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Is Cold Calling Really Just a Numbers Game?

Sales Prospecting Perspectives

The other day someone said to me, “When it comes to cold calling, it’s really just a numbers game. The comment took me by surprise and I thought to myself, "Wow, do people really think that’s all there is to cold calling? In my opinion there are three key components to a well-oiled cold calling machine aside from simply the number of dials. Train Your Reps.

The Death of Cold Calling – Ending the Debate

Sales Intelligence View

Cold calling is the process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. The word “cold&# is used because the person receiving the call is not expecting a call or has not specifically asked to be contacted by a sales person - wiki.   Ending the Debate on Cold Calling.

Social CRM By Numbers [INFOGRAPHIC]

It's All About Revenue

by Amanda Batista | Tweet this Social media has dramatically changed the sales cycle, but it has done so for the better. The buzz phrase “Social CRM” shouldn’t make you hit the panic button – it should make you think more proactively about how social channels present unique opportunities to have more meaningful interactions, and close more deals.

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Are You Part of the Predictive Lead Gen Generation?

IKO-Systems

Exclusive Bonus Content: Download Here our 5 very Effective Email Templates for Cold Sales Emails. What if: cold calling no longer existed?  . These antique forms of cold calling have come and gone.  So why are we still relegated to cold email outreach online? Cold sales emails have stood as the standard for our relatively new, digital age.

13 Tips For Increasing Sales Productivity in 2013

Sales Intelligence View

Follow these 20 tips, and you’ll see your sales productivity will skyrocket. Learn a new sales approach  Instead of getting stuck on one sales technique, keep your mind open and be ready to adapt to your prospect. Going into the sale with an open mind enables you to quickly adjust your sales technique to deal with different types of prospects. So what.

Lead Statuses and the Importance of Moving Sales Prospects in CRMs

Sales Prospecting Perspectives

There is more to teleprospecting and B2B cold calling than a lot of people might think. There are multiple campaigns to work on simultaneously, and in order to stay organized, we have to use lead statuses. Having a majority of your contacts in “No Contact” is not a good sign, because it shows that you have not pulled in new contacts to your calling cycle.

How to Make the Most Influential Sales Call of Your Life

Sales Intelligence View

There it is: the nemesis that has haunted you all your life: a CRM bulging with names and leads. You stare at the address book for hours, playing out the call in your head instead of picking up the phone and dialing those all important numbers. This is a dilemma sales people face all over the world. Sales is a tough job, especially when approaching cold leads.

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Example of a Really Bad Cold Call Email

Jill Konrath's Fresh Sales Strategies Blog

Can you believe I got this from a sales training company? and it's from a big, well-known sales training firm! As you read it, imagine you're the VP of Sales for your company. My name is Jennifer with XYZ Sales Training. We improve sales performance though our unique blend of sales technology and experience, resulting in 89% better quota achievement.

Hit Your Number Faster with Sales Intelligence

Sales Intelligence View

The comments from current customers and new businesses that stopped by the booth validated that cold calling is dead and without a very targeted message with relevant information from both traditional sources and social media, a sales rep’s chances of getting contact and creating new opportunities is very slim. This is why we believe that sales intelligence is the answer.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Nurture accounts/organizations, not just people. .

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. They go into a black hole (sometimes called CRM). Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Are outbound and cold calling really dead?

Sales Best Practices include Marketing-Sales Alignment

NuSpark

I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.  A World Class sales organization generally is better at: Finding and winning new business. Improving productivity among its sales teams. Productivity per sales person. Highly effective sales management team.

Sales Best Practices include Marketing-Sales Alignment

NuSpark

I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.  A World Class sales organization generally is better at: Finding and winning new business. Improving productivity among its sales teams. Productivity per sales person. Highly effective sales management team.

Are Your Sales Suffering Because You've Picked The Worst Times To Contact Prospects?

ViewPoint

If your sales are down, perhaps you should reconsider your timing and preparation for making contacts. Why Cold Calling Still Works. Cold calling, contacting someone you don’t already to know, is one of the most effective ways to make a business connection because it’s so direct and personal. Cold Call Timing. and between 4:00 and 5:00 p.m.

People Insights: It’s Like Ancestry.com for B2B Sales

Sales Intelligence View

Most sales people do not have the opportunity to walk into the offices of their prospects, see the awards on the wall, photos on the desk and bag of golf clubs in the corner. Without these insights, a salesperson is left to their own devices and would be left with being just another sales guy with a pitch. Get beyond the contact data of someones business card and get to know your prospect as the person and not just a contact in your CRM. In the post on the 8 ways to increase sales we outlined some best practices to follow. How can that apply to B2B sales?

The Secrets of B2B Sales and Marketing

Sales Intelligence View

A study by the Kenan-Flagler School of Business at the University of North Carlina fond that  92% of prospects don’t take a meeting when cold-called or emailed by a sales rep. Cold-calls are dead in the traditional sense. There are many reasons for this and a lot of supporting arguments to the death of cold calling but what we find is that many sales people still do not know how to call a prospect with relevant information that can make an impact and identify new opportunities. Right Time : Know when to call a prospect.

Lead Generation Tweaks for Building a Better Sales Pipeline

IKO-Systems

Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. How is overall call quality?

The Ultimate Smarketing Glossary: 62 Common Sales Terms Explained for Marketers

Hubspot

Sales and marketing teams are both responsible for the growth and revenue side of the business -- and yet, many of them still tend to operate like two opposing teams. The goal of "smarketing" is to help bring sales and marketing together as one team, which involves constant, effective communication. Keep on reading to brush up on your sales knowledge. Cold Calling.

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9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution

bizible

But pop over to the next department and see what the sales team thinks of B2B marketing attribution. How does attribution change how the sales team sells? What does “marketing and sales alignment” look like from the sales team’s point of view? And we’ll let the sales team tell their own story. Sales often won't contact leads they know won't close.

What’s the Difference Between “Sales 2.0? & “Social Selling”?

Sales Intelligence View

The sales environment continues to evolve. Most if not all companies are familiar with the term Sales 2.0 and now we are introducing Social Selling to the vocabulary of sales leaders. Like I mentioned in the post Sales 3.0 is a myth , adding a number to the end of a word doesn’t magically make it more high-tech or innovative. Social Selling is the use of sales 2.0

Adding a Little More Perk to Your SugarCRM with Sales Intelligence

Sales Intelligence View

This data deluge presents new challenges as well as big opportunities, especially for sales organizations, to distill actionable insights about prospects and transform selling from an art to science. Harnessing business and social intelligence about prospects will no longer be optional, but essential for increasing sales productivity and win rates. Room: Ballroom. Session #1.

How to Use Predictive Lead Scoring

SalesPredict

If Google can guess what you’re about to search for—based on what you, and others have searched for previously—why shouldn’t your CRM and marketing automation system tell you which leads and accounts to prioritize, based on whom you’ve successfully sold to before? Align Sales and Marketing, a.k.a. This is what we call micro-segmentation. 5. Prioritize Your Lead Follow-Up.

The Benefits of Marketing Automation for Sales: Give Your Teams X-Ray Vision

Marketing Action

Marketing automation provides a variety of benefits to sales teams. It can shorten the sales cycle, uncover new upsell and cross-sell opportunities, and maximize the lifetime value of every customer. What’s more, it gives the sales team visibility into key interactions with customers and prospects.  Sales For many sales teams, this visibility can be a real superpower. 

Why You Need To Evolve Past Cold Calling: A CTA For Sales Professionals

Modern B2B Marketing

With the use of Sales 2.0 in more B2B sales organizations, it is important to move past cold calling prospects. Search, social networks and B2B blogs are all providing sales information to prospects 24 hours a day. In order to increase sales revenues, it’s time to evolve past cold calling prospects. To learn more about Sales 2.0

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. In this format there maybe a series of marketing campaigns, tele-sales people and a well-designed CRM reporting system. What is your sales process?

How to Sell to People Not Contacts

Sales Intelligence View

More than 90 percent of executives never respond to cold-call sales or unsolicited emails , while more than 80 percent do engage when referred by a connection – whether through a friend, colleague, customer or industry peer.  And for a busy sales or marketing pro, this kind of insight needs to be delivered directly where they are working most – email or CRM application.”.

30 Terms Every Sales and Marketing Professional Should Know

PureB2B

Here are some of the terms every sales and marketing professional needs to know: A/B Testing. These are the four steps involved in the so-called purchase funnel. Refers to the various stages in the sales funnel. Sometimes called “the buying process,” this refers to the stages a potential customer goes through—from learning to purchasing or rejecting. Cold Calling.

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

KEN: We have a guest blog this week, during the past year, our research  told us that “prospecting” was the #1 issue  facing sales leaders.  I think you will find this interesting. Finding prospects and nurturing them into leads is an integral part of any sales cycle. Start by looking at your average sales cycle (say 60 days). Need more sales management resources?

Don’t Let Prospects Get Lost: Create a Customer Journey Map

Marketing Action

What calls to action are most effective? This can be either the conversion of a lead to an opportunity, or an opportunity to a sale. Here are the questions to ask at this stage: How many Sales Qualified Leads are generated? So who is the tour guide for the customer journey in your organization? Stations Along the Way. Attract. What content is being consumed? Nurture.

Lead Generation Tweaks for Building a Better Sales Pipeline

IKO-Systems

Every business wants the most efficient sales process. From the most productive sales reps and the most streamlined sales funnel, we all want a veritable machine that drives sales. In the following post, we’re going to look at how a balance of modern sales can be improved through often overlooked lead generation practices. How is overall call quality?

5 Ways to Help Inside Account Executives Build Their Own Pipeline

Act-On

In order to capitalize on this skillset, many companies separate prospecting from closing , allowing their sales teams to divide and conquer by focusing on what they do best. The prospecting group is often calledsales development reps” (SDRs), and the closers are usually “account executives” or “sales reps.” But sometimes your sales reps will have to prospect.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing. Sales DNA. 

How Belly Aligned Marketing and Sales to Build a Successful Inbound Sales Organization

Infer

Belly landed its initial customers with outside sales and “feet on the street.” By 2014, Belly had gained a significant market presence, and shifted from a dominant outside sales team to a dominant inside sales team. We de-emphasized cold calls, and invested heavily in Web-based leads for this transition. MAKING INSIDE SALES MORE EFFICIENT WITH LEAD SCORING.

Why Automated Email Engagement Should Be Part Of Your Sales Team

IKO-Systems

Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. These platforms regulate, schedule, and deliver targeted email scenarios to prospects based upon criteria determined by sales reps. Today, 59%  of companies report longer sales cycles, says a OneSource Sales Pulse Survey. Takeaway.

Why Automated Email Engagement Should Be Part Of Your Sales Team

IKO-Systems

Automated Email Engagement Solutions are cloud-based softwares designed for use in sales departments to effectively engage qualified leads. These platforms regulate, schedule, and deliver targeted email scenarios to prospects based upon criteria determined by sales reps. Today, 59%  of companies report longer sales cycles, says a OneSource Sales Pulse Survey. Takeaway.

Keep the trash out of your pipeline. Qualify your leads with Sales Intelligence

Sales Intelligence View

Do you always know who’s on the other end of a sales call? Imagine spending your day calling and emailing Marcus J. Organizations that qualify leads purely through cold calls may catch Marcus on the line. Implementing Sales Intelligence into your sales and marketing strategy will keep trash leads like Marcus J. Price far away from your funnel.

B2B Lead Generation Blog: Website Landing Pages impact Lead Generation results

B2B Lead Generation Blog

Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. As a result, most marketers are focused on improving their organic search engine visibility and trying to get top rankings via SEO. Ten times more people call now.

The Unseen Problem with Inbound Leads and How to Fix It

IKO-Systems

What most sales teams will come to realize sooner or later is that, when trying to meet monthly or quarterly sales goals, inbound simply won’t be enough. Adding outbound lead generation tactics can be a good way to create a steady sales pipeline. But the question you really need to ask is, just how long does it take for these leads to convert into a sale? Takeaway.

How to Set Up a Successful Call Strategy for Your Calling Campaign

Sales Prospecting Perspectives

Our job is to find highly qualified sales leads for our customers that will lead to qualified opportunities. One of the first questions usually asked when speaking with potential or brand new customers is what we ­recommend for a call strategy for the campaign. Note: You’d be very surprised to see how many organizations have these leads sitting in their CRM untouched for months.

InsideView Announces Social Intelligence Alliance with Microsoft

Sales Intelligence View

InsideView Announces Social Intelligence Alliance with Microsoft and Native Integration with Microsoft Dynamics CRM.  . InsideView , the only social intelligence provider to reveal the person behind the contact, today announced that they have finalized a Social Intelligence Alliance whereby Microsoft will integrate InsideView’s social selling solution into Microsoft Dynamics CRM.