Zoominfo

OCTOBER 31, 2024

On-Demand Webinar “Think of the 70% of tasks that don’t directly contribute to closing deals — updating CRM records, scheduling follow-ups, sorting through data,” Blount says. That’s why it’s critical to ensure that your data is clean, up-to-date, and reliable,” Iannarino says. Sell Smarter. Win Faster.

Scale 235

Scale Sales Qualified Lead Intent Data CRM 235

Zoominfo

DECEMBER 11, 2024

Weve witnessed sellers become their best, most efficient selves and seen marketers fully realize their TAM and identify messaging that really drives leads. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals. Real-time signals are the secret sauce.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

Hubspot Sales

SEPTEMBER 9, 2024

During my time as a sales rep, building a lead list was one of my first activities when I took on a new sales role, territory, or industry vertical. Table of Contents What Is a Lead List? Leads are often categorized and managed through these different stages: Marketing Qualified Leads (MQLs). Sales Qualified Leads (SQLs).

Lead Rank 118

Lead Rank Ideal Customer Profile Marketing Qualified Lead Sales Qualified Lead 118

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?

System 316

System Prospecting Quota Decision Maker 316

The Pipeline

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. The idea is sound, but in many instances leads to less prospecting and an excessive amount of “figuring out.”.

Prospecting 345

Prospecting Cold Calling Video Exact 345

Hubspot Sales

AUGUST 26, 2024

I woke up to my alarm clock shattering that fantasy. In fact, when you’re tenacious enough to book a call, data from Marketing Wizdom suggests that a mere 2% of sales leads will close on the first meeting. It’s a time consuming but necessary process, which means mastering the AI sales follow-up can be a game-changer.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

Zoominfo

DECEMBER 6, 2024

Efficiently managing leads and routing them to the right accounts is a challenge for many companies, no matter the size. Lead-to-account matching and routing software addresses this problem head-on, automating key processes to help sales teams work smarter and faster.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

The Pipeline

MARCH 16, 2021

If you have a base of accounts, you can probably get by for a time, but it eventually catches up. But if you must prospect to succeed, you will need to focus and practice the fundamentals. Here are 5 prospecting mistakes you can avoid. The 5 Prospecting Mistakes. Getting in vs. Selling. Go figure?!?

Prospecting 299

Prospecting Video Influencer Up-Sell 299

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Often, they end up offering huge discounts with expiration dates. Once other potential customers learn the businesss salespeople are willing to discount heavily, its difficult to sell at full price. The solution? Lying is no way to make a sale.

Prospecting 98

Prospecting Hubspot Discount Follow-up 98

No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Sales and Marketing Management

SEPTEMBER 28, 2020

Assertive businesses have taken the lead and have handled the crisis with resilience. Old Sales Funnels Are Drying Up. 57% of professionals surveyed are generating fewer leads, with an average decrease of 20%. 57% of professionals surveyed are generating fewer leads, with an average decrease of 20%.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

Sales 2.0

MARCH 31, 2025

When you’re selling you are a steward of a buying process. Follow up is a critical part of selling. Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities. Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities.

Follow-up 195

Follow-up Gatekeeper Call-back Up-Sell 195

Hubspot Sales

FEBRUARY 10, 2025

Successfully executing a sales process is a lot like growing a flower, and in the context of this half-baked analogy, prospecting is like finding seeds. Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting. 7 Fatal Sales Prospecting Mistakes You Might Be Making 1.

Ideal Customer Profile 98

Ideal Customer Profile Prospecting Hiring Lead Scoring 98

Sales 2.0

MARCH 17, 2025

In the Ear of the Beholder One of my roles for this client is to help them sell more complicated services than their salespeople do on a day-to-day basis. I accompany salespeople to meetings where the prospect has an interest in these types of services. Many of these prospects have very little technical background.

Engineering 195

Engineering Up-Sell Prospecting Course 195

No More Cold Calling

JULY 13, 2021

Referrals help you ace Part One and set you up for success in Part Two. You get an introduction to your prospect, and you get a meeting with the decision maker. They believe a call isn’t cold because it’s a marketing-qualified lead, because the prospect downloaded a whitepaper, or because they have a mutual connection on LinkedIn.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

SalesFuel

FEBRUARY 26, 2025

Crafting a sales lead list can have a major impact on success. Nearly a quarter of sellers say prospecting is a top challenge. Yet prospecting is vital to the sales process. To bridge this gap, industry professionals suggest sellers incorporate lead lists into their strategy. What is a sales lead list?

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

Hubspot Sales

NOVEMBER 22, 2024

Boo, you were ghosted by a prospect you thought for sure would convert. You need a healthy pipeline of leads to meet those targets. 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. Further, 21% cite cold email as their most successful lead-gen method.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

No More Cold Calling

APRIL 16, 2020

It means pushing back when a client tells you what they want, and you know the consequences will be dire if you don’t speak up. The rest just want to sell you their products—the heck with caring about who you are. At least, that’s what many prospects have come to believe. How Your Prospects Choose Whom to Trust.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

No More Cold Calling

FEBRUARY 28, 2025

Discover how a broken approach to social selling can damage your sales reputation, costing you business referrals and lost revenue. Steve thought he was a social selling pro, but his first message after connecting with me on LinkedIn proved that he wasnt. What is referral selling? Effective social selling is trust-based selling.

Referrals 177

Referrals Social Selling Networking LinkedIn 177

Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

Territories 396

Territories Compensation Scale Decision Maker 396

Understanding the Sales Force

FEBRUARY 10, 2025

You could say that the Philadelphia Eagles showed up for Super Bowl LIX with tremendous urgency to win. While the single most important thing for salespeople to achieve in a discovery call is urgency, you can’t tell a prospect that they have urgency, you can’t manufacture urgency, and you can’t fake urgency. .:

Kana 188

Kana Benefit Margin Sales Qualified Lead 188

No More Cold Calling

APRIL 6, 2025

Are you keeping up? Referral selling isnt just a nice-to-have sales strategy. Your Referral Edge Referral selling is not just a conceptits your unfair advantage. Wait, and you risk playing catch-up for the rest of 2025. Top sales teams win with referrals. As Q1 comes to a close, CROs face a critical inflection point.

Referrals 177

Referrals Pipeline Face-to-face GoldMine 177

Sales 2.0

DECEMBER 17, 2024

The project has already thrown up a few reminders I see time-and-time-again in the sales world. Little left behind My journey through the old dusty files did not turn up much. Placing bets Since the salespersons account list might turn up some short-term deals, it is one potential source of the quick wins I seek.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

Cincom Smart Selling

APRIL 10, 2025

This requires accurate and relevant information on potential leads. It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster. They cannot rely on guesswork or assumptions to understand market dynamics.

Lead Generation 48

Lead Generation Lead Rank Lead Scoring Software 48

Sales 2.0

MARCH 6, 2024

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) You can’t just show up to a meeting and ask questions (“solution selling”).

Lead Rank 195

Lead Rank Lead Scoring Marketing Qualified Lead Leads 195

Sales 2.0

MARCH 12, 2020

Big events are happening so quickly it’s hard to keep up. The global crisis is taking up everyone’s mindshare. This includes your prospects. It’s time for business owners and sales leaders to take action to make sure you can sell effectively if we enter a downtown. Your prospecting numbers may drop too.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

The Pipeline

MARCH 23, 2021

One way to stand out is to demonstrate to prospects that you not only bring different habits but are willing to change. If you want to lead your prospects to change their buying habits, be a role model. Change needs to be led, and how you prospect, sell, and manage discovery is the first step. Start With Yours.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

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. Data is driving businesses around the world.

Lead Generation 83

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 83

No More Cold Calling

JANUARY 11, 2024

Sales leaders bemoan that they don’t have enough qualified leads in the pipe, that their people aren’t getting meetings with decision-makers, that they can’t seem to differentiate themselves from competitors. That doesn’t surprise me, considering those same salespeople only spent about 28 percent of their time actually selling.

Sales Qualified Lead 177

Sales Qualified Lead Guarantee Lead Rank Lead Scoring 177

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. It takes roughly eight touches for sales reps to reach cold prospects.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

The Pipeline

JULY 20, 2021

I’ll follow up by asking “for prospecting and selling?” The majority will tell you they do most, if not all their “research” before even prospecting someone. It is clear that many salespeople use the “activity” as busy work and a means of avoiding actual prospecting. Research Or Recreation?

Research 386

Research Call-back Lead Scoring Lead Rank 386

Hubspot Sales

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. Somehow, the deal slips through your fingers, and so does the prospect. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Table of Contents: What is gap selling?

Examples 113

Examples Strategy Hubspot How To 113

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 320

Face-to-face Sales Qualified Lead Scale Call-back 320

The Pipeline

AUGUST 5, 2021

You all know that my tag line is execution, everything else is just talk, but the execution needs to lead to value for all involved. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. The challenge for many sellers is defining Objectives. Customer Value Management.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. You can throw in tactical skills like effective messaging, multi-threading, persuasive cold-calling, and much more.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130