Score More Sales

NOVEMBER 26, 2013

Every week I run into executives who are saying to me, “OK, I’m ready to put up my profile” or “I have a profile but don’t really know what to do next”. Like going to a trade show or Chamber of commerce meeting, it won’t benefit you unless you interact in smart ways on an ongoing basis. set up advanced searches.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

Nutshell

MAY 7, 2024

Trade shows can be powerful platforms for showcasing your products, growing your brand, and winning new customers. However, figuring out how much your business actually benefits from attending trade shows can be challenging. Why measure your return from trade shows?

Trade Show 71

Trade Show Maximizer ROI Lead Rank 71

The Pipeline

JULY 16, 2019

Not a moto for successful selling and retention, but maybe it has some purpose. Many who sell in a “complex sales” environment continue to define their value in ways linked to features, not business impacts. Ask a group of sellers what they sell, and the majority will respond in something related to their deliverable.

Prospecting 284

Prospecting Trade Show Objections Buyer 284

Zoominfo

JULY 15, 2019

You create a pop-up photo booth where people can take pictures with their friends and then receive stylized edits of their photographs to take home. Or, if your company sells intangible products like software and technical solutions, you can craft an email campaign offering a free trial of your product. Industry events and trade shows.

Trade Show 246

Trade Show Campaigns Face-to-face B2B 246

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Data has become one of the most useful tools for both marketers and sales, but the two teams often don’t share this information or optimize it to help each other’s performance. Show value.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Zoominfo

MAY 25, 2022

What Do Sales Intelligence Tools Do? Ideal sales intelligence tools supply your team with up-to-date information about your prospects and addressable market — and how you can reach them. Why Use Sales Intelligence Tools? Here’s what you should look for: 1. Or can you?

Ideal Customer Profile 130

Ideal Customer Profile Tools Prospecting Intent Data 130

Score More Sales

NOVEMBER 28, 2014

We used to pick up the phone to call customers when something came in that they would like. We kept lists of sizes and favorite colors for when husbands and fiancés wanted to pick up a surprise gift. You can grow your visibility and be like a non-stop trade show by creating a strong presence online. Don’t sell them!

Apparel 240

Apparel Trade Show Ideal Customer Profile Google 240

Sales and Marketing Management

APRIL 24, 2020

And they require the tools that allow them to leverage that data in ways that differentiate your business from the rest of the pack. Maybe they all found you in a similar way – social media, a trade show or sales outreach, for example. The number of tools is growing because they are useful and in demand. Use Your Data.

Data 240

Data B2B Ideal Customer Profile Strategy 240

Score More Sales

SEPTEMBER 7, 2011

Selling on steroids, sellers everywhere, no sales tool left behind – it was all so much to do and see! Dreamforce , which is Salesforce.com’s huge annual party, is a combination of giant user group, fan club, classes, trade show, and living commercial for a platform that is the 100 pound gorilla in SAAS computing.

Lead Rank 176

Lead Rank Lead Scoring Jigsaw Top of Funnel 176

Nutshell

MAY 15, 2023

Sales prospecting tools for lead generation are critical for helping sales representatives find, qualify, and reach more prospects. These tools streamline the prospecting process and can help sales teams close more deals. LeadIQ On average, sales reps spend only 25% of their time selling.

CRM 127

CRM Tools Ideal Customer Profile Prospecting 127

Sales and Marketing Management

JULY 21, 2019

Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Alternately (and getting down to business), incoming reps might be asked to articulate the market landscape they’ll be selling into. million words. Here’s How it Works. Promote pre-boarding.

Coaching 241

Coaching Video Hiring Trade Show 241

DiscoverOrg Sales

FEBRUARY 19, 2019

In my experience – first as DiscoverOrg’s CMO, then Chief Growth Officer, now President – I’ve found it’s important to take some time at the beginning to get your footing – identify priorities and make a plan – so that you can get some quick wins that prove your worth and set your organization up for long-term success.

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

No More Cold Calling

AUGUST 25, 2011

Selling is tough. We receive a referral introduction, respond to a request from our website, meet a sales prospect at a trade show, or answer a phone call from an interested and qualified prospect. He was apologetic, said he was hiring new people, and he was still interested in pursuing a referral-selling initiative.

Referrals 185

Referrals Trade Show Call-back Hiring 185

Sales and Marketing Management

JUNE 29, 2020

The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). Firing up the revenue engine post-crisis. How to sell to leads during and after COVID-19.

Face-to-face 228

Face-to-face Conference Trade Show Video 228

Sales and Marketing Management

JANUARY 29, 2021

Businesses across the country are taking pivotal actions to prioritize their digital selling efforts, especially now that trade shows and conventions are off the table for the foreseeable future. Using available collaboration tools can help improve communication and simplify the sharing of information between workers.

Face-to-face 177

Face-to-face Proposal Trade Show Pivotal 177

The Pipeline

APRIL 29, 2011

Sign up for our Email Newsletter. The water backs up and nothing moves through. For example, get so-called leads from mailings, trade shows, advertising, networking, newsletters, and speaking. A Random Walk Up Sales Street. Home About The Pipeline. Free Resources. 0 Subscribers. Subscribe by Email. February 2012.

Lead Generation 257

Lead Generation Sales Qualified Lead Top of Funnel Pipeline 257

Zoominfo

FEBRUARY 25, 2021

Examples of outbound prospecting include email outreach, social selling, and cold calling. Trade Shows: Investing sponsorship of industry events or even producing an event using internal resources. Trade shows are incredibly conducive to lead generation because 81% of trade show attendees have buying authority.

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

The Pipeline

JANUARY 16, 2012

Sign up for our Email Newsletter. Stored in Attitude , Buying Process , Communication , EDGE Sales Process , Gap Selling , Impact Questions , Planning , Productivity , Prospecting , Sales Success , Sales Technique , Sales eXchange , execution. One way to this consistently is to use the GAP Selling model. Free Resources.

Pipeline 214

Pipeline Hiring Cold Calling Lead Rank 214

Pointclear

JUNE 28, 2012

” As a result of this behavior and the opportunity created by it, tech marketing and selling are going through a major transformation. And what the buyers tell us over and over again is, ‘Don’t sell so hard. Sales is doing its thing and selling. I don’t want to be sold to.’”

Marketing 247

Marketing Outbound Inbound Vendor 247

SBI

OCTOBER 24, 2019

Sales Tools to Increase Tradeshow ROI. Lately, I’ve seen specific functionality come to the forefront—features that make it easier to deliver content to prospects at tradeshows and to follow-up afterward. Lead follow-up: In order to follow-up quickly and effectively, a couple of things have to happen.

ROI 74

ROI Sales Tools Tools Trade Show 74

Sales Hacker

SEPTEMBER 4, 2019

These items end up in the trash, hardly a worthy investment of your firm’s marketing and sales budgets. . Is this going to end up in the trash? Like any marketing or sales tool, promotional products are an investment. Our urge to “square up” and “make it even” persists into the sales world as well. . The new SaaS.

Sales Tools 111

Sales Tools Tools Data Wireless 111

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Hiring 164

Hiring Face-to-face Video Distribution 164

SBI

OCTOBER 2, 2012

A rep from one of the world’s largest technology companies that sells enterprise (i.e. large corporate) solutions rang me up yesterday. I suspect that reps were handed a list of people from Dreamforce and told to follow-up. This isn’t a bad trade-show practice. tools and technology) to do that.

Sales Qualified Lead 123

Sales Qualified Lead Trade Show Enterprise Enterprise 123

Zoominfo

OCTOBER 5, 2021

You create a pop-up photo booth where people can take pictures with their friends and then receive stylized edits of their photographs to take home. Or, if your company sells intangible products like software and technical solutions, you can craft an email campaign offering a free trial of your product.

Trade Show 130

Trade Show Campaigns Face-to-face Promotion 130

SBI

OCTOBER 1, 2014

It’s equal parts party, celebration, inspiration, philanthrophy and industry trade-show. Whether or not you’ll be attending, you’ll want to keep up on the latest and to help you with that mission, we’re naming the top 20 Twitter handles to follow at Dreamforce. Accelerate Sales Ramp Up. ClearSlide.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI

NOVEMBER 12, 2014

A rep from one of the world’s largest technology companies that sells enterprise (i.e. large corporate) solutions rang me up yesterday. I suspect that reps were handed a list of people from Dreamforce and told to follow-up. This isn’t a bad trade-show practice. tools and technology) to do that.

Sales Qualified Lead 126

Sales Qualified Lead Lead Qualification Trade Show Lead Generation 126

Hubspot Sales

JANUARY 14, 2019

Let's get one thing straight: If you're connecting with a prospect for the very first time, you should never paste your elevator pitch into your email or say it as soon as they pick up the phone. You sound like a salesperson trying to sell them -- which makes the modern buyer run for the hills. Because that doesn't work.

Examples 145

Examples Report Networking Trade Show 145

Zoominfo

JUNE 3, 2021

The main distinction between the two is that Outside reps travel off-site to build trust face to face with prospects, while Inside reps use technology to sell from an office or home base. They’d then have to go back to their car or office and follow up to make more appointments or another cold call. percent) selling remotely.

Outside Sales 147

Outside Sales Face-to-face Travel Lead Rank 147

SBI

MAY 1, 2012

All too often, typical sources of dubious leads are purchased lead-lists, and names extracted from business cards that were tossed into a “fish-bowl” by people hoping to win a tempting trade-show give-away. And selling is Sales’ responsibility, not that of Marketing. They are not, in other words, a worthy or sustainable match.

Sales Qualified Lead 126

Sales Qualified Lead Leads Marketing Qualified Lead Marketing 126

Partners in Excellence

NOVEMBER 13, 2013

There’ve been a lot of articles about social selling going around. As one would expect, many representing social selling as the answer to every sales person’s prayer. To be honest, I struggle with the term “social selling.” So all my comments about social selling come from that perspective.

Social Selling 112

Social Selling Ideal Customer Profile Channels Trade Show 112

Zoominfo

DECEMBER 2, 2019

But I’m also doing the job of demand generation and customer marketing and product marketing, and sales development for my new business … without enough tools or time to do it all!”. Invite a mix of customers and prospects, and structure the event to educate them and provide best practices on a topic that keeps them up at night.

Small Business 216

Small Business Small Business Pipeline Demand Generation Agencies 216

Zoominfo

MARCH 9, 2021

Funnel measurement: This involves ensuring that metrics align with expected results while working with sales leadership to escalate issues with follow up, lead response time, and pipeline health. . Nurture Programs : These are arguably one of the most effective tools in the arsenal of demand generation managers.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Zoominfo

OCTOBER 31, 2019

When people fail to meet their sales quota, I can almost always point to one of three reasons: An unhealthy sales pipeline Poor messaging Selling to a single point of failure. Here are the three tools you’ll need to fix your lead problem, fast: 1. Now for the hard part: Pick up the phone. Email campaign capabilities.

Quota 178

Quota Decision Maker Segment Hiring 178

Hubspot Sales

DECEMBER 19, 2018

Today's salespeople are afraid to pick up the phone. Start by picking up the phone. The phone is still an incredibly powerful tool for communication. Online connections such as social selling, email, and webinars should be balanced with offline (in-person) touchpoints, such as trade shows and networking events.

Survey 145

Survey Trade Show Call-back Webinar Metrics 145

Zoominfo

FEBRUARY 25, 2021

Examples of outbound prospecting include email outreach, social selling , and cold calling. Trade Shows : Investing sponsorship of industry events or even producing an event using internal resources. Trade shows are incredibly conducive to lead generation because 81% of trade show attendees have buying authority.

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Hubspot Sales

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. You can’t control how much this salesperson sells -- but you can tell her to increase her daily email output. Percentage of leads followed up with.

Cost per Acquisition 145

Cost per Acquisition Lead Rank Churn Webinar Metrics 145

Alice Heiman

JULY 10, 2019

That might be at a trade show or event, at their office, on the phone, via email or on social media. That means we need to use all the tools available to do that. It also gives me opportunities to connect on topics not related to selling them something. Getting Set Up on LinkedIn . Where Are Your Prospects? .

Prospecting 114

Prospecting Social Media Trade Show Ideal Customer Profile 114