Sales Cycle Buying Cycle Pipeline Closing 133

Vengreso

NOVEMBER 12, 2024

By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions. He emphasizes the importance of empathizing with prospects, leveraging the Socratic method for effective coaching, and cultivating strong listening skills within sales teams.

Objections 73

Objections Opportunity Ideal Customer Profile Face-to-face 73

DiscoverOrg Sales

JANUARY 10, 2018

We created a video series in which we “broke down the fourth wall” and documented our ABE efforts – not knowing exactly how it would end. 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.

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

Smooth Sale

OCTOBER 28, 2024

Prospects who soon become paying clients may find annoyance with products and services that perform poorly as promised. On the backend, when one puts disclaimers in documentation upfront and advises prospective clientele on expectations, it all works to the benefit of those on the receiving end and, ultimately, to the benefit of the business.

Lead Rank 109

Lead Rank Policies Hiring Motivation 109

A Sales Guy

JUNE 16, 2021

Because diagnosis requires documentation. How are they able to recall the root causes of the problems the prospect is having and how can they know the specific KPI’s and prospect metrics? How do they recall the unique and specific environmental challenges they are helping the customer solve?

CRM 163

CRM Fashion Face-to-face System 163