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Seriously, Chill on the Cold Calling

Marketing Action

A long time ago, in a world that’s now far, far away, I sold newspaper advertising for a living. I did a lot of cold calling. I’d hop in my car, drive to a retailer I’d scouted, walk in the door with my briefcase stuffed with media kits and sample papers, and hope somebody there would talk to me. We called it “dialing for dollars.” Took a lot of dials to make a dollar.

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.

5 Steps to Successfully Build Your Company's Sales Development Efforts

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Matt Heinz , President of Heinz Marketing. Who is responsible for qualifying inbound marketing leads and identifying new, short-term sales opportunties for senior sales executives in your company? Assuming you have sales stages to begin with, which will your SDRs be responsible for? Do the math.

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


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.


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

Without A Quality List Your Cold Calling Efforts Will Not Be Successful

Sales Prospecting Perspectives

The subject of this blog should be obvious to anyone with a little experience in sales, sales operations or marketing. Having worked with the brightest minds in sales and marketing ramping up campaigns, you would assume that this would rank at the top of our list of priorities. Most of the time the messaging is on-point, the reps are trained, the lead transition process is nailed but the list is an afterthought. Quite simply, if you don’t have anything worthwhile to call on then all the prep work you’ve put in prior is useless. The list.


How Smart People Do Social Selling


It’s not a magic bullet (don’t nix cold calling yet), but social selling does work. According to research from the Aberdeen Group: 6% of the salespeople using social selling as part of their sales process outperformed their sales peers. Despite the good results, many sales people are still holding back. Sales success comes as much from a mindset as a skills set.

Media 86

33 Inspiring B2B digital marketing case studies

grow - Practical Marketing Solutions

Maybe it’s because the buying cycle takes longer, more people are involved in purchase decisions and sales are made for rational, not emotional, reasons. In this post, we wil feature case studies in the areas of content marketing, social media marketingm social CRM, social selling, LinkedIn marketing, and webinars. SOCIAL CRM ALLINA HEALTH : Used CRM to manage its data warehouse.

9 Reasons B2B Sales Teams Are Huge Fans of Marketing Attribution


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.

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. Conferences B2B b2b sales CRM crm 2.0

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. 

An Email to Bob in Sales: Thanks for aligning with us in Marketing


You’re busy training all those sales guys and going to conferences.  I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives.  I’m sure you remember the old days. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. So we’re sending you those that are closer to being sales accepted than before.  I am sure you noticed your increased close rates. It’s nice that the cold call time is much less now. 

Sales Prospecting Perspectives Weekly Recap – Week of June 14, 2013

Sales Prospecting Perspectives

During the first half of the week, our inside sales reps were passing leads like crazy. The first is from Lori Richardson at Score More Sales , who discusses the power of connection using three lists to grow business. While most companies identify prospects using a CRM system, many do not also create a list for what she calls “strategic referral partners,” or people who refer and champion your business and its content. In this article, Pete shares some of his beliefs about the future of sales, social media and teleprospecting. Now, on to the weekly recap.

An Email to Bob in Sales: Thanks for aligning with us in Marketing


You’re busy training all those sales guys and going to conferences.  I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives.  I’m sure you remember the old days. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. So we’re sending you those that are closer to being sales accepted than before.  I am sure you noticed your increased close rates. It’s nice that the cold call time is much less now. 

Ask the Author Series: Featuring Gary Walker, Author of The CustomerCentric Selling® Field Guide to Prospecting and Business Development (Part 1 of 2)

Sales Intelligence View

Describing the Sales Person as the ultimate sales technology, Joanne makes a strong call to just pick up the phone and have real interactions with our customers, current and potential. When you ask salespeople and their management about ‘prospecting’ they immediately begin talking about cold calling. customer customer intelligence Interviews Prospecting Sales 2.0

How To Avoid Mistakes During The Sales Training Process

Sales Prospecting Perspectives

I recently came across the question “ Sales Training “worst practices”: What are some of the biggest mistakes made in sales training? ” on , and I thought the points made in each answer were excellent, and I couldn’t agree more with what was said about the mistakes made during the sales training process. think it really comes down to putting the necessary processes in place to stop mistakes from happening from the get go of sales training. 3-4pm: Intro to CRM system.

Why Your Company Should Hire an Inbound Marketing Agency


In the past, this yearly process consisted of weighing the merits of various outbound marketing initiatives, which usually included some combination of trade shows, direct mail campaigns, internal cold calling, and outsourced telemarketing efforts, often coupled with a steady dose of print, radio, and television advertising. Inbound marketing realigns a company’s internal-facing focus on sales, marketing, and product toward an external-facing focus on strategic decision-making based on the wants and needs of the customer. What is Inbound Marketing? Content Creation.

Ask the Author Series: Featuring Joanne Black, Author of Pick Up the Damn Phone! How People, Not Technology, Seal the Deal (Part 1 of 2)

Sales Intelligence View

How can you bring value to every sales interaction? The release of The Challenger Sale in 2010 put “sales” books back in the boardroom. Part 2 will reveal insights from her first book, No More Cold Calling. Some assume this means that our prospects and clients don’t really need us anymore—that sales automation has made salespeople irrelevant. Sales 2.0

Building a marketing team to fuel triple-digit annual growth

Cloud Potential

Aligning sales and marketing. We all know about the classic battle between sales and marketing. On one side, we hear, “The leads suck,” and on the other, “You’re not following up on those leads.” I work hard to change that discussion completely, by doing several key things: 1. I ask everyone on the marketing team to spend time cold calling and following up on leads.

Build 24

How to Save Your Inside Sales Reps From A Losing Streak Part II: Diving Deeper Into Conversations

Sales Prospecting Perspectives

Last week in my blog, “ How to Save your Inside Sales Reps from a Losing Streak ” I discussed the idea of bringing your inside sales reps back to basics when they experience a downturn of generating opportunities. Here, I present three ways to dive deeper into your team’s conversations and ensure they are converting potential sales opportunities: Review conversations daily. As long as you build a report in your CRM to review quickly, it shouldn’t take long. Tune into scheduled calls that your reps have set up for themselves.

#ProspectingChat: Sales Messaging with John Golden of PipelinerCRM

Sales Prospecting Perspectives

Over at AG Saleswork''s Twitter account , we''ll be sharing inside sales messaging do''s and don''ts for your team. We''ll also be welcoming special guest John Golden, CSO of Pipeliner CRM , to discuss his experiences and tips Here are some details about today''s Twitter Chat: Date: Thursday, October 2, 2014 Time: 1:30 PM EST / 10:30 PM PST Hashtag: #ProspectingChat Topic: Sales Messaging Special Guest: John Golden. Q2: Give us an example of a good subject line for inside sales. What are some ways you can train yourself to leave better VMs?

Sales Prospecting Perspectives Weekly Recap - Week of November 29, 2013

Sales Prospecting Perspectives

Happy Friday, Sales Prospecting Perspectives subscribers! Today is Black Friday, but in between your online shopping for deals, you might want to check out some of our favorite sales and marketing articles this week! Be wary of these mistakes so you don''t have to return to trolling the job boards for potential sales candidates! How do you prepare for client calls?

$3.5 million per spreadsheet: Shocking Cost of Bad B2B Data Management

B2B Lead Blog

” The folks in attendance were serious about their craft, and their companies had each made an investment of at minimum $30,000 per year plus staffing and training to put the powerful capabilities of marketing automation to use in the organizations. But we marketers often cannot control the practices on the sales side of the fence, and this massively impacts our ability to show ROI.

How to Deal with Slacker Sales Reps and Optimize Sales Prospecting

Sales Prospecting Perspectives

Every sales team seems to have one of 'em, that sales rep with the ability to give marketing, their sales manager and the teleprospecting team a collective headache. It is not that this sales rep isn't adept enough to explain in great detail the benefits of a complex technology; it is that they seem to have difficulty completing some simple tasks that make the sales process more effective. Marketing, for example, may be wondering why the sales rep can't take the time to tie a forecasted opportunity back to a specific campaign.

Why Do Enterprises Struggle to Adopt Inbound?


While this shift in behavior has been a huge boost for small businesses looking to get in on market share, the result for larger businesses is a bit more ominous: They can no longer rely on the strength of their brand and the depth of their pockets alone to close a sale. Additionally, large companies can afford a massive outbound sales team for cold calling. million.".

PPC 24

Save the Date – Insider Summit 2012

Sales Intelligence View

If you are a sales or marketing professional responsible for lead generation and revenue, this years Insider Summit is going to leave you with real examples and training on how to do your jobs better. InsideView is the standard in sales intelligence applications helping more than 100,000 sales professionals , and over 1,000 market-leading companies including Adobe, AIG, BMC, Cap Gemini, Experian, and SuccessFactors. Increasing Lead Quality and Conversion by Building a Sales Intelligence Culture. Ways Sale Intelligence Helps Manage Sales Operations.

Three Ways Inside Sales Teams Inadvertently Sabotage Sales


As recently posted on SellingPower: Three Ways Inside Sales Teams Inadvertently Sabotage Sales. For many business-to-business (B2B) companies, inside sales reps (ISRs) and sales development reps (SDRs) are the first point of contact for inbound and outbound leads. They allow you to build pipeline faster and more cost effectively than your field sales team can.

Sales Prospecting Perspective Weekly Recap - Week of October 1, 2012

Sales Prospecting Perspectives

There are tools that inside sales reps can utilize too that can increase their productivity. Create templates and it syncs with most CRM’s. Last week I wrote an article on what some of your options may be to spend that remaining marketing budget as the end of year approaches and how those campaigns will effect your sales pipeline. In the post 4 Marketing Options For The End Of Year Budget And Their Sales Pipeline Impact I discuss spending on Trade Shows/Conferences, Webinars, Email Campaigns, and Teleprospecting Campaigns. Monday, October 1, 2012.

B2B Lead Generation Blog: Two new reports on marketing and lead generation

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. B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Motivating New Inside Sales Hires from the Get-go

Sales Prospecting Perspectives

Sales Prospecting Perspectives is very pleased to bring you a post from Laney Pilpel, Manager, Client Operations. Everyone knows that cold calling is not always the most glamorous job, so what is it that we do that makes the business development representative role enticing right from the start? There is nothing worse than a drawn out training process that bores a new hire.

Is Your Senior Inside Sales Rep Ready For A Promotion?

Sales Prospecting Perspectives

When I started in 04' and we shared a small sweat box we called an office consisting of 5 folks dialing for dollars. With 5 previous years of inside sales experience under my belt, I assumed I would have a profound and immediate impact on the organization expecting that I could immediately help to grow our existing customer base. At the time however, I had a bit too much pride to fully accept the fact that maybe I hadn’t fully developed every skill required to make it happen in inside sales. Are they offering to train new hires? last month…yesterday

Helping Your Inside Sales Reps Meet And Exceed Their Goals

Sales Prospecting Perspectives

” I often get responses like “I would stay late to make more dials” or “I would ask a high performer to sit in with me on calls and make suggestions.” ” There are some obvious ways that you can make your reps better through one-on-one training and by tweaking messaging and so forth. Along with the training, however, I like to turn to our CRM as a tool to increase the number of opportunities our reps uncover. Use your mass email tool within your CRM system to get some quick hits.


An Interview with Jonathan Block from SiriusDecisions


The thought was to create as many outbound programs as possible in a given time frame, gather all the hand-raisers you could, dump them into sales and repeat as much as your budget would allow. Today, the field marketing mantra has changed to one of quality, embracing the concept that better leads will be worked more reliably by sales, lead to opportunity and closed business more often, and consequently improve marketing’s measurable contribution to the business. What role do you see sales playing in the success of marketing automation? However that is far from accurate.