Sales 2.0
JULY 8, 2022
This post describes a framework that I have found over the last two decades can really change the math on prospecting. Consider obvious demographic characteristics like: Industry Size of company (how many employees or revenue) Geography. Humans, aka your prospects, don’t care about?your?problems Your prospect decides to do?
The Pipeline
SEPTEMBER 2, 2020
From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. How do sales leaders create and balance the core element of a fine-tunes prospecting machine?
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Hubspot Sales
NOVEMBER 12, 2024
Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!
eGrabber
MARCH 30, 2023
With over one million groups available to join for free, LinkedIn Groups can be a valuable resource for salespeople looking to connect with prospects in their industry. In this blog post, we’ll explore why LinkedIn Groups can offer high conversion prospects and how to leverage them effectively to drive sales.
Advertiser: ZoomInfo
While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal. Take the following stats into consideration: It takes 5 minutes to connect with a prospect via direct dials, but takes 22 minutes using company switchboard numbers.
Sales 2.0
JANUARY 24, 2020
The problem is every deal seems great until you actually “get married” to your prospect and they become your client. Some obvious characteristics to look for: Industry. When you are prospecting it’s easy to put your “prospecting goggles” on and think every company looks attractive. OK, I mean don’t sell to just anybody.
Understanding the Sales Force
DECEMBER 21, 2023
I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. You are in your head instead of focused on what your prospect is saying. Your mind is wandering.
Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT
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. So the question is: Will you choose to be an educator in your industry? That’s staggering, but what does that mean for us as organizations?
Speaker: Tom Pick, Chief Digital Marketing Consultant, Webbiquity
You'll come away with an understanding of what other B2B marketing professionals are doing and actionable insights such as: How marketers in your industry and company size are adjusting marketing budgets and event plans to drive lead generation in spite of COVID-19. By registering, you will get access to the full survey report.
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