The Pipeline

OCTOBER 15, 2019

Much like the ponies, timing in prospecting is a mug’s game. I remember watching a group of investors who seemed comfortable discussing their view of prospecting success. Couple that with the obsession on quarterly results leads to the short-sightedness of many sales organizations’ approaches to prospecting and pipeline management.

Prospecting 212

Prospecting Influencer Buyer Education 212

Zoominfo

APRIL 22, 2018

If you’ve worked in sales for any amount of time, you know the standard sales process looks something like this: You identify a prospect and conduct research, you figure out what pain point or challenge they’re trying to solve, and then you offer your product or services as the solution. Why don’t some buyers admit they need help?

Prospecting 235

Prospecting Case Study Sales Cycle Direct Mail 235

The Pipeline

OCTOBER 24, 2019

Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. Refining how they prospect and conduct discovery. Train The Prospect.

Prospecting 205

Prospecting Training SME ROI 205

The Pipeline

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” The majority will tell you they do most, if not all their “research” before even prospecting someone. It is clear that many salespeople use the “activity” as busy work and a means of avoiding actual prospecting. Research Or Recreation? No change, no purchase.

Research 386

Research Call-back Lead Rank Lead Scoring 386

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

Zoominfo

JANUARY 19, 2021

Landing pages are fantastic in this stage for brand exposure and educating visitors about your products. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. They may not know what your brand is (yet) or be aware of solutions your company offers.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Sales and Marketing Management

APRIL 1, 2020

By optimizing messaging, collateral and communication through effective sales enablement, sellers can better communicate the differentiating value of your new solution, showcase marketplace positioning and properly advise prospects. For example, a playbook could be based on industries, roles and stages of the prospect.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

The Pipeline

AUGUST 10, 2021

But done right, there are dimensions to questions that can help in prospecting and lead to a more meaningful Discovery. While the average salespersons see questions as a means of gathering information, pros understand that questions shape a prospect’s thinking. Bad as with any weapon it comes down to how and why.

Fashion 329

Fashion Campaigns Outbound Quota 329

Zoominfo

FEBRUARY 3, 2021

Education Status : Bachelor’s degree ( I have a Master’s degree and a Professional degree. Well, they weren’t exactly accurate. For instance, according to Google, I fall into the following inaccurate audiences: Employer Size : 1-249 people ( ZoomInfo has more than 1500 employees.) Company Industry: Financial Services ( Wrong industry.

Data 246

Data Advertising Advertising Lead Rank 246

The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

Data 368

Data Objections ACT Lead Rank 368

The Pipeline

JANUARY 29, 2019

Most buyers are not looking for perfection, they want expertise, reliability, honesty, they want to be challenged, educated, but mostly they achieve the right results, not perfection. This gives us an opportunity to use our own and other clients’ experiences to help your current prospect. You’re Both The Same.

Education 290

Education Buyer Call-back Maximizer 290

Zoominfo

OCTOBER 8, 2020

Consumers have taken control of the sales process, and salespeople are now dealing with more educated, discerning buyers than ever before — and it’s time to adapt. Prospects don’t want to be sold to. In fact, only 29% of buyers surveyed want to talk to a salesperson to learn more about a product. Emphasize A Focus On Outcomes.

Prospecting 173

Prospecting Cold Calling B2B Education 173

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. What comes after prospects consume your content? Be the One Who Listens to Customers and Prospects.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

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.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales and Marketing Management

MARCH 11, 2019

The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be. Modern customers have access to all the information they need to make an educated purchasing decision.

CRM 289

CRM Lead Rank Lead Scoring Data 289

The Pipeline

MARCH 7, 2019

On the field, that is with a prospect in Discovery, sellers need to be counter-intuitive. Once you accept that you can’t hurry, but can shorten the cycle, you can take the time to educate the client. The key is not to necessarily educate on your product, product is product, but how they can make a decision.

Buying Cycle 244

Buying Cycle Education Commission Buyer 244

Sales and Marketing Management

JULY 10, 2017

Savvy (some might say cynical) prospects can see the strong pitch coming a mile away and they don’t trust it. But here’s what they do trust: education. Another reason is that prospects are already far into their buying journey before they talk to you. Everyone knows that yesterday’s super-hyped promotions don’t always work.

Demand Generation Agencies 258

Demand Generation Agencies Demand Generation Demand Generation Targets Face-to-face 258

Sales and Marketing Management

MAY 15, 2020

While making sales is, of course, the cornerstone of our profession, making purchases during this time is far from a priority – or even a possibility – for many of our prospects. Acting with thoughtfulness and a relaxed expectation of when the sale needs to be closed will mitigate the risk of you turning prospects off to your business.

Loyalty 296

Loyalty Cancellation Churn Face-to-face 296

Hubspot Sales

MARCH 27, 2023

That means reps need to provide prospects with helpful and specific resources as opposed to stuffing irrelevant information down their throats — but you can't get there if you don't understand where your prospect is coming from. I don't always engage prospects at this stage, but if I do, I use a very light touch.

Top of Funnel 124

Top of Funnel Hubspot Buyer Prospecting 124

Smooth Sale

MAY 25, 2022

Attract the Right Job Or Clientele: Improving Your Business Prospects One Step At A Time. Our collaborative blog provides insights for ‘Improving your business’ prospects one step at a time.’. Specifically, looking at how you can hope plus take action for improving your business’ prospects one step at a time. _.

Prospecting 139

Prospecting Hiring Licensing Research 139

The Pipeline

APRIL 16, 2019

Continuing professional education is a requirement for almost all ‘professions,’ except sales. When you practice, rehearse and internalize what it takes to be a complete salesperson successfully, you are much better prepared to not only listen to what your prospects are sharing with you, but have the bandwidth to process it correctly.

Quota 236

Quota Real Estate Pipeline Ideal Customer Profile 236

Zoominfo

FEBRUARY 12, 2021

B2B professionals are using social media in the same way that B2C consumers are using it: they’re doing research, educating themselves, and establishing relationships with vendors who can help them. B2B social selling is the process where salespeople use social media to connect with prospects. What is B2B Social Selling?

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Sales 2.0

JUNE 23, 2018

When you send a prospect an email or leave them a voicemail what do many of them do? The chances are good that your prospect has never even heard of your company anyway. Does it convey a clear message and benefits to your prospect? Does it provide them with educational content and resources?

Google 220

Google Twitter LinkedIn Buyer 220

Zoominfo

JANUARY 27, 2021

Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers. A lookalike audience is a kind of ideal representation of your best prospects and ideal customers. What is a Lookalike Audience?

B2C 264

B2C Ideal Customer Profile Account Based Marketing Lead Rank 264

The Pipeline

MAY 15, 2018

The problem is that most of the time the temperature is raised to high to fast, and the only real disruption to your cycle is when the prospect bolts the boiling pot. Educated The Buyer – I am not talking product here, but educate buyers on which changes they need to embrace, why, and then how.

Education 222

Education Buyer Buying Cycle Objections 222

The Pipeline

JANUARY 7, 2020

You’re A Prospect – I’ll Sell You. The pay off is in being corrected, being educated as to how and why you are wrong. When you allow them to correct or educate you, they see it safe to take input from you. It is about human nature, it’s inefficiencies, and the ability to create more from the imperfect. Can’t join us live?

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Zoominfo

FEBRUARY 25, 2021

Marketing is in charge of educating your total addressable market (TAM). For instance, your goal is to educate an entire market on how your product will solve their business problem using a marketing automation system. Marketing Swim Lane = One-to-Many. Therefore, the focus of the messaging is one-to-many.

Sales Qualified Lead 214

Sales Qualified Lead Marketing Qualified Lead Lead Rank Marketing 214

Hubspot Sales

MAY 17, 2023

But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects. Asking Prospects to Repeat Themselves "I'm sorry — what did you say?" Let's dive in.

Prospecting 130

Prospecting How To Call-back Follow-up 130

MTD Sales Training

OCTOBER 23, 2017

Likewise, when thinking about referrals, sales people are looking for a “ready made customer” instead of a possibly qualified prospect. You provide a useful and profitable education for the prospect which will help them regardless of if they buy or not. And you do it for FREE !

Referrals 238

Referrals ACT Education Consumer 238

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

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.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Demand Generation Targets Paid Content 225

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. We’re keeping it relatively finite.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Mr. Inside Sales

MARCH 12, 2021

Prospects are good at blowing sales reps off the phone. So, tell you what: instead of me trying to sell you something, let me just educate you on what’s currently available in the marketplace—you know, so in case you need something further down the line, you’ll know who to call—that can’t hurt, right?”. Approach Three: “I’m with you.

Face-to-face 216

Face-to-face Gatekeeper Licensing Decision Maker 216

Zoominfo

APRIL 21, 2021

Understanding hyper-specific terms and key performance indicators is the first step — then you should incorporate prospects’ pain points into your sales strategy. To hone in on messaging that targets prospects’ problems, identify healthcare organizations with below-average patient experience scores.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

Steven Rosen

APRIL 18, 2022

The beauty of the Fit Interview is that even in the absence of excellent interviewing skills, the sales manager reviewing a candidate’s resume can ask questions about work history, education, personal interests, and accomplishments. Assesses prospecting potential and closing style. Predictor of Potential POP 7.0.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Hubspot Sales

APRIL 26, 2023

And even if you manage to convince a poor-fit prospect to buy, you're setting yourself up for an unhappy customer relationship and a potential hit to your reputation. To avoid the pitfalls of bad-fit prospects, look out for these seven signs you should give up on a deal. 7 Signs You Should Walk Away From a Prospect 1.

Prospecting 116

Prospecting Decision Maker Lead Rank Lead Scoring 116