Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. Relate that to specific changes in your prospect’s industry and, then, why it is worth having a conversation with you. Get a Referral.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Zoominfo

OCTOBER 25, 2018

But, thanks to technological advancements, predicting customer behavior has become a reality—and it’s changed the face of marketing forever. Predictive intelligence and machine learning may sound like futuristic concepts, but they’ve already made a massive impact in the marketing world. Let’s get into it! The best part?

Lead Rank 189

Lead Rank Lead Scoring B2B Marketing 189

Sales and Marketing Management

OCTOBER 5, 2020

Author: Brandon Brown Today, most marketers and salespeople agree that we need to build relationships with our customers. But many of those same marketers and salespeople are implementing old-school marketing tactics that bombard consumers with unwanted ads and clickbait. Two words: influencer marketing.

Influencer 194

Influencer Marketing How To Face-to-face 194

Sales and Marketing Management

SEPTEMBER 7, 2020

Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. You may notice that your campaigns move too quickly or slowly, indicating that your marketing team has become distracted. If you’re going to obsess over B2B outbound marketing strategies, try fixating on the right ones.

Outbound 177

Outbound Ideal Customer Profile Marketing Cold Calling 177

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Instead, invest your time and energy into improving your LinkedIn game. These are business contacts with an “in” to someone you’ve deemed a qualified prospect. Connecting online gives you and your prospect more information about each other.

Referrals 331

Referrals Social Selling LinkedIn Cold Calling 331

Zoominfo

MARCH 6, 2019

We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What is referral marketing?

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Smooth Sale

DECEMBER 10, 2024

Photo by GDJ via Pixabay Attract the Right Job or Clientele: Business Success Requires A Positive Mindset and High Energy Others can feel our vibe through our words, actions, and deeds. By creating a fix-it plan with goals, too, energy lifts, we feel the enthusiasm for a calmer road ahead.

Energy 93

Energy Positioning Hiring Networking 93

Zoominfo

JUNE 4, 2019

When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. Unfortunately, trade shows are expensive and time-consuming.

Trade Show 187

Trade Show Marketing Social Media Lead Rank 187

Zoominfo

FEBRUARY 12, 2025

After 18 years in B2B marketing, Ive seen this song and dance before. And lets face it, most B2B marketing teams didnt exactly have a foolproof plan to ensure ROI. If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. Early in my career, events terrified me.

B2B 130

B2B Marketing Strategy Lead Rank 130

Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong?

Hiring 233

Hiring Decision Maker Energy Face-to-face 233

Selling Energy

AUGUST 2, 2023

If you’re selling energy solutions in the built environment, you may find yourself being asked by your prospects, “Will this energy efficiency upgrade increase the value of my building?” This can be a difficult question to answer because it varies from situation to situation.

Energy 79

Energy Prospecting Marketing Sales 79

Zoominfo

FEBRUARY 26, 2021

Think about it: Traditional sales software applications have long since been deployed in streamlining daily tasks associated with prospecting and pipeline management. What’s more, these platforms incorporated the use of B2B contact and company intelligence to help identify, connect with and close the right prospects, at the right time.

Sales Automation 162

Sales Automation Prospecting Top of Funnel Sales Qualified Lead 162

Sales and Marketing Management

OCTOBER 16, 2017

They’ve been through it so many times they can rattle off the typical objections from customers and prospects: “I don’t have time to hear this pitch”. Storytelling gives a prospect a compelling reason to hear you out. Early stage prospects often gravitate toward videos and short, educational demonstrations. Closing the deal.

Real Estate 243

Real Estate Construction Scale Hiring 243

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. 335929 Other Communication & Energy Wire Manufacturing. 425110 Business to Business Electronic Markets.

Transportation 204

Transportation Chemicals Automotive Marketing 204

The Pipeline

MARCH 3, 2020

They have invested time and energy learning things, and now we turn? I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? When you understand why you are winning losing or failing to get a decision is a great way to stay with or ahead of changes in the market.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

The Pipeline

OCTOBER 9, 2017

Building a base of knowledge and understanding with a given prospect, their objectives, hurdles, etc., The rep in question was a solid B player, knows the product, market, and there were years he actually made quota. If you want to put your fingers on the scale, don’t use time, use prospecting instead.

Scale 265

Scale Quota Margin Referrals 265

Zoominfo

DECEMBER 15, 2020

Integrating holiday energy with your B2B efforts typically increases chances of revenue success. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams. B2B Tips for Sales, Marketing, Recruitment, and More. Our post, “What is Buyer Intent Data?

B2B 237

B2B Trade Show Intent Data Buyer Intent 237

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Grant Cardone

APRIL 13, 2020

This doesn’t mean you throw your standards out the window and work for anyone who calls you; you’re simply readjusting your acceptable criteria during this temporary lull in order to accommodate a wider range of prospects and projects. The post How to Market During a Recession appeared first on Grant Cardone - 10X Your Business and Life.

Ideal Customer Profile 143

Ideal Customer Profile Marketing How To Energy 143

Zoominfo

OCTOBER 5, 2021

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. And How Can They Help Marketers? How to Build Marketing Personas Marketers can use buyer personas to build content strategies that speak directly to their targeted audience, and therefore build trust and reliability with customers.

Ideal Customer Profile 130

Ideal Customer Profile Buyer Persona Marketing How To 130

Nutshell

OCTOBER 5, 2020

As technology becomes increasingly integrated into our everyday lives, marketing efforts have shifted accordingly. Marketing through the digital medium is highly effective, but the barrier to entry is lower than ever. In the story of marketing, you’re not the hero, the client is. Layton Cox , Marketing Consultant.

Conversion 133

Conversion Marketing Campaigns Hotels 133

The Pipeline

JULY 17, 2014

Based on recent experiences I’ve had as a prospect, and seeing how some sales people execute their sale, I am beginning to firmly believe that there is an expert on clairvoyance , who on his blog, is recommending to his readers that those who can’t cut it as clairvoyants, strongly consider a career in sales. Here are but two examples.

Follow-up 282

Follow-up Sales Methodology Trade Show Proposal 282

Zoominfo

AUGUST 18, 2020

Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? So, what are the things that stand in the way of a salesperson actually getting in contact with a prospect? Researching Prospects. Identifying prospects.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264

No More Cold Calling

JANUARY 5, 2017

It’s an ineffective prospecting strategy and a nuisance to buyers, most of whom ignore cold calls. Current clients at a prospect company are the best source of new business within their organizations. Stop Fooling Yourself—Your Prospecting Is Cold. No salesperson should ever have to cold call to generate sales leads.

Cold Calling 222

Cold Calling Account Decision Maker Referrals 222

Sales and Marketing Management

NOVEMBER 6, 2019

Admittedly, nurturing a lead takes consistent time and energy to yield successful results. Persistence is admirable, but not when a rep’s goals are out of sync with the prospect’s. Reps need to add value to what the prospect is interested in now, and set the stage for the future. Respect their journey.

Sales Qualified Lead 204

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 204

Zoominfo

JUNE 14, 2022

Billions of dollars have been invested in software promising to transform how sales and marketing teams reach new audiences. Sales and marketing tech stacks have swollen, with dozens of conflicting tools promising greater efficiency, accelerated growth, and higher revenue. We call this Go-to-Market operations, or simply, GTM Ops.

Ideal Customer Profile 130

Ideal Customer Profile Hiring Marketing Face-to-face 130

Zoominfo

AUGUST 3, 2022

All too often, marketing budgets are the first to be scaled back. We surveyed nearly 250 marketers , and while 59% of respondents said they either were not adjusting their budgets or weren’t making significant changes, almost 40% said they were cutting back on marketing spend in anticipation of a recession.

Top of Funnel 130

Top of Funnel Marketing Advertising Advertising 130

No More Cold Calling

DECEMBER 30, 2014

Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? Gatekeepers can smell phoniness a mile away. You’re not fooling anybody. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

SocialSellinator

SEPTEMBER 23, 2021

Between invoicing customers, acquiring new leads, and managing your staff members marketing your business is a challenge that requires time and energy. With social media marketing networks, such as Facebook, and Snapchat, you can get that extra boost for your marketing department. So, where do you find that extra push?

Paid Content 145

Paid Content Small Business Small Business Facebook 145

No More Cold Calling

JUNE 23, 2019

In fact, 87 percent of frontline sales reps and 82 percent of sales leaders agree that referrals are their best leads , according to an Influitive/Heinz Marketing survey. 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. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Rank 297

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Stale data and lack of differentiation could be two major culprits.

Ideal Customer Profile 105

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 105

Zoominfo

MAY 31, 2022

Total Addressable or Available Market, also referred to as TAM, is a monetary value that represents all of the selling opportunities for your organization. Though your TAM can be produced with a simple formula, calculating it requires market research and accurate data. What is a Total Addressable Market? Highlights What is TAM?

Analysis 130

Analysis Marketing Vendor How To 130

Zoominfo

APRIL 17, 2019

But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. Marketers structure their entire strategy around moving prospects through the funnel, towards the ultimate goal of winning a new customer.

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

The Pipeline

JULY 17, 2013

The rest of the time and effort for me is prospecting and nurturing, not active selling. There is a point that is optimal, meaning any time and energy spent on further reducing the cycle is wasted, and distracts from the real goal. Often, a few months later I will reengage with the same buyer and take him through to close.

Sales Cycle 316

Sales Cycle Pipeline Buyer Up-Sell 316

No More Cold Calling

AUGUST 22, 2024

Without high-quality prospects, your team can’t close enough deals to meet revenue targets. Or, they end up closing deals with PITAs —”pain in the ass” clients who drain your company’s time, energy, resources, and patience—instead of the ideal clients you want to be working with. Marketing is not the answer. The Solution?

Referrals 177

Referrals Sales Qualified Lead Hiring Face-to-face 177

No More Cold Calling

OCTOBER 1, 2019

Sure, marketing will toss you some names after the holidays, but those aren’t leads you can count on. Now’s the time to ask for them and begin conversations with your prime prospects. I’ve never had a good customer experience at that market, but this was over the top. Don’t Have the Energy to Leave a Toxic Boss?

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

Sales 2.0

JANUARY 25, 2024

For many, this means learning new skills and processes—no more relying on a sales development team or their marketing department for all their leads. This allows them to approach prospects as a true consultant with value to bring to every conversation.

Lead Rank 195

Lead Rank Fashion Cold Calling Call-back 195