The Pipeline

SEPTEMBER 14, 2021

Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While every cold call or prospecting call will result in an objection, the objections are not all that different. The people without needs or problems, which is most of the market, will think and answer no.

Objections 339

Objections Prospecting Fashion Face-to-face 339

The Pipeline

APRIL 27, 2021

There is always a lot of talk about Sales and Marketing , alignment, misalignment an more. It’s gotta be the Vice President of Prospecting. But how many companies have a VP Prospecting. So this is for you, dear Vice President Of Prospecting, where ever you may exist. So who is leading prospecting at your shop?

Prospecting 329

Prospecting Account Opportunity Leads 329

Sales and Marketing Management

MAY 28, 2020

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. This approach helps in turning profitable prospects into long-term, lucrative clients.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Targets Demand Generation B2B 271

Zoominfo

JULY 13, 2021

We launched Workflows to activate market insights, buyer intent, and website activity. But there are only a few milestones in ZoomInfo’s history that have had a game-changing impact on our trajectory and transformed how businesses everywhere go to market. We acquired Clickagy and launched Streaming and Custom Intent.

Conversion 70

Conversion Top of Funnel Marketing Lead Rank 70

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Improved Forecasting : AI-powered algorithms analyze historical data and market trends to deliver more accurate sales forecasts, enabling better strategic planning.

Software 211

Software Software Tools Hubspot 211

Sales and Marketing Management

MAY 11, 2021

Salespeople are increasingly leveraging video to prospect, as well as communicate their value messages. There is no greater opportunity than video. The post Why Sales Teams Need to Use Video appeared first on Sales & Marketing Management.

Video 227

Video Buyer Positioning Sales 227

The Pipeline

JUNE 15, 2021

In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. They understand that they need to meet your prospects on the right plane, theirs. Successful sellers understand that to sell in today’s economy, we need to function and meet your prospects on the right plane, theirs.

Meeting 314

Meeting Prospecting Cold Calling Buyer 314

Pipeliner

JANUARY 16, 2025

This includes adopting a more skeptical approach during interviews, akin to how salespeople qualify prospects. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! He is CSMO at Pipeliner CRM.

Hiring 104

Hiring Sales Talent Video Lead Rank 104

Pipeliner

DECEMBER 5, 2024

This blog post delves into the key themes discussed during the interview, offering actionable advice and detailed explanations to help sales and marketing professionals leverage gifting and direct mail effectively. The market was saturated with similar strategies, leading to diminishing returns. .”

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

Sales and Marketing Management

JULY 21, 2019

Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. The benefits of video – in terms of bringing learning to life – are well-known. If a picture is worth a thousand words, then a minute of video, Forrester has postulated, is worth 1.8

Coaching 241

Coaching Video Hiring Trade Show 241

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Check out my video where I talk more about what it takes to be in the top 1% of all sales prospectors: As you go through the list, don’t just read it. Commit to prospecting, regardless of what else needs to be done. Use the telephone heavily.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

Sales and Marketing Management

APRIL 2, 2025

Video emails get noticed. The post Why Your Prospects Have Gone Silent and How to Reclaim Engagement appeared first on Sales & Marketing Management. Humanizing your email outreach means more than personalizing the recipients name; its about creating a sense of presence.

Prospecting 156

Prospecting How To Video Marketing 156

Vengreso

JANUARY 7, 2025

As the digital landscape evolves, video sales mastery has emerged as a pivotal element in modern sales strategies. By 2025, mastering video selling techniques will be imperative for professionals aiming to enhance their digital communication skills and drive conversions, ensuring a consistent source of income.

Video 75

Video Tools Top of Funnel Analytics 75

Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts.

Insurance 327

Insurance Insurance Outbound Video 327

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred.

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

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 Decision Maker Networking Conversion 78

Zoominfo

JANUARY 8, 2021

All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. BTW: Are Your Sales and Marketing Teams Aligned? You can track their buying signals.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. Video Email: ?How How many video emails do you receive each day? Video is an incredibly powerful format.

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Quota Channels Decision Maker Cold Calling 296

Zoominfo

APRIL 20, 2020

Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. Market segmentation needs to be beyond reproach and sales metrics need to be measurable and projectible.

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

JANUARY 6, 2021

It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. Read on to discover the latest CRM trends for sales and marketers to use in 2021—and beyond. Share the same goals and tools between sales and marketing teams. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales 2.0

OCTOBER 9, 2020

(No, not those blokes in marketing that never have time to help you, your own team.). I have found a great way to train someone on a task is to make a video of you doing the task and send them the video. This applies especially to computer-based tasks. So if you’re an AE, congrats!, you are now a small business owner!

Account 385

Account Social Media Scale Small Business 385

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. Its critical to realize that we are each unique individuals, prospects included, with varying thinking and abilities.

Prospecting 78

Prospecting Hiring Lead Rank Lead Scoring 78

Sales and Marketing Management

SEPTEMBER 21, 2020

However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions. Keep your video on during the meeting.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Zoominfo

MARCH 21, 2025

Why Businesses Need Sales Coaching Software Today, customer expectations are higher than ever, and market conditions can change in the blink of an eye. And with shareable call snippets, sales can bridge team silos by looping in marketing, product, and engineering, amplifying the voice of the customer across the business.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

SalesFuel

NOVEMBER 7, 2024

I’m a long-time fan of video tools for selling. Adding television completed the mix and proved the dominance of video. Among Tools for Selling, Video Rules According to Google, 70% of B2B buyers and researchers incorporate video content into their decision-making journey. Better brand recognition. Greater shareability.

Video 59

Video Tools Advertising Advertising 59

Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. But so many marketers and salespeople don’t do this and do not do it in the right order.

Marketing 39

Marketing Intent Data Social Media eBook 39

Pipeliner

JANUARY 25, 2025

Its a combination of marketing tactics that can make your offer unique and irresistible without coming off as loud or gimmicky. Topview, a video editing service with built-in AI , implements this strategy brilliantly. Right in their homepages hero header, visitors are invited to upload or link a video. Use video where possible.

Case Study 105

Case Study Customer Social Media Lead Rank 105

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. Your marketing and sales teams need both. Let’s break that down. How to spot buying signals.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

AUGUST 24, 2020

I have a lot of empathy for pundits in a subjective undefined area of practice, like prospecting for example. A great example of this Greek-like tragedy, is the never-ending debate about the best day to make prospecting calls? Many will tell you that their data has pinpointed the best day and time to make prospecting calls.

Call-back 290

Call-back Pipeline Face-to-face Cold Calling 290

Sales and Marketing Management

MAY 10, 2020

While our sales teams at WhiteHat Security have always been distributed, communicating with customers and prospects exclusively over the phone or video is a new challenge. When presenting to a client over the phone, the prospect may not be fully focused, and there’s not a foolproof way of knowing. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

DiscoverOrg Sales

SEPTEMBER 26, 2017

Account-based marketing (ABM) is a hot topic of conversation, and momentum is building to expand this person-first approach from Marketing to Sales and beyond, breaking down department barriers with shared goals: Enter account-based everything (ABE). Recently, we brought a new HR dataset to market.

Account Based Marketing 307

Account Based Marketing Account Ideal Customer Profile Outbound 307

Allego

JANUARY 9, 2025

A robust certification process empowers reps to embrace new technologies, connect with informed buyers, and exceed expectations in a competitive market. Whether its improving patient outcomes or delivering cost savings, certifications should align with overarching goals to ensure every conversation with a prospect delivers value.

Hiring 62

Hiring Marketing Exercises Scale 62

The Pipeline

SEPTEMBER 21, 2021

When we look at how our friends in Marketing see the world, three simple categories. They want to understand climate change’s impact of on their plants, they are nowhere near ready to buy duct cleaning. While there a range of paths and things you can add on, the two steps in the video below are key.

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Buyer Demographics Video Territories 345

The Pipeline

NOVEMBER 16, 2021

There is a balance between time spent prospecting, and time discovering and closing. The market continues to evolve without consulting us first. As you can see in the video, you want to make sure that there are only Active Prospects in your pipeline. Understanding why Active Prospects become Inactive?

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Pipeline Quota Video Resources 308

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Elsewhere, we’ve classified the prospects that visit your site into six high-level categories.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

Survey 246

Survey Top of Funnel Scale Fashion 246

Sales and Marketing Management

OCTOBER 26, 2018

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. You can have the best and most user-friendly offering on the market. Creating videos is easier than ever these days. The community could house all of those training videos.

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Loyalty Customer Face-to-face Video 274