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

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

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 B2B Up-Sell Meeting 195

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 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

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

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

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 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

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

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

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

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

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

Sales and Marketing Management

JULY 24, 2017

Risk is commonly created by a sales rep having to “take the prospect's word” for various aspects of the pending deal. It merely requires the rep to know and follow documented internal processes and best practices. Limited access to information can create a fantasy world through inference (i.e. Happy selling!

Forecasting 224

Forecasting Quota Pipeline Follow-up 224

PandaDoc

DECEMBER 19, 2022

Sales prospecting acts as the first stage in the sales process. And poorly managed prospecting lists will result in seller fatigue. In this article, we share how leads, prospects, and customers form the backbone of an effective sales process, enabling sales teams to tackle fatigue and sometimes mundane work.

Ideal Customer Profile 98

Ideal Customer Profile B2B Prospecting Top of Funnel 98

Sales and Marketing Management

JANUARY 7, 2019

After first considering workshops, how about motivational training to foster the kind of positive attitude that helps staff better deal with the ups and downs of the sales cycle, to more effectively develop prospects, build value, and open up new business opportunities? Thirdly, we’ll need product knowledge training in the mix, too.

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Crunchbase

MAY 22, 2023

Sales prospecting is an integral part of the sales process. When done manually, it can be time-consuming and demand substantial effort — but automated sales prospecting can help. Automated sales prospecting tools, also known as sales automation software , streamline your workflow and allow you to spend more time selling.

Maximizer 98

Maximizer Prospecting Lead Rank Lead Scoring 98

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. So, your first action is to SHOW your sales team your commitment to prospecting through referrals. Create company metrics.

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

JULY 28, 2022

Any effort to match leads to the right prospect account, to score, prioritize, or even route them properly is squandered if the data fed into your systems hasn’t been normalized, cleansed, enriched, or deduped. In this context, it isn’t a stretch to say “dirty data” is nearly synonymous with “bottleneck.” Using it comes at a cost.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 130

Sales and Marketing Management

MAY 4, 2020

If the average period of time between when a prospect opens your email and replies to it has increased, you will know something is going south and you can try to figure out what it is before things get worse. When you have a document or file to send to a prospect or customer, how do you send it?

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

Sales and Marketing Management

JULY 11, 2019

Senior leaders might have certain doubts about specializing teams because they want to give salespeople the opportunity to touch multiple activities, from prospecting, to social selling, to managing new business, to participating in events, and more. Specialize teams. The list is long. Create access to information.

SME 209

SME Social Selling Territories Follow-up 209

Sales 2.0

NOVEMBER 21, 2023

I highly recommend not spending your time generating beautiful documents for every person that says, “send me a proposal”. It’s a surefire way to eliminate your prospecting time and have a sick pipeline. Sell don’t write In my experience, it’s not the proposal document itself that sells.

Proposal 150

Proposal Hiring Decision Maker Case Study 150

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. prospecting) while others support all aspects of B2B sales (e.g. B2B Sales Tools.

Sales Tools 133

Sales Tools B2B Tools Hubspot 133

Zoominfo

JULY 11, 2018

37% of B2B marketers have a documented content marketing strategy, while 38% have a strategy without formal documentation ( source ). 62% of B2B organizations successful at content marketing have a documented strategy ( source ). In comparison, 86% of B2C marketers use content marketing ( source ).

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

Sales and Marketing Management

JUNE 10, 2019

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? And, worse, maybe they will spread the word throughout their network and negatively influence other prospect or customer decisions. Maybe they won’t renew.

Loyalty 234

Loyalty Remedy Journal Study 234

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. Create a community that is their go-to place for tech support, product documentation and networking. And your sales team wouldn’t call a prospect without first researching the person and company.

Loyalty 274

Loyalty Customer Face-to-face Video 274

Sales and Marketing Management

MAY 4, 2020

If the average period of time between when a prospect opens your email and replies to it has increased, you will know something is going south and you can try to figure out what it is before things get worse. When you have a document or file to send to a prospect or customer, how do you send it?

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

Zoominfo

NOVEMBER 20, 2020

Our CEO, @HenryLSchuck , defines it as “actionable information on prospects and target accounts.” Our activity is documented along the way so your pipeline is always fueled with accurate data for better predictability. Engage allows reps to move seamlessly between different communication channels – making multi-tasking a breeze.

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

Zoominfo

MAY 15, 2019

As a sales rep, you can make the most calls and send the best emails, but if you’re targeting the wrong prospect, none of that matters; you won’t be able to close the deal. Then, document your process and make sure your reps know how to follow it. You Can’t Reach Your Sales Prospects. Selling to the Wrong People.

Ideal Customer Profile 224

Ideal Customer Profile B2B Hiring How To 224

Hubspot Sales

DECEMBER 1, 2020

The constant bouncing between video calls with prospects, customers, and teammates hour after hour means something is bound to fall through the cracks. When talking to a prospect or client, the last thing you want to do is forget something important. Goals and Objectives. Meetings without goals are usually a waste of everyone’s time.

Sales Meeting 142

Sales Meeting Meeting Case Study Scale 142