No More Cold Calling

JULY 29, 2021

Unless you address the broken links in your prospecting system, your sales reps will continue to struggle with closing the deal. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. This is not how you wow buyers, build relationships, and convert prospects into clients.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Zoominfo

JANUARY 19, 2021

You don’t have to be a part of an eCommerce organization to build an effective lead capture system on your digital channels. Keep in mind that potential prospects may already be interested in your competitors — and your current customers could jump ship. They both need this engagement!

Prospecting 246

Prospecting Marketing Top of Funnel Segment 246

No More Cold Calling

JULY 12, 2024

Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. A disciplined referral system can help your company scale by increasing deal size, converting prospects to clients, and penetrating prime accounts. Big problem!

Scale 317

Scale Referrals Penetration Sales Qualified Lead 317

Zoominfo

AUGUST 6, 2024

From websites and social media to events and trade shows, these lead capture systems ensure that no opportunity to introduce a lead to your sales funnel slips through the cracks. Lead capture software is a vital tool that enables companies to identify, collect, and manage potential customer information across various channels.

Lead Capture 130

Lead Capture Software Software Sales Qualified Lead 130

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

Zoominfo

JANUARY 13, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Rank 130

Lead Rank Lead Scoring Conversion Prospecting 130

No More Cold Calling

DECEMBER 6, 2019

Message to cold callers: Pestering strangers is NOT the way to prospect. You might think you’ve been able to avoid sounding like a telemarketer, but that is exactly what you’re doing, and your prospect knows it. Why would you bother with a sales system that gets such dismal results? You’ve been introduced to your prime prospect.

Cold Calling 365

Cold Calling Social Media Telemarketing Referrals 365

The Pipeline

SEPTEMBER 8, 2020

You can take that even one step further by involving the prospect in handling their own objection. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. How to turn sales managers into prospecting leaders. Try this alternative objection handling method: [link].

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

Sales 2.0

MAY 6, 2020

Prospecting : How well does your prospecting process work? Do you have a system for growing relationships with partners and influencers? Do you manage the development of proposals as a joint process with your prospect, leading to a high close rate? Do they have time blocks for key activities, like prospecting?

Hiring 269

Hiring Proposal Sales Qualified Lead System 269

No More Cold Calling

FEBRUARY 13, 2025

Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Creating a referral system, not just hoping for sales referrals. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

No More Cold Calling

NOVEMBER 16, 2018

Scaling requires a reliable system and a plan to meet increasing customer demands without increasing costs. Answer: You build a referral system that is documented and adopted by salespeople. With a proven, disciplined referral system, your team will: Get meetings with qualified prospects with one call.

Scale 313

Scale Referrals Hiring Sales Qualified Lead 313

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. My next question was key: Do you have a referral methodology, a system with a written strategy, metrics, skill-building, and accountability for results? We ask for an introduction to our ideal prospect.

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

No More Cold Calling

OCTOBER 27, 2020

In fact, she’s a certified instructor of my referral system. You need systems and strategies that can create momentum, fuel progress, and provide hope that each step we take is a step closer to payday. Get a referral introduction from someone your prospect knows and trusts, and you get the meeting every time.

Referrals 317

Referrals Hiring Webinar Metrics How To 317

Zoominfo

JUNE 8, 2021

Most of these systems also come with the promise of automating mundane, repetitive tasks that make go-to-market teams more productive. gives ZoomInfo customers the ability to listen to and detect interesting activity on their websites, then engage with prospective buyers through intelligent chat experiences.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

No More Cold Calling

SEPTEMBER 26, 2024

You’ll find Kristie’s questions in Chapter One: “You’ve Got to Meet Yourself Before You Meet the Prospect.” Sales leaders complain that reps don’t get enough qualified leads, their pipelines are fluff, and it takes them way too long to reach their prospects. And that’s just the beginning. Big problem!

Referrals 156

Referrals Meeting Scale Prospecting 156

Sales and Marketing Management

JANUARY 21, 2019

For example, notes about sales calls that field reps currently might keep in a variety of mobile apps should be integrated into CRM systems. Automated sales prospecting. Sales prospecting tools, such as Pipedrive, Vainu.io For instance, AI now customizes emails to prospects and addresses their problems.

Trends 297

Trends B2B Social Media Telemarketing 297

Sales and Marketing Management

MARCH 15, 2021

The damage starts with your lead generation system, then spreads to your entire business. Exceptional salespeople don’t waste their time on prospects who aren’t in their target market. The wrong target market is not limited to a sales problem. Idioms about salespeople like “she could sell sawdust to a sawmill” have a fundamental flaw.

Marketing 284

Marketing Lead Generation How To System 284

Mr. Inside Sales

AUGUST 13, 2021

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Speaking about prospects hiding behind emails, etc., Ghosted—just the sound of this is chilling.

Face-to-face 317

Face-to-face Call-back Gatekeeper Decision Maker 317

Zoominfo

JANUARY 30, 2025

Heres how some of todays top experts use AI to sidestep common challenges, encourage experimentation, enhance sales training, and create smarter prospecting lists. Lead Scoring and Intent Analysis: AI ranks leads and identifies intent signals to prioritize the prospects most likely to convert. Take email prospecting, for instance.

Lead Rank 130

Lead Rank Lead Scoring Intent Signal Conversion 130

Zoominfo

MARCH 4, 2021

Prospecting. Make meeting scheduling easier for prospects. Help build email sequences for lead nurturing — the ones that don’t respond to initial prospecting. Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Practice data hygiene in all data systems.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

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

No More Cold Calling

JANUARY 9, 2020

I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

SBI Growth

JULY 28, 2020

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

Prospecting 234

Prospecting Ideal Customer Profile Top of Funnel Sales 234

Zoominfo

JANUARY 6, 2021

Customer relationship management (CRM) systems function as the heart of customer engagement. CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. With these insights, you get a full 360 view of current, prospecting, and available customers. Future Trends in CRM.

Trends 246

Trends CRM Top of Funnel Marketing 246

The Pipeline

OCTOBER 28, 2020

Join Bob Howard of Contact Science , and me, for this interactive discussion about pivotal elements of prospecting, both skills, and systems. This wide-ranging discussion will cover key elements of prospecting success, including: How to simplify success for all. A proven system for consistent prospecting.

ACT 235

ACT Face-to-face Pivotal Pipeline 235

Sales and Marketing Management

OCTOBER 10, 2018

Machine learning and an expert recommendation system allow it to act and learn. It can improve effectiveness by suggesting an optimal path to deal closure, and it can provide detailed guidance for approaching each prospect. Audio processing and computer vision allows AI to sense. Why AI Is Poised to Transform Sales.

Case Study 319

Case Study Analytics CRM Study 319

Zoominfo

OCTOBER 24, 2024

Reaching the right prospects at the right moment is often the difference between closing a deal and coming in second. Seamless Integration : Many AI sales assistant software solutions integrate seamlessly with existing CRM systems, creating a unified and efficient sales ecosystem. Learn More About ZoomInfo Copilot 2.

Software 211

Software Software Tools Hubspot 211

Zoominfo

JULY 8, 2021

“Delivering our data, insights, and technology enables sellers and marketers to be more effective and efficient when they are engaging with prospects and customers and building demand and lead generation campaigns.” CRM systems act as a home base for sellers. Reps will spend less time prospecting and more time selling.”.

Data 246

Data Microsoft Decision Maker CRM 246

MTD Sales Training

JUNE 25, 2019

There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? The story that you tell is the prospect’s story, with the prospect as the hero who must overcome an obstacle in order to achieve a goal.

How To 279

How To Software Software System 279

No More Cold Calling

AUGUST 14, 2019

Prospects trust us. Then I asked the pivotal question: Do you have a referral system, a methodology, a programmatic, written strategy, with metrics, KPIs, skills, and accountability for results? I had to figure out why everyone said referral business was the best business, but no one had a referral system in place.

Referrals 291

Referrals Cold Calling Survey Scale 291

The Pipeline

OCTOBER 23, 2020

Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers. They are either the linchpin or weak link in your prospecting success. A proven system for consistent prospecting. The reasons for call reluctance are also not new, they are: Lack of Process.

Cold Calling 241

Cold Calling Pipeline System Prospecting 241