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.

Prospecting 264

Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. . What is the Triple Touch in Sales?

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Zoominfo

JANUARY 19, 2021

An example of a landing page design. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Sales 2.0

MARCH 12, 2020

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. 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.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Zoominfo

FEBRUARY 3, 2021

While I now understand why I keep getting pet food commercials when watching Youtube, this practice of gratuitous over-inclusion in advertising audiences is a perfect example of why we’re so excited about ZoomInfo Targeted Audiences. Pet Owner: Yes (I do not own any pets.). Introducing ZoomInfo Targeted Audiences. No guessing.

Data 246

Data Advertising Advertising Lead Rank 246

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Understanding the Sales Force

AUGUST 5, 2021

BuyCycle TM represents how salespeople go about the process of making a major purchase and there is a 100% correlation between how they buy and the behavior they accept from their prospects. For example:

Guidelines 390

Guidelines Closing Call-back Report 390

The Pipeline

MAY 11, 2021

But given the example set by political, religious, and corporate leaders these days, it is easy to see why sellers feel it’s OK to follow. As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. One you make to prospects, and one unfortunately, sellers keep telling buyers.

Quota 341

Quota Lead Rank Forecasting ROI 341

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales and Marketing Management

MAY 1, 2023

Using “you” puts the focus right where it needs to be: on the prospect’s own needs. It’s an incredibly effective example of tapping into how we think – and how our brains function – to optimize prospect engagement.

Examples 314

Examples Prospecting Sales Marketing 314

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

No More Cold Calling

DECEMBER 19, 2019

Prospects don’t care about your facts. Prospects don’t care about you … or me, for that matter. When someone asks what you do, frame your response like this: “The best way to explain what I do is to give you an example.” For example, I might start my business storytelling like this: “A sales VP came to me with a big problem.

Sales Qualified Lead 349

Sales Qualified Lead Hiring Face-to-face Cold Calling 349

Nutshell

AUGUST 30, 2024

Download our Complete Guide to Writing MUCH Better Sales Emails to access our best sales email tips and see example templates that really work. Invitation emails to customers and prospects can be formal or informal, depending on the nature of your business and brand. DOWNLOAD THE FREE GUIDE What is an invitation email?

Examples 109

Examples Webinar Metrics Conference Campaigns 109

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

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Meaning you will need to adopt a dynamic prospecting process, the skills to execute it.

Call-back 290

Call-back Pipeline Face-to-face Cold Calling 290

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

The Pipeline

MAY 14, 2019

Let’s look at prospecting. When someone has a lull in their pipeline, managers will tell them to prospect more. We have shown over and over, that if you change the focus of coach to something different, deal size, for example. certainly more than repeating the “prospect more” mantra. Less prospecting.

Sage 313

Sage Quota Coaching Proposal 313

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. For example, video streaming subscriptions hit over 769 million in Q3 2020, up from around 552 million a year earlier, and TikTok surpassed 2 billion downloads in 2020.

Video 317

Video Scale Marketing Face-to-face 317

SalesFuel

MAY 9, 2024

And each question presents an opportunity to learn and engage with a prospect. All sellers must understand the very basic needs of each prospect to progress a sale. You’re not in a position to sell until you’ve undergone a thorough analysis of a prospects needs,” explains sales professional Bryan Tracy.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

Mr. Inside Sales

APRIL 2, 2021

, I’m going to give you two rules for developing an effective elevator pitch and then some examples that you can plug your product or service into. Remember, this is an “elevator pitch” designed to inform and grab interest in a prospect during the time you’re in an elevator together (or during that crucial 20 seconds you’ve got on the phone).

Sales Qualified Lead 231

Sales Qualified Lead Face-to-face Advertising Advertising 231

The Pipeline

JANUARY 28, 2020

The example here is the old saying about sticks and stones and words and the ability of these to hurt. There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. By Tibor Shanto.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

The Pipeline

MAY 28, 2019

To succeed in prospecting, in fact, in any element of sales, you need to own your time. As alluded to above, all humans fall into this 24-unit paradigm, including prospects and clients. The time I tell salespeople to allocate prospecting, is time buyers allocate to “Scoping or Exploring Option.” Return On Time.

Buying Cycle 309

Buying Cycle Face-to-face Lead Scoring Lead Rank 309

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. million per manager.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

Zoominfo

JULY 24, 2020

Sales reps spend a lot of time looking for content to share with prospects, or sorting through leads that don’t necessarily meet the mark. Marketing can equip the sales team with industry data and best practice content so that they can better inform and engage prospects. Increased Productivity. Better Use of Resources .

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

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 Scoring Lead Rank 246

No More Cold Calling

FEBRUARY 13, 2020

Put people before technology in your prospecting. For example, President John F. And for a contrarian point of view about cold calling, register for my FREE 28-minute webinar: Score Meetings with Prospects in One Call. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Register anyway.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

Understanding the Sales Force

NOVEMBER 15, 2021

When prospects tell you that they're going with the lowest price, it's total crap. Just about a year ago at this time, I wrote another article about selling value where I used Dunkin Donuts coffee as an example. So what should you do when a prospect asks for a lower price? What's the point?

Software 317

Software Software Channels Follow-up 317

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Consider holding a Q&A session to get to know prospects better and for them to know you and the company better. It’s a unique way to thank prospects for their time and showcase your organization’s values.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Sales and Marketing Management

MAY 10, 2020

While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. When presenting to a client over the phone, the prospect may not be fully focused, and there’s not a foolproof way of knowing. Finding the Right Customers.

Face-to-face 302

Face-to-face Hiring Lead Scoring Lead Rank 302

Zoominfo

FEBRUARY 12, 2021

B2B social selling is the process where salespeople use social media to connect with prospects. You can use social networks like LinkedIn, Twitter, and even Instagram to find your best prospects, form relationships with them, and build trust. For example, set up a column on Twitter’s Tweetdeck application.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Mr. Inside Sales

MAY 14, 2022

An example is how most sales reps open their calls. Given the example above, this translates to: “Hi, Dave Anderson, please.”. There are many other examples of this (too many for this limited blog post), and if you would like a book full of them, then check this out. Is Dave Anderson available?”. Get Access Today.

Gatekeeper 235

Gatekeeper Face-to-face Licensing Decision Maker 235

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. This question is simple and helps the prospect understand that what you have just proposed is, at worst, reasonable.

Closing 300

Closing Proposal Negotiation Benefit 300

SalesFuel

MAY 6, 2024

Not all prospects will be easy to deal with, and you’ll encounter many types of difficult prospects. As HubSpot’s Jay Fuchs notes, “difficult prospects are a fact of sales life.” But even the most difficult prospects can be worked with to reach a deal. Consider using these when you’re needing to nail down a busy prospect.

Prospecting 115

Prospecting How To Hiring Cancellation 115

Zoominfo

OCTOBER 31, 2024

It allows salespeople to approach prospects at the perfect time, with messaging that resonates with their current needs,” ZoomInfo Enterprise Account Manager Will Frattini says. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

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