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.

Intent Signal 130

Intent Signal Prospecting Intent Decision Maker 130

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

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.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

Anthony Cole Training

FEBRUARY 14, 2025

They must have the skills to ask the right questions, listen to understand, position their value, and help a prospect self-discover the solution that makes sense. Todays buyer is more sophisticated and has access to all the information they need at their fingertips, so how do your salespeople differentiate?

Selling Skills 326

Selling Skills Lead Scoring Lead Rank Groups 326

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?

Prospecting 74

Prospecting Outside Sales Outbound Territories 74

Hubspot Sales

APRIL 30, 2025

Most salespeople face the same persistent challenge: Their prospects lack urgency. Im sharing my nine best sales email templates that encourage your prospects to buy sooner rather than later without resorting to discounting or manipulative tactics. Subject line : [Prospect's company] compared to average? The solution?

Prospecting 98

Prospecting Hubspot Discount Follow-up 98

Anthony Cole Training

JUNE 10, 2021

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.

Prospecting 296

Prospecting Positioning Sales 296

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.

Opportunity 177

Opportunity Referrals How To Pipeline 177

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

Video 67

Video Lead Scoring Lead Rank Prospecting 67

SalesFuel

APRIL 7, 2025

Despite its importance, salespeople dont spend a lot of time doing prospect research. Why do prospect research? A thorough understanding is the only way to effectively position yourself, and your solution, as a winning choice. And youve been thoughtful about how your solution can have a positive impact.

Research 52

Research Prospecting Social Media Hiring 52

The Pipeline

MARCH 23, 2021

Salespeople’s primary goal is to deliver positive change, for their clients and employers, perhaps even in the other order. One way to stand out is to demonstrate to prospects that you not only bring different habits but are willing to change. If you want to lead your prospects to change their buying habits, be a role model.

Lead Rank 367

Lead Rank Vendor Buyer Prospecting 367

Smooth Sale

APRIL 7, 2025

Photo via Geralt via Pixabay Attract the Right Job or Clientele: Do You Play Games with Prospects for Business Growth? Our blog question is, Do you play games with prospects for business growth? Be Inspiring Conclusion: Do You Play Games with Prospects for Business Growth? appeared first on SmoothSale.

Prospecting 78

Prospecting Film Influencer Hiring 78

The Digital Sales Institute

OCTOBER 25, 2024

Outbound sales prospecting insights that will assist any salesperson to connect and engage with target prospects in their sales activity. Our outbound sales prospecting course isn’t a mere refresh of past strategies; it’s a modern take on what it takes to win new customers. What Is Outbound Sales Prospecting?

Outbound 52

Outbound Top of Funnel Prospecting Sales Qualified Lead 52

The Pipeline

OCTOBER 4, 2021

Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Most use data/stats as an object to be thrown, with the hope the prospect becomes sufficiently impressed to move forward. Data is great, but it is best when used to open structure discussion where the prospect learns in the process.

Data 368

Data Objections ACT Lead Rank 368

Sales Gravy

OCTOBER 17, 2024

Consistent effort, particularly in prospecting, is emphasized as key to long-term success. A disciplined, daily commitment to prospecting is essential, especially during challenging economic times. Instead, it comes from daily actions, like prospecting, following up with leads, and continuously refining one’s approach.

Outbound 96

Outbound Strategy Face-to-face Conference 96

Sales and Marketing Management

APRIL 1, 2020

An email outlining the new product, services and messaging is easy to overlook, leaving many sellers unable to fully understand the uniqueness and positioning of the new offering. For example, a playbook could be based on industries, roles and stages of the prospect. A failure to launch. Bridging the new product launch gap.

Campaigns 326

Campaigns Sales Enablement Education Collateral 326

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? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

SalesFuel

FEBRUARY 26, 2025

Nearly a quarter of sellers say prospecting is a top challenge. Yet prospecting is vital to the sales process. A sales lead list is a collection of potential customers' contact information and details that sellers use to target prospects. What is a sales lead list? But the payoff is huge.

Ideal Customer Profile 52

Ideal Customer Profile Sales Qualified Lead Marketing Qualified Lead Lead Rank 52

SalesFuel

FEBRUARY 16, 2025

He is the author of several influential books, including 'High-Profit Prospecting,' 'High-Profit Selling,' and 'A Mind for Sales.' Mark's approach to sales is not just as a profession but as a lifestyle, emphasizing the importance of mindset and integrity in prospecting. What does 'prospecting with integrity' mean?

Hiring 52

Hiring Prospecting Face-to-face Twitter 52

SalesFuel

JANUARY 20, 2025

Successful sellers know that there are major opportunities for prospecting on LinkedIn for quality leads. Should you try prospecting on LinkedIn? First, its important to determine if LinkedIn prospecting can benefit you and your business. Advanced tactics There are also prospecting tips that are go a bit beyond the basics.

Ideal Customer Profile 52

Ideal Customer Profile LinkedIn Prospecting Hiring 52

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

Cincom Smart Selling

APRIL 10, 2025

It provides the required data that sales teams need to find and target relevant customers, identify ideal prospects, personalize outreach, and close deals faster. While providing information, sales intelligence software also automates and streamlines prospecting and leads workflows. What is sales intelligence software?

Lead Generation 48

Lead Generation Lead Scoring Lead Rank Software 48

Sales Gravy

MARCH 20, 2025

Hed get shut down early, lose deals at the negotiation table, and get ghosted by prospects who had initially shown interest. Timing, tone, objection handling, and reading the prospects emotional state. Ask for Feedback Positive or negative, feedback makes you a better closer. But his close rate was abysmal.

Face-to-face 111

Face-to-face Sports Construction Negotiation 111

Hubspot Sales

JANUARY 8, 2025

Somehow, the deal slips through your fingers, and so does the prospect. In this blog post, Ill break down what gap selling is, why its the secret sauce for successful sales, and how you can use it to connect with prospects on a deeper level. Know your prospects intrinsic motivation. Youre left wondering where it all went wrong.

Examples 113

Examples Strategy Hubspot How To 113

Jill Konrath

APRIL 28, 2020

Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility.

How To 313

How To Positioning Opportunity Prospecting 313

The Pipeline

MAY 11, 2021

While both sides expect embellishments and the most positive spins, many take it too far and over complicate things. As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. Changing a habit, which is what you want the prospect to do, is not easy, but can be modeled.

Quota 341

Quota Lead Rank Forecasting ROI 341

The Pipeline

JUNE 3, 2020

I am looking at this positively, a full glass, not half of anything. Lack of pretenses invites input, and by presenting a blank canvass allows the prospect to think out loud and paint. The more you can demonstrate that thinking and attitude to prospects and buyers, the more they will trust you. Trust In You.

Sage 361

Sage Airlines Enterprise Enterprise 361

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. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

SalesFuel

OCTOBER 28, 2024

This reveals an opportunity to position yourself as credible. Making this a priority can position you as an authentic advisor they’d trust with their business. And having a third party vouch that you have those qualities can really boost your credibility to prospects. Sellers must build credibility to stand out.

Prospecting 52

Prospecting Case Study Hiring Hubspot 52

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Pipeliner

NOVEMBER 24, 2024

Direct Mail: Send personalized mail to capture the attention of prospects. The goal is to make prospects aware of your existence and offerings. Bond Once you have attracted a prospect, the next step is to bond with them. Consistent Follow-Up: Regularly check in with prospects to maintain the relationship.

Video 116

Video Strategy Top of Funnel Direct Mail 116

Mr. Inside Sales

OCTOBER 21, 2022

My manager told me that when I’m on the phone with a prospect or customer, someone was going to sell someone—either the customer was going to sell me on why he wouldn’t buy, or I was going to sell him on why he should buy. Every time you smile, you signal to the rest of your body how positive you’re going to be. Again, silly, right?

Face-to-face 271

Face-to-face Gatekeeper Licensing Decision Maker 271

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. The victim develops positive feelings toward the person holding them captive or abusing them. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection.

SME 299

SME Lead Rank Lead Scoring Discount 299

The Pipeline

MAY 6, 2020

Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast. Jeff looks past the mechanics to “forward-thinking, constructive activities like these build positive energy and momentum.”

Construction 377

Construction Energy Up-Sell ACT 377

Sales and Marketing Management

JANUARY 20, 2020

Before B2B customers and prospects contact you, they will do their research, seeking out content they can download and watch at their convenience. Share links to your company’s latest case study with your prospects. Position Yourself as a Business Consultant. What comes after prospects consume your content? Host webinars.

Sales Goal 312

Sales Goal Meeting Trade Show Ideal Customer Profile 312

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

Sales Gravy

OCTOBER 29, 2024

Results in prospecting don’t happen overnight; staying consistent over time is key to building a strong pipeline and generating lasting success. – The opening of a conversation is just as important as closing a deal, making daily prospecting essential for building new relationships.

Ideal Customer Profile 97

Ideal Customer Profile Outbound Strategy Social Media 97