Trending Sources

Prospecting data accuracy


Good news:  B2B prospecting data is more accurate than you may think. Over the last decade, my colleague Bernice Grossman and I have studied this issue, producing a series of five research reports on the quality of the data B2B marketers can rent or buy for prospecting purposes. Harte Hanks has since sold its prospecting data business.). vendors today.  . overall.

Exciting new tools for B2B prospecting


Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.  Are they growing?  Near an airport?  Unionized?  Minority owned? 

How to Influence B2B Sales Prospects (Without Annoying Them)

Sales Prospecting Perspectives

In the same way, a sales rep can interrupt sales prospects'' mental workout throughout the day with untargeted calls and emails that turn out to be giant wastes of time. Prospects may make appointments, but they could also decide not to show if you’re not careful. So it’s important to be extremely sensitive when conducting B2B sales calls with prospects. Reciprocity.

Why is December a Great Month for B2B Sales Prospecting?

Sales Prospecting Perspectives

Historically, the typical sales rep thinks that prospecting and December do not mix. And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. In most cases, the common themes I saw were that prospects, not surprisingly, were currently in planning mode for the following year. Wrong. Connect Rate. & 7.3%

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. and prospects. Look for.

New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015. Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum?

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

The Prospect-to-Buyer Disconnect. AG Salesworks is pleased to bring you a guest post from Jeff Shore , an in-demand sales expert, author, speaker and executive coach. Most people do no listen with the intent to understand, they listen with the intent to reply.”. Stephen R. Covey. The temptation is to be formulating an answer to a question that hasn’t yet been asked. But, you could be wrong.

6Sense Finds B2B Prospects Using Web Site Activities

Customer Experience Matrix

I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web. Since then, I’ve had a more detailed briefing, which clarified that their scope extends well beyond prospect lists to predictive models applied across all stages of the purchase cycle. The Web site network is unusual if not unique among B2B data providers; the most similar offerings I can think of are audience profiles from B2C site networks, from owners of large B2B sites, and based on other B2B activity such as email response.

3 Ways to know your prospects as well as they know you!

grow - Practical Marketing Solutions

How do you get to know your prospects? Or maybe a better question is, are you getting to know your prospects? Today I’ll go through three ways you can get to know your prospects in 2016. What Is A Prospect? Perhaps those acronyms are easier because the difference between a prospect and a lead is debatable. Ways To Get To Know Your Prospects With Segmenting.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. and prospects. Look for.

B2B Marketers Are Turning Away Prospects

Digital B2B Marketing

According to recent research from IDC, lead generation is a top B2B marketing priority , and in the next four years Sirius Decisions predicts 75% of all registrations will be captured online. One of the primary ways B2B marketers capture leads online is asking prospects to register for content. Your Turn How else do marketers turn away prospects? Only 40% share webcasts.

3 Tips for Managing Inbound Prospecting Lists

Sales Prospecting Perspectives

We all know how quickly B2B inside sales reps can get discouraged when the first few people they call on an inbound prospecting list end up being grad students doing research, people no longer working with the company, or contacts that don''t exist at all. Data Management Sales Prospecting List Development B2B Inside Sales Point is, nothing surprises me anymore.

List 64

Sales Prospecting Perspectives' Top 10 Blog Posts in 2014

Sales Prospecting Perspectives

Before we count down the ball drop, we want to share with you our top 10 blog posts on Sales Prospecting Perspectives in 2014. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. How to Have an Effective First Conversation When B2B Teleprospecting. What are yours?

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Test phone calls to learn more about your prospects. Value Proposition: What motivates prospects to buy from you? Approach: A/B single factor split test.

Marketers Need to Focus on Prospects' Behaviors, Not Demographics

It's All About Revenue

Marketing is often about treating the largest groups of prospects and customers the same. We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. According to Avinash Kaushik , Digital Marketing Evangelist at Google, who spoke at the MarketingProfs B2B Forum, behavior is the most important thing to focus on. Page Depth.

B2B Marketing Trends for 2016

B2B Marketing. Trends for 2016 Edited by Tom Pick and Tony Karrer 25 Thought Leaders Weigh In 0 Executive Summary B2B marketing practices are in the midst of profound change, driven by three powerful trends: • Changing expectations of buyers: as Baby Boomers retire and Millennials move into and up within the ranks of B2B enterprises, buying. and prospects. Look for.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

Although it wasn’t a lot of money in the whole scheme of things, it was still something and I was able to see how changing the motivation of a prospect can completely change revenue. What motivates your prospects to buy from you? In the business world, it isn’t that easy as most of the time the prospect’s motivation often ends at simply purchasing a product or service.

Buy 116

3 Factors that Connect Value Prop to Prospects

B2B Lead Generation Blog

Tweet There is one question at the heart of lead generation that your marketing efforts should clearly answer. “If I am you ideal prospect, why should I buy from you rather than your competitors?”. In this B2B Lead Roundtable Blog post, we’ll look at three factors you should consider when crafting value propositions that you can use to aid your lead generation efforts.

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Customer-centric Marketing: Using metaphors in your B2B strategy [More from the blogs]. Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. You may also like.

For B2B Companies, Selling Better is Not the Answer

Great B2B Marketing

The post For B2B Companies, Selling Better is Not the Answer appeared first on Great B2B Marketing. B2B B2B Buyer Prospect b2bWhen challenged, we humans have a tendency to resort to the known and familiar path (not taking “the road less […].

Target Your Best Prospects by Segmenting Your Best Customers

Modern B2B Marketing

The best customers are those that last a lifetime , and by segmenting your current customers and identifying which are the most profitable, stay the longest, expand service, and refer new customers, you can allocate more of your marketing dollars to acquiring similar prospects. Here are four steps to segment your existing customers to target the right prospects: . 1.

Empathy and Marketing: How to Turn Your B2B Prospects Into People


Brands know they can’t ignore these platforms (which is why 95% of B2B marketers have created corporate social media accounts) and the successful companies have figured out a way to effectively engage and build strong relationships with their customers. Though this is a consumer marketing example, the principles apply equally well to B2B marketing.). Guest post by Brooke Cade.

B2B Prospecting Data Just Keeps Getting Better


The most reliable and scalable approach to finding new B2B customers is outbound communications, whether by mail, phone or email, to potential prospects, using rented or purchased lists. B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size and job role, or title. Company SWOT analysis (OneSource).


5 Sales Prospecting Strategies for Overcoming Call Reluctance

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. It doesn’t come from the prospects; it comes from the sales reps themselves. What value are you going to provide to the prospect? Without these templates, it takes way too much time to work through a reasonable prospect list. It starts with a hesitation.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about. Who are my prospects? First, you must ask yourself, “Who are my prospects, and where are they in the purchase cycle?”. The window shoppers – These are prospects who are very early in the sales cycle.

5 Things You Need to Convert B2B Prospects NOW


Jamie is among my LinkedIn network of B2B executives who strongly advocates the power of innovation. He has often sent me a comment or a message via LinkedIn about his thoughts and experiences in the world of B2B lead generation. Last week, his question was why I did not list “innovation” in my post about how to simplify B2B content marketing. It doesn’t work!

The Outbounding Index: How Does Your B2B Prospecting Stack Up?

Sales Prospecting Perspectives

In December of last year I approached Matt Bertuzzi of The Bridge Group, Inc with an offer. I’d hand over the keys to our massive database of real, active, and standardized CRM data if he could do one thing for me. Could he find a way to make it useful. Well, after many months of hand wringing, iterations, verbal altercations, and math, Matt has done just that. Enter the Outbound Index.

How to Use Social Selling for Pre-Call Research in B2B Inside Sales

Sales Prospecting Perspectives

What is B2B social selling? To me, social selling for B2B inside sales is using your resources to your advantage. Sales Prospecting Strategies Social Selling Research B2B Inside Sales Sales Communication In fact, it’s something you’ve probably done in the past without realizing it.

3 Tips for Nurturing Prospects in Inside Sales

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Taylor Lacey, a Business Development Representative at AG Salesworks. These are three important tips to remember when nurturing prospects. If the prospect wants more technological detail, that’s OK, but in most cases, it''s not. Understand Your Prospects’ Buying Cycle. Some Leads Aren’t Sales-Ready.

Push versus Pull Marketing: In B2B, You Need Both


With the new popularity of pull marketing, B2B marketers may be under the mistaken impression that push marketing is dead—or should be.  Simply put, B2B marketers need a mix of push and pull.  Limiting your strategy to pull alone will reduce your market, and limit your ability to identify all the prospective buyers who might need your solution to their problems. And here’s why.

5 B2B Sales Thought Leaders Share 2014 Trends and 2015 Predictions

Sales Prospecting Perspectives

We asked 5 B2B sales thought leaders to take a step back and analyze last year in terms of sales trends and this year in terms of sales predictions. Specifically, we asked them this question: What were the major trends in B2B inside sales in 2014, and how do these trends influence your predictions for 2015? It’s January 6. Do you know what that means? Matt Bertuzzi. Kyle Porter.

Trends 124

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Bring customers and prospects together in social channels. Adriel warned in regard to the contextual differences between engagement in social media and different channels, prospects in those different channels will likely have different thresholds for how they absorb marketing messages. Related Resources: B2B Social Media: SAP Latin America boosts followers 900% [Part I].

Trade Show Marketing: Tips for increasing prospect engagement

B2B Lead Generation Blog

Tweet It’s easy to get ahead of ourselves trying to promote products and services before we’ve given the prospect a reason why they should learn more, and trade events can exacerbate the issue. We provided this opportunity at the recent MarketingSherpa Email Summit 2013 in Las Vegas two weeks ago (and our B2B Summit before that). Optimize Data for Your Prospect Outreach.

Sales Prospecting Perspectives Weekly Recap - Week of February 14, 2014

Sales Prospecting Perspectives

Happy Valentine''s Day, Sales Prospecting Perspectives readers! On Valentine''s Day, some people may feel down if they don''t have a Valentine, just like in inside sales when people can feel slighted if they don''t have a prospect. Is it OK to cold call prospects on their mobile phone ? According to Tom Pick, it''s reducing friction at all customer touchpoints.

How to Evolve Your Prospect Management in a Predictive World

Modern B2B Marketing

Author: Sean Zinsmeister It used to be that prospect management meant dolling out “ Glengarry Leads ” to add to your Rolodex, keeping a spreadsheet of top prospects, or most recently populating an empty CRM database with leads that seem to “look good.” But solutions are emerging to help solve all of this and change the way we manage prospects—predictive solutions.

5 Sales Prospecting Tips to Combat the End-of-Quarter Blues

Sales Prospecting Perspectives

For inside sales reps, on the one side, you’re getting the brush off from prospects who want to call you back next year instead. The end of a period is a time when your prospects have other fires burning bright. Once the prospect assures you that they do want to do business with you, you can respond with: "Great! Offer alternatives. Use the “F” word. Get a testimonial letter.

4 Myths Preventing True B2B Customer Understanding

Tony Zambito

There is a big problem when it comes to B2B customer research.  And, most B2B executives may be unable to see or recognize the problem.  According to various studies over the years (by credible institutions such as Harvard) regarding market and customer research, approximately 80% or better of B2B customer research is conducted to reinforce current assumptions about customers. 

Three Things Smart B2B Marketers Will be Doing in 2016


What will successful B2B marketers to be doing more of, or differently, in 2016? That question was recently posed to the expert contributors at the B2B Marketing Zone , and two dozen responded with a range of insights about content marketing, measuring results, employee advocacy, customer experience and other topics. Here are three key takeaways plus some additional musings.

B2B 166

The Domino Theory of B2B Content Marketing

B2B Lead Generation Blog

That approach works well for the short time someone is engaging your landing page or other marketing medium, but what about longer time horizons common to complex B2B sales? That’s a perfect metaphor for content marketing in B2B, not just within the buying cycle, but across the lifecycle of a customer. B2B Marketing: Calls-to-action and the business buying cycle.

Social Media Marketing: 6 tips for running a valuable LinkedIn group that attracts prospects

B2B Lead Generation Blog

In early October, the B2B Lead Roundtable Group , this blog’s LinkedIn group, was recognized as one of the top LinkedIn groups for content marketing. Check it out for yourself here: “ 4 Hottest LinkedIn Groups for B2B content marketing.” Everything starts with your products’ prospects; the strategy does not start with the LinkedIn group,” Skotidas says.