The Pipeline
JULY 20, 2021
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?
Zoominfo
SEPTEMBER 17, 2024
Today’s most effective go-to-market teams are increasingly embracing signal-based selling , a strategy that leverages real-time data and unique insights about promising prospects to gain a crucial edge in intensely competitive markets. Most go-to-market teams understandably focus on new funding rounds as a signal when prospecting.
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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. The research is that every person knows 100-200 people. Maybe you are system administration firm but your prospect currently needs a new lawyer.
No More Cold Calling
JANUARY 16, 2025
It can seem harder when we cant meet in person, but prospects dont trust you simply because you meet face-to-face, shake hands, or share a meal. This is true no matter how theyre connecting with prospects. At least, thats what many prospects have come to believe. I almost fell out of my chair when I heard a Sales VP say this.
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.
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.
Sales 2.0
JULY 8, 2022
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?
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
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
Advertiser: ZoomInfo
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.
Advertiser: ZoomInfo
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.
Advertiser: ZoomInfo
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.
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?
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.
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