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.

Prospecting 105

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.

Objections 73

Objections Opportunity Ideal Customer Profile Face-to-face 73

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. There are dozens, if not thousands, of sites with content related to your solution. One winner is selected, and all the other competitors who did not make the cut have to go back to the drawing board, the next prospect.

Intent Data 313

Intent Data Intent Data Lead Rank 313

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.

Ideal Customer Profile 195

Ideal Customer Profile Territories CRM Account 195

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.

Data 368

Data Objections ACT Lead Rank 368

The Pipeline

AUGUST 5, 2021

One proven way is to use analogies from different yet relatable practices. With nearly half of B2B reps missing quota , it follows that they are failing to deliver value to their prospects. In fact, I recommend you share the definition with your prospects as a means of creating a clear path forward. By Tibor Shanto.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Bernadette McClelland

NOVEMBER 13, 2022

Not for any reason related to interest in their religious views, but out of respect for what they were doing. He was clearly very nervous, yet no context or relevance had been positioned relating to those passages. Almost immediately, the shorter one began to quote passages, verbatim, from the Bible without stopping for breath.

Face-to-face 83

Face-to-face Cold Calling Energy Relationals 83

Zoominfo

JANUARY 19, 2021

Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. Segmenting every one one of these potential prospects and creating content (including landing pages) for each of them will uniquely interest them. They both need this engagement! Value propositioning.

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Zoominfo

AUGUST 8, 2024

Using ZoomInfo Copilot Chat: Renewals, Upselling, and Cross-selling Reps focused on renewal business must be able to quickly identify what’s working well for specific customers, as well as potential areas of opportunity — for both buyer and seller. Which website pages are receiving the most traffic from this account?

Churn 130

Churn Face-to-face How To Buyer Intent 130

The Pipeline

JUNE 18, 2020

The real problem is the lack of time, but a lack of viable opportunities and deals. If your pipeline was running over the brim with opportunities, you could care less how long it takes to close. The few opportunities in most pipelines have plenty of room to properly social distance. Urgency Is Relative.

Discount 297

Discount Quota Face-to-face Margin 297

Zoominfo

AUGUST 6, 2024

Email is a cornerstone of today’s go-to-market strategies, but crafting personalized and relevant messages that truly connect with prospects can be a complex and time-consuming task. Additional Context: Add specific directions or unique context related to the prospect.

Scale 130

Scale Buyer Intent Intent Data Intent 130

The Pipeline

JANUARY 28, 2020

There are many reasons people do not like to prospect. That is the words you use with yourself before during and after you make a prospecting call. Stop talking about solutions on prospecting calls. Better to start with something they can relate. ” Yet one is sought after, the other shunned. An Unvirtuous Circle.

Cold Calling 344

Cold Calling Buyer Persona Decision Maker ACT 344

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. For every action a prospect takes, they create a trail of intent data across the internet.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales Gravy

NOVEMBER 14, 2024

Holiday and Retention Use: Drink tastings are popular not only for prospecting but also for employee rewards, client retention, and holiday gifting, with options for virtual events that clients can record and revisit. By offering clients and prospects a fun, The virtual tasting quickly became a solution to this problem.

Trade Show 98

Trade Show Advertising Advertising Webinar Metrics 98

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

Zoominfo

JANUARY 16, 2025

But with the right symphony of supporting information, go-to-market teams can leverage intent data to deliver precise, tailored, and timely campaigns that surface truly interested prospects. Need-Based Signals : These show active research behaviors, such as downloading content related to solutions. The challenge?

Intent 130

Intent Intent Data Intent Signal Account Based Marketing 130

The Pipeline

MARCH 3, 2020

I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? Focused on success, their own and the clients, the two are inextricable, good sellers evolve with the opportunities. This starts by helping reps understand why what you asked them to do now needs to change. Continuous.

Face-to-face 362

Face-to-face Pipeline ROI Energy 362

Zoominfo

FEBRUARY 28, 2025

Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board. ZoomInfo is already helping GTM leaders bridge these gaps and seize the opportunities their competitors are missing. Bottom line?

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

SalesFuel

OCTOBER 28, 2024

This reveals an opportunity to position yourself as credible. Detail how those benefits relate to their pain points and goals. Knowing your product inside and out…lets you talk about the benefits in a real, relatable way…,” he says. And case studies can show you have the experience needed to help a prospect with specific issues.

Prospecting 52

Prospecting Case Study Hiring Hubspot 52

Adaptive Business Services

OCTOBER 23, 2024

They have also introduced a number of innovative features that can be leveraged to increase your prospecting effectiveness and this includes on LinkedIn and other social networks. The Goal Discover potential opportunities on LinkedIn and then manage those in Nimble CRM. Nimble CRM is a fully featured platform at an affordable price.

LinkedIn 62

LinkedIn CRM Prospecting Lead Qualification 62

The Pipeline

APRIL 2, 2019

The start of any quarter is an opportunity to step back take stock and recommit to your success. Salespeople don’t take rejection well, I get it when it comes to prospecting, (I get it, not saying it is valid), but when it comes to recent opportunities in your pipeline, you need to get over it. By Tibor Shanto.

Top of Funnel 271

Top of Funnel Vendor Funnel Pipeline 271

Zoominfo

MAY 21, 2020

They’re a critical part of personalized prospecting and account-based strategy. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

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. When you dig a little deeper, the concept gets significantly more nuanced.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

The Pipeline

AUGUST 6, 2019

And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.” Most call this process qualification, a number of perfunctory questions to establish the level of quality of the opportunities inherent in a given account. Better to learn how to turn pains into priorities.

Sales Qualified Lead 242

Sales Qualified Lead Buyer Segment Quota 242

Zoominfo

NOVEMBER 9, 2020

The traditional sales funnel is a stage-based approach to turning prospective leads into buyers. This goes for everything from tactical approaches to business development research to the underlying characteristics that make said prospects qualified enough to engage in the first place. What Tools Do People Use for Sales Funnels?

Top of Funnel 246

Top of Funnel Funnel Sales Qualified Lead Data 246

Partners in Excellence

DECEMBER 6, 2024

” I am offered lists of thousands of prospects. Just slip a few more opportunities into the the qualified pipeline with the justification, “I finally talked to the prospect yesterday!” I’ve always found the quantity strategy too much work, even if ChatGPT can write all the prospecting outreaches.

Ideal Customer Profile 117

Ideal Customer Profile Pipeline Channels Motivation 117

Zoominfo

APRIL 23, 2021

ZoomInfo’s Workflows tool ensures that reps can easily automate their plays and ensure that potential sales opportunities don’t fall through the cracks. Triggering event: A sales rep is alerted when a certain company “spikes” in consuming content related to ZoomInfo’s competitors. 3: Competitive displacement play.

Webinar Metrics 242

Webinar Metrics Strategy Marketing Scale 242

Zoominfo

SEPTEMBER 6, 2023

Professional events can generate loads of opportunities in a very short period. We’ve put together a list of the 10 most important post-event priorities to help you turn attendees into prospects and customers. With ZoomInfo Scoops , you can track any funding news or announcements related to these companies.

Lead Rank 244

Lead Rank Lead Scoring Scale Hiring 244

Sales and Marketing Management

MAY 28, 2020

This approach helps in turning profitable prospects into long-term, lucrative clients. By carrying out a feasible demand generation plan, you’ll not just scout new opportunities but also create them, from marketing and sales alignment to data-driven growth for businesses. Utilize Intent Data. Offer Exceptional UX On Your Website.

Demand Generation Agencies 271

Demand Generation Agencies Demand Generation Targets Demand Generation B2B 271

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. Lyrics rarely impact my decisions (except Popsicle Toes ).

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Janek Performance Group

DECEMBER 24, 2024

This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., This can include examples in the training curricula that relate to an organizations specific business or industry and incorporate their unique language. What do you want reps to take away from the training?

Training 118

Training Hiring How To Retention 118

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. Tradeshow Traps.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

JANUARY 11, 2021

Customer pain points are abundant, and it is up to marketers and salespeople to both identify and address them when reaching out to prospects. Yet in the world of B2B, there are certainly some common pain points that we all can relate to. Their main pain point that needed to be addressed was prospecting.

B2B 277

B2B Intent Signal Customer How To 277

Zoominfo

FEBRUARY 25, 2021

The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Read on to get the ins and outs of attracting prospects (and converting them into customers) with a step-by-step webinar formula. Dig into your buyer personas to discover what prospects want from you. What Is a Webinar Funnel?

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Hubspot Sales

SEPTEMBER 30, 2024

Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. Social selling isn‘t about bombarding prospects with generic sales pitches; it’s about building relationships.

Social Selling 108

Social Selling Social Media Media Networking 108

Zoominfo

FEBRUARY 10, 2021

Telling your stories and the stories of others humanizes your selling and makes connections with prospects more meaningful (and productive). Your prospects Are Wired for Storytelling. And that makes sales pitches more engaging – for both you and your prospects. Get Your Prospect’s Attention (and Hold It).

Examples 246

Examples Case Study Face-to-face Study 246

Zoominfo

AUGUST 18, 2020

Do you have your prospects’ email addresses and direct dial phone numbers on hand? How much do you know about each prospect’s professional background? So, what are the things that stand in the way of a salesperson actually getting in contact with a prospect? Researching Prospects. Identifying prospects.

Ideal Customer Profile 264

Ideal Customer Profile Decision Maker Analysis CRM 264