Prospecting Related Topics 
Sales 2.0
JULY 2, 2024
Your prospects picked up the phone when it rang, as it might be their customer or family on the other end. If you’re prospecting and you don’t know someone yet, try a multimedia approach. When we only had a desk telephone, you could reach more people on it, as that was the primary channel for communication. Then we got cell phones.
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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Sales 2.0
FEBRUARY 21, 2020
The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Maybe you are system administration firm but your prospect currently needs a new lawyer. Cold prospecting gets harder every day.
Sales 2.0
JANUARY 17, 2020
It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. When I was only selling and had been prospecting hard for a long time I started to feel that buyers had no problems. More likely your prospect lives in a world similar to the one I have experienced and seen all around me.
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No More Cold Calling
NOVEMBER 22, 2024
Focus on winning 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? When Ben reached out to these prospects, he got an appointment almost immediately.
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.
Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology
ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects. Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions.
This guide explains how to use Buyer Need Data to identify prospects who could use your solution *before* they demonstrate intent.
Advertiser: ZoomInfo
Think about it: with outbound prospecting, requests from management, scheduled demos, and inbound calls, chaos can quickly work its way into your strategy, deeming a “speed wins” selling mentality downright ineffective. What's covered: Targeted prospecting. The bottom line is that, in B2B sales, speed is useless without control.
Advertiser: ZoomInfo
While dialing away at targeted prospects, it’s important for them to remember that not all sales outreach is created equal. Take the following stats into consideration: It takes 5 minutes to connect with a prospect via direct dials, but takes 22 minutes using company switchboard numbers.
Advertiser: ZoomInfo
Leveraging a data provider to help identify and connect with qualified prospects supports company revenue goals by alleviating common headaches associated with prospecting research and empowers sales productivity. So what’s the problem? Many organizations fail to properly evaluate vendors during the selection process.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
Advertiser: ZoomInfo
you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement. This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E
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The fact is, the effectiveness of cold emails varies greatly and is often dependent on the quality of your prospect data. Many B2B professionals have a misguided perception that cold emailing has poor returns. Download the eBook today!
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