Sales 2.0

JULY 8, 2022

This post describes a framework that I have found over the last two decades can really change the math on prospecting. It can be a critical step in filling your sales pipeline with great opportunities. The best way to figure this out is to start in your “prospect’s shoes”. Humans, aka your prospects, don’t care about?your?problems

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Prospecting Outsourcing Services Cold Calling Hiring 370

Zoominfo

AUGUST 6, 2024

From websites and social media to events and trade shows, these lead capture systems ensure that no opportunity to introduce a lead to your sales funnel slips through the cracks. Integrate ZoomInfo’s lead capture and form optimization tools to uncover opportunities, streamline lead management, and drive higher conversions.

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Lead Capture Software Software Sales Qualified Lead 130

Zoominfo

DECEMBER 11, 2024

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

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Intent Signal Prospecting Intent Decision Maker 130

Zoominfo

JANUARY 30, 2025

Instead, using AI effectively is about finding new opportunities and building deeper relationships, which ultimately lead to faster conversions. Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Heres how AI can help: 1.

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Lead Rank Lead Scoring Intent Signal Conversion 130

Understanding the Sales Force

JANUARY 18, 2025

A similar scenario where salespeople spend time getting ready before conducting an act happens with prospecting for new business. While not all salespeople are required to prospect, those who do often follow the gift giving ritual where they spend quite a bit of time getting ready before making their calls. So it’s the opposite.

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Quota Top of Funnel How To Cancellation 331

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

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Demand Generation Agencies Prospecting Strategy Follow-up 115

Understanding the Sales Force

MARCH 31, 2025

Or, if those conditions do not apply, prospecting continues into perpetuity. Most salespeople who entered sales more than fifteen years ago and had to prospect for new business, have forgotten how to do it and if we are being honest, may not have been very willing or effective at this when they were expected to prospect.

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Pipeline How To Cold Calling Inbound 188

No More Cold Calling

DECEMBER 26, 2024

How to Turn Your Suspects Into Qualified Prospects Ben confided in me about the four types of people in his database: suspects, prospects, clients, and the dead. Curious, I asked Ben to clarify the difference between suspects and prospects. Prospects, though? (Read Are You Tracking the Right Referral Success Metrics? )

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Referrals Cold Calling ROI Sales Qualified Lead 317

Anthony Cole Training

AUGUST 9, 2024

In selling, you should have various rules of engagement when it comes to cultivating a prospect. Across the country, most salespeople just chase prospects. They fundamentally lack a process, a decision tree, if you will, for deciding yes or no in terms of determining if a prospect is truly a prospect for them.

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Prospecting How To Follow-up Up-Sell 271

Understanding the Sales Force

JANUARY 6, 2025

The isolated Bass/cello part is largely invisible to the audience but it’s foundational to the song, just as sales process, while foundational to the conversation, should be largely invisible to a prospect. A well designed sales process has so many benefits.

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Sales Process Benefit Sales Methodology Sales Cycle 329

Sales 2.0

AUGUST 28, 2024

Over the years, I have seen many salespeople and business owners taking big risks with important deals by talking to only one person in the prospect company. Gatekeepers Gatekeepers are people whose job it is to protect the prospect company. This is a special type of person that does not automatically come with every opportunity.

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Opportunity Gatekeeper Coaching Buyer 195

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Systematize Your Referral Process: Make referral selling a core part of your sales prospecting strategy, not just something that happens occasionally.

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Referrals Face-to-face Sales Leadership Quota 310

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

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Prospecting Case Study Industry Study 105

Vengreso

NOVEMBER 12, 2024

Mastering Objection Handling Effective objection handling is crucial in sales, requiring sales teams to navigate challenges and turn objections into opportunities. By mastering objection handling, sales reps can build trust with prospects and guide them towards making informed decisions.

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Objections Opportunity Ideal Customer Profile Face-to-face 73

Sales 2.0

MARCH 31, 2025

Its way too easy to miss the follow up you need to do to generate pipeline and progress opportunities. It can seem like completing an activity such as prospecting is not critical in the frenzy of our busy day, but each action skipped at this stage can mean a reduction in closed deals in the months to come. Take the win Take the win.

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Follow-up Gatekeeper Call-back Up-Sell 195

Zoominfo

OCTOBER 31, 2024

It allows salespeople to approach prospects at the perfect time, with messaging that resonates with their current needs,” ZoomInfo Enterprise Account Manager Will Frattini says. Predictive Insights: Let AI Identify High-Value Prospects AI’s predictive capabilities are perhaps its most exciting feature for sales teams.

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Scale Sales Qualified Lead Intent Data CRM 235

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.

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Ideal Customer Profile Prospecting Hiring Lead Rank 98

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Copilot’s insights are fueled by first-party customer and prospect data, ZoomInfo’s unparalleled business data, and the industry’s most extensive collection of buying signals.

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Software Software Tools Hubspot 211

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.’

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Mindtickle

DECEMBER 18, 2024

A steady stream of sales opportunities is foundational for revenue growth. But properly managing those sales opportunities isnt always easy. They also struggle to stay on top of all the sales opportunities in the pipeline , which leads to low conversion rates and inaccurate sales forecasts. What is sales opportunity management?

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Opportunity Lead Rank Sales Qualified Lead Lead Scoring 52

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground.

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Prospecting Sales Process Closing Opportunity 339

Zoominfo

MARCH 12, 2025

With countless opportunities available, the need for high-quality data became clearer, as sales reps were spending too much time manually enriching records instead of selling. Sendoso turned to ZoomInfo as a single source of truth for: TAM analysis to prioritize the most valuable expansion opportunities, particularly in the UK.

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Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

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.

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Prospecting Hiring Lead Rank Lead Scoring 78

Understanding the Sales Force

FEBRUARY 10, 2025

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. I would be devastated) When these four factors are in place you have a scenario where your prospect must buy. .:

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Kana Benefit Margin Sales Qualified Lead 188

Zoominfo

SEPTEMBER 24, 2024

For today’s marketers, data is more than just numbers on a dashboard — it’s the key to unlocking new opportunities and staying ahead of the competition. Here’s how leading companies are leveraging AI to harness the right signals, develop compelling go-to-market strategies, and seize the opportunities that spur sustained growth.

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Top of Funnel Ideal Customer Profile Marketing Buyer 130

Sales 2.0

DECEMBER 17, 2024

I have been looking through the old dusty files to see if the previous salesperson left any qualified opportunities that could be quickly closed. I found a few clues from the odd call note and the salespersons name attached to certain contacts in the CRM; however, nothing that would represent an opportunity ripe for closing.

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Ideal Customer Profile Territories CRM Account 195

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.

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Prospecting Ideal Customer Profile Handbook Decision Maker 62

Understanding the Sales Force

JANUARY 15, 2025

As I’ve written before, MOST attempts to qualify an opportunity, prior to uncovering a compelling reason to buy from you, will result in disqualification. Until there is an agreed upon compelling to buy, the prospect has no incentive to enter into any qualification conversation.

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Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

No More Cold Calling

FEBRUARY 28, 2025

You certainly wouldnt lead with a sales pitch before you even knew if the person would be a decent prospect. Potential prospects will tune you out, and potential advocates (i.e., Social stalkers dont understand that, and their sales prospecting approach results in: 1. Its important to show up online like you show up in-person.

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Referrals Social Selling Networking LinkedIn 177

The Pipeline

OCTOBER 4, 2021

I had the opportunity to dissect a recorded Discovery call with a team last week. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter. The above approach lacks context for the prospect.

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Data Objections ACT Lead Rank 368

No More Cold Calling

JULY 13, 2021

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. Referrals help you ace Part One and set you up for success in Part Two.

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Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401