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How to Turn Your Suspects Into Qualified Prospects

No More Cold Calling

Focus on winning prospects. Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects. No matter how many times he called—six to 10 attempts, easily—he couldn’t reach anyone.

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Sales Signals: How to Leverage Data & AI to Reach Prospects First

Zoominfo

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.

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How to Get Ready for Quota-Busting Sales Success

Understanding the Sales Force

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. So it’s the opposite.

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Building Tomorrow’s Success: How to Capture New Sales Opportunities for 2025

No More Cold Calling

Focus on finishing up what’s already well along in your sales process and encourage them to spend the rest of their time thinking ahead and prospecting for 2025. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

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How to Find Common Ground: Account-Based Marketing (ABM) for Team Alignment

Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects. Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions.

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The Rules: How to Engage with the Right Prospects

Anthony Cole Training

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 fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them.

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Prospecting Fundamentals To Practice During Summer

The Pipeline

While we should always be developing our skills, here are three prospecting fundamentals to practice during summer. If we accept the premise that things are slow, key people are away, the question becomes how to react. Prospecting Fundamentals. Game Ready. Why lose momentum going into the fall? link]. .

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The Intersection of AI and Sales: Personalization Without Compromise

Speaker: Jesse Hunter and Brynn Chadwick

For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. Register today to learn how to implement AI and automation in a way that enhances, not replaces, the human side of sales! 📆 April 3, 2025 at 9:30am PT, 12:30pm ET, 4:30pm GMT

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Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. So what’s the problem? Many organizations fail to properly evaluate vendors during the selection process.

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Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement. This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E

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The 5 Stages of Account-Based Marketing — and How to Win Them All

In this ebook, we’ll walk you through how to leverage strong data and go-to-market tools to unlock the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.

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Signal-Based Selling: How to Leverage 4 Key Buying Signals

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play.

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Guide to Using Buyer Need Data

This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.

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Best Practices for Accelerating the Sales Process

Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. What's covered: Targeted prospecting. The bottom line is that, in B2B sales, speed is useless without control.

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3 Sizzling Ways to Warm Up Cold Calls

Dig into this eBook to find out how to make cold calling a thing of the past with: Powerful sales engagement and automation Insights, signals, and deep prospect research Alternative touchpoints that keep the conversation alive