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. Marketing has the tools and momentum to ensure that the lead is viable and prepped for discovery. Who Is Accountable For It?

Prospecting 329

Prospecting Account Opportunity Marketing Qualified Lead 329

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. The key is to find a solution that aligns with your specific business goals and sales processes.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

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.

Motivation 303

Motivation Pipeline How To Relationals 303

Sales 2.0

MARCH 12, 2020

This includes your prospects. Do not be surprised if deals in your pipeline don’t close. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore. Don’t be surprised if prospects associated with these deals don’t respond to your team’s emails or phone calls anymore.

Top of Funnel 378

Top of Funnel Pipeline Follow-up Proposal 378

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. Given the uncertain times we’re living in, ineffective sales pipeline management can easily grow from being something that holds your business back to actively endangering it.

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

The Pipeline

JANUARY 22, 2019

People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection. There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. By Tibor Shanto. Best Defence Is a Good Offence.

Objections 267

Objections Prospecting SME Cold Calling 267

Zoominfo

APRIL 20, 2020

What everyone seems to be forgetting is that building pipeline for Q3 and Q4 is just as critical as making sure deals close in the short term. Basic firmographic and demographic data points simply aren’t enough to hone and engage prospective buyers in a good economy, never mind the current climate. Or the one after that?

Pipeline 239

Pipeline Marketing Top of Funnel Hiring 239

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? Let’s jump in.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

The Pipeline

JULY 16, 2019

The common goal in sales is winning your prospect’s prospect. Again, this makes the people your prospect is trying to win, your responsibility as well. So while we are thinking about how we can sell our product to this prospect, they are asking about how this will help them sell to their customers. Who’s Paying For This?

Prospecting 284

Prospecting Trade Show Objections Buyer 284

The Sales Hunter

MAY 14, 2019

You cannot afford to waste your time with prospects that will not become your customers. All prospects are not the same. Too many salespeople wait too long to get answers to these questions and it leads to having a pipeline that’s essentially a sewer line. Your time is too valuable! Most likely, no! Your time is valuable.

SalesGenie 237

SalesGenie Prospecting eBook Lead Rank 237

The Sales Hunter

JULY 23, 2019

To be great at prospecting, you don’t have to be born with the “sales gene.” Commit to prospecting, regardless of what else needs to be done. Use multiple processes that fit each segment they prospect. Work consistently to improve their process and more quickly engaging the prospect. Use the telephone heavily.

Prospecting 242

Prospecting Buying Cycle Social Media Segment 242

Zoominfo

FEBRUARY 23, 2021

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? The ultimate goal is to guide your prospects through the sales funnel until they eventually make a purchase. How to Prospect: Step by Step.

Prospecting 208

Prospecting Ideal Customer Profile Top of Funnel Strategy 208

The Pipeline

OCTOBER 8, 2019

As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up. One clear example is the role of the telephone in prospecting success. They need to adopt a new view of the role of the telephone in the age of asynchronous prospecting. The Telephone and Asynchronous Prospecting.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

Zoominfo

SEPTEMBER 17, 2024

Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.

Hiring 214

Hiring Data Prospecting Lead Rank 214

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. Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) Sales process efficiency.

Territories 396

Territories Compensation Scale Decision Maker 396

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. The right tools to drive the process. • How to turn sales managers into prospecting leaders.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

Partners in Excellence

SEPTEMBER 19, 2023

Building and maintaining robust/healthy pipelines is a problem with most organizations. And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. And yet, the pipeline generation problem is still a problem, seemingly getting worse every day.

Pipeline 141

Pipeline Ideal Customer Profile Sales Qualified Lead Direct Mail 141

Nutshell

MAY 15, 2023

For outbound sales teams, prospecting software is essential to finding new leads and nurturing them into customers. Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

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.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

Sales 2.0

MAY 6, 2020

Do you have a good pipeline of candidates? Do you approach building a pipeline of candidates systematically? Do you have someone in charge of building candidate pipelines? Prospecting : How well does your prospecting process work? Is your pipeline sufficiently full of leads? Do your managers?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Zoominfo

NOVEMBER 1, 2024

Account-based marketing (ABM) is not a new discipline, but the tools that help fuel successful ABM are constantly evolving. In short, ABM treats individual high-value accounts or collections of good-fit prospect accounts as mini-campaigns, surrounding their buying committees and key influencers with targeted, value-driven marketing assets.

Account Based Marketing 130

Account Based Marketing Account Software Software 130

The Pipeline

AUGUST 31, 2021

Closing business and prospecting to ensure you avoid the January lull with a pipeline that propel you to success. The best way to approach is to take your cues from your prospects, buyers and clients. So, as you talk to your prospects and clients, don’t forget referrals. Try Something New. How many have you tried?

Harvest 360

Harvest Referrals Call-back Video 360

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. What tech tools will help me generate hot leads and land new clients? Yes, you are the very best tool in your sales toolkit. How to Actually Unclog Your Sales Pipeline. It’s just a symptom.

Referrals 316

Referrals Decision Maker Cold Calling Social Media 316

The Pipeline

JULY 7, 2021

No doubt we all want greater quality prospects, than just more things in the pipeline. But there is no denying that a lack of quality prospects leads to the same poor results. Simple questions, like of ten prospects who enter Discovery, how many will take a proposal. How Do You Feel? Frankly, no one cares.

Discount 361

Discount Quota Sports Objections 361

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? I bet they are, and in doing so, they’re clogging up your pipeline with cold leads and ignoring your best source of new business—current customers. Your conversation shifts.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

The Pipeline

AUGUST 5, 2021

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. All measurable, all quantifiable and can be improved with skills and the right tools. Productivity.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

The Pipeline

OCTOBER 23, 2020

Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers. They are either the linchpin or weak link in your prospecting success. A proven system for consistent prospecting. The tools you need to win, and the ones you don’t no matter what they say at the club.

Cold Calling 241

Cold Calling Pipeline System Prospecting 241

Zoominfo

SEPTEMBER 17, 2024

Business is more competitive than ever, and conventional prospecting is simply no longer enough. There are many lead mining tools and platforms available today. A goldmine of qualified leads that can significantly boost your sales pipeline and drive business growth. The result? ZoomInfo processes over 1.5

Sales Qualified Lead 130

Sales Qualified Lead Software Software Lead Rank 130

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

The Pipeline

MAY 8, 2018

I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. Prospects use voice-mail the same way we do, to triage and dismiss calls they don’t feel have merit. A Tool and His Fool. By Tibor Shanto.

Inbound 268

Inbound Call-back Cold Calling Objections 268

The Pipeline

SEPTEMBER 10, 2020

Bob has developed a prospecting app that is based on science and driven by numbers. Over the years we have shared close views on the fundamentals of prospecting. Now we bring together skills, processes, and front-line coaching, in “Pipeline = Ability X Execution X Leadership: The Complete Prospecting System.”.

Webinar Metrics 250

Webinar Metrics Conference Objections Follow-up 250

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. And, since many sales reps don’t qualify thoroughly enough, most of the leads they stuff into their pipeline are made up of 6’s and 7’s. How long will this take?” What to do?

Sales Qualified Lead 320

Sales Qualified Lead Face-to-face Scale Call-back 320

Zoominfo

SEPTEMBER 2, 2021

The integrations help revenue teams develop stronger prospect and customer relationships, make better decisions, and win more business. For example, reps can watch for keywords in conversations that historically indicate a prospect is more likely to buy, while sales managers can better coach their teams by reviewing call trends.

Data 52

Data Scale SalesForce Forecasting 52

The Pipeline

OCTOBER 28, 2020

Join Bob Howard of Contact Science , and me, for this interactive discussion about pivotal elements of prospecting, both skills, and systems. This wide-ranging discussion will cover key elements of prospecting success, including: How to simplify success for all. A proven system for consistent prospecting.

ACT 235

ACT Face-to-face Pivotal Pipeline 235

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. 2- Improving Prospecting Skills Effective prospecting is the cornerstone of a successful sales rep.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

The Center for Sales Strategy

SEPTEMBER 9, 2024

The ability to prospect effectively can make or break a team's success. It's the lifeblood of the sales process, the crucial first step that fills the pipeline and drives revenue growth. But here's the challenge—identifying candidates who excel at prospecting is no easy task.

Hiring 136

Hiring Prospecting How To Pipeline 136