Sales and Marketing Management
JULY 8, 2021
Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly. The post Prospecting Versus Lead Generation appeared first on Sales & Marketing Management.
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. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.
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Understanding the Sales Force
JANUARY 24, 2022
While you're alone with your group at the front door and until you reach your table you must wear your mask. Have you or your salespeople ever been told by a prospect that they can't: This is not an article about COVID but I will begin by asking which COVID policy you believe is the most stupid.
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?
Speaker: Ruth Stevens, President of eMarketing Strategy
The next step in the process is to provide leverage to sales as they engage with the prospect, close the deal, and then nurture and deepen the customer relationship. During this webinar, you’ll learn: The nature of the buying group and how to reach the individual members.
The Pipeline
JULY 29, 2020
It’s about voicemail for buyers vs. voicemail with prospects. Before voicemail, 1979, when we sold directly one-to-one at one time, synchronously, even when selling to a group, direct. And all this will serve you well as a salesperson once you are engaged and selling to a prospect. More callbacks lead to more prospects.
The Pipeline
NOVEMBER 15, 2020
Not the right question, reaching someone is a single point on a continuous prospecting journey. Many of those distractions impact our prospecting, making the challenge of a full pipeline even more critical. Which is why Sunday is crucial to your prospecting success. Hard to do when the world is unfolding around you.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
Forrester Research Group reports that on average 70% of a buyer’s purchasing decision is made before engaging with a sales team. For many of us, that means we must become great educators and provide the best answers for our prospects at every stage of their journey. That’s staggering, but what does that mean for us as organizations?
Speaker: Jonathan Carlson, Senior Director of Marketing, Allego & Jake Miller, Senior Product Marketing Manager, Allego
Enhance experiences for groups across the organization, from prospects to customers to employees.and much more. Understand teamwide behaviors and clone top performers. Surface and act on coachable moments at scale. Provide personalized recommendations for follow-up and learning content. Save your seat today!
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