The Pipeline

SEPTEMBER 2, 2020

From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?

System 316

System Prospecting Quota Decision Maker 316

Zoominfo

SEPTEMBER 6, 2023

Professional events can generate loads of opportunities in a very short period. We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. Notify Sales When a Prospect Visits. But it’s imperative to act fast so your warm leads don’t cool down.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

The Pipeline

OCTOBER 9, 2019

I want to personally invite you to a special and exciting event. A week from today, October 16, and stretching into October 17, I have the honor of hosting this special virtual event. I have the pleasure of working with 12 sales experts with unique, diverse and insightful views on prospecting. Wednesday, October 16, 2019.

Prospecting 49

Prospecting Sales 49

The Pipeline

APRIL 23, 2019

Environmentally friendly prospecting is about understanding and leveraging your mutual settings and events. Starting right in prospecting, of course, means putting the buyer at the centre of every action. Living it is exactly what prospects are doing when our call interrupts. Let’s Start Right. Find Yours.

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Prospecting Transportation Retail Exact 260

The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Who’s Paying For This?

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Prospecting Trade Show Objections Buyer 284

Sales 2.0

NOVEMBER 6, 2024

If you want to meet a large number of potential customers or partners quickly, find the events they go to and work the room! Go to conferences for coffee Too many people waste a lot of time and money going to conferences and in-person events. Go to the conferences and live events where your potential customers and referral partners go.

Conference 195

Conference Cold Calling Referrals Social Media 195

Sales Gravy

JANUARY 28, 2025

to prospect consistently, these tips are for you. In this episode, I answer a question from Paul in Rancho Cucamonga, California, whos building and leading a remote sales team in the logistics industry and needs to find a way to get his salespeople to prospect consistently. Be like teflon: no excuses stick. Dont hide in your office.

Motivation 89

Motivation Prospecting How To Face-to-face 89

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Im sharing my nine best sales email templates that encourage your prospects to buy sooner rather than later without resorting to discounting or manipulative tactics. Subject line : [Prospect's company] compared to average? The solution?

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Prospecting Hubspot Discount Follow-up 98

Zoominfo

SEPTEMBER 1, 2020

Prospecting can feel pretty similar. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects. Typical prospecting workflows involve researching and then connecting to prospects via cold calls, cold emails, and beyond.

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Prospecting Lead Rank Lead Scoring Sales Qualified Lead 264

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? World events disrupt business operations.

Data 246

Data Prospecting Strategy Cold Calling 246

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

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Software Software Tools Hubspot 211

eGrabber

OCTOBER 25, 2024

The hospitality industry is in a prime position to tap into the lucrative corporate events market. However, reaching these decision makers and generating high-quality corporate event leads requires a strategic approach. Struggling to keep event leads flowing? Try Email-Researcher! Ready to unlock more corporate leads?

Paid Content 52

Paid Content Hotels Lead Generation Lead Rank 52

No More Cold Calling

FEBRUARY 28, 2025

They’re the same salespeople you meet at networking events, who grab your card and then send impersonal emails (with attachments) the very next day, pitching products and asking for business referrals. Unless youre one of those card-grabbing networking pariahs, you would never introduce yourself this way at an in-person event.

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Referrals Social Selling Networking LinkedIn 177

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

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Closing Quota How To Webinar Metrics 122

Sales Gravy

OCTOBER 22, 2024

Brynne shares essential information on avoiding common mistakes like the dreaded "pitch slap," the importance of personalization over automation, and how to truly engage with prospects on LinkedIn. Key Takeaways: – LinkedIn as a Networking Tool: Approach LinkedIn interactions like networking at an event.

LinkedIn 96

LinkedIn Outbound Networking Conference 96

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. Personalized Video Will Replace Event Prospecting. But the evaporation of events doesn’t mean the evaporation of the need for human interaction.

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Video Scale Marketing Face-to-face 317

Sales Gravy

NOVEMBER 14, 2024

Holiday and Retention Use: Drink tastings are popular not only for prospecting but also for employee rewards, client retention, and holiday gifting, with options for virtual events that clients can record and revisit. Many companies were looking for new ways to engage clients when in-person meetings and events weren’t possible.

Trade Show 97

Trade Show Advertising Advertising Webinar Metrics 97

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. This includes your prospects. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Your prospecting numbers may drop too. Your potential prospects have other things on their mind right now.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Anthony Cole Training

OCTOBER 20, 2023

Every time we onboard a new client, we have a kickoff event where we lay the foundation of the sales process we teach at Anthony Cole Training Group.Inevitably, at some point during that kickoff event we talk about dealing with the competition, specifically how to differentiate yourself from the competition you will face.

Prospecting 173

Prospecting Face-to-face Competition Training 173

No More Cold Calling

JANUARY 9, 2020

That means enhancing and reinforcing their sales skills, budgeting for them to attend conferences and business events, brainstorming before prospect and client meetings, conducting joint calls, and ensuring clarity around accountability. The job of a sales manager is to provide reps with the tools to succeed.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Vengreso

OCTOBER 23, 2024

Not too long ago, on the sidelines of a digital marketing event, some of my buddies and I met for a brief friendly chat. We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Let’s start your video prospecting journey.

Video 67

Video Lead Rank Lead Scoring Prospecting 67

The Pipeline

AUGUST 17, 2021

Choice Prospecting. As always there is a difference in prospecting and selling. A prospecting call or email is a binary event, you either get the appointment, or you don’t. In my experience, usually, the best choice, is no choice; provide the best option to shorten and win more sales.

Negotiation 352

Negotiation Lead Rank Lead Scoring Buyer 352

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

Survey 246

Survey Top of Funnel Scale Fashion 246

Sales Gravy

OCTOBER 17, 2024

Consistent effort, particularly in prospecting, is emphasized as key to long-term success. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times. This event is designed for anyone in the sales field who wants to sharpen their skills and learn from top industry experts.

Outbound 96

Outbound Strategy Face-to-face Conference 96

Nutshell

AUGUST 30, 2024

Organizing a company event can be daunting, with many parts to juggle and event requirements to arrange. A crucial component of the event management process is crafting and dispatching an event invitation email that motivates your recipients to attend. Engineering the perfect invitation email is somewhat of an art form.

Examples 108

Examples Webinar Metrics Conference Campaigns 108

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. To gain access, sales professionals must abide by the new rules of prospecting.”. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

Understanding the Sales Force

DECEMBER 21, 2023

I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. You are in your head instead of focused on what your prospect is saying. Your mind is wandering.

Prospecting 173

Prospecting How To Call-back Objections 173

The Pipeline

DECEMBER 14, 2020

We will be updating the calendar during the holidays, but check in to see Upcoming Events. Tony shares a range of things, including his sales superpower is he conducts LIVE sales calls on stage to his audiences’ dream prospects and most importantly, he gets results. Sales Scrum Episode #26 Guest – Tony Morris.

Call-back 360

Call-back Webinar Metrics Sales Industry 360

Zoominfo

MARCH 12, 2025

The sales team required a scalable data solution to efficiently reach corporate groups and event attendees. The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects. Event-driven targeting to engage visiting corporate groups in Houston.

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Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

SalesFuel

FEBRUARY 26, 2025

Nearly a quarter of sellers say prospecting is a top challenge. Yet prospecting is vital to the sales process. A sales lead list is a collection of potential customers' contact information and details that sellers use to target prospects. This ensures youre focusing only on active and engaged prospects.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

SalesFuel

JANUARY 20, 2025

Successful sellers know that there are major opportunities for prospecting on LinkedIn for quality leads. Should you try prospecting on LinkedIn? First, its important to determine if LinkedIn prospecting can benefit you and your business. Advanced tactics There are also prospecting tips that are go a bit beyond the basics.

Ideal Customer Profile 52

Ideal Customer Profile LinkedIn Prospecting Hiring 52

No More Cold Calling

FEBRUARY 15, 2018

Then there’s outbound lead generation: identifying trigger events, determining relevant content to send in an email, creating messaging, preparing short videos, and networking on social media. What does that say about your team’s prospecting prowess? This does, however, explain why prospecting is so challenging for most sales teams.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. Enhanced Prospect Profiles The better your prospect profile, the better your call outcomes.

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. Get Comfortable With Virtual Events. The COVID-19 pandemic forced many businesses to shift their tradeshow and events strategy. Get Your Lead Magnets Out There.

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Paid Content Lead Generation Lead Rank Lead Scoring 264