No More Cold Calling

FEBRUARY 28, 2019

Two colleagues complained they were so involved in their work, they didn’t have time to prospect. People are so focused on their projects, and they don’t make time to prospect. If you’re heads-down on your projects and don’t prospect, you’ll have no pipeline when you surface. Why didn’t he think to ask for referrals?

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

The Pipeline

JUNE 9, 2015

Prospecting continues to be the most sought after skill when companies hire and promote sales professionals. The better you are at identifying and engaging with the right prospects, the more success you will have in your sales career. But to achieve success in prospecting, you will need to master two key elements. About Clinton.

Webinar Metrics 120

Webinar Metrics Tools Prospecting Lead Gen 120

Zoominfo

MAY 25, 2022

What Do Sales Intelligence Tools Do? Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. Why Use Sales Intelligence Tools? Here’s what you should look for: 1.

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Zoominfo

JUNE 6, 2019

Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. What is B2B Sales Prospecting? Let’s start at the beginning.

B2B 212

B2B Buyer Persona Top of Funnel Prospecting 212

The Pipeline

FEBRUARY 20, 2017

When I ask what they attribute that to, they tell me: Their people are ineffective at prospecting. Seriously, they will deal with and change anything than what counts, i.e. their people’s ability to properly prospect. A popular favourite, probably due to visibility, is to focus on the “leads”; yup, “better leads”, or “more leads”.

Prospecting 181

Prospecting Lead Gen Hiring Social Media 181

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Zoominfo

FEBRUARY 25, 2021

What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? While the B2B landscape may always be changing, lead generation will always be important. What is a Lead? The Lead Generation Process. Lead Scoring.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. BPM’s are a sales tool that map the decision-making process used to purchase something. A modern prospecting methodology that fills the lead generation funnel with opportunities. Kathy was ahead of her time. Social Selling Guidance.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Zoominfo

APRIL 23, 2020

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

The Sales Hunter

MARCH 25, 2012

Then these marketing people said that salespeople are terrible at lead gen. They also told me that they don’t want their salespeople generating their own leads (translation: too expensive). Let them follow up on the leads that marketing provides. Salespeople know sales (this includes lead gen).

Lead Generation 203

Lead Generation Sales Qualified Lead Hiring Leads 203

Zoominfo

JANUARY 8, 2021

Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. Your content marketing — think blog posts, email sequences, and whitepapers — nurtures the target lead, getting them interested in your product or service.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Partners in Excellence

SEPTEMBER 29, 2014

Ironically, the original eBooks, that open the floodgates to this daily pummeling are entitled something like, “Leverage Marketing Automation To Send Targeted, Relevant Communications To Your Prospects,” or “Best Practices In Engaging Your Prospects On eMail.” We’d never have to prospect again.

Lead Gen 120

Lead Gen Lead Rank Lead Scoring Leads 120

Score More Sales

SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. Does Outbound Lead Gen Still Work? . We get calls from companies every week who want us to evaluate or use their sales tool. Are they lazy or ignorant?

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

DiscoverOrg Sales

NOVEMBER 29, 2017

Many companies and organizations have entire teams dedicated to finding new business prospects. So lead generation tools are critical to supporting a company’s growth objectives. This comes in handy when trying to maintain a pipeline of marketing-qualified leads (MQL) all year long! This is part 3. I know it will.

Marketing Qualified Lead 193

Marketing Qualified Lead Lead Rank Lead Generation Sales Qualified Lead 193

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What is Inbound Lead Generation? The reason for this isn’t hard to understand.

Lead Rank 246

Lead Rank Lead Generation Marketing Qualified Lead Inbound 246

Sales Hacker

SEPTEMBER 2, 2019

This guide answers the 6 most pressing questions about lead gen, so you can implement a process that keeps your pipeline full — and your salespeople busy closing deals. What You Need to Know About Lead Generation: Why lead generation is important. What is a lead generation strategy? Create Your Lead Gen Strategy.

Lead Gen 84

Lead Gen Paid Content Lead Generation Sales Qualified Lead 84

The Pipeline

AUGUST 8, 2012

So any time you can find a tool that helps you reduce the time it takes you to do a high-value activity, and lets you do it in a better way with better results, you know you have a competitive advantage. Add to that the real bonus that it is cost effective, and you have a sales tool that is a no brainer. For Social Sellers and Sales 2.0

Sales Qualified Lead 275

Sales Qualified Lead Lead Rank Lead Scoring Social Media 275

Zoominfo

FEBRUARY 25, 2021

What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? While the B2B landscape may always be changing, lead generation will always be important. What is a Lead?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

DiscoverOrg Sales

MAY 7, 2019

Time to plan your next marketing campaign or start prospecting into your top accounts! You know a lot of target prospects don’t really have those job titles. We like DAMA UK’s six parameters for data quality : Completeness : Is the company, contact, or prospect record as complete as possible? JUST KIDDING.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

Pointclear

AUGUST 30, 2016

As a business-to-business marketing or sales leader you have numerous options for lead generation tactics and tools. Even with the growing number of digital routes, outbound phone calling, or teleprospecting, remains a powerful method to engage personally with your prospects. In fairness, our industry has created the image.

Lead Gen 113

Lead Gen Telemarketing Sales Qualified Lead Lead Rank 113

SBI Growth

MAY 21, 2020

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

Inside Sales 418

Inside Sales Customer Prospecting Sales 418

SBI

JUNE 24, 2014

They arrived as a result of long hours and countless dollars of marketing devoted to various, successful, lead gen tactics including SEO and SEM. Granted, not all 98% of those hard won visitors are prospects. I agree that RTP is a valuable tool. They are hiding in plain sight. First, here’s how RTP works.

Marketo 137

Marketo Top of Funnel Groups Prospecting 137

Hubspot Sales

FEBRUARY 12, 2018

But that’s to your advantage: A Valentine’s Day-themed email will stand out in your prospects’ work inboxes, make them curious, and ultimately, earn you the opens and replies you’re looking for. Prospecting emails. I can offer you a free consultation on [your lead gen strategy, D&I initiatives, customer referrals plays].

Prospecting 111

Prospecting Lead Gen Referrals Hiring 111

Crunchbase

JULY 31, 2019

How do you build a B2B lead gen strategy? How Sales Teams Should Build Their B2B Lead Generation Strategy. So to build a B2B lead gen strategy in 2019, you need to get everyone aligned. And this is beyond investing in lead generation companies. The answer? It depends. Buyers are now in control. Intent Data.

Lead Gen 64

Lead Gen Lead Generation Lead Rank B2B 64

Sales and Marketing Management

AUGUST 20, 2019

Because, at the most fundamental level, you’re counting on those images and words to get your prospects to act. If properly used, the list below can supercharge your lead-generation engine. Tip: Before you hit the gas, identify the problem you’re trying to solve and who your target prospects are. Get started for free!

Lead Generation 180

Lead Generation Leads Marketing Qualified Lead Lead Gen 180

Zoominfo

SEPTEMBER 17, 2024

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.

Hiring 130

Hiring Data Prospecting Lead Rank 130

The Pipeline

JANUARY 7, 2020

To willing and enterprising sales professionals, there is no shortage of tools to help sell. You’re A Prospect – I’ll Sell You. While algorithms are great at introducing some efficiencies into the lead gen process, bot so in terms of engagement. This isn’t a dogma/camp thing, go to LinkedIn for that. Can’t join us live?

Face-to-face 257

Face-to-face Lead Gen Hiring Google 257

Zoominfo

JUNE 26, 2020

With the right data and tools, buyer personas can be quantified, allowing automation and integration into tools like CRMs. An ideal ICP quickly identifies a quality prospect based on what is feasible for a seller. Implementing lead generation campaigns is crucial to overall company success. Quantify Buyer Personas.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

DiscoverOrg Sales

JANUARY 10, 2018

Key players from our sales and marketing teams jointly (yes, jointly) identified the best 50 good-fit companies that were ideal prospects for our new HR data set. We based call cadence on engagement in our marketing automation tool. Prospects really respond to that! See a step-by-step summary below.).

Account Based Marketing 46

Account Based Marketing Account Video Decision Maker 46

The Digital Sales Institute

JUNE 30, 2022

Lead gen media software is now an important tool in digital selling, Lead generation tools don’t only gather and generate leads. Scoring, qualifying, and nurturing leads helps turn prospects into customers. Do you find it challenging for your company to get new leads?

Lead Gen 52

Lead Gen Lead Rank Lead Scoring Software 52

Zoominfo

MARCH 5, 2018

93% of companies who exceed lead and revenue goals use personas. Marketers use buyer personas to make sure their marketing campaigns reach the right audience, strike the right tone, and effectively convert prospects into paying customers. Explain the value of your personas as part of the sales prospecting process.

Lead Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

Hubspot Sales

OCTOBER 23, 2017

For salespeople, fall is a time to take stock, reconnect with prospects who ghosted in the summer, and push hard before the holiday lull. By keeping them short, clever, and seasonal, these emails will stand out in your prospect’s inbox. is going into January without a solid plan for your [marketing, sales, recruiting, lead gen, etc.]

Prospecting 111

Prospecting Lead Gen Hiring Retail 111

DiscoverOrg Sales

FEBRUARY 19, 2019

PRO TIP: A quick-win might be to create consistently across all lead-gen channels. A longer-term goal might be to get better aligned with sales by integrating a specific cross-functional tool, or improving MQL conversion rates by X%. It also reassures your C-suite that you can make a real positive impact. This will 1.)

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

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

Zoominfo

JUNE 24, 2020

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. What Is Inbound Lead Generation? The reason for this isn’t hard to understand.

Lead Rank 147

Lead Rank Lead Generation Marketing Qualified Lead Inbound 147

The Pipeline

MAY 16, 2011

Stored in Appointments , Attitude , Business Acumen , Metrics , Proactive , Productivity , Prospecting , Sales eXchange , Time Allocation , execution. One example is prospecting, more specifically for many lead gen and lead conversion to appointments and then prospects.

Pipeline 223

Pipeline Twitter Hiring Cold Calling 223

Pointclear

DECEMBER 20, 2011

Here are our guest marketing and sales bloggers along with their ViewPoint posts in 2011: Ardath Albee , CEO, Marketing Interactions eMarketing Expert Ardath Albee on the Limitations of a Lead Gen Mindset. Jim Lenskold , President, Lenskold Group Metrics to Drive Lead Generation Performance.

Outsourcing Services 169

Outsourcing Services Social Media Marketing Lead Generation 169