No More Cold Calling

JANUARY 31, 2025

What if your teams best leads were already at their fingertips, but they werent taking full advantage? These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call.

Referrals 156

Referrals Scale GoldMine Pipeline 156

DiscoverOrg Sales

NOVEMBER 27, 2017

You run ads, bring in leads, and then follow up. But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Target your best-fit prospects. And no one has resources to waste on poor-fit prospects.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Pointclear

FEBRUARY 7, 2018

How much should a lead cost? Understanding what goes into generating a high-quality B2B lead helps you determine whether you're getting a good deal. While most people wouldn't quibble with the above reality, many still measure marketing success based on the cost per lead. Require that your folks talk to 1.14

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Sales and Marketing Management

MARCH 19, 2018

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. This could be why so many salespeople struggle with lead generation and instead spend much of their time on current business. Don't be like those companies.

Sales Qualified Lead 221

Sales Qualified Lead Leads Marketing Qualified Lead Lead Generation 221

Hubspot Sales

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. Other incentive programs, like SPIFs , can also help your reps keep their foot on the gas through the end of Q4.

Incentives 98

Incentives Incentive Intent Closing 98

The Pipeline

AUGUST 27, 2019

Consider travel, time understanding the clients and market, generating leads, and more. They not only give away their time; they pay the prospect for the privilege of doing so. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.”

Wireless 264

Wireless Discount Face-to-face Scale 264

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. The Last Mile of Lead Generation. You should.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Pointclear

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. That is, by not using a cost-per-lead metric.)

Lead Scoring 169

Lead Scoring Lead Rank Leads Marketing Qualified Lead 169

Zoominfo

FEBRUARY 22, 2018

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. Social media has a 100% higher lead-to-close rate than outbound marketing ( source ).

Social Media 214

Social Media Lead Generation Media B2B 214

Crunchbase

NOVEMBER 9, 2021

Lead generation is what drives growth for businesses around the world. Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

SBI Growth

MARCH 4, 2013

Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities. They find leads themselves through prospecting. Call to Action.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation Targets 326

Lead411

JANUARY 23, 2025

A 5 Step Guide to Better Lead Generation Generating leads can feel like searching for a needle in a haystackbut what if you had a magnet? With the right strategy, lead generation doesnt have to be a shot in the dark. Lets dive into a fun and informative 5-step guide to better lead generation.

Lead Generation 52

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 52

No More Cold Calling

AUGUST 1, 2019

If sales managers hold their people accountable for the number of phone calls they make, emails they send, and invitations and InMails on LinkedIn, that’s how they’ll prospect. The trust the prospect has for the referral source is transferred to the salesperson. I always advise clients against offering incentives for referral business.

Referrals 289

Referrals System Cold Calling Social Media 289

The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI Growth

JANUARY 5, 2014

Lack of quality leads. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. Not all leads are created equal. Start the year by prioritizing the prospect universe. Prioritizing leads includes two. SOCIAL PROSPECTING. Every sales manager is time starved.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Zoominfo

APRIL 2, 2025

His insight that data solutions should be seen as interdependent rather than standalone systems clarifies why fragmented approaches often lead to: Disconnected customer experiences Misaligned teams Missed revenue opportunities Lets explore how this perspective reshapes the way organizations approach data, alignment, and growth.

System 130

System Enterprise Enterprise Data 130

Pipeliner

MARCH 12, 2025

Having trouble with high-quality lead generation? The old tricks of lead generation – advertising, cold emailing, and generic content offer up unqualified leads that disappear after a quick interaction. This is why integrating elearning platforms in lead generation process is crucial.

Lead Generation 52

Lead Generation Lead Rank Sales Qualified Lead Lead Scoring 52

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to Sales Manager, you should consider a middle ground: a team lead role for the inbound crew.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Zoominfo

JUNE 25, 2021

Our teams have different activities that lead up to [revenue number delivery],” says Steve Bryerton, vice president of sales at ZoomInfo. “I Number of emails sent helps companies understand the number of prospects discovered per number of emails sent. It also helps assess prospect interest in messages sent by your team.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

SBI Growth

SEPTEMBER 23, 2013

Change the compensation plan to incent new logo growth by adding an accelerator. Why are reps not being taught how to generate demand in the new prospects? Shouldn''t the front line sales managers be leading the training and it be buyer centric? Account Segmentation—Steve had not defined the size of the market.

Compensation 325

Compensation Social Media Incentive Incentives 325

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

No More Cold Calling

APRIL 20, 2017

Here’s how to cure your prospecting problem. What’s to fear about prospecting? The marketing department mailed VHS tapes (yes, it was that long ago) about our new product to VPs of Sales at Fortune 1000 companies. That may seem absurd today, but it was a creative prospecting strategy in 1995. Surprised? Good question.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

Zoominfo

OCTOBER 13, 2021

“Direct mail gifting is a demand generation tactic that assists other channels by cleaning up after them,” says Mitchell Hanson, director of demand generation at ZoomInfo. “It’s something like an educated Hail Mary pass that sweeps up unconverted marketing qualified leads.” How do you determine gift value?

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Understanding the Sales Force

SEPTEMBER 9, 2013

During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople. They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Tenbound

OCTOBER 31, 2024

Website Conversica: Provides AI-driven virtual assistants that engage with leads, ensuring timely follow-ups and increased conversion rates. Website Exceed.ai: Delivers AI-powered sales assistants to automate lead engagement, nurturing, and qualification processes.

Sales Technology 52

Sales Technology Sales Qualified Lead Research Lead Rank 52

Zoominfo

MARCH 21, 2025

Chorus by ZoomInfo Chorus by ZoomInfo is a leading AI-powered conversation intelligence platform that helps sales teams unlock the full potential of every interaction. The platform serves as a centralized workspace for sales teams to organize activities, interact with prospects, and follow structured workflows.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Marketing teams, with their rich industry insights, often take the lead in crafting the messaging platform.

Lead Rank 111

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 111

Crunchbase

APRIL 6, 2023

When it comes to keeping sales reps happy and quotas attained, what worked over the past few years is no longer working One solution is the introduction of a sales incentive program that encourages reps to work toward a goal and receive recognition.

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

eGrabber

OCTOBER 29, 2024

The MICE (Meetings, Incentives, Conferences, Exhibitions) industry is a high-impact sector of business tourism that creates global connections, fosters innovation, and boosts local economies. However, effectively generating leads remains a common challenge. Need the Right Leads to Drive your MICE Business?

Lead Generation 40

Lead Generation Tourism Industry Sales Qualified Lead 40

Zoominfo

SEPTEMBER 4, 2019

Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own. Establish an incentive-based customer loyalty program. Offer incentives that speak to your customers’ values.

Loyalty 206

Loyalty Customer Incentive Incentives 206

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.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

The Pipeline

FEBRUARY 6, 2018

The more you try to make someone accountable, the more they are likely to resist or push back, leading to little change, or at times worse. Mindset, on the other hand, is open-ended and exponential; the more it is applied, the more it leads to further opportunities for improvement. Commitment Is Fueled By Results. Walking To Run.

Coaching 247

Coaching Lead Rank Incentive Incentives 247

Zoominfo

MAY 20, 2021

Let’s take a closer look at why you should pay attention to the most measurable, automatable, and scalable asset in the digital marketer’s toolkit. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. You can engage prospects throughout the customer life cycle.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

MARCH 19, 2018

Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Social selling generates 38% more new opportunities than traditional sellers. Social selling generates 38% more new opportunities than traditional sellers. ZoomInfo ReachOut.

Social Selling 227

Social Selling Tools Lead Scoring Lead Rank 227

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1:

Ideal Customer Profile 122

Ideal Customer Profile Prospecting Lead Scoring Lead Rank 122