Zoominfo

MAY 19, 2020

Good sales and marketing teams target specific people for specific reasons and with specific messages. Follow these five simple guidelines, and stay on the right side of the CAN-SPAM Act. If you are emailing more than a handful of prospects, you will likely need a marketing or sales automation tool to track these unsubscribes.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

Hubspot Sales

OCTOBER 17, 2024

It’s a classic sales tactic. Maybe you’ve done this yourself (there’s no shame in the sales rep game, though). Telephone Protection Consumer Act (TPCA) The Telemarketing Sales Rule (TSR) Explained Best Practices for Cold Calling in Non-U.S. Of these many strict regulations and guidelines (for the U.S.), You may hate it.

Cold Calling 104

Cold Calling Telemarketing B2C Guidelines 104

Jeffrey Gitomer

FEBRUARY 5, 2013

Tweet You can measure how much WOW is in your sales effort by looking at the following ten aspects of what makes up WOW: 1. Be totally persistent – To reach the prospect, to get the prospect your information, to get information about the prospect, to appoint the prospect. Get your meat out in 5 minutes or less.

Guidelines 235

Guidelines ACT Comparison Proposal 235

The Pipeline

JULY 13, 2012

A few weeks back I posted about how good sales people are prone to Attention deficit disorder (ADD) , well it turns there is another popular condition that many sales professionals suffer in silence, namely hoarding. It is almost like they are living a role in a Monty Python movie, every prospect is sacred , not to be removed.

Territories 257

Territories Pipeline Guidelines Account 257

Janek Performance Group

DECEMBER 24, 2024

Sales training can be a significant investment in your sales team. Here are a few guidelines for organizations to boost the effectiveness of their sales training: Create a Culture of Training and Coaching Establishing a culture of training and coaching is one of the most significant things a company can do to achieve success.

Training 118

Training Hiring How To Retention 118

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Eliminating Misconceptions.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Hubspot Sales

APRIL 14, 2020

If you have exceptional writing and/or design skills and would like to share your expertise with a large audience of sales professionals, growth hackers, and business owners, we'd love to hear from you. While we tend to skew toward content about specific sales tactics, that's not all we talk about. Here’s What To Do About It.

Guidelines 115

Guidelines Hubspot Hiring Google 115

Zoominfo

DECEMBER 17, 2017

It’s that time of the year again — the holiday season is coming upon us and your B2B sales reps are working longer hours to close last-minute deals. To a customer, prospect, or partner it can look like you’re trying to buy their business or influence them in some way. It seems like there’s not enough time in the day.

Guidelines 130

Guidelines Policies Handbook Government 130

Hubspot Sales

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. Any takers?

Guarantee 145

Guarantee Prospecting Lead Rank Top of Funnel 145

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire.

Hiring 199

Hiring Inbound Hubspot Webinar Metrics 199

Jeffrey Gitomer

MAY 13, 2013

Make a sale first thing Monday morning… Set an appointment for early Monday morning you are confident will buy. It makes you feel great to capture a sale to start your week. NOTE WELL: Since there are a lot of companies having sales meetings on Monday AM, you’re as productive as you can be with an appointment.

Decision Maker 226

Decision Maker Guidelines Loyalty Guarantee 226

Understanding the Sales Force

JULY 11, 2013

Understanding the Sales Force by Dave Kurlan I have written many articles on the importance of and how to use a consultative approach to differentiate you and your company from your competitors and their companies so that the decision is not based on price. New Expectations and Guidelines. Salespeople are with someone from purchasing.

Conversion 215

Conversion Guidelines Face-to-face Call-back 215

SBI Growth

SEPTEMBER 21, 2012

While the RFP Checklist isn’t exhaustive, it provides a good starting point for developing a winning sales strategy. An introduction to a new prospect. This is where a savvy sales rep can differentiate from the “also rans.”. For example, prospects may show their hand and confess they were looking forward to your proposal.

Strategy 282

Strategy Vendor How To Proposal 282

SBI Growth

NOVEMBER 27, 2013

The sales team didn’t have a chance. In Step #1 you should prioritize the opportunity that exists inside your prospect universe for the new product. The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Pricing Guidelines. So do careers.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

Sales and Marketing Management

DECEMBER 10, 2018

Be relevant by finding new ways to segment your prospects further and be more specific to particular subgroups — that's how you write sales emails that get responses. Time restrictions such as limited-time offers can give your prospects just the push they need to sign. So can perfect targeting and messaging.

How To 218

How To Ideal Customer Profile Campaigns Guidelines 218

Understanding the Sales Force

JULY 8, 2014

Understanding the Sales Force by Dave Kurlan I''ve seen this happen in youth baseball so many times. Are there sales versions of this? An example of a successful, but not necessarily busy salesperson, would be the one whose two whale-sized deals generated three times more business than the rest of the sales force combined.

Top of Funnel 252

Top of Funnel Proposal Coaching Networking 252

SBI Growth

DECEMBER 16, 2012

Prospects aren’t responding to phone calls. And Sales Leaders are handed their 2013 goals by the CEO. At SBI, our findings indicate that over 65% of Sales Goals are driven by Executive and Corparate expectations. Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. Author: Drew Zarges.

Quota 282

Quota How To Territories Guidelines 282

Hubspot Sales

FEBRUARY 1, 2018

Sales Role Play Exercises. Sales Role Plays. Get Comfortable Breaking Up with Prospects. Challenge Prospects on Why They're Stuck. The same concept can apply in sales. The prospect. This role play is designed for two participants -- one salesperson and one prospect. The prospect.

Exercises 145

Exercises Negotiation Guidelines Discount 145

Understanding the Sales Force

SEPTEMBER 22, 2014

Understanding the Sales Force by Dave Kurlan. Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales.

Inbound 209

Inbound Hiring Airlines Marketing 209

Jeffrey Gitomer

JANUARY 14, 2019

Big deal – it's a sales call, not nuclear physics. Rather, cold calling is a process that encompasses concepts, techniques and rules, that if followed, will lead to appointments and sales. The rules and guidelines presented here are applicable to either type of cold call. Get the prospect interested. Hate cold calls?

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

Hubspot Sales

OCTOBER 10, 2024

How GDPR Affects B2B Cold Calling The Importance of Following GDPR Guidelines Best Practices for GDPR-Compliant Cold Calling Don’t Be Afraid of Cold Calling (or Compliance) What Is the GDPR? So, for B2B cold calling, your legitimate interest might be to market your products to existing customers to increase sales.

Cold Calling 80

Cold Calling How To Guidelines Hubspot 80

Sales and Marketing Management

APRIL 1, 2019

Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. So, as a sales manager, you need to guide your top salespeople in choosing new skills to learn and next-step goals to accomplish. Excellent at coordinating sales activities of each member of the account team.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

Score More Sales

NOVEMBER 16, 2012

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. This fact is from research previously done by Leads360 , a cloud based leads management and sales automation company. This must stop.

Follow-up 250

Follow-up Study Leads Marketing Qualified Lead 250

Zoominfo

JUNE 16, 2021

When we asked ZoomInfo’s Andy Lyon to tell us the story of how he successfully closed an eight-figure deal , he had a lot of things to say: Tips on overcoming common roadblocks, wisdom about the art of persistence, and meaningful insights that apply to life inside and outside of sales. How to Personalize Your Prospecting Emails.

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Scale Guidelines 130

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. With multiple studies across the world highlighting shrunken marketing budgets, campaign delays, and hiring freezes…where should your sales and marketing efforts begin? …But what about next quarter? Think about it.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

MARCH 22, 2018

The art of the sales pitch has drastically changed in recent years. In fact, experts estimate that 50%-90% of the buyer’s journey is complete before the buyer even speaks to a sales rep ( source ). In fact, experts estimate that 50%-90% of the buyer’s journey is complete before the buyer even speaks to a sales rep ( source ).

Scale 196

Scale B2B Guidelines Case Study 196

SBI Growth

SEPTEMBER 9, 2012

Marketing and sales leaders can end the struggle to produce content for Lead Generation. Sales Benchmark Index has an incredible amount of Inbound Marketing content. Marketing and sales leaders compliment me all the time on the depth and quality of content produced. Guidelines are provided to author good content and headlines.

Lead Generation 306

Lead Generation Outsourcing Services Lead Rank Lead Scoring 306

The Pipeline

FEBRUARY 13, 2017

Sales on the other hand is more like hockey or football (North American), while Artistic Merit is admired, execution is key, but the only measure that counts at the end, is the outcome, did we win, or, well really, what else is there? I worry when I see sales managers and leaders put a greater emphasis on process and playbook than results.

Lead Rank 219

Lead Rank Lead Scoring Guidelines Sports 219

Zoominfo

NOVEMBER 9, 2020

Does your (sales) funnel have flow? Learn data-driven strategies that support each stage of the sales funnel, along with key performance indicators (KPIs). Contents What is a Sales Funnel? What Tools Do People Use for Sales Funnels? Marketing Funnel vs. Sales Funnel Resources. What is a Sales Funnel?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Sales Hacker

FEBRUARY 8, 2021

Proposals are often the least favorite parts of the sales process for many people – partially because they are a pain, and partially because they’re a mystery. There have probably been countless times you’ve sent out a proposal and the prospect is never to be heard from again. Why your prospect hates your proposal. Is it timely?

Proposal 137

Proposal Prospecting Vendor Follow-up 137

Sales and Marketing Management

JANUARY 18, 2021

Author: Seamus Dunne How is your business performing regarding its current sales figures? Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts. The Notion of a Unified Approach to Sales. Ablating Administrative Pitfalls. Encouraging Remote Access.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Hubspot Sales

MAY 10, 2022

Text messaging for sales is an excellent way for you to stay top-of-mind as your prospects consider their product options. Sending sales text messages to your prospects to nurture them all the way until conversion. Sending sales text messages to your prospects to nurture them all the way until conversion.

Conversion 98

Conversion Prospecting Guidelines How To 98

Hubspot Sales

APRIL 26, 2018

Sales Promotion Ideas. Avoid Discounting Outside Traditional Guidelines. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder.

Promotion 145

Promotion Discount Negotiation Guidelines 145

No More Cold Calling

JUNE 23, 2019

Sales leaders acknowledge that referrals are their fastest revenue driver and solve their two biggest issues: getting qualified leads in the pipe and scoring meetings with decision-makers. While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale.

Referrals 297

Referrals Scale How To Lead Rank 297

Alice Heiman

JULY 10, 2019

Where Are Your Prospects? . We need to meet our prospects and customers where they are. It is possible that your customers and prospects may be using social media platforms that your sales reps are not currently using for business. Do you know if your salespeople are in the right places? So, what do we do?

Prospecting 114

Prospecting Social Media Trade Show Ideal Customer Profile 114

Score More Sales

MARCH 26, 2013

Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. What will you do with it and how will that look?

CRM 235

CRM Guidelines Compensation Outbound 235

Sales and Marketing Management

MARCH 8, 2021

Author: Mary Beth Addison During 2020, we all dealt with unprecedented change, both as customers making buying decisions and as B2B and B2C sales and marketing professionals working to engage prospects and customers in new ways. Throughout the buyer’s journey, the prospect should always feel completely aligned with the sales team.

Customer 199

Customer B2C Guidelines ACT 199