Score More Sales

FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. Doing this alone can give you enough good reasons to contact prospects and existing customers to add value. 2. Become an Influencer in Your Industry Niche.

Twitter 232

Twitter Prospecting Strategy Promotion 232

Score More Sales

JANUARY 10, 2013

A big win for your sales team would be to find more prospective customers and start listening to what they are saying. They just set a first meeting with this prospect company who earlier would not interact with them. Try free tools to help monitor activity of your buyer – companies and individuals.

InsideView 249

InsideView Research Prospecting Eloqua 249

The Pipeline

JUNE 3, 2011

5 Ways to Boost Your Email Prospecting Response Rate. Prospecting via email can be wildly rewarding, or incredibly frustrating. In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. April 2008. March 2008. February 2008.

Pipeline 286

Pipeline Prospecting Twitter B2B 286

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

SBI Growth

MAY 28, 2013

Lead Generation is the surest way to drive tangible return on marketing investment. Building a robust B2B Lead Generation program requires the adoption of best practices in two areas; Demand Generation and Lead Management. The decks show a healthy growth curve of leads being generated for Sales. Today’s Status Quo.

Top of Funnel 325

Top of Funnel Pipeline Opportunity Demand Generation 325

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

SEPTEMBER 15, 2020

Buyer intent data tools make it easier to identify the when and how of a potential prospect’s consideration for purchasing a specific product or service. According to a Gartner study, by the end of 2022, more than 70% of B2B marketers will utilize third-party intent data to target prospects. How to use Buyer Intent Data Tools.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Hubspot Sales

OCTOBER 5, 2017

In this growing sales landscape, we’ll outline the various processes and key strategies for prospecting -- the phase of selling that often consumes the most time and energy (and is the most crucial to get right). What Is Prospecting? What's the difference between leads and prospects? Goal: Determine quality of lead.

Prospecting 145

Prospecting Tools Top of Funnel Lead Rank 145

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

SBI Growth

OCTOBER 5, 2013

By signing up, you will get a copy of our Marketing Spend Assessment tool and Best Practice. Your marketing budget has to reflect the new buying behavior of your customers and prospects. You also want to create campaigns that nurture leads that are still early in the buying process. Spending too Much on the Wrong Things.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

Zoominfo

FEBRUARY 12, 2024

In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. If you’re looking to assemble a new sales operations tech stack — or simply want to upgrade your existing tools — this comprehensive guide to the key categories can help. What Are Sales Operations Tools?

Sales Operations 130

Sales Operations Tools Scale Lead Rank 130

SBI Growth

JANUARY 12, 2013

This leads to a lack of faith in the technology. Download the process maturity tool to determine if your process is ready for new technology. They wanted to track more customers and prospect data. They thought the technology would drive more leads and help with forecasting accuracy. Embed sales methodology tools.

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

SBI Growth

DECEMBER 16, 2013

Prioritize the prospect universe by potential spend. The output is a prioritized universe of prospects by segment. It focuses marketing on customers & prospects with the highest potential to grow revenues. Campaign Planning & Execution – Having segmented and prioritized your prospect universe, you ready to campaign.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

SBI Growth

NOVEMBER 15, 2012

Without all four elements of Lead Generation, you won’t produce the expected results. In my last blog post , we covered the P rocess that captures leads & nurtures them until sales ready - Lead Management (Get the Lead Management Best Practices Assessment tool at this event ). Think of that.

Lead Rank 288

Lead Rank Lead Scoring Sales Qualified Lead Ideal Customer Profile 288

SBI Growth

MARCH 4, 2013

Included is a tool that helps pinpoint your root cause of turnover. $25 Are Sales Managers held accountable for the use of the onboarding program? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities. They find leads themselves through prospecting.

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

SBI Growth

MARCH 5, 2013

Lead Management – Converting leads to qualified opportunities. Opportunity Management – Converting opportunities to customers. Included in the tool are common definitions to help you with this. Issue #2: Lead Management. Visitors are showing up and providing enough information to become a “lead.”

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. Dollars are being allocated for things like marketing automation tools and lead development reps. Through more effective prospecting! How can you get your team to prospect more effectively right now? Great stuff.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

SBI Growth

NOVEMBER 16, 2012

Best-in-class Lead Management programs provide sales with more than 50% of all leads. A post by my colleague Vince Koehler explores ownership of the Lead Management function. Sales Rep fightin’ words : “I can do my own prospecting.” They help companies to design Lead Management processes and assemble teams.

Compensation 267

Compensation Hiring Marketing Trade Show 267

SBI Growth

JANUARY 6, 2014

Click here to learn more about the tool. They follow a Buyer Process Map in order to better help their prospects discover the best solution. Social Prospecting. Leverages SoLoMo (social, local and mobile), SFA and marketing automation tools. Lead Management. Attributes of the New ‘A’ Player.

Hiring 316

Hiring Social Media Networking Referrals 316

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. Wind-Up Overview No matter what you sell or the sector you’re in, you need a consistent flow of qualified leads to develop your business.

Lead Rank 103

Lead Rank Lead Scoring Lead Management System 103

SBI Growth

JULY 25, 2013

Attendees well receive an Overachievers Tool Kit. The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. Lead Management – Someone who form-fills isn’t a sales-ready lead.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Hubspot Sales

NOVEMBER 4, 2019

For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers. It can help maintain a healthy pipeline and make data entry and prospecting easier. Price: $19+.

Software 134

Software Software Lead Rank Lead Scoring 134

Pipeliner

OCTOBER 20, 2020

As there are many, many books on sales management, so there are endless publications, articles, and blogs on the subject of lead generation. This article doesn’t touch that subject but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management.

Lead Management 92

Lead Management Lead Rank Lead Scoring Sales Qualified Lead 92

SBI Growth

AUGUST 30, 2013

Step #1 – Define Your Prospect Universe. Account segmentation involves: Defining the prospect universe - who is best fit to be your customer. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.). Who is my ideal customer?

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

SBI Growth

JANUARY 1, 2014

Now that productivity is defined, you need to identify the tools they need. Training should be focused on helping your sales reps identify prospects and close deals. Training Topics: Social prospecting: You need to teach them how to identify prospects on social media. That “knowledge” is ante into the game.

Training 282

Training Buyer Persona Hiring How To 282

Score More Sales

FEBRUARY 7, 2013

In sales we work hard to create mutual next steps with prospective customers and ultimately to help buying opportunities for these prospects – these buyers. But time and again, we get bombarded with interruptions, alerts, tools, and technology. Three Tech Traps to Avoid: Tool Overwhelm. With many tools comes overwhelm.

CRM 238

CRM Outbound Study Tools 238

Score More Sales

FEBRUARY 17, 2014

Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. If you know who your best prospects are (you know who your best customers are) then you need to contact others in the same industries with similar issues you can solve. Hold on a minute.

Cold Calling 277

Cold Calling InsideView Lead Rank Lead Scoring 277

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

The Pipeline

JULY 14, 2015

Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days. This webinar will look at the tools of trade, how you use and leverage will be the difference between connecting and selling or being left behind. We will explore: The Pursuit and Pursuit Cadence.

Webinar Metrics 120

Webinar Metrics Tools Referrals Prospecting 120

Score More Sales

FEBRUARY 12, 2013

2) They tell me that only “some” of their clients are using social tools. Moderator for this webinar is Ralf VonSosen, Head of Sales for LinkedIn, and my co-presenters are Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. And prospects have the opportunity to find us like never before.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

Score More Sales

APRIL 30, 2013

There are SMB and mid-market sales organizations who have not embraced a cloud-based, customer relationship management system, better known as CRM or SCRM. The “S” stands for social, and indicates that a CRM system has the capability to interact with and bring in social media content right into customer and prospect records.

CRM 291

CRM Revenue SugarCRM System 291

Score More Sales

MARCH 14, 2013

Many have closed new business as a direct result of using LinkedIn as a serious tool. Prospect research is the most frequent LinkedIn activity. These users feel that LinkedIn is an essential business tool. More than 80% of the Top Sellers surveyed in the book have created and use highly targeted prospect lists.

LinkedIn 238

LinkedIn Ideal Customer Profile Lead Rank Lead Scoring 238

SBI Growth

MARCH 8, 2013

As an example: You may be lacking content to convert your prospects from MQL to SQL and that is your gap. Completing the lead generation calculator will allow you to identify where the gaps exist. The opportunity exists to identify gaps throughout the lead management process. Don’t assume it’s a lack of inquiries.

Lead Rank 310

Lead Rank Marketing Qualified Lead Sales Qualified Lead Leads 310

SBI Growth

APRIL 3, 2013

So what tools do you have at your disposal to help make your case? One of the most overlooked tools within the Sale Organization is the CRM system. Lead Management (Marketing and Sales Generated). In fact, some use CRM solely as pipeline tool to provide revenue visibility to management.

Ideal Customer Profile 317

Ideal Customer Profile Forecasting How To Sales Qualified Lead 317

Score More Sales

JANUARY 16, 2013

Do you have a toolbox of your own tools which can help separate you from the rest of the noise in your industry and sector? This topic has been talked about recently through colleague Miles Austin’s post Snap-on Tool Trucks and Sales Reps. They are usually told what their tools are – or are not.

Outbound 241

Outbound Influencer LinkedIn Analysis 241

SBI Growth

NOVEMBER 28, 2013

Had Herb used the tool, he could have better supported Sales. The tool has 9 clickable boxes – each brings you to an explanation. Help Sales learn how to effectively prospect and fit their efforts into a lead management process. Assess current LDR staff and manage talent replacement or augmentation where needed.

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

SEPTEMBER 23, 2012

Receive a package of tools including this Top Ten Sales Rep Competencies list. Sales needs Marketing to generate demand , educate leads, and supply qualified opportunities. Sales can then do what they should be doing, which is selling, not prospecting. SBI’s research has uncovered some essential Rep behaviors.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303