Sales and Marketing Management

JUNE 25, 2018

How do I stay fired up when I prospect? I listen intently and try to figure out what makes each business model unique and each prospect like a snowflake. studying sales methodologies, you know that you are obsessed. Passion – Prospects smell fear. Tony’s most recent book is “Combo Prospecting.”

B2B 319

B2B Banking Conference Decision Maker 319

Sales 2.0

JULY 17, 2019

I’ve spent many years selling in startups and small businesses and every time the biggest issue cratering the sales pipeline is getting enough meetings with appropriate prospects. In 2011, Baylor University conducted a research study on cold calling with realtors from Keller Williams. Getting in-the-door with a cold calling.

Outsourcing Services 78

Outsourcing Services Cold Calling Call-back Networking 78

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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

The Pipeline

JUNE 11, 2019

.” Something that can also be used to describe sales and prospecting. Making any growth or development we achieve, as something to have “lived through,” nowhere more so than in prospecting. People are paralyzed by the thought of being rejected when prospecting. Rejection Hurts. It’s Not Just in Your Head.

Quota 295

Quota Prospecting Exact Study 295

The Pipeline

JULY 21, 2020

But Discovery usually involves sellers discovering how to sell their product, not discovering the ins and outs of the prospect’s business. Study after study shows that a big frustration for executive buyers is the lack of preparation by sellers they meet. Another Sales Paradox. Add to that the benefit of human nature.

Decision Maker 343

Decision Maker Buyer Study Intent 343

No More Cold Calling

JANUARY 9, 2020

That means enhancing and reinforcing their sales skills, budgeting for them to attend conferences and business events, brainstorming before prospect and client meetings, conducting joint calls, and ensuring clarity around accountability. The job of a sales manager is to provide reps with the tools to succeed. million per manager.

Sales Management 390

Sales Management Hiring Quota Cold Calling 390

The Sales Heretic

FEBRUARY 18, 2020

Study after study has found that the #1 buying factor is confidence. Which is why it’s so critical for you to be confident when interacting with prospects: Because confidence is contagious. More than anything else, people choose the brand, the product, and the salesperson they have the most confidence in.

Study 240

Study Prospecting Conference Webinar Metrics 240

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Rank Lead Scoring 409

No More Cold Calling

OCTOBER 18, 2018

priority in your sales prospecting techniques. According to CSO Insights , “Only slightly more than half of sales representatives (53%) are meeting or exceeding their quotas according to our recent (2018) World-Class Sales Practices Study. That kind of prospecting activity doesn’t drive revenue. That’s a lame excuse.

Referrals 325

Referrals Cold Calling Quota Sales Qualified Lead 325

No More Cold Calling

AUGUST 2, 2018

And still they are expected to prospect and bring leads into the pipe. How do they manage their time when they must do demos, talk to clients, prospect, and simultaneously juggle many customers, all while dealing with a complex solution? For more on the study, check out Zaledonis’s post. That’s the good news.

Data 297

Data Quota Face-to-face Trends 297

Sales and Marketing Management

FEBRUARY 23, 2020

Studies show that in the process of making a decision, your brain predicts the rewards of a choice based on past memories, and then uses that information to make the most favorable decision. It’s called the Prospective Memory Model. Using the Prospective Memory Model. Simply put: Your brain is a prediction engine.

Intent 296

Intent ACT Influencer Call-back 296

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. based market-sizing study done by InsideSales.com found that, of the 5.7 a big jump from just years before when they ran a similar study.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Hubspot Sales

NOVEMBER 12, 2024

Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause. Let's see what they had to say!

Demand Generation Agencies 115

Demand Generation Agencies Prospecting Strategy Follow-up 115

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

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

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

No More Cold Calling

JANUARY 17, 2019

Your prospects will be confused about how your solution is different from the next guy’s. The key to differentiation is getting in early—ideally before your prospects even know they have a need. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late.

Competition 318

Competition Referrals Cold Calling Study 318

The Pipeline

MAY 28, 2019

To succeed in prospecting, in fact, in any element of sales, you need to own your time. As alluded to above, all humans fall into this 24-unit paradigm, including prospects and clients. Studies show that buyers are finding that the buying cycle is taking twice as long as they anticipated. Return On Time.

Buying Cycle 309

Buying Cycle Face-to-face Lead Rank Lead Scoring 309

Sales 2.0

MAY 14, 2020

A couple pieces of research data: Xant (formerly InsideSales.com): in a 2017 study Xant found sales people spend an average of 36.6% Accenture: An Accenture study found roughly similar results, with 15% of a reps time allocated to research. of their time on revenue generating activities. Cost of data digging.

Data 396

Data Enterprise Enterprise Insurance 396

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

MTD Sales Training

JUNE 4, 2019

How many times do you ‘hold something back’ so you can surprise the prospect with that little extra to encourage them to buy? We sometimes cause ourselves problems here, because the prospect may be wondering what else might you be holding back, and have they really got everything they could from you?

Case Study 255

Case Study How To Discount Decision Maker 255

Sales and Marketing Management

OCTOBER 10, 2018

It can improve effectiveness by suggesting an optimal path to deal closure, and it can provide detailed guidance for approaching each prospect. But research and case studies confirm AI’s capacity to drive transformative change in the sales function. Some of these capabilities are already available and others are under development.

Case Study 319

Case Study Analytics CRM Study 319

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

Hubspot Sales

OCTOBER 15, 2024

Sales is, in large part, the art of developing trust in a tight window — making credibility one of the most valuable assets you can have when engaging with prospects. To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects.

Prospecting 105

Prospecting Case Study Industry Study 105

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

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects? Referrals can transfer earned trust from a customer to a prospect.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

No More Cold Calling

FEBRUARY 15, 2018

Layered on top of these activities are a myriad of sales enablement and social selling tools—all of which are intended to help salespeople with effective prospecting and, in turn, generating qualified sales leads. What does that say about your team’s prospecting prowess? Shorten the sales process because prospecting time collapses.

Gatekeeper 306

Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Zoominfo

JUNE 4, 2019

Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. The reason for these staggering results is simple: Prospects trust the opinions of people they know. Trust is the foundation of any successful deal.

Case Study 244

Case Study Referrals B2B Ideal Customer Profile 244

SalesFuel

MAY 9, 2024

And each question presents an opportunity to learn and engage with a prospect. SalesFuel’s Voice of the Sales Rep study found 20% of reps say discovery questions are one of their top weaknesses. All sellers must understand the very basic needs of each prospect to progress a sale. But, sellers admit to struggling with questions.

Prospecting 116

Prospecting Hiring Remedy Face-to-face 116

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 Rank Lead Scoring Leads 246

Zoominfo

JANUARY 15, 2021

According to a study by Edelman, 88% B2B of decision-makers believe that thought leadership is effective in enhancing their perceptions of an organization—yet only 17% of them rate the quality of most of the thought leadership they read as very good or excellent. Your content should present your brand as a thought leader.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Zoominfo

MAY 20, 2021

You can engage prospects throughout the customer life cycle. At this stage, email is used to welcome new prospects at the beginning of the purchase journey who have filled out a form on your website. Email can also be used to familiarize customers with your product and services by sharing content such as blogs or case studies.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

No More Cold Calling

JULY 13, 2017

Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process. Have you checked out the prospect’s LinkedIn profile? What are your other connections to this prospect?

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Mr. Inside Sales

DECEMBER 23, 2023

3) Invest in, study, and use the scripts in this book. Whether it’s my material, or someone else’s, do yourself a favor and study and learn how to get better. If you don’t change the inside , then the outside won’t change. #3) Remember, if nothing changes, then nothing changes.

Face-to-face 233

Face-to-face Gatekeeper Licensing Decision Maker 233