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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.

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.

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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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?

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?

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.

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.

Top 100 Qualities of a Great Teleprospecting Rep – #80: Inventive

The CRAP Report

MacGyver , played by Richard Dean Anderson , had a great number of skills that really do not pertain to sales prospecting and B2B lead generation; most notably, the guy was a physicist and chemist.  Not necessarily skill sets that make one a fantastic qualifier of potential sales opportunities.  Administrative Assistants get colder to the cold call, and decision makers are picking up their phones less and less.  Again, maybe someone else did this before, but never in my buddy’s organization.  You remember him, right?  Now, the fact that the guy was inventive? 

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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.

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. 

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.

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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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

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.

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?

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.

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.

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.

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.

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.

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?

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?

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.

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?

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.

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.”.

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. 

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.

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.