No More Cold Calling

DECEMBER 29, 2020

As a result, 44 percent of corporate buyers switched B2B vendors in 2019, and 36 percent planned to do so in 2020, according to Accenture’s November 2019 report, Service Is the New Sales. That’s a cold outreach and is as offensive as a cold phone call, cold videos, or the plethora of cold emails your prospects receive every day.

Referrals 432

Referrals Customer Social Media Revelation 432

Zoominfo

MARCH 13, 2024

Defining Data Quality Forrester serves as a trusted guide for corporate technology buyers, with reports and recommendations that are based on rigorous research and exacting standards. The report also noted that “ZoomInfo has emerged as a market leader in its compliance and security programs.”

Report 130

Report Research Data Marketing 130

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. Cold” means your prospect doesn’t know you and doesn’t expect to hear from you.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. To gain access, sales professionals must abide by the new rules of prospecting.”. STOP Cold Calling.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Zoominfo

JULY 14, 2023

A carefully crafted strategy not only helps businesses navigate the complex B2B landscape but also empowers them to connect with prospects, drive revenue growth, and foster long-term customer relationships. Content marketing is a broad channel that can include different types of content such as blogs, eBooks, research reports and one-pagers.

Paid Content 130

Paid Content Report B2B Top of Funnel 130

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. These signals, aggregated across a company, and measured against normal levels of baseline activity for a given topic can be a strong indication of purchase intent and they often surface long before prospects visit your site or your competitors.

Intent Data 313

Intent Data Intent Data Lead Rank 313

The Center for Sales Strategy

FEBRUARY 29, 2024

In this episode, we’re continuing our season-long deep dive into the latest Media Sales Report from The Center for Sales Strategy. Today, Trey Morris, VP/ Senior Consultant here at CSS, is joining Matt to help answer the question, “Why is it getting harder to convert prospects and renew clients?”

Prospecting 127

Prospecting Report Media Meeting 127

The Center for Sales Strategy

MAY 28, 2024

As many as 57% of salespeople reported difficulty converting prospects into customers. Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process. If your team is having trouble with conversions, the first thing to do is figure out why.

Prospecting 112

Prospecting Report Closing Conversion 112

DiscoverOrg Sales

DECEMBER 4, 2017

Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Download the Full Report. When it comes to focusing efforts, this should be a top priority. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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. If you and your prospects can shift time in your favor, you’ll both have an advantage over your competitors.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Zoominfo

MARCH 8, 2024

One of the key promises of generative AI for business is the ability to eliminate time-consuming, manual research and prospecting tasks for frontline go-to-market professionals. However, even exceptional salespeople rarely have time to read the fine print of a prospect’s latest 10-K, and for good reason.

Prospecting 130

Prospecting Insurance Insurance Scale 130

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

Zoominfo

MAY 6, 2021

A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!) Prospecting in the event-less landscape.

Survey 246

Survey Top of Funnel Scale Fashion 246

Sales and Marketing Management

JANUARY 11, 2019

For instance, reports reveal that up to 90 percent of direct mails get opened, while emails average 25 percent at best. The purpose of the explanation is to convince prospects that your services are easy to use, but highly effective. The purpose of your mail is to convince prospects to take the desired action. Add Only One CTA.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Understanding the Sales Force

AUGUST 31, 2024

The point is that chasing your tail – whether gardening or selling – is a giant waste of time. On the gardening side, I gave up on the old technology – a coaxial cable that wasn’t buried deep enough in the ground, and upgraded to the Halo collar which uses GPS and a geofence to keep Dinger safe.

Cold Calling 316

Cold Calling Call-back Follow-up Proposal 316

Sales and Marketing Management

MARCH 11, 2019

The more marketing can deliver information that prospective clients actually want and need for making purchase decisions, the better the sales team’s close rate will be — and the better customers’ lifetime values will be. Once the data is prioritized, plan out how to collect, report, and apply the collected data. How to Bridge the Gap.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Zoominfo

APRIL 30, 2021

One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers. With virtual conferences, prospective attendees are bombarded by sponsors. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Hubspot Sales

JUNE 13, 2023

85% of salespeople using AI/automation agree it makes their prospecting efforts more effective. As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Read on to learn more about using AI for sales prospecting and specific use cases for generative AI.

Prospecting 129

Prospecting Lead Rank Lead Scoring Sales Qualified Lead 129

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit. Suddenly it became almost impossible. Unless … Breaking News. There is an answer to seller access. What’s old is new again.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

JANUARY 24, 2019

According to CSO Insights’ 2018/2019 “Sales Performance Report,” sales leaders say the “most impactful barriers to achieving sales success this year” include: difficult competitive differentiation (39.4%) and inability to generate enough qualified leads (37.8%). Prospecting is either HOT or cold … period. What Is Cold Calling?

Cold Calling 269

Cold Calling Referrals Sales Qualified Lead Lead Generation 269

Sales 2.0

JULY 28, 2020

On the whole, a relatively small percentage of our surveyees said that the coronavirus had negatively affected their ability to use email, the phone, social media, and webinars to contact prospects. Another one third said their ability to reach prospects on those channels was about the same as it was before.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

The Pipeline

OCTOBER 3, 2019

SiriusDecisions has reported 91% of sellers that use Account-Based methodologies have indicated a larger deal size. The first step is to identify ideal prospects is to look in the current customer base by firmqographic details. The process is white-hot. So if you are looking to get started – this is how you do it in three steps.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Sales and Marketing Management

DECEMBER 14, 2020

In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

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. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

No More Cold Calling

AUGUST 2, 2018

They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it hard to nurture their best clients. And still they are expected to prospect and bring leads into the pipe.

Data 297

Data Quota Face-to-face Trends 297

Zoominfo

JUNE 2, 2021

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. These data points flesh out ideal prospects that you can target. Buying Signals Reveal Interests. Three Kinds of Signals to Help You Prioritize Outreach.

Data 246

Data Intent Lead Scoring Lead Rank 246

Sales and Marketing Management

SEPTEMBER 28, 2020

It is not uncommon for sales reps to travel around the world to win prospects with face-to-face meetings. The B2B Future Shopper report surveyed over 200 B2B professionals and found many businesses have shifted away from sales representatives in favor of eCommerce. No one has a precise timeline for a recovery.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

No More Cold Calling

JANUARY 3, 2019

Top salespeople ask prospective clients lots of questions to get to the real problem. When they get curious, they bring the brain trust of the company together to solve the prospective client’s problems and win deals. They work collaboratively with their sales team, customer service team, product team, marketing team—you name it.

Google 299

Google Face-to-face Cold Calling Survey 299

Nutshell

NOVEMBER 20, 2024

Generating insightful sales reports is a critical component of your role and can involve some heavy lifting. That’s where sales report templates come in handy. Creating and presenting detailed sales reports that colleagues and management can easily understand can prove time-consuming. Table of Contents What is a sales report?

Report 62

Report Examples How To Sales Forecasts 62

Zoominfo

JANUARY 15, 2021

Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects. Finding the best prospects goes beyond surface-level details like company name and phone number. What is Sales Intelligence? How Can I Optimize Intelligence in the Sales Cycle?

Sales Qualified Lead 207

Sales Qualified Lead Marketing Qualified Lead Marketing Top of Funnel 207

Sales 2.0

MAY 6, 2020

Prospecting : How well does your prospecting process work? Do you manage the development of proposals as a joint process with your prospect, leading to a high close rate? Do they have time blocks for key activities, like prospecting? Do your sales teams have the data they need to contact your ideal prospects?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. In 2015, Google reported that mobile searches eclipsed desktop searches for the first time.

Channels 259

Channels Social Media Consumer Lead Rank 259