SBI Growth

DECEMBER 7, 2013

The rep that calls a prospect 50 times and stalks him on LinkedIn is the very essence of a modern, successful sales person. Reps should call a prospect less than seven times. 97% of effort is spent with prospects that will never close. But the real time-waster is time spent with the wrong prospect: one that will never close.

Data 321

Data Leads Marketing Qualified Lead Outbound 321

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. For more on the study, check out Zaledonis’s post.

Data 297

Data Quota Face-to-face Trends 297

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

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. According to the study, almost 40 percent of customers try a business for the first time because of direct mail advertising. The purpose of your mail is to convince prospects to take the desired action.

Direct Mail 323

Direct Mail How To Advertising Advertising 323

Zoominfo

JUNE 10, 2018

Most of the time, when a prospect says, “I can’t afford it,” they’re not usually talking about price at all. You can talk until you’re blue in the face, but until your prospect sees your product in action, they won’t truly understand its value. If your prospect seems hesitant, ask questions of your own to get them talking.

Objections 239

Objections Case Study Face-to-face Study 239

Vengreso

NOVEMBER 19, 2024

This past year, organizations utilizing AI tools for sales report an uptick in business leads and appointments by around 50%. The advantages of AI-driven sales tools are manifold: Efficiency Boost: Automate tasks such as data entry , scheduling, and follow-ups, freeing up sales reps to engage with prospects.

Software 114

Software Software Scale Sales Qualified Lead 114

Pipeliner

NOVEMBER 8, 2024

According to a study by McKinsey, businesses that use AI to streamline sales processes report a 40% increase in productivity. A Salesforce report found that 79% of customers are more likely to engage with brands that offer personalised experiences. This is where the Filipino workforce excels.

Inbound 98

Inbound Outsourcing Services Customer Service Inbound Sales Team 98

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. In the same study, 71.4 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.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

SalesFuel

OCTOBER 28, 2024

And having a third party vouch that you have those qualities can really boost your credibility to prospects. In fact, SalesFuel reports 42% of B2B buyers say a testimonial from a satisfied customer influences their buying decision. And case studies can show you have the experience needed to help a prospect with specific issues.

Prospecting 52

Prospecting Case Study Hiring Hubspot 52

Zoominfo

FEBRUARY 28, 2025

How We Built a Universe of GTM Data As the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets. These insights transformed how Thermo Fishers sales teams prioritized prospecting for new business.

CRM 130

CRM Data Ideal Customer Profile Lead Rank 130

Sales 2.0

JULY 28, 2020

To study this, we surveyed 755 B2B SaaS professionals who are part of the sales process at their companies in late May and early June 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.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

No More Cold Calling

MAY 3, 2018

Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy. They know how to prospect for sales, and it’s not sitting back and waiting for marketing to send them leads. That’s not selling. That’s order-taking.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

Hubspot Sales

NOVEMBER 22, 2024

Boo, you were ghosted by a prospect you thought for sure would convert. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects. According to HubSpot’s 2024 State of Sales Report , 23% of sales pros find cold emailing the best way to reach prospects.

Lead Generation 72

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 72

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. In fact, Forrester reports 65% of buyers initiate the buying process through self-guided research. This shift has turned prospecting into a strategic effort.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Sales and Marketing Management

JUNE 14, 2020

Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak. Perhaps that’s for the best.

Salary 207

Salary Study Travel Report 207

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” It's relatively self-explanatory. Let's get a little more perspective on the various kinds of business emails you can send.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. The report explains: Defining some terms in the Wild West of social is especially useful. How to Get Prospects to Call You Back.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

FEBRUARY 28, 2018

And for good reason—your CRM manages customer and prospect data and contains valuable information regarding customer behavior and buying habits. In fact, a recent study revealed that every dollar spent on CRM implementation yields a return of as much as $8.71 in sales revenue ( source ). Now, CRM data is accessible anytime, anywhere.

B2B 225

B2B Social Media CRM Social Selling 225

No More Cold Calling

MARCH 1, 2018

Sure, we reviewed sales reports, and we knew our quotas and our clients, but that was it. The way we learned about our prospects was to call the corporate communications department and request an annual report. We also discussed deals with others in our company who had connections in our prospect companies. Do what works.

Lead Generation 249

Lead Generation Leads Marketing Qualified Lead Data 249

Hubspot Sales

SEPTEMBER 4, 2024

Dedicated CRMs Drive Higher Productivity Gains A CRM lets you automate repetitive day-to-day tasks, such as lead assignment, task reminders, data enrichment, and reporting. Automatically generate reports based on various metrics and KPIs. The higher the score, the more likely the prospect will convert. Lead assignment.

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

Zoominfo

JANUARY 29, 2025

Its the engine that powers prospecting, personalization, and pipeline generation. One expert study found that poor data quality costs companies up to 25% of their annual revenue. And a Gartner report shows that a staggering 60% of companies dont even measure the annual cost of data quality.

B2B 130

B2B Intent Signal Scale Marketing 130

Hubspot Sales

JANUARY 14, 2021

In fact, in the RAIN Group Center for Sales Research’s study, Top Performance in Sales Prospecting , we found significant differences in how top performers generate conversations and the quality of those conversations compared to everyone else. Winners like Gretzky set goals and believe they will achieve them.

Prospecting 140

Prospecting Lead Rank Lead Scoring Proposal 140

Sales and Marketing Management

FEBRUARY 12, 2020

According to a the Forrester Consulting Q3 2019 Global Content Preferences study, 87% of technology buyers said that they want vendors to understand their business, industry or market conditions, and 83% want vendors to understand what’s most important to their job. The health of companies’ data will become imperative.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Zoominfo

AUGUST 21, 2019

Sales enablement refers to the process of providing a sales team with the information and content they need to nurture prospects and close deals more efficiently. A sales enablement content strategy involves a structured process for sales teams to access and deliver relevant content to the prospects in their sales pipeline. .

Top of Funnel 241

Top of Funnel Sales Enablement Marketing Case Study 241

Allego

MARCH 13, 2025

With this learning technique, sales reps can fast-track their growth by studying high achievers in actionwhether its how they handle objections, build rapport, or close deals. Our latest research report reveals key insights on how top organizations leverage ongoing training to drive revenue growth.

Lead Rank 62

Lead Rank Call-back Sales Enablement Objections 62

Hubspot Sales

SEPTEMBER 12, 2024

We’ll dig into the findings and see what we can learn from the study, but let’s start with some definitions. While the pandemic normalized remote work, I still find in-person meetings at conferences and tradeshows crucial to building real relationships with your prospects and gaining their trust. Table of Contents What Is a B2B Buyer?

Hubspot 116

Hubspot B2B Buyer Data 116

DiscoverOrg Sales

APRIL 25, 2017

It should reduce time spent prospecting; offer sales development reps (SDRs) an opportunity for smart expansion into new markets; let sales reps identify the 3% of any industry’s target accounts that are active buyers … and a whole lot more. Do you have any case studies? Myth 2: All Purchased Data Is Old and Useless.

Account Based Marketing 241

Account Based Marketing Case Study Data Campaigns 241

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. And this is what this prospecting guide is all about.

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

Zoominfo

APRIL 14, 2019

In fact, 55% of B2B companies report using marketing automation as part of their marketing strategy ( source ). In fact, a recent study reported only 14% of marketers describe their use of marketing automation as “good” or better ( source ). 5 Reasons Your Sales Prospects Say No [Infographic].

Scale 174

Scale Marketing Buyer Persona B2B 174

DiscoverOrg Sales

FEBRUARY 6, 2018

In the resulting study , we organized results according to 7 key findings : Buying magic happens at the confluence of 3 different types of predictive data: Fit , Intent , and Opportunity. STUDY] Breaking Open the Predictive Black Box : What Data Points Actually Lead to Higher Conversion Rates and More Sales? Opportunity data.

Ideal Customer Profile 238

Ideal Customer Profile Data Intent Data Lead Rank 238

No More Cold Calling

JUNE 7, 2018

According to an Insidesales.com study, as reported in Forbes , 58.4 When they get introductions from people their prospects know and trust, they walk straight into meetings with your ideal clients. The trust the prospect has for the referral source is transferred to the salesperson. percent of salespeople in the U.S.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

DiscoverOrg Sales

SEPTEMBER 12, 2017

These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey.

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

Tenbound

JANUARY 28, 2025

– Are we struggling with lead generation, prospecting, or closing deals? – Do we need better analytics and reporting? – Vendor Websites: Explore feature lists, case studies, and demo videos directly from vendors. – Analytics and Reporting: Provides insights into team performance and pipeline health.

Sales Technology 91

Sales Technology Software Software Vendor 91

Sales Hacker

FEBRUARY 15, 2024

Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Stale data and lack of differentiation could be two major culprits.

Ideal Customer Profile 121

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 121

SalesFuel

MARCH 17, 2025

A new Valpak study, done with PureSpectrum, uncovers the challenges these accounts are facing. These SMB owners dont have time to study the market and their competitors. To get a full list of business verticals and their busiest season, check out the prospecting tools in AdMall from SalesFuel.

Direct Mail 59

Direct Mail Lead Rank Lead Scoring Leads 59

Sales and Marketing Management

APRIL 9, 2018

In fact, just one-third (34 percent) of organizations surveyed for CSO Insights’ 2017 Sales Enablement Optimization Study reported achieving the majority or all of their objectives. However, success rates and satisfaction with enablement programs remain low.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

DiscoverOrg Sales

MARCH 5, 2019

A DiscoverOrg study revealed that 71% of newly-hired or recently promoted decision-makers lead 3+ initiatives within their first 3 months in a new position. In fact, 75% of these decision-makers spent at least $50,000 on new initiatives, and many spent much more: 30% reported spending at least $500,000, and 17% spent over $1 million.

Hiring 218

Hiring Decision Maker How To SalesForce 218