Zoominfo

FEBRUARY 22, 2021

Social media has become a bullhorn for top sales influencers, and these easy-to-use (not to mention, free) platforms are something you should absolutely be active on in order to stay current in your sales strategy and become a sales influencer yourself. Kyle Porter. Let’s face it: Salespeople need all of the pep talks they can get.

Social Media 205

Social Media Influencer Media Hiring 205

Mr. Inside Sales

AUGUST 7, 2020

This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

Mr. Inside Sales

DECEMBER 12, 2020

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” Then: “And also, I’m not the decision maker on this, I’m just an influencer.

Decision Maker 291

Decision Maker Face-to-face Call-back Gatekeeper 291

Sales and Marketing Management

FEBRUARY 23, 2020

It’s called the Prospective Memory Model. Using the Prospective Memory Model. Your buyers’ decision to purchase will happen in the future, but you can influence those decisions in your favor now. Building Cues to Influence Decisions. It goes like this: What continent is Kenya in? related concepts are linked.

Intent 296

Intent ACT Influencer Call-back 296

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.

Prospecting 177

Prospecting How To Call-back Objections 177

Mr. Inside Sales

MARCH 17, 2023

So many sales reps are anxious when they speak with a prospect. And, if they are an influencer collecting information, then: “What is the timeline of the (decision maker) to put something like this to work for them?” And, to qualify the influencer: “How do you get involved in the decision process?”

Decision Maker 261

Decision Maker Face-to-face Gatekeeper Licensing 261

Sales and Marketing Management

MARCH 11, 2019

CRM data allows marketers to more accurately target and influence all the stakeholders involved in the sales process. The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be.

CRM 289

CRM Lead Scoring Lead Rank Data 289

Understanding the Sales Force

FEBRUARY 14, 2022

It's a huge opportunity that Bob has been nurturing for years and several months ago his prospect, a top executive that has the influence and authority to make a decision, confided that he would like to find a way to do business and not only that, have this be part of his legacy. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6.

Closing 294

Closing Influencer Opportunity Prospecting 294

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process. Have you checked out the prospect’s LinkedIn profile? There’s no in-between.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

The Center for Sales Strategy

APRIL 29, 2024

Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information they trust. This is an even more vital strategy in B2B sales efforts.

Decision Maker 106

Decision Maker Influencer B2B Leads 106

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

Zoominfo

SEPTEMBER 30, 2020

Analyze Prospect And Customer Data. This way, you have a well-rounded understanding of who your actual prospects and customers are. Imagine being able to prospect whenever, wherever. Think about it: sales teams are ultimately responsible for transitioning prospects into customers, so their insight and commentary is invaluable.

Buyer Persona 264

Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

Smooth Sale

OCTOBER 1, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Implement A Better E-Commerce Strategy to Influence Buyer Behaviors Wave goodbye to the days of circling parking lots and trudging through endless mall corridors. Monitor which efforts appeal to your prospects and clientele the most and where to adjust.

Influencer 96

Influencer Buyer Strategy Consumer 96

Zoominfo

MARCH 8, 2024

One of the key promises of generative AI for business is the ability to eliminate time-consuming, manual research and prospecting tasks for frontline go-to-market professionals. Existing or prospective partner companies could leverage this signal to proactively pitch their reach and engagement with key verticals to land a major investment.

Prospecting 130

Prospecting Insurance Insurance Scale 130

The Pipeline

OCTOBER 16, 2017

But, when you can put those moments aside, there are things you can do to help both the prospect and you succeed. As with many elements of sales that are more subjective in nature, how effective we are will be influenced by personalities, and how you approach things. Prospect: yes, Seller: I am hoping you can help me.

Cold Calling 275

Cold Calling Call-back Guarantee Prospecting 275

No More Cold Calling

MAY 9, 2019

Whether you’re a solopreneur, salesperson, or CEO of a small business, you feel the constant push/pull between prospecting, working with existing customers, managing social media, and staying in touch with everyone (which can seem like an unending task). Professional futurists are neither inspired by God, clairvoyant, nor have ESP.

Small Business 329

Small Business Small Business Face-to-face Social Media 329

Zoominfo

JUNE 9, 2019

It provides insight into where your leads are coming from and what channels are providing you with the most sales-ready prospects. Ultimately, knowing where your prospect places the most importance, will help you understand your buyer’s mindset and tailor your sales pitch to their needs. This is helpful for a few reasons.

B2B 252

B2B Closing Guarantee Scale 252

The Pipeline

MAY 13, 2020

To influence that discussion, you need to be in the room, and you likely have needed to be in that room sometime around March 23rd. The people most sellers are talking won’t get the memo till they get back when it’ll be too late to influence things. Those new directions are decided at a higher level.

Outsourcing Services 279

Outsourcing Services Real Estate Ideal Customer Profile Objections 279

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. These signals, aggregated across a company, and measured against normal levels of baseline activity for a given topic can be a strong indication of purchase intent and they often surface long before prospects visit your site or your competitors.

Intent Data 313

Intent Data Intent Data Lead Rank 313

Zoominfo

MAY 3, 2021

Hitting an early impasse with a prospect is an age-old sales dilemma. “I Influencers have a say in whether a purchase is made and what is bought. The bigger the purchase decision, the wider the range of influencers. I was working on an account and had talked to someone a little bit lower in the organization.

Hiring 264

Hiring How To Inbound Outbound 264

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

JANUARY 15, 2024

I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace. Even though you might use tools like Spiro to remind yourself to follow up with prospects, sometimes they just stop getting back to you.

Prospecting 119

Prospecting Follow-up Call-back Proposal 119

MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you?

Case Study 255

Case Study How To Discount Decision Maker 255

Sales 2.0

MAY 6, 2020

Prospecting : How well does your prospecting process work? Do you have a system for growing relationships with partners and influencers? Do you manage the development of proposals as a joint process with your prospect, leading to a high close rate? Do they have time blocks for key activities, like prospecting?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

The Pipeline

AUGUST 22, 2019

I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. By Tibor Shanto. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that. Ask them something worth answering.

Decision Maker 276

Decision Maker Influencer Opportunity Video 276

The Pipeline

MAY 21, 2019

Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. Most people are much more ready to be influenced than buy at a conference, here is your chance to influence. By Tibor Shanto. Beyond putting you to sleep, it has other costs.

Trade Show 232

Trade Show Lead Rank Lead Scoring Sales Qualified Lead 232

Understanding the Sales Force

DECEMBER 16, 2019

TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries. EIGHT: Salespeople must be willing work hard.

Pharmaceuticals 232

Pharmaceuticals Sales Methodology Influencer Motivation 232

Zoominfo

SEPTEMBER 6, 2023

We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. Use Tracker to Follow Key Influencers. Notify Sales When a Prospect Visits. But it’s imperative to act fast so your warm leads don’t cool down. Keep Your Finger on the Pulse of Interesting Accounts.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

Hubspot Sales

OCTOBER 4, 2023

Yet, it can actually give us a better understanding of our prospects, making that human connection stronger. Here, I spoke with top sales leaders to learn how to AI to better understand your prospects, lead more effective conversations, and drive more results. How AI Can Help You Better Understand Your Prospects 1.

Prospecting 122

Prospecting Buyer Intent How To Intent 122

The Pipeline

NOVEMBER 13, 2018

One of the most stressful moments for most salespeople comes at the point when they have to decide whether or not to go around someone they have been dealing with to that point, be they client or prospect. If your solution has an impact across the organization, you need to align with people who also influence the organization.

Decision Maker 274

Decision Maker Buyer Lead Rank Lead Scoring 274

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

MTD Sales Training

OCTOBER 5, 2018

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? The person may, though, be a key influencer in the process, so you will want them to feel they have confidence in your approach and so build up trust. By that, of course I don’t mean they are an imposter!

Decision Maker 242

Decision Maker Gatekeeper Face-to-face Influencer 242

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 128

CRM Tools Ideal Customer Profile Prospecting 128

Zoominfo

APRIL 21, 2021

Understanding hyper-specific terms and key performance indicators is the first step — then you should incorporate prospects’ pain points into your sales strategy. To hone in on messaging that targets prospects’ problems, identify healthcare organizations with below-average patient experience scores.

Ideal Customer Profile 246

Ideal Customer Profile Top of Funnel Lead Rank Lead Scoring 246

MTD Sales Training

JULY 9, 2019

Of course, the world doesn’t work that way, and there will be prospects and customers who will reject your advances and avoid you at all costs. Calling a dozen times doesn’t change the underlying dynamic that is causing your prospect not to see you. 4) DON’T judge the prospect because of their unwillingness to see you.

Gatekeeper 276

Gatekeeper Decision Maker Call-back Up-Sell 276

Zoominfo

JANUARY 8, 2021

When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Once you have your ICPs mapped out, you can focus on building a stream of ready-to-buy prospects or marketing qualified leads. The overall goal is to stimulate prospects’ interest in your product or service. .

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246