Sales 2.0

SEPTEMBER 14, 2014

They use the founders’ networks (and/or those of their investors) to get warm introductions to accounts and greatly increase their sales chances. Then at some point the founders’ networks are exhausted. It’s time to “scale their sales”. Hiring a sales dude to scale up your sales is not the next move is a setp has been missed.

Scale 373

Scale Hiring Collateral Social Selling 373

No More Cold Calling

APRIL 11, 2013

Sellers have, for the most part, relied on networking, referrals, and rapport as means to develop relationships—or, at the very least, to gain the credibility and trust needed to get an appointment. What has changed, however, is the scale. Social selling is a way to discover, engage, and interact with potential prospects.

Social Selling 298

Social Selling Scale B2C Webinar Metrics 298

No More Cold Calling

JANUARY 31, 2025

Myth #2: Referral selling cant be scaled. A well-connected network doesnt happen by accident; its built through deliberate actions and processes. These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Cold outreach is a slog.

Referrals 156

Referrals Scale GoldMine Pipeline 156

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 2.0

OCTOBER 25, 2021

Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Powered by the industrys most robust and reliable B2B data engine, ZoomInfo helps leading companies outperform competitors and scale smarter. The bad news? Seamless.AI

Lead Rank 130

Lead Rank Lead Scoring Ideal Customer Profile Scale 130

Sales Gravy

JANUARY 8, 2024

In the latest episode of the Sales Gravy podcast, we had the privilege of diving deep into the world of prospecting and sales with Kristin Andree from the Andree Group. This section of the podcast offers a goldmine of ideas for digital prospecting, including leveraging LinkedIn for networking and content distribution.

Scale 104

Scale Prospecting GoldMine Segment 104

No More Cold Calling

JUNE 23, 2019

While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Mastering the skill requires a process, practice, and (in order to scale) a referral system with KPIs for referral results. Prospecting is either HOT or cold … period.

Referrals 297

Referrals Scale How To Lead Rank 297

SBI Growth

JULY 5, 2013

These Quick Tips for LinkedIn Prospecting will allow your reps to drive results tomorrow. 15 minutes of each reps’ time will give your organization: A much larger network of prospects and influencers. Here’s how: Network of Prospects. Each of your 200 reps has a network of connections.

Sales Qualified Lead 308

Sales Qualified Lead Top of Funnel Leads Marketing Qualified Lead 308

No More Cold Calling

MAY 17, 2019

To receive referrals at scale, you must ask for referrals at scale. A referral introduction means prospects have agreed to talk to salespeople, unlike cold calling victims who never asked to be interrupted. Referred prospects trust salespeople, because they trust the referrer, and that trust gets transferred.

Referrals 327

Referrals Scale How To Cold Calling 327

Hubspot Sales

JULY 29, 2022

Partner relationship management (PRM) is a key part of growth for scaling businesses in many industries, and teams who have built a partnership program know how quickly spreadsheets and manual outreach become too much to handle. About: Kiflo is a modern Partner Relationship Software (PRM) made to support every kind of partnership, ??including

Scale 122

Scale Hubspot Referrals Top of Funnel 122

No More Cold Calling

SEPTEMBER 26, 2024

You’ll find Kristie’s questions in Chapter One: “You’ve Got to Meet Yourself Before You Meet the Prospect.” Read “ Sales Lessons We Can Learn from the 2024 Olympics ”) Can Referrals Really Scale? In short, referrals scale sales. But how do you scale referrals? And that’s just the beginning.

Referrals 156

Referrals Meeting Scale Prospecting 156

No More Cold Calling

JUNE 9, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them. Big mistake!

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Sales Hacker

NOVEMBER 15, 2024

Hello and welcome to The GTM Newsletter by GTMnow – read by 50,000+ revenue professionals weekly to stay up-to-date and scale their companies and careers. Reps can get hundreds of “at-bats” before going live with prospects. More for your eyeballs How to build your GTM strategy from scratch. Three frameworks to consider.

Outsourcing Services 113

Outsourcing Services Scale Cold Calling Hiring 113

No More Cold Calling

JUNE 23, 2019

While all salespeople love to receive referrals, most are uncomfortable asking for them, and many sales leaders don’t believe referrals can scale. Mastering the skill requires a process, practice, and (in order to scale) a referral system with KPIs for referral results. Prospecting is either HOT or cold … period.

Referrals 228

Referrals Scale How To Lead Rank 228

Sales 2.0

SEPTEMBER 1, 2018

In my last post I was talking about how you can greatly increase your prospecting odds by leveraging people you know for an introduction. In this post I am going to talk about greatly increasing your prospecting odds without an introduction. Subject: Wharton Networking Request. Subject: Wharton Networking Request.

Prospecting 150

Prospecting Scale Social Media Cold Calling 150

No More Cold Calling

OCTOBER 1, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. You nurture professional and personal networks that keep your sales pipeline full of referral leads. These are the “pain in the ass” (PITA) prospects in your sales pipeline. It’s just a symptom.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

No More Cold Calling

OCTOBER 4, 2018

I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. Referrals Don’t Scale. That’s how referrals scale. Let me clarify. How would you rather work?

Lead Generation 266

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 266

Sales 2.0

OCTOBER 27, 2018

One example is becoming integrated in part of a network that includes your target clients. I shared this networking template in a previous post. Subject: Wharton Networking Request. My firm (Startup Co) enables marketers to generate leads and awareness using social media–and to do this on a large scale.

Social Media 240

Social Media Scale Networking Positioning 240

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. Our strategies include: Intent-based marketing Account-based marketing AI-driven lead scoring Why Is Lead Nurturing Important for Converting Prospects into Customers?

Lead Generation 83

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 83

Hubspot Sales

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. I generated many of my own sales leads through cold-calling and networking.

Lead Rank 118

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

Zoominfo

NOVEMBER 18, 2024

Visitor identification software offers a powerful solution, helping your go-to-market team transform anonymous website visitors into qualified prospects, leads, and revenue. Key Features: Person-level identification, including LinkedIn profiles Real-time Slack notifications Free plan for accessible entry-level use Learn More about RB2B 5.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Software 130

Hubspot Sales

MARCH 22, 2021

Founders came to us for guidance on a variety of issues, but one of the most pressing concerns we saw consistently was network expansion — these business owners had trouble making the right connections. As an entrepreneur, the strength and soundness of your network can make or break your business. HubSpot Network.

Networking 132

Networking Nonprofit Enterprise Enterprise 132

No More Cold Calling

APRIL 5, 2018

I’m also going to ask my network if they know companies in this space. I think your referral program will have a lot more power if I build my referral wheel and talk to 100 folks in my network, i.e., I should lead by example. Prospects already trust them when they walk in the door. Can you think of anyone in that space?

Referrals 249

Referrals Lead Rank Lead Scoring Scale 249

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. Streamlining the sales process by providing sales teams with high-quality leads, allowing them to focus on closing deals rather than prospecting. There are many lead mining tools and platforms available today. ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

No More Cold Calling

JUNE 6, 2019

But very few understand how to incorporate technology into their prospecting strategy. So, they rely on outdated tactics that fail to engage the 21st-century buyer—tactics like cold calling, sending cold emails, and stalking prospects on social media. Now, you don’t have to call cold prospects to bug them. Big mistake!

Sales Qualified Lead 209

Sales Qualified Lead B2B Lead Rank Lead Scoring 209

Allego

JANUARY 21, 2025

Sales prospecting has transformed from its traditional roots of cold calls and door-to-door pitches into a dynamic discipline that blends strategy, psychology, and technology. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Hubspot Sales

MARCH 23, 2020

While establishing new contacts at trade shows and conferences is a great way to hone in your networking skills, don’t forget there are accessible tools that allow you to connect with other professionals from where you are. Check out these social media sales groups and start building your network anytime, anywhere.

Social Media 22

Social Media Groups Networking Media 22

Zoominfo

FEBRUARY 12, 2025

Some are ramping up investments in large-scale user conferences. If you dont nail this, the event itself is just an expensive networking gamble. If youre not actively working to move those prospects through the pipeline, you might as well not have bothered. Youve gathered all these leads, but now what?

B2B 130

B2B Marketing Strategy Lead Rank 130

Sales and Marketing Management

MARCH 8, 2019

Typically, in January and February, depending on fiscal calendars, we all see pictures of salespeople in our networks posting party pics from Las Vegas or some other city’s convention center. In InsideView’s case, we’d gone back and forth over the past few years between large scale/scope/budget/bold agenda and conservative/scaled back.

InsideView 223

InsideView Scale Exercises Call-back 223

Sales Hacker

APRIL 8, 2024

In the competitive arena of B2B sales, mastering the art of prospecting is key to ensuring a healthy sales pipeline, daily demos booked, and hitting your sales quota. Fortunately for you, we’ve sifted through the clutter and done all the legwork to bring you the top 10 sales prospecting tools. Clay reviews 4.9/5 Clay reviews 4.9/5

Ideal Customer Profile 125

Ideal Customer Profile B2B Tools Prospecting 125

Sales and Marketing Management

OCTOBER 9, 2020

Building deep relationships with companies and individuals who could recommend your services to others because they truly believe in the value you bring to their networks. To do this at scale, you need systems and a repeatable process in place. Introductions to potential prospects for them from my network.

Referrals 177

Referrals Company Scale Case Study 177

Sales 2.0

MARCH 11, 2024

It can happen in an elevator, or at a networking event, or when you write a prospecting email. I’m a salesperson for a network security software company”. Humans, aka your prospects, don’t care about your problems (you may have figured this out by now). (The You need to say what you do. How do you help people?

Scale 150

Scale Health Care Networking Software 150

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

No More Cold Calling

NOVEMBER 2, 2018

My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. Sue expanded her network into the C-Suite, and she and George have become business friends. When reps automate referral introductions, they lose the chance to learn more about their prospects. What’s she like?

Referrals 253

Referrals LinkedIn Social Media Ideal Customer Profile 253

No More Cold Calling

JUNE 29, 2023

They should be asking everyone they’ve met during the buying process—that’s how referrals scale. Isn’t it time you considered a prospecting approach that delivers double-digit results and eliminates your competition? Schedule 30 minutes on my calendar , and we’ll discuss how you can get referrals at scale. What a waste!

Referrals 177

Referrals Channels Cold Calling Scale 177

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130