Sales 2.0

SEPTEMBER 18, 2020

Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software. Their study looked at 479,140 outbound cadences from nearly 9,000 companies. The upshot is that they recommend having eight (8) “touches” in your outbound cadence.

Direct Mail 370

Direct Mail Outbound Referrals Social Selling 370

Zoominfo

FEBRUARY 10, 2021

Telling your stories and the stories of others humanizes your selling and makes connections with prospects more meaningful (and productive). Your prospects Are Wired for Storytelling. And that makes sales pitches more engaging – for both you and your prospects. Use case studies or customer testimonials to tell your story.

Examples 246

Examples Case Study Face-to-face Study 246

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

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

No More Cold Calling

JUNE 7, 2018

According to an Insidesales.com study, as reported in Forbes , 58.4 Talk to any software vendor, and they can’t wait to show you their cool software. Problem is, buyers don’t actually buy software. They buy what your software does for them—how it saves time, decreases costs, engages customers, tracks referrals, etc.

Referrals 276

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Zoominfo

JULY 23, 2020

In a study conducted by Drift , 58% of companies they reached out to, never responded at all (at all!). Share Case Studies. Case studies about customer success are a great way to convince warm leads that are still on the fence that your product has real value. Good content attracts prospects, it’s as simple as that.

Sales Qualified Lead 246

Sales Qualified Lead Lead Scoring Lead Rank Leads 246

Hubspot Sales

SEPTEMBER 4, 2024

If you’re looking for CRM (Customer Relationship Management) software for your startup, a third-party review website like G2.com To help you evaluate your options, I reviewed a range of CRM software and identified the best ones. You sell faster because your sales reps spend more time speaking to prospects and less on admin work.

Lead Rank 105

Lead Rank Lead Scoring Hubspot Scale 105

Hubspot Sales

JULY 22, 2024

I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process. Cold calling is most effective when paired with strategies such as prospecting and sales qualification. Cold Call Script Examples **The prospect's phone rings** Prospect: Hello?

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Salesmate

MARCH 19, 2021

And live chat software is the ideal tool for boosting customer support. So, before your prospect’s patience runs out and you have to say, Implement a live chat software that puts an end to all your customer related issues. What is live chat software? How does a live chat software work? Ease of use .

Software 120

Software Software Top of Funnel Lead Rank 120

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. This shift has turned prospecting into a strategic effort. What Is Sales Prospecting? Successful prospecting goes beyond cold calls and generic emails.

Prospecting 62

Prospecting Ideal Customer Profile Handbook Decision Maker 62

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

Sales and Marketing Management

SEPTEMBER 8, 2018

After a week, a new email is being delivered, showcasing the best links, blog posts and case studies of your brand. First of all, before you can put your email autoresponder software and strategy in action, you’ll need to develop a strategy that’ll help you turn cold website visitors into email subscribers. Day 2 – Case Study.

Case Study 237

Case Study Discount Webinar Metrics How To 237

Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. One such technology, Digital Sales Room software , has emerged as a game-changer, empowering sales teams to operate seamlessly in a virtual environment. What Is Digital Sales Room Software?

Software 125

Software Software Lead Rank Vendor 125

Sales 2.0

JULY 28, 2020

My company, SalesRoads (North America’s leading B2B Appointment Setting and SDR Outsourcing firm), spends much of its time supporting the SaaS (software-as-a-service) industry, so we wanted to better understand their situation in this pivotal moment. The rest reported improvement.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Zoominfo

JANUARY 27, 2023

Sales prospecting is arguably the most critical part of a sales professional’s workflow. Sales prospecting is a foundational element for a revenue team — it’s the practice of identifying and connecting with potential customers to initiate the sales cycle. What is Sales Prospecting?

Ideal Customer Profile 130

Ideal Customer Profile Prospecting Intent Data Buyer Persona 130

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

DiscoverOrg Sales

JULY 10, 2018

A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good. “We Validate your prospect’s concern. SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”.

Objections 243

Objections Buyer Persona Study Decision Maker 243

Hubspot Sales

SEPTEMBER 29, 2023

According to a study from Second Nature Sales Coaching , 96% of respondents agree or strongly agree that effective sales coaching positively impacts sales reps’ performance. Additionally, with features like call coaching software — some tools can even help you help them level up their conversations. Pricing is available upon request.

Sales Coaching 115

Sales Coaching Software Software Coaching 115

Hubspot Sales

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. As a rep, youll need to engage in meaningful conversations to uncover what truly matters to prospects and tailor your pitch accordingly. Allowing Access Sales has the reputation of being pushy, which in many cases pushes prospects away.

Face-to-face 87

Face-to-face Sales Methodology Lead Rank Buyer 87

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 24, 2020

Its purpose is to help customers identify prospects interested in specific subject matter and topics related to a customer’s value propositions. Good question: Prospects are identified via a company’s IP address. Vacation Rental, Expense Management, and Fitness and Gym management software saw significant decreases in traffic surges.

Outsourcing Services 227

Outsourcing Services Intent Data Transportation Intent 227

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 ). The rise of big data. Enter: social selling.

B2B 225

B2B Social Media CRM Social Selling 225

Zoominfo

SEPTEMBER 12, 2018

Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . Tell the prospect how you discovered them, or mention a specific detail about their business.

Call-back 210

Call-back Follow-up B2B Social Media 210

Sales and Marketing Management

DECEMBER 8, 2017

Author: Jeffrey Weil, General Manager, Upland Qvidian The value of data to proposal and sales teams isn’t a secret – but many of them aren’t using the data provided by proposal automation software to its fullest extent. While every business wants to win more deals, it often doesn’t make sense to commit the resources to pursue every prospect.

Analytics 209

Analytics Data Proposal Survey 209

Allego

JANUARY 23, 2025

A recent study revealed that addressing sales objections head-on can increase win rates by nearly 30%. With larger, more cautious buying committees evaluating purchases from every anglebudget, compatibility, ROIits natural for prospects to raise questions before making a commitment. What Are Common Sales Objections? Its too expensive.

Objections 62

Objections Handbook Cold Calling How To 62

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Pipeliner

DECEMBER 5, 2024

The Genesis of Sendoso Identifying the Problem Kris Rudeegraap’s journey began in the realm of software sales, where he observed a significant decline in the effectiveness of email outreach by 2015. The market was saturated with similar strategies, leading to diminishing returns.

Top of Funnel 84

Top of Funnel Direct Mail Video Lead Rank 84

SMEI

MARCH 3, 2022

To craft the perfect sales pitch, you need to start by understanding your prospect’s mind. With these tips in mind, you’ll be able to craft the perfect sales presentation that hits home with prospective clients every time. Use case studies and success stories of how you’ve helped current clients.

How To 247

How To Competition Benefit Case Study 247

Sales and Marketing Management

MAY 4, 2020

A study we conducted found that having a logo at the top of your email increases your response rate by up to 12%. If the average period of time between when a prospect opens your email and replies to it has increased, you will know something is going south and you can try to figure out what it is before things get worse.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

Sales Hacker

JANUARY 20, 2025

Memo hosts 10-15 prospective buyers at each dinner event. James Kaikis , Chief Revenue and Experience Officer at TestBox, emphasizes the importance of nurturing relationships even when a prospect isnt ready to buy: Stay in touch, check in regularly, and provide value without expecting immediate returns.

Scale 105

Scale Sales Qualified Lead Revenue Intent 105

Sales Hacker

JANUARY 13, 2025

Superhuman studied the most efficient people and built the habits they use into their platform. More for your eyeballs AI SDRs and the future of prospecting. Why this shift is happening now, how the current prospecting software landscape is shaping up and what the future holds for AI in the space.

Hiring 108

Hiring Scale Pivotal Enterprise 108

Zoominfo

MAY 7, 2020

When sales prospects offer objections, it means they’re taking you seriously. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally—hoping you can make them feel good. “If Validate Your Prospect’s Concern. DO NOT DO THIS.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Cincom Smart Selling

MARCH 9, 2025

Also known as a business proposal, project proposal, or executive summary, it serves as a formal document that outlines how your offerings can solve a prospective clients problems or meet their needs. A sales proposal is a written business document designed to pitch a product or service to prospective customers and clients.

Proposal 48

Proposal Lead Rank Lead Scoring Customer 48

Sales and Marketing Management

MAY 4, 2020

A study we conducted found that having a logo at the top of your email increases your response rate by up to 12%. If the average period of time between when a prospect opens your email and replies to it has increased, you will know something is going south and you can try to figure out what it is before things get worse.

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

DiscoverOrg Sales

AUGUST 31, 2017

According to a study conducted by TOPO, a research and advisory firm that identifies patterns that drive revenue growth , a typical organization receives callbacks on exactly 0% of cold voicemails. When used correctly, voicemails are one of the quickest ways for a team to increase response rates and get the attention of their prospects.

Cold Calling 229

Cold Calling Ideal Customer Profile Decision Maker Call-back 229

Sales and Marketing Management

AUGUST 13, 2018

This is where CRM software steps in to save the day. The best thing about this concept is that it doesn’t bother B2B prospects. Perhaps you will forget to call a prospect on time or mix offers sent to different clients. A recent study proved that manual data entry is the single biggest CRM adoption challenge.

CRM 168

CRM Top of Funnel Leads Marketing Qualified Lead 168

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. This learning approach allows them to refine their techniques, improve adaptability, and build confidence by studying real-world success in action.

Lead Rank 62

Lead Rank Call-back Sales Enablement Objections 62