SBI Growth

AUGUST 19, 2012

This post discusses how to get your prospects interested in you versus your competitors. Demand generation content refers to web pages, blogs, eBooks, white papers, webinars, newsletters, and many others. Your prospects decide if they are going to buy from you, or your competitors, before they meet you. There were.

Demand Generation Agencies 257

Demand Generation Agencies Demand Generation Demand Generation Targets Top of Funnel 257

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. Send out enabling YouTube videos, white papers, blogs and tidbits. Passion – Prospects smell fear. Tony’s most recent book is “Combo Prospecting.”

B2B 319

B2B Banking Conference Decision Maker 319

Pointclear

JULY 16, 2013

Remember that high-quality persuasive content is not your corporate brochure or a sales pitch, thinly disguised as a white paper. Let’s take a closer look at the quality of leads produced by these lead generation tactics and how this impacts your ability to further develop these prospects into customers.

Lead Generation 225

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 225

SBI Growth

JANUARY 20, 2014

The Role of Offers in Prospect Marketing. When marketing to prospects, the Offer plays a major role as well. Quality of the list is the #1 determination of success for converting prospects. We encouraged the sales reps to flood the industry with the competitors offer (a Gartner white paper).

Campaigns 310

Campaigns Demand Generation Demand Generation Targets Outside Sales 310

The Pipeline

MAY 28, 2019

To succeed in prospecting, in fact, in any element of sales, you need to own your time. For a complete approach to time utilization for B2B sales professionals, download The Top Sales World White Paper: Sales Happen In Time. As alluded to above, all humans fall into this 24-unit paradigm, including prospects and clients.

Buying Cycle 309

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

Jeffrey Gitomer

APRIL 16, 2013

Use the “keyword” search feature to uncover prospects you never knew existed. Write an industry white paper. White paper, or brochure? Send a once a week, value-based message to existing and prospective customers. Build relationships and earn referrals. Visit existing customers. Offer ideas and help.

Cold Calling 233

Cold Calling Face-to-face Trade Show Referrals 233

The Pipeline

MARCH 31, 2014

Just as you need to set time aside for the unexpected emergencies, (Grab you copy of the Sales Happen In Time white paper, to learn more), you need to include some down time, time to step back, re-energize, regroup, and re-emerge ready to conquer more. How can I help a prospect without involving my product?

Up-Sell 317

Up-Sell Consumer Exact Account 317

Sales 2.0

SEPTEMBER 14, 2014

The step that was missed was testing and refining the company’s message, target market and conversion of interested prospects into customers. Our job is to efficiently communicate our company’s message to prospective clients and then help them make a decision on whether to buy our product. It’s not our job to build the product.

Scale 373

Scale Hiring Collateral Social Selling 373

MTD Sales Training

JANUARY 17, 2012

According to the latest facts and figures released, Facebook is now used by every 1 in 13 people on earth, and with over 50% of these logging on every day, the ability for prospecting and connecting with your followers through this platform is at an all-time high.

Facebook 256

Facebook Lead Rank Lead Scoring Leads 256

No More Cold Calling

OCTOBER 22, 2013

Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Some take this to mean that our prospects and clients don’t really need us anymore—that the automation of selling has made salespeople irrelevant. Comment Here.

Buyer 271

Buyer Face-to-face Social Media Small Business 271

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

SBI Growth

OCTOBER 21, 2012

A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Active demand is when a prospect is going to buy something. The prospect’s task is to determine who to buy from. Demand generation is the science of stimulating latent demand.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Targets Demand Generation Outsourcing Services 314

SBI Growth

MARCH 5, 2013

Low open rates – Marketing produced content (blog, white paper, etc.) Nurture content – Your LDRs don’t have any high-value content to send to prospects. Once the reps realize the prospect isn’t ready to go, they abandon ship. Few people opened it. The subject/title of your content missed the mark.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

DiscoverOrg Sales

JULY 5, 2017

It could be a target prospect account you’re already researching, or a current client you’d like to expand. Define parameters for sales prospecting. Download a white paper? Of those, you’ve chosen Biologics as a target prospect because you have engineering expertise there. Who owns the global campaign?

Account 289

Account Campaigns Engineering Harvest 289

Understanding the Sales Force

OCTOBER 12, 2012

It prevents salespeople from asking a lot of questions, tough questions, pushing back and challenging their prospects. Speaking of requirements, findings, sales assessments, candidates and culture, I have updated my hugely popular White Paper, The Science of Salesperson Selection. If you would like an updated copy, click here.

Comparison 267

Comparison Exact Sales Examples 267

Score More Sales

MARCH 26, 2013

In reviewing a white paper this week my eyes glommed on to a sentence: “Traditional CRM often falls short in enabling the proactive decision-making skills that business leaders need to address the demands of their clients.”. Mid-sized companies need better tools to help understand what customers need and want.

CRM 235

CRM Guidelines Compensation Outbound 235

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

No More Cold Calling

OCTOBER 9, 2014

It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Before they make contact with us, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo.

Cold Calling 280

Cold Calling Call-back Small Business Small Business 280

SBI Growth

JANUARY 22, 2014

You can create PowerPoints, Prezi, videos or white papers to name a few. social prospecting) is a great way to use drip testing. You may not have the luxury of an LMS (Learning Management System). But that doesn’t mean you can’t create and serve up training content in different modalities. The goal is to step outside the box.

Training 281

Training Customer Hiring Education 281

No More Cold Calling

MAY 6, 2014

Are you looking for the right prospects in all the wrong places? You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person. Someone who’s downloaded a white paper is not a qualified lead, nor is someone who’s viewed a demo. Sales is like dating.

Sales Qualified Lead 227

Sales Qualified Lead Leads Marketing Qualified Lead Ideal Customer Profile 227

SBI Growth

SEPTEMBER 2, 2012

Outward-in research: Win/loss interviews determined: LinkedIn Groups is where prospects are discussing our product frequently. White papers offer prospects the greatest deal of information about our product. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Zoominfo

JULY 11, 2018

Buyers say they will share information in exchange for webinars (79%), white papers (76%), third-party/analyst reports (66%), e-books (63%), and case studies (57%) ( source ). B2B buyers say prescriptive content that lays out a formula for success is the most popular type of content ( source ). B2B Content Marketing Distribution.

Top of Funnel 255

Top of Funnel B2B Marketing Social Media 255

Pointclear

FEBRUARY 4, 2014

Never before have marketers had so much information about prospects, customers, the competition, and the markets they hope to reach. Make one set of messaging "dynamic" and tailored based on prospect data. But are they perusing your homepage, or downloading a white paper? Sounds like a happy situation, right?

Top of Funnel 239

Top of Funnel Opportunity Data Revenue 239

SBI Growth

OCTOBER 5, 2013

Your marketing budget has to reflect the new buying behavior of your customers and prospects. Let your buyer research, personas & BPMs drive your content output: Blog Posts, Ebooks, White Papers, Newsletters, Customer Interviews, Video, Webinars, Slideshare, Print Articles, Live Events. Missing Critical Spending Categories.

Outsourcing Services 293

Outsourcing Services Top of Funnel Sales Qualified Lead Trade Show 293

SBI Growth

SEPTEMBER 12, 2012

When a prospect gets their attention drawn to something, that's interest. Information is gathered - web-sites visited, white papers downloaded, etc. In contrast, a prospect that has decided to take action to solve a problem, gain a valued benefit or remove a risk has intent to buy. Interest and Intent Defined.

Opportunity 288

Opportunity Intent How To Lead Generation 288

Understanding the Sales Force

JULY 10, 2013

Today your brochures live on or as Websites, call-ins went the way of the typewriter, and the closest thing to a bingo card are the inbound leads requesting samples, white papers and free trials. When salespeople do make calls they quickly learn that prospects no longer answer and don''t return calls from salespeople anymore.

Opportunity 227

Opportunity Pipeline Hiring Real Estate 227

The Pipeline

DECEMBER 7, 2011

Stored in Appointments , Attitude , Business Acumen , Cold calling , Guest Post , Planning , Proactive , Prospecting , Sales Strategy , Sales Success , Sell Better , Video , Voice mail , execution. For me the question of whether you do or do not leave voice mails when prospecting is so Sales -1.0, Prospecting. White Paper.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

SBI Growth

JULY 25, 2013

The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. They pass along prospects that are not ready to interact with sales. The technology responds to prospects’ inbound actions and online behaviors. Identify the total available market for a company’s product or service.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Sales 2.0

OCTOBER 13, 2018

We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. I mean how many blog posts or white papers can a buyer read in a week? White paper reading time…not large. Sending people white papers and webinars is helpful.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

Sales and Marketing Management

NOVEMBER 28, 2017

Back up your personalized emails, phone calls and social outreach with long-form content, such as e-books, webinars and white papers, which you prepare specifically for the prospect. You might already have a generic white paper, for instance, entitled “How to Increase Efficiency with Enterprise Content Management.”

Account Based Marketing 174

Account Based Marketing Sales Qualified Lead Ideal Customer Profile Account 174

Zoominfo

MARCH 24, 2021

In turn, sales and marketing efforts — from prospecting to running email campaigns — are less effective. With ongoing data hygiene maintenance, reps can barrel through call lists, spending more time connecting with quality prospects and leads. Prospect and customer experiences take a hit. How Does Dirty Data Affect Sales?

Data 251

Data B2B Churn Buyer Persona 251

SBI Growth

APRIL 22, 2013

The key is that a prospect is actively engaged with your company. These are real prospects interested in your content. As a rule of thumb, your marketing team should produce at least 50% of your incoming inquiries from Active interest prospects. Sales reps assume lead generation is for net new prospects only.

Sales Qualified Lead 276

Sales Qualified Lead Lead Rank Ideal Customer Profile Lead Scoring 276

The Pipeline

JULY 9, 2019

Your clients and prospects are better served by a proactive professional, getting things done on their behalf. You can see how to implement this process for time optimization in the Sales Happen In Time white paper. The Proactive Prospecting Club will be featuring a range of books to expand you as a person and salesperson).

Travel 291

Travel Maximizer Microsoft Face-to-face 291

Zoominfo

JANUARY 8, 2021

When the prospect is ready to buy, your sales team carries them over the finish line to close the deal. Once you have your ICPs mapped out, you can focus on building a stream of ready-to-buy prospects or marketing qualified leads. The overall goal is to stimulate prospects’ interest in your product or service. .

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Generation Ideal Customer Profile 246

Pointclear

MARCH 27, 2014

Read more about how B2B marketers will be able to directly reach customers and prospects via email on mobile devices. A survey of B2B buyers revealed what they want to see on vendor websites: detailed contact information, case studies, white papers and articles.

Social Media 223

Social Media Media B2B Decision Maker 223

Sales and Marketing Management

OCTOBER 23, 2017

It’s like a timeline: Attract (being active in the places where customers and prospects are, attracting their eyeballs, establishing trust and thought leadership). Capture (gaining more direct information about customers and advancing company awareness with, say, gated content such as white papers and eBooks).

Marketing 192

Marketing eBook Social Media Trade Show 192

Pointclear

MARCH 4, 2014

This happens when a company is using a variety of inbound methods—white papers, webinars, blogs, etc. — If your company shows this kind of pattern in its sales funnel, you’d be better off focusing on finding fewer, better prospects. but doesn’t have a strong qualification process in place. Time kills sales.

Inbound 250

Inbound Top of Funnel Sales Qualified Lead Lead Qualification 250