article thumbnail

To Research Or Not To Research?

The Pipeline

Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.” I’ll follow up by asking “for prospecting and selling?” Research Or Recreation?

Research 386
article thumbnail

Build a prospecting team

Sales 2.0

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. The research is that every person knows 100-200 people. Maybe you are system administration firm but your prospect currently needs a new lawyer.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Prospecting idea: have an idea

Sales 2.0

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.

article thumbnail

Sales prospecting made easier

Sales 2.0

This post describes a framework that I have found over the last two decades can really change the math on prospecting. If you sell a product of a reasonable value to a reasonably large company there will be several people involved in the buying of such a product ( 6-10 based on Gartner’s research ). Your prospect decides to do?

article thumbnail

Buyer’s Checklist: How to Evaluate a B2B Contact Data Provider

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.

article thumbnail

7 Sales Prospecting Tips to Ignite Even the Coldest Pipes

Zoominfo

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? How did you find those prospects?

article thumbnail

Trade Prospecting Call Myths For Proven Alternatives

The Pipeline

Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell?

article thumbnail

The Impact of Direct Dials on Sales Productivity

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.

article thumbnail

3 Sizzling Ways to Warm up Cold Calls

Dig into this eBook to find out how to make cold calling a thing of the past with: Powerful sales engagement and automation Insights, signals, and deep prospect research Alternative touchpoints that keep the conversation alive

article thumbnail

5 Ways You Can Win Faster with Gen AI in Sales

Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations. This frees up valuable time for sellers to focus more on building relationships and closing deals.

article thumbnail

How ZoomInfo Enhances Your ABM Strategy

According to Forrester Research, only 8% of marketing professionals have confidence that their data is 90-100% accurate. The amount of bad data causes teams to waste valuable time during their workflow, and decreases their number of targeted prospects. Not so fast, though.

article thumbnail

5 Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. Steps your buying committee must go through when purchasing a prospecting solution.

article thumbnail

How to Use Video Throughout the Buyer's Journey

Speaker: Zach Basner, Director of Video Training and Strategy, IMPACT

Forrester Research Group reports that on average 70% of a buyer’s purchasing decision is made before engaging with a sales team. For many of us, that means we must become great educators and provide the best answers for our prospects at every stage of their journey. That’s staggering, but what does that mean for us as organizations?

article thumbnail

How COVID-19 is Impacting B2B Marketing Plans

Speaker: Tom Pick, Chief Digital Marketing Consultant, Webbiquity

Marketing strategies to attract the webinar audience you want and convert webinar attendees into active prospects. Live polling will be done during the presentation to give you real-time perspective from your peers in addition to the research findings. Top tactics and channels for reallocating event marketing dollars.

article thumbnail

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.