The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. The people without needs or problems, which is most of the market, will think and answer no.

Objections 339

Objections Prospecting Fashion Face-to-face 339

SalesFuel

FEBRUARY 24, 2025

The top three challenges you may face this year include: Expectation Management Technology-Based Changes Omnichannel Campaigns and Measurement Expectation Management As a media seller youre dealing with expectations on many levels. Your boss wants you to bring more accounts to cover the increasing costs the company is facing.

Face-to-face 59

Face-to-face Media Industry Hiring 59

MTD Sales Training

NOVEMBER 23, 2021

That, of course, was written before the COVID pandemic , but it shows that virtual meetings with clients and prospects were exponentially on the increase before it became the only methodology that we could use to reach prospects. Are there major differences between doing this face to face and on-line?

Sales Meeting 156

Sales Meeting Meeting Face-to-face How To 156

Partners in Excellence

JANUARY 13, 2025

” It turned out the problem the prospect CRO had was not focused on AI. I see virtually the same thing in all my feeds, in too many of the discussions, and in the majority of the prospecting outreaches inflicted on me. ” I get it, it’s something new to talk to prospects about, but is AI the core issue?

Face-to-face 126

Face-to-face Maximizer Coaching Lead Rank 126

No More Cold Calling

APRIL 6, 2025

As Q1 comes to a close, CROs face a critical inflection point. You know that high-performing sales teams dont rely on chance; they build referral-driven pipelines that produce prospect introductions, shorten sales cycles, and eliminate the noise of traditional prospecting. Marketing isnt a strategy. Are you keeping up?

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Zoominfo

JANUARY 29, 2025

The world of B2B sales and marketing is at an inflection point. Traditional go-to-market (GTM) strategies, which rely on fragmented systems, are struggling to keep up with the demands of an increasingly competitive, fast-paced market. Its the engine that powers prospecting, personalization, and pipeline generation.

B2B 130

B2B Intent Signal Scale Marketing 130

Zoominfo

MARCH 13, 2025

Marketing leaders are constantly challenged to drive growth, personalize engagement, and uncover new revenue opportunities. But without the right Go-to-Market Intelligence foundation, marketing efforts can become fragmented leading to wasted budget, missed opportunities, and ROI thats nearly impossible to prove.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Account Based Marketing Sales Qualified Lead 130

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

Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? Sure, it’s a problem, but your company is doing well.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

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

Zoominfo

AUGUST 8, 2024

Sellers across every industry are under intense pressure to deliver ambitious results in tightly competitive markets, and it’s much more than a passing trend. Luckily, sellers of every stripe now have access to AI-powered tools that can help them excel in a challenging market.

Churn 130

Churn Face-to-face How To Buyer Intent 130

MTD Sales Training

NOVEMBER 4, 2019

There will be occasions when the prospect does not go with your solution and chooses either to do nothing or go with a competitor. What the prospect tells you could have a big effect on your future training and development, product presentation, pricing, marketing and competitor analysis.

Follow-up 156

Follow-up Face-to-face How To Analysis 156

MTD Sales Training

JULY 17, 2023

Experts were predicting the trend to speed up even more, with the global ecommerce market ballooning from $4.94 BDRs are the true cold callers, often working from market research insights or other intelligence to narrow down a range of potential leads to call, email , or message. And it didn’t stop there! trillion by 2025.

Inside Sales 156

Inside Sales Scale Cold Calling Top of Funnel 156

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Small Businesses Face the Biggest Challenges. Many companies will need to make drastic changes to overcome the challenges they face. Many companies will need to make drastic changes to overcome the challenges they face. During the period of Feb.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Adapting to New Products: Sales teams can face difficulties when launching new products.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

No More Cold Calling

JUNE 25, 2020

The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Why Your B2B Lead Generation Sucks: Reason 1—Your Sales Prospecting Priorities Are Wrong.

Lead Generation 408

Lead Generation B2B Lead Rank Lead Scoring 408

No More Cold Calling

APRIL 16, 2020

Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. At least, that’s what many prospects have come to believe. How Your Prospects Choose Whom to Trust. Whatever I have to say about Coronavirus, the plunging stock market or the long-term economic implications is just that, my opinion.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Businesses can and will go more digital, but with a lack of face-to-face meetings, there can be an effect. When prospects convert, we feel motivated, and we are on a high. and the U.K.

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Sales Gravy

OCTOBER 17, 2024

Consistent effort, particularly in prospecting, is emphasized as key to long-term success. 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.

Outbound 94

Outbound Strategy Face-to-face Conference 94

Zoominfo

DECEMBER 20, 2024

Sales teams face constant pressure to close deals faster and more effectively. Sales acceleration platforms provide a powerful solution, helping businesses optimize workflows, engage prospects, and convert leads more efficiently. These tools are now essential for companies looking to maintain a competitive edge in a demanding market.

Scale 130

Scale SalesForce Analytics Hubspot 130

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 68

Video Lead Rank Lead Scoring Prospecting 68

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?

Prospecting 98

Prospecting Hubspot Discount Follow-up 98

Zoominfo

MARCH 17, 2025

Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams. Blind spots in your addressable market and missed opportunities from good-fit prospects. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

The Sales Collective

JUNE 10, 2025

Salespeople who successfully progress prospective clients throughout the sales cycle tend to test strongly in the Qualifier and Responsibility sales competencies. The Power of Preparation and Clear Goals In the world of sales, the discovery call is often misunderstood. It’s not a stage to skim through so you can hurry up and pitch.

Top of Funnel 104

Top of Funnel Lead Rank Lead Scoring How To 104

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

APRIL 15, 2021

Every sales leader says their #1 prospecting challenge is getting leads in the pipe. Despite the fact that most companies have marketing automation solutions, targeted outreach by SDRs, and intense social media strategies, account execs are still missing quota en masse. None of us stands out during prospecting. That’s a fact.

Lead Gen 395

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 395

MTD Sales Training

MAY 1, 2023

The Benefits Of Value-Based Selling Value-based selling works wonders because it bypasses a lot of the barriers a buyer may instinctively put up when facing a purchase choice. Have you ever heard of value-based selling and how to implement it? The clue is in the title. Value-based selling is how to do exactly that!

Lead Rank 156

Lead Rank Lead Scoring Face-to-face Ideal Customer Profile 156

MTD Sales Training

NOVEMBER 28, 2023

It’s about weaving a persuasive narrative that resonates with prospects. Stories simplify complex ideas, making them easier for prospects to digest and remember. Character – Put the prospect in the driving seat of the narrative, so they can feel that change. What is Storytelling in Sales? Is this a story about freedom?

Ideal Customer Profile 156

Ideal Customer Profile Face-to-face Hiring Up-Sell 156

Pipeliner

NOVEMBER 24, 2024

He notes that while buyers once faced “paralysis by analysis” due to a lack of information, they are now overwhelmed with too much information. Direct Mail: Send personalized mail to capture the attention of prospects. Direct Mail: Send personalized mail to capture the attention of prospects.

Video 116

Video Strategy Top of Funnel Direct Mail 116

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn. A referral is the best way to get a meeting with the decision maker.

Decision Maker 400

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 400

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. Seeing someone face to face helps establish personal connections and earn trust, which is necessary to earn business. If clients begin without video, ask them to turn it on and explain why. Recently established hobbies.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

MTD Sales Training

JANUARY 6, 2020

What can I do to make my products more attractive to prospects?’ What can I do to make my products more attractive to prospects?’ Being needy puts more pressure on yourself and the prospects you talk to. What Is A Sales Mindset? We may think we know, but could you define it if asked? Do you see the difference?

How To 156

How To Top of Funnel Face-to-face Commission 156

Zoominfo

JULY 12, 2021

Business leaders depend on the conversations that sales reps are having with prospects to grow their pipeline and stoke their go-to-market engine. Most notably, 83 percent of B2B leaders believe switching to digital omnichannel buying environments proved effective for reaching prospects and securing new business.

Face-to-face 264

Face-to-face Intent Data GoldMine Lead Rank 264

Zoominfo

DECEMBER 20, 2024

The Salesforce AppExchange is a marketplace that makes it easy for busy IT and go-to-market professionals to find and leverage cloud computing and software solutions that work with Salesforce s industry-leading CRM tools and services. Scalability: Solutions that grow with your business, adapting to evolving requirements.

SalesForce 130

SalesForce Top of Funnel Demand Generation Agencies Intent Signal 130

Partners in Excellence

NOVEMBER 15, 2024

So how are we to become relevant and interesting to prospects and customers? Are their markets shifting, requiring them to shift? Are they facing threats or challenges? This individual is truly one of the world’s top performers in his area of expertise. Yet he’s struggling to get the attention he deserves to get.

Face-to-face 127

Face-to-face Training Prospecting Coaching 127