Hubspot Sales

NOVEMBER 22, 2024

That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. I recently tested HubSpot's AI Email Copy Generator for another article. The fact that the tool made me think about my offer's key selling points when I tested it was a big win. The result?

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

MarketJoy

FEBRUARY 17, 2025

A sales strategy should have a concrete lead-generation process set up that can drive a consistent flow of interested prospects who can become loyal customers. B2B lead generation services are your solution to creating a solid lead-generation process for your business.

Lead Generation 83

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 83

Zoominfo

AUGUST 4, 2020

With over 60% of revenue coming from our inbound lead generation efforts alone, ZoomInfo has spent considerable time in the entire lead-to-revenue management process across all marketing sourced channels. How do you define a lead? Leads are no different. So, what qualifies as a good lead?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

No More Cold Calling

JANUARY 16, 2025

The role of trust in relationship-based selling As the world shifts to virtual, the challenge is building client trust. If your team is selling the same-old, same-old waywith standard demos and loosely veiled discovery questions like What keeps you up at night?then I almost fell out of my chair when I heard a Sales VP say this.

Referrals 318

Referrals Face-to-face Call-back Decision Maker 318

No More Cold Calling

APRIL 3, 2020

Sales leaders: Lead generation must be your primary focus. Ram Charan, author of more than 20 books and consultant to CEOs, said in 2008 : “It’s counterintuitive but true that when the economy slows down, the pace of decision-making has to speed up, because you can’t put off the tough choices anymore. Save Money.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

Top of Funnel 408

Top of Funnel Positioning Scale Inbound 408

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. Sales qualified leads (SQLs), who are further on their journey and have engaged in a way that indicates readiness for the purchasing discussion. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Your lead generation tactics aren’t driving bottom line revenue. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

No More Cold Calling

JULY 20, 2017

Too many account based selling teams over-rely on technology to reach their prospects. Some Lead Generation Tools Never Change. Despite what you’ll often hear from technology gurus about lead generation tools, sales success isn’t determined by who has the best technology; it’s determined by who has the best relationships.

Account 285

Account Referrals Lead Generation Cold Calling 285

Zoominfo

FEBRUARY 5, 2024

But today’s outbound lead generation tactics are more than just dialing for dollars. Here’s how to effectively execute outbound lead generation, with examples and definitions to get you started on a new or refreshed strategy. What is Outbound Lead Generation? First, you need the right people.

Lead Generation 130

Lead Generation Outbound Lead Rank Sales Qualified Lead 130

No More Cold Calling

FEBRUARY 15, 2018

It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees. The #1 reason sales teams find their job so daunting is they believe circumventing the gatekeeper is the answer to their lead generation woes. in my Referral I.Q.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Lead411

FEBRUARY 13, 2025

Leveraging AI in B2B Sales: How Artificial Intelligence is Transforming Lead Generation and Prospecting Artificial Intelligence (AI) is actually revolutionizing industries, including B2B selling. Sales organizations currently are dealing with data, leads, and shifting market environments. Let us find out.

Lead Rank 52

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 52

Understanding the Sales Force

NOVEMBER 15, 2024

Jack’s eyes lit up. As I pivot to selling, please watch this two-minute video before continuing the article. If they swung with their eyes open, and made any contact at all with the ball – even a foul tip – I would purchase them a video game of their choosing. He was all in! Incentives work.

Prospecting 173

Prospecting Incentives Incentive Cold Calling 173

No More Cold Calling

JUNE 7, 2018

Your lead generation tactics aren’t driving bottom line revenue. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads. That’s a fact.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

No More Cold Calling

JANUARY 24, 2019

Cold calling doesn’t differentiate your organization from the competition, nor does it result in qualified lead generation. What makes this lead generation technique so ineffective? You call someone and then follow up with a letter. Now, if only there was a way to warm up cold leads ….

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Lead411

FEBRUARY 14, 2025

What is B2B Lead Generation? The Ultimate Guide to Finding and Converting High-Quality Leads What Is B2B Lead Generation? B2B lead generation is the process of identifying, attracting, and converting businesses into potential customers. Why Is B2B Lead Generation Important?

Ideal Customer Profile 52

Ideal Customer Profile Lead Generation Lead Rank Lead Scoring 52

No More Cold Calling

JANUARY 25, 2018

We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. They ended up cold calling. Reps need account based sales development training, lead generation tools, and a career path. Your choice.

Account 272

Account Hiring Lead Generation Face-to-face 272

No More Cold Calling

NOVEMBER 16, 2018

Scale is also used as a verb as a synonym of “adjust,” as in scale back, scale up, or scale down : In the past few decades, scale up (“to increase the size, amount, or extent of something.”). So, how can sales organizations scale their lead generation without adding more people? Referral selling is a complete shift.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

FEBRUARY 24, 2021

Instead of doubling down on automated emails, phone calls, and LinkedIn invitations, now is the time to take a step back, thoughtfully analyze your prospecting approaches, and prioritize the most effective of all lead generation strategies: Getting referrals from clients. Earn the Right to Ask. Referrals are based on trust.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

OCTOBER 1, 2021

Random group texts offering to sell you real estate, cheap prescription drugs, or oceanfront property in Arizona. I don’t blame salespeople for filling up our various inboxes with unsolicited and unwelcome pitches. They’re accountable for sales touches, not for generating leads that are actually qualified. Try This. “My

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

AUGUST 30, 2018

To learn more about the power of referral selling, check out this month’s blog posts from No More Cold Calling: Social Selling: What You Should and Should NOT Do. Social selling has finally (and dangerously) reached buzzword status. Misperceptions, because salespeople have forgotten the social part of social selling.

Referrals 258

Referrals Cold Calling Social Media Lead Generation 258

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. How do they do it? Something’s going on. You’re not finding the right person.

Hiring 214

Hiring Data Prospecting Lead Rank 214

No More Cold Calling

SEPTEMBER 6, 2018

They recognize that referrals are the fastest and “stickiest” business development methodology for qualified lead generation. You could argue otherwise, but unless leaders commit to referral selling as their #1 outbound lead generation approach and provide their teams with the opportunity to build referral skills, nothing happens.

Referrals 320

Referrals Ideal Customer Profile Banking Lead Generation 320

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. I wrote my second book— Pick Up the Damn Phone!: That’s why I’ve offered the Kindle version of my book, Pick Up the Damn Phone! , Read “ Pick Up the Damn Phone and Have Sales Conversations.”).

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

OCTOBER 19, 2017

Why don’t account based selling teams ask for referrals? It makes no sense at all, because every sales leader and account based sales rep knows that referrals are their hottest leads and best business. Sales leaders, here’s what you’re up against: 1. Referral selling is the most personal kind of selling on the planet.

Referrals 265

Referrals Account Cold Calling Social Media 265

No More Cold Calling

APRIL 26, 2021

The Harvard Business Review (HBR) expands on this very real challenge: “As the pandemic persists, most B2B companies are finding that selling to current customers has moved to virtual methods—such as connecting remotely using video or telephone—with surprising ease. But acquiring new customers remains extremely difficult.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

JUNE 10, 2021

Why I made referral selling my life’s work. If referrals are so great (and every sales pro seemed to know that they are), then why wasn’t referral selling a priority for any sales organization? When I told her I was going to write a book about referral selling, she said, “You have to meet my father-in-law, Gerry Sindell. ”

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

JUNE 9, 2019

Have you forgotten that selling is social? Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads. As a result, their unsolicited invitations go unanswered and their lead generation campaigns under deliver.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Bernadette McClelland

DECEMBER 31, 2018

Pick up the phone. That stop you from colouring outside the lines, Pushing boundaries, Challenging the status quo, Busting expectations. Fear is pure survival. Faith is humanity 101. The foundation of what you believe to be true. About whether you can, or can’t. Present to a group. Plan a kick ass project. Pursue a lifelong passion.

Conference 299

Conference Lead Generation Groups System 299

Sales Gravy

JANUARY 14, 2025

If you havent defined clear performance metricslike call activity, lead generation, conversion rates, or daily prospecting targetsthen you dont really have a plan. Consider: Conversion Rates from Inbound Leads Speed to Lead (How fast are you following up?) You have a wish list. Data points you to the gaps.

Data 98

Data Tools Intent Data Top of Funnel 98

No More Cold Calling

OCTOBER 28, 2018

If someone hangs up or sprays them with expletives, they move onto the next name on the list. Learn more in my blog posts from this month: They Actually Said My Sales Lead Generation Is Old School. Instead, I prefer to focus on sharing insights and tips for referral sales lead generation. That’s not healthy.

Cold Calling 240

Cold Calling Referrals Social Media Sales Qualified Lead 240

Sales and Marketing Management

JANUARY 21, 2019

In addition to finding the right people to contact at the right time, reps have up-to-date information at their fingertips on the latest news and other information about their prospects and their businesses. Account-based selling becomes entrenched. Social selling. Also, make social selling an integral part of your outreach.

Trends 297

Trends B2B Social Media Telemarketing 297

DiscoverOrg Sales

APRIL 23, 2019

Even so, trade-show events are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. Trade shows are an expensive way to generate leads, even if you don’t have a booth. Prioritize pre-event outreach.

Trade Show 227

Trade Show Leads Marketing Qualified Lead Lead Generation 227

No More Cold Calling

MAY 2, 2019

They never took the time to learn how to sell. They didn’t learn how to sell in their previous roles. Selling isn’t in their lexicon. Still don’t think it’s important to learn how to sell? I set up my table with handouts, worksheets, and books. Was anyone going to come and learn how to sell by referral?

Small Business 316

Small Business Small Business Referrals Hiring 316

Bernadette McClelland

DECEMBER 27, 2018

Book your Conference or Sales Kick Off Meeting today!

Comparison 363

Comparison Discount Conference Energy 363