Sales 2.0

APRIL 30, 2025

People are people, so why should it be, you and I should get along so awfully–Depeche Mode During a conversation with a friend who is the CEO of a small professional services firm the question came up how well do you know this person? We are all on the receiving end of some truly strangle (bad) prospecting emails.

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Buyer Promotion Maximizer Follow-up 339

Zoominfo

JANUARY 13, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. Take email prospecting, for instance. But savvy sales leaders know AI isnt a magic wand that can close deals for you.

Lead Scoring 130

Lead Scoring Lead Rank Conversion Prospecting 130

Understanding the Sales Force

JANUARY 18, 2025

A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls.

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Quota Top of Funnel How To Cancellation 331

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They do not follow any rules of engagement. If the prospect will meet with them, talk with them, reply to their emails, many salespeople will just go all in.

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Prospecting How To Follow-up Up-Sell 325

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.

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Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

JANUARY 30, 2025

Go-to-market teams that adopt AI-powered sales automation can reap major benefits: research shows they spend more time with customers, drive higher customer satisfaction, and most importantly, boost sales by up to 10%. Take email prospecting, for instance. Heres how AI can help: 1. You cant just let AI send shallow, automated messages.

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Lead Scoring Lead Rank Conversion Intent Signal 130

Zoominfo

AUGUST 6, 2024

With ZoomInfo, your go-to-market team can easily identify website visitors , engage prospects with website chat , and optimize web forms to transform anonymous visitors into actionable prospects. ZoomInfo automates lead routing based on criteria like location and company size, directing leads to the right representatives quickly.

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Lead Capture Software Software Sales Qualified Lead 130

Sales 2.0

MARCH 31, 2025

Follow up is a critical part of selling. Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities. Tools are getting better at reminding salespeople what they need to do, and when they need to do it, but its still up to us to act. This closing stuff is fun!.

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Follow-up Gatekeeper Call-back Up-Sell 195

Sales Gravy

APRIL 23, 2025

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. He had read my book, Fanatical Prospecting, where I advocate for dedicated time blocks for prospecting. Sound familiar? So what's a field rep to do?

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Prospecting Outside Sales Outbound Territories 75

Zoominfo

OCTOBER 31, 2024

On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. That’s why it’s critical to ensure that your data is clean, up-to-date, and reliable,” Iannarino says. This shift is already underway.

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Scale Sales Qualified Lead Intent Data CRM 235

Vengreso

JANUARY 2, 2025

The art of crafting the perfect follow up email can make all the difference in achieving your professional goals. Whether youre seeking a new job, nurturing sales leads, or simply maintaining business relationships, a well-structured follow up email template can enhance your chances of success.

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Follow-up Examples Hiring Proposal 62

Understanding the Sales Force

APRIL 16, 2025

When I was in the hospital for surgery in February, and during the recovery that followed, I had specific KPIs assigned at discharge that I was required to meet. Although this article will provide a blueprint for building a strong, full, and sustainable pipeline, we begin with a hospital analogy.

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Pipeline Follow-up Conversion Outbound 188

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Often, they end up offering huge discounts with expiration dates. 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. The solution?

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Prospecting Hubspot Discount Follow-up 98

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.

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Motivation Prospecting How To Face-to-face 91

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

No More Cold Calling

OCTOBER 24, 2024

But to set your sales organization up for success in 2025, you also need to: Prioritize Pipeline-Building Over Last-Minute Deals The last quarter of the year should be 25 percent about closing current deals and 75 percent about building a robust pipeline for the next year. The answer will tell you how to proceed with your prospecting.

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Opportunity Referrals How To Pipeline 177

Hubspot Sales

JULY 15, 2024

Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts. Ingram's Tested, 10-Step Process for Nailing Prospecting on LinkedIn Your LinkedIn profile is your first digital impression, and you don‘t want to waste your shot with a lackluster profile. Pin down your ICP.

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Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

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.

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Prospecting Case Study Industry Study 105

Understanding the Sales Force

MARCH 31, 2025

The AI behind those poorly written messages, calls to action, and workflows responsible for sending multiple, ineffective follow-up messages, are not the answer to your ever-shrinking pipeline challenges. Or, if those conditions do not apply, prospecting continues into perpetuity. And that’s the problem.

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Pipeline How To Cold Calling Inbound 188

Sales 2.0

FEBRUARY 18, 2025

Ive gotten to the point in this project where I need to start building a list of prospects. Trying to build the prospect list that I need within the CRM would be too time-consuming, involving manually updating thousands of records and tens of thousands of fields. There is data missing and there are duplicate records. Enter Excel.

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CRM Lead Rank Lead Scoring Marketing Qualified Lead 221

Understanding the Sales Force

FEBRUARY 10, 2025

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency.

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Kana Benefit Margin Sales Qualified Lead 188

Mr. Inside Sales

MAY 12, 2024

Who do you think knows why your prospect buys? Who do you think knows when your prospect is going to buy? The answer, of course, is your prospect! The problem for many sales reps, is that they prefer to pitch and talk at prospects more than they actually ask questions and listen. Or who they like to buy from?

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Prospecting Face-to-face Gatekeeper Decision Maker 212

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

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Closing Sales Qualified Lead Lead Scoring Lead Rank 409

Sales 2.0

MARCH 17, 2025

I accompany salespeople to meetings where the prospect has an interest in these types of services. Many of these prospects have very little technical background. Prospects eyes glazed over rapidly as these executives spoke to them about their amazing products. And up to this point, I thought I was doing well.

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Engineering Up-Sell Prospecting Course 195

Vengreso

OCTOBER 23, 2024

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. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

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Video Lead Rank Lead Scoring Prospecting 67

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?

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Research Call-back Lead Rank Lead Scoring 386

Nutshell

APRIL 14, 2025

With the new Meta integration in Nutshell Engagement, your business can engage with prospects and customers through Facebook Messenger and Instagram DMs to expand its omnichannel engagement strategy even further. And now, two new channels have been added to your Nutshell Engagement inbox: Facebook and Instagram.

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Facebook Prospecting Ideal Customer Profile Channels 71

Understanding the Sales Force

NOVEMBER 23, 2024

God’s punishment for failing to follow his commands were harsh. Your punishments are up to you, but without following through, you won’t achieve compliance. The next part is where you play God, and demand that those metrics be met on either a daily, weekly, or monthly basis. Work on your KPIs!

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Comparison Exact Follow-up Call-back 173

Pipeliner

OCTOBER 25, 2024

Many people stress toward year-end, knowing that most prospects said ‘no,’ and fear losing their jobs by year-end. However, one easy strategy relaxes everyone we meet during the selling process, including follow-up. My example is to ask, ‘Are you looking forward to the holidays, followed by, ‘Do you have special plans?’

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Hiring Follow-up Proposal Motivation 126

Mr. Inside Sales

OCTOBER 30, 2023

If you want more “treats” than “tricks” when dealing with prospects, then be bold and call back sooner than you are now. I don’t know why sales reps always default to: “I’ll call you again in a month…” Or 60 days or 90 days, etc, but why would you want to miss all the sales this prospect will place in the meantime?

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Call-back Face-to-face Follow-up Gatekeeper 240

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

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Ideal Customer Profile Proposal Lead Rank Referrals 111

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

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Prospecting Hiring Lead Scoring Lead Rank 78

Understanding the Sales Force

JANUARY 15, 2025

When he got older, we watched Christmas Vacation, Home Alone, Elf, School of Rock, and Grown Ups every year. Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation. We watched The Lion King with him around one hundred times and Brother Bear another fifty times.

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Sales Process Lead Scoring Lead Rank Sales Qualified Lead 173

Sales 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Sales time sucks.

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Territories Compensation Scale Decision Maker 396

Hubspot Sales

SEPTEMBER 6, 2024

When a prospect first reaches out for more information, I’ve found that engagement is at its peak. Many times I’ve been frustrated trying to chase down a once-excited prospect whose priorities have already shifted to the next item on the list. Wondering how to achieve this lofty goal? AI can help.

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Closing Ideal Customer Profile Top of Funnel Lead Rank 115

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

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Cold Calling Top of Funnel Inbound Call-back 111