Pointclear

DECEMBER 17, 2013

The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title.

Harte Hanks 232

Harte Hanks Lead Rank B2B Data 232

Smooth Sale

APRIL 2, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Know Your Prospects Well for Sales and Business Growth Many approaches and specific strategies exist for most endeavors, including attempting to sell. Our blog offers insights on how to ‘Know your prospects well for sales and business growth.’

Prospecting 78

Prospecting Hiring Lead Rank Decision Maker 78

Smooth Sale

MARCH 27, 2025

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Prospects Can Direct Us to A Better Path for Sales Long ago, salespeople were advised to generate many cold calls daily to find one or two interested parties. Upfront Bonus Steps Challenge yourself to utilize the other side of your typical sales personality.

Prospecting 78

Prospecting Hiring Lead Scoring Lead Rank 78

SBI Growth

JULY 3, 2013

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing. The event is often reactive.

Guidelines 300

Guidelines Referrals Construction Survey 300

SalesFuel

JANUARY 20, 2025

Successful sellers know that there are major opportunities for prospecting on LinkedIn for quality leads. Half of B2B buyers use LinkedIn to help make purchase decisions, showing it's a critical platform for sales, writes Disha Shukla. Should you try prospecting on LinkedIn? But finding those ideal buyers can be challenging.

Ideal Customer Profile 52

Ideal Customer Profile LinkedIn Prospecting Hiring 52

SBI

FEBRUARY 21, 2019

SalesTech Game Changers 4th Digital Magazine: 5 Executives Tell us How Their Solution Changes the Game for Sales. Nearly every week in 2018, we interviewed a different SalesTech company asking them how their solution changes the game for sales. Each quarter we summarized their answers in this easy to read magazine.

Revelation 100

Revelation Outbound Pipeline Meeting 100

Sales 2.0

JUNE 29, 2014

If you’ve read my stuff before, you’ll know I have one basic prospecting framework I’ve been harking on about for the last 4-5 years. It’s a framework aimed at getting you access, setting up those oh-so-important initial sales meetings. I literally wrote on a napkin.

InsideView 309

InsideView Cold Calling Decision Maker Twitter 309

Smooth Sale

APRIL 7, 2025

Photo via Geralt via Pixabay Attract the Right Job or Clientele: Do You Play Games with Prospects for Business Growth? Our blog question is, Do you play games with prospects for business growth? An upfront step in the sales cycle is to learn what caught the persons attention to meet with us.

Prospecting 78

Prospecting Film Influencer Hiring 78

The Pipeline

JUNE 11, 2012

While many sellers seek out new ways to do old things (prospecting and selling), rather than seeking out better and more quality execution of the sales. Sales people are always looking for new techniques, better way s to engage and sell to potential buyers.

Buyer 293

Buyer ACT Sales Revenue 293

The Pipeline

AUGUST 23, 2021

Shawn is driven by a passion to help business owners, executives and leaders accelerate their sales results. Shawn’s published two books, The Unstoppable Organization and Operational Empowerment , and his insights can frequently be found online in publications such as Fast Company and INC magazine.

Company 314

Company Sales Prospecting 314

The Pipeline

SEPTEMBER 27, 2013

If they could do it right they would find that it help fill and round out the opportunities in their pipeline, and help them make more sales and money. Some prefer calls, others e-mail, magazine ads, etc. It showed how outbound sales calls and e-mails affect and “more importantly disrupt vendor selection.” Tibor Shanto.

Cold Calling 303

Cold Calling Outbound Referrals Lead Rank 303

Pipeliner

JANUARY 16, 2025

In a recent episode of the expert interview series hosted by John Golden and guest Walter Crosby , a seasoned sales coach and founder of Helix Sales Development, delved into the intricate challenges of hiring, finding, and retaining top sales talent.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. Don’t get excited, we may just be talking about a prospect here. By Christopher Hosford, editor-in-chief, HosfordGroup.

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

SBI

NOVEMBER 6, 2018

Everyone wants to know how and whether a sales technology will help them sell more, in less time, at the right price, or with less cost. We refer to those as the 4 Golden Goals of sales organizations. In this quarterly magazine , in a glance, you can see how 10 executives answered that question. Pretty cool, right? Net it out.

Ideal Customer Profile 116

Ideal Customer Profile VanillaSoft Sales Qualified Lead InsideView 116

Understanding the Sales Force

APRIL 17, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted this article in reference to an Inc. Magazine article that was way off base about Consultative Selling. This is known throughout the selling universe but sales people still suck at this. Their sales managers are not holding them accountable for qualifying.

Decision Maker 269

Decision Maker Consultative Selling Buying Cycle Proposal 269

Jeffrey Gitomer

APRIL 16, 2013

Use the “keyword” search feature to uncover prospects you never knew existed. Send a once a week, value-based message to existing and prospective customers. For the past decade, my weekly email magazine, Sales Caffeine , has been a major source of value to my customers and revenue to me. Visit existing customers.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

Pipeliner

DECEMBER 5, 2024

In a recent episode of the expert interview series hosted by John Golden, Kris Rudeegraap , co-founder and co-CEO of Sendoso, shared invaluable insights into the evolution and impact of personalized gifting in sales outreach. Enhancing Customer Engagement Gifting can be used throughout the sales funnel to enhance customer engagement.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

The Sales Hunter

JUNE 5, 2012

Take advantage of this by sending out emails to a few key prospects and customers, with a quick note from you and a link to an article of interest. If you follow my prospecting tips, you will recall that I actually say to do this on a daily basis. Copyright 2012, Mark Hunter “The Sales Hunter.”

Google 219

Google Prospecting Motivation Follow-up 219

SBI

MAY 15, 2018

. “a potential game changer that could revitalize the entire US aerospace industry” There have never been as many game-changing sales technologies as there are today. What we call the 4 Golden Goals of sales organizations. RO Innovation’s platform changes the game by activating customer advocacy end-to-end in sales cycles.

PipelineDeals 21

PipelineDeals Tools CRM Video 21

Understanding the Sales Force

AUGUST 11, 2014

Understanding the Sales Force by Dave Kurlan. Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. There are some sales lessons here. There are some sales management lessons here too. They may become offensive.

Coaching 283

Coaching Engineering Exact Sales Management 283

Pointclear

MARCH 6, 2014

Companies try to dutifully engage with customers and prospects on all the main social channels, plus as many of the secondary ones as possible. Christopher is former East Coast Bureau Chief of Crain’s “BtoB” magazine, and former editor-in-chief of Nielsen’s “Sales & Marketing Management” magazine.

Paid Content 252

Paid Content Social Media Survey ROI 252

Anthony Cole Training

AUGUST 9, 2013

Your sales people are probably focusing on the wrong thing(s) when meeting with new prospects. The time sales people spend in training is spent on mastering the product and services key points to emphasize with prospects. We spend our time teaching them how to tell the prospect why they should buy from us.

Sales Qualified Lead 211

Sales Qualified Lead eBook Competition Segment 211

SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. This fact is supported by the brightest minds, such as: The Sales Executive Council- here. Magazine- here. Pose as a prospect.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

Understanding the Sales Force

JANUARY 31, 2014

Understanding the Sales Force by Dave Kurlan I wrote an article for the Sales Blog over at Hubspot on how Inbound Marketing has really been around, like, forever. The article was about who should be your first sales hire. I wrote my own article on the topic 3 years ago called Startups and the Dilemma of the First Sales Hire.

Hiring 199

Hiring Inbound Hubspot Webinar Metrics 199

Understanding the Sales Force

JULY 2, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I read an article that was very consistent with what I was complaining about last week when I wrote The One Thing Missing From the New Way of Selling. I have tremendous respect for the article''s author, Mark Roberge , who has built a great sales force over at Hubspot.

Airlines 202

Airlines Inbound Hubspot Top of Funnel 202

The Pipeline

MAY 7, 2019

The skinny legs for many sellers are prospecting. Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Specifically, direct prospecting , not indirect, not merely answering an inbound call generated by marketing. Complete The Sales Person.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Smooth Sale

NOVEMBER 22, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: How to Make Sales That Benefit You and the Customer Retail and corporate sales have many similarities; they all begin with serving clientele well. The underlying goal of prospective clients is to realize the value of working with you in all respects.

Benefit 97

Benefit Customer How To Hiring 97

Sales and Marketing Management

JULY 19, 2019

When your prospects land on your website, they want to find what they’re looking for without having to click back and forth endlessly. It’s a good idea to place relevant links to your blog posts within your content and provide your prospects with an opportunity to learn more about the topic they’re interested in.

Customer 240

Customer Churn Loyalty Small Business 240

The Sales Heretic

MAY 21, 2019

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with. When I first [.].

Demographics 210

Demographics Vendor Survey B2B 210

No More Cold Calling

MARCH 8, 2019

In honor of International Women’s Day, how can your sales team attract more female rainmakers? There’s always been bias against women in sales, and anyone with different color skin, ethnicity, or beliefs than decision-makers and hiring managers. Whatever the reason for the change, the rallying cry is to attract women in sales.

Hiring 247

Hiring Referrals Networking Conference 247

Understanding the Sales Force

JULY 10, 2013

Understanding the Sales Force by Dave Kurlan More and more connections, meetings and potential new business are being scheduled as a result of the use of social media. They are very different from the leads of yesteryear; bingo cards from magazines, call-ins, and brochure requests. All those new leads?

Opportunity 225

Opportunity Pipeline Hiring Real Estate 225

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

Journal 171

Journal Case Study Influencer Sports 171

Smooth Sale

OCTOBER 28, 2024

This is the only way to earn a returning and referring clientele—the hallmark of The Smooth Sale! Prospects who soon become paying clients may find annoyance with products and services that perform poorly as promised. Today’s insights are provided to help you achieve the Smooth Sale! Honesty is the number one policy.

Lead Rank 109

Lead Rank Policies Hiring Motivation 109

Pointclear

JANUARY 10, 2018

According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Not surprisingly, the “leads” advertisers would get from the magazines were a mixed bag. Sound familiar? Guess what.

Sales Qualified Lead 173

Sales Qualified Lead Cost per Lead Lead Rank Lead Scoring 173

Pointclear

JANUARY 21, 2014

Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. Actually, this list is shorter than the one for salespeople’s excuses for not following up on sales leads.

Harte Hanks 226

Harte Hanks Marketing ROI Sales Qualified Lead 226

Smooth Sale

OCTOBER 18, 2024

But sadly, those who aren’t trained in sales are left in the dark on how to get past the overwhelming number of ‘No’s!’ Moreover, they sarcastically laughed at my conversations with prospective clients while I was on the phone. The ‘numbers game’ is only to be in the sales arena, not with prospective clients.

Strategy 88

Strategy Hiring Networking Follow-up 88

The Pipeline

SEPTEMBER 20, 2021

Named 2021 Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, as well as numerous channel magazines top influencer lists, he is often sought out for industry guidance and future trends.

AutoTask 173

AutoTask Channels Influencer Trends 173