The Pipeline

FEBRUARY 8, 2022

Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. When it comes to prospecting, there’s real, then there’s pipeline real. While many salespeople will call anyone that breaths a prospect, others want proof. By Tibor Shanto.

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Zoominfo

MARCH 12, 2025

The following stories from real GTM professionals show how today’s revenue leaders are leveraging GTM Intelligence to expand their reach, grow their pipelines, and close more deals. in new pipeline generated within two quarters. The team leveraged: Comprehensive company and contact data to discover and segment new B2B prospects.

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Pipeline Ideal Customer Profile Marketing Sales Qualified Lead 130

The Pipeline

JULY 13, 2021

Sure, you may not close that big deal in the summer (although you might), there things you can do to drive pipeline success. So even as you head out on your vacation, I have to ask, is your pipeline a summer holiday? Which, unless you take steps to counter this, is probably the worst time for an anemic pipeline. Jump Start.

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Sales Gravy

OCTOBER 24, 2024

On this episode of The Sales Gravy Podcast, JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Monitoring how quickly deals move through the pipeline can significantly impact quarterly and yearly outcomes.

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Pipeline Face-to-face Compensation Sales Qualified Lead 98

The Pipeline

JULY 14, 2020

Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. And like with other hits, everyone piles on, including the pundits, all sharing how they feel about the phone and prospecting. Let’s look at telephone prospecting by the numbers. By Tibor Shanto.

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Zoominfo

AUGUST 6, 2024

This is where lead capture software comes into play, offering a powerful solution for businesses looking to streamline their lead generation processes, boost their sales pipeline , and track key sales metrics. Sales team success often hinges on the quantity and quality of leads routed from marketing campaigns and organic channels.

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Lead Capture Software Software Sales Qualified Lead 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

No More Cold Calling

OCTOBER 24, 2024

If your focus is on winning as much business as possible before year-end, you’ll be starting 2025 in a losing position—with a lackluster pipeline and few new sales opportunities for the New Year. Referrals = New Sales Opportunities It’s tough to focus on prospecting when you’re working on a massive project or closing a big deal.

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Opportunity Referrals How To Pipeline 177

No More Cold Calling

JANUARY 16, 2025

It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. This is true no matter how theyre connecting with prospects. Its also why a referral selling strategy is key to building a pipeline full of qualified leads. How do we define trust?

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Sales and Marketing Management

JULY 8, 2021

Kendra Lee, president of KLA Group, examines the differences between lead generation and prospecting, and which is more appropriate when sales teams need to fill their pipelines quickly. The post Prospecting Versus Lead Generation appeared first on Sales & Marketing Management.

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Steven Rosen

MARCH 10, 2024

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

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Coaching Sales Management Top of Funnel Prospecting 334

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. Humans, aka your prospects, don’t care about?your?problems Do you know anything about your prospect’s personal goals?

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Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

JULY 27, 2021

While we should always be developing our skills, here are three prospecting fundamentals to practice during summer. Prospecting Fundamentals. Summer is a great time to update or develop a prospecting process, different from your sales process. Game Ready. Why lose momentum going into the fall? This leads to process and metrics.

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Sales Gravy

JANUARY 12, 2025

Im hearing sob stories from leaders and individuals everywhere who are waking up to the cold, hard truth that they are staring down the barrel of a thin or empty pipeline. They focus on closing deals and finishing the year strong but fail to balance that with prospecting activity for the future. So the question is, how do you do this?

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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

Sales Gravy

APRIL 23, 2025

Kyle, a field sales rep from British Columbia is struggling with a common prospecting challenge: how to consistently prospect when you're constantly on the move. He had read my book, Fanatical Prospecting, where I advocate for dedicated time blocks for prospecting. Sound familiar? So what's a field rep to do?

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The Pipeline

NOVEMBER 10, 2020

While buyers will respond positively you an inputs based approach, prospects will not. Which is why today we look at the inputs and outputs of prospecting, and why yields more than the other. The post The Ins and Outs of Prospecting appeared first on TiborShanto.com. They want to see how things will end. Take a look: [link].

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Prospecting Buyer Positioning Marketing Qualified Lead 348

The Pipeline

APRIL 27, 2021

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. But each assumes the other will do the thing a prospecting professional does best. So who is leading prospecting at your shop?

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Prospecting Account Opportunity Marketing Qualified Lead 329

The Pipeline

FEBRUARY 9, 2021

31 seconds that make a prospecting call. The post 31 Seconds That Make a Prospecting Call appeared first on TiborShanto.com. But if you allow me to cloud the issue with facts , you may draw a different conclusion. Not only do people answer their phones, but they also take calls from strangers. By The Numbers.

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The Pipeline

AUGUST 3, 2021

Given that prospecting is different than sales, they also master the Yin Yang dynamics of prospecting. Successful prospecting is about truly engaging the prospect’s thinking, not their heart. The post The Yin Yang Dynamics Of Prospecting appeared first on TiborShanto.com. White Noise.

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Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Enhanced Pipeline Management : These tools provide real-time insights and predictive analytics, helping sales teams prioritize leads and optimize their sales pipeline.

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The Pipeline

OCTOBER 12, 2021

Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. The idea is sound, but in many instances leads to less prospecting and an excessive amount of “figuring out.”.

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The Pipeline

JUNE 8, 2021

Here are 5 patterns to interrupt in prospecting outreach, phone, email, whatever. Until the prospect explicitly agrees to engage, it is too soon to sell. Help Your Prospect – Interrupt Patterns. One way to get an interrupted prospect, looking for the exits, to share info is to get them to think.

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Prospecting Conversion Video Benefit 341

Hubspot Sales

JULY 15, 2024

If you find navigating LinkedIn overwhelming, trust me, you're not alone — but if you approach the platform with a clear strategy, you can turn it into a powerful tool for generating pipeline and driving sales. Here's a look at the “clear strategy” I use to ensure I get the most out of my LinkedIn prospecting efforts.

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Ideal Customer Profile LinkedIn Prospecting Face-to-face 111

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

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.

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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. As mentioned there five common ones you’ll get 80% of the time on a B2B prospecting call.

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Sales Gravy

JANUARY 7, 2025

On this Sales Gravy Podcast segment, I answer your burning questions on driving revenue, growing your pipeline, leading your teams, and staying ahead of the competition. Embrace Deep, Differentiated Sequences My top recommendation is to lean heavily into deep, multichannel prospecting sequences. No Silver Bullet, But.

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Prospecting Face-to-face Outbound Segment 98

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.

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No More Cold Calling

JANUARY 31, 2025

Youre just assuming your team is doing well with referrals, and assumptions dont fill pipelines. These pain points hurt team morale and your bottom line: Pain Point #1: Your team struggles to get meetings with prime prospects. Prospects dont know you, dont trust you, and dont want to take your call. Cold outreach is a slog.

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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

Nutshell

APRIL 14, 2025

New leads for your business can be anywhere, and being prepared to meet them on multiple platforms is key to filling your sales pipeline. Its a huge step in centralizing all your prospect and customer data, putting all the information in one place that your team needs to move leads down the funnel and strengthen customer relationships.

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