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

Vengreso

OCTOBER 23, 2024

We disagreed on many points and had the same opinion on only a handful, one of which is the potential of video prospecting to generate leads and close more deals. Then and there I decided to write a guide on video prospecting. Let’s start your video prospecting journey. What Is Video Prospecting?

Video 67

Video Lead Rank Lead Scoring Prospecting 67

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

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

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

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 Hiring Scale 130

Smooth Sale

APRIL 7, 2025

Photo via Geralt via Pixabay Attract the Right Job or Clientele: Do You Play Games with Prospects for Business Growth? Our blog question is, Do you play games with prospects for business growth? Be Inspiring Conclusion: Do You Play Games with Prospects for Business Growth? The recordings will be around mid-2025.

Prospecting 78

Prospecting Film Influencer Hiring 78

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

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 Scoring 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

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

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

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

SalesFuel

APRIL 7, 2025

Despite its importance, salespeople dont spend a lot of time doing prospect research. Why do prospect research? Youll find that trust and credibility follow when youve learned about a prospect and demonstrated that knowledge. Doing prospect research can also save you time.

Research 52

Research Prospecting Social Media Hiring 52

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

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 119

Prospecting Hubspot Trends Study 119

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 Scoring Lead Rank 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 Leads 122

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

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

Janek Performance Group

DECEMBER 24, 2024

Without this, your team members are like students studying to pass a testwho promptly forget everything once the test ends. This can range from traditional selling skills, such as tips on prospecting, engagement, negotiation, etc., In this, managers should observe reps interacting with prospects on the phone and over video.

Training 118

Training Hiring How To Retention 118

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

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

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