Zoominfo

FEBRUARY 17, 2021

Be upfront and transparent with your prospects. Consider these following tips to get more success in your cold calls — before, during, and afterward: Do: Research your prospect (Who are they? Assume you’ll always get direct access to an executive or decision maker — study the org chart. Reason for Calling. or whichever time].

Cold Calling 264

Cold Calling Guidelines Prospecting Face-to-face 264

Sales 2.0

JANUARY 14, 2025

One instinct in this situation is to jump in and start prospecting without wasting any time. Most of us that study Go To Market motions (or whatever jargon you prefer) would consider two calls and two emails a pretty light effort to sell an account. But I like to figure out which direction I need to point before I go running off.

Collateral 195

Collateral Account Territories Segment 195

Zoominfo

JANUARY 19, 2021

That initial curiosity in your content offering — eBooks, whitepapers, case studies — might grow into an interest in your solution. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. What Makes a Good Landing Page? They both need this engagement!

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey.

Data 220

Data Hiring Compensation Quota 220

Zoominfo

SEPTEMBER 24, 2024

Combining first-party customer and prospect data with trusted, high-quality B2B data partners — especially providers who can incorporate an additional layer of advanced signals — takes the effectiveness of signal-based marketing to another level. Deploying AI at scale, however, requires AI-ready data.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Marketing Buyer 130

The Pipeline

MAY 11, 2021

As bad as misrepresenting things to prospects is, the worst white or gray lies we tell, are the ones we tell ourselves. There are numerous studies showing the little regard buyers have for material sellers deliver. Changing a habit, which is what you want the prospect to do, is not easy, but can be modeled. Start With You.

Quota 341

Quota Lead Rank Forecasting ROI 341

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

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

SalesFuel

OCTOBER 28, 2024

And having a third party vouch that you have those qualities can really boost your credibility to prospects. And case studies can show you have the experience needed to help a prospect with specific issues. 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

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

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

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

Zoominfo

FEBRUARY 7, 2025

Buyers Demand Relevance and Timing Prospecting thats irrelevant or poorly timed can harm deals more than help them. The Buyers Journey is Built for Sellers, Not Buyers The buyers journey was designed to help sellers guide prospects through a sales process, but it doesnt reflect how empowered buyers operate today.

Top of Funnel 130

Top of Funnel Lead Rank Intent Signal B2B 130

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

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

Pipeliner

JANUARY 25, 2025

Use testimonials or case studies where customers share their own challenges and successes with your product in their own words. These posts act as mini case studies, offering a real glimpse of their quality and versatility. Publish Case Studies to Legitimize Your Claims When it comes to marketing and sales, proof is everything.

Case Study 105

Case Study Customer Social Media Lead Rank 105

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

SalesFuel

MARCH 19, 2025

As AI increasingly crafts communications, sellers must ensure their sales prospecting stands out from the rest. As Kipp Bodnar and Kieran Flanagan point out , AI is turning sales prospecting into a commodity. Sellers must focus on personalized outreach that cuts through the noise and connects with prospects. Are they consistent?

Top of Funnel 52

Top of Funnel Prospecting Hiring Ideal Customer Profile 52

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

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

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

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

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

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

Hubspot Sales

AUGUST 26, 2024

For the other 98%, you’ll need to follow up again and again, communicating key selling points and differentiators, overcoming objections, and most critically, delivering as much value as possible to the prospect. Increased Capacity A study by Brevet suggests that 80% of closed sales will require at least five follow-ups.

Follow-up 122

Follow-up Lead Rank Lead Scoring Marketing Qualified Lead 122

The Center for Sales Strategy

JULY 31, 2024

Recent studies, including one from HubSpot , suggest it takes anywhere from 12 to 15 touches before a prospect is ready to meet with sales. At The Center for Sales Strategy, we've been tracking this trend closely, and it's clear that the landscape has changed dramatically. This might sound alarming, but it's our new reality.

Prospecting 116

Prospecting Hubspot Trends Study 116

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