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Prospecting data accuracy

Biznology

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. Our latest study published this week shows that prospecting data is surprisingly accurate—well over 90%.

5 Prospecting Strategies for Obtaining Sales Context

Sales Prospecting Perspectives

My job as an SDR is to extract these essential pieces of Sales Context for my clients while also nurturing a relationship with my prospects so they feel comfortable discussing their current environment and any pains they may be experiencing. Here are 5 prospecting strategies that I employ to obtain Sales Context during every conversation I have. 1. Maintain an open dialogue.

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%

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. Liking.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. and prospects. customer/stakeholder goals of my company, and what do I need to make. But B2B companies will need to invest.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world.For more than three decades, Jeff has guided executives and sales teams in large and small companies across the globe to embrace their discomforts and deliver BOLD sales results. Stephen R. Covey.

12 Noteworthy Examples of B2B Companies on Instagram

KoMarketing Associates

So, what does this mean for B2B companies? This is the key element I am referring to: Instagram allows companies to tell their story without any interruption. As I previously mentioned, Instagram is a key social media platform for B2B companies to start and/or strengthen their brand storytelling. Instagram is a social media platform unlike any other. Microsoft. HootSuite.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

The Telephone Is the Most Powerful Sales Prospecting Tool. By Jeb Blount, author of Fanatical Prospecting. KEN: This blog post is from my friend Jeb Blount, his new book is a must read for your sales book club: Fanatical Prospecting. For thousands of salespeople, picking up the phone and calling a prospect is the most stressful part of their life. Disproving the Myth.

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.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. and prospects. customer/stakeholder goals of my company, and what do I need to make. But B2B companies will need to invest.

How to Prospect Warm, Inbound Leads

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Patrice Morrison , a Business Development Representative at AG Salesworks. As an inside sales rep, the majority of my prospecting has been encompassed around cold calling. My role is to connect with recent trade show attendees, webinar attendees, prospects that have responded to email promotions, or downloaded whitepapers from my client’s website. Many of the "prospects" I communicate with are already my client’s customers. Therefore, here are few tips for prospecting inbound leads. 1.

Father's Day Prospecting Reminder: Empathize & Create Relationships

Sales Prospecting Perspectives

It’s important for anyone who wants to be successful in inside sales to remember that, above all, your prospects are human. never truly grasped or fully appreciated what my father did as a programmer or manager until I started prospecting into IT. I’d like to think that when someone finds use for my solution, I often help to alleviate those moments for them too.

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. Some companies may not even touch those 20 leads. Tell, Don’t Sell.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. Will I scare prospects away asking too much too fast? If they aren’t, odds are they weren’t the best prospect for you to begin with. How do you define yours?

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 […].

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Collaborate with industry influencers: marketers must creatively build advocacy and content amplification outside the company as well. and prospects. customer/stakeholder goals of my company, and what do I need to make. But B2B companies will need to invest.

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. What drives our company culture at AG Salesworks is transparency - with employees, customers, and readers - so we want to show you what’s been performing well this year on our blog. How to Write an Effective Sales Prospecting Email. What are yours?

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. And it costs your company leads. It doesn’t come from the prospects; it comes from the sales reps themselves. It’s not enough to have a company name. What value are you going to provide to the prospect? It starts with a hesitation.

The Prospect-to-Buyer Disconnect

Sales Prospecting Perspectives

client of mine presented a difficult but common challenge this week: “We’re seeing the same numbers of prospects as we have over the past several months; we’re just not converting the sales.”. Her statement is based on the idea that a consistent flow of new prospects should translate into a steady stream of new sales. Been there? Oh, that it were so easy. The Pain Motivation.

4 B2B Sales Prospecting New Year's Resolutions for 2015

Sales Prospecting Perspectives

Here are a few resolutions to help kick off your B2B sales prospecting on the right foot in 2015. 1. Use the start of the new year as an excuse to check in with prospects. Just as people set personal goals for the new year, so do the companies that you are calling into. Remember that the new year gives you an excuse to reach out to all of your prospects to check in.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. Mike''s presentation, “4 Tips to Power Up Prospecting in 2015,” blew me away. We’ll review each tip one at a time—but first, let''s see what they are: Mike Weinberg’s 4 Tips to Power Up Prospecting in 2015: Part 1: Tip #1 Believe it works. Mike is unashamedly passionate AND practical about prospecting.

The Greatest Prospecting Campaign I’ve Ever Run

Vidyard

No … this isn’t a Quentin Tarantino movie (though that sounds kind of awesome), this is the story behind the greatest prospecting campaign I’ve ever run. Today I work for a software company called LeadIQ that helps make it really easy for sales teams to find lead data off the web, and get it into Salesforce. Mullets, rock ‘n roll, and bank robberies. But enough of the preamble.

Top 5 Email Prospecting No-Nos

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Chris Snell, Inside Sales Manager at Care.com. Here it is: I’m not that great at getting responses to my prospecting emails. Case in point: Weekly, I get an email from someone trying to tell me that our website has poor SEO rankings on Google, and could we talk about what his company can do for us. Every.

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?”. What you are actually offering is hype, bland-vertising and the creature comforts of company jargon that only you understand. It’s all about connecting prospects to the right value.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Company: A large, well-known insurance carrier. In Treatment A, the focus was on building trust by mentioning the size of the company as the fifth largest carrier. Test phone calls to learn more about your prospects. Value Proposition: What motivates prospects to buy from you? Consequently, wouldn’t it make sense to test and optimize this process? Results.

How to Write an Effective Sales Prospecting Email

Sales Prospecting Perspectives

There are a few things you can do to help your emails get noticed by prospects. The people you are trying to connect with receive a lot of prospecting emails, and a few of those emails definitely compete with what you are trying to discuss. believe you need to keep prospecting emails short no matter what. This is an easy way to introduce a prospect to your organization.

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. We also clarified that users can extract company-level profiles including attributes (industry, revenue, etc.) and key activities (Web site visits, topics researched) and scores at both company and individual levels. Stages are defined in consultation with the client.

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? Some companies get all fancy and use terms like MQL (marketing qualified lead) and SQL (sales qualified lead). How do you get to know your prospects?

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

sent out an email to the company describing what I was doing. 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? Tweet One day at the office, I decided to put a dollar bill on my cubicle wall.

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B2B prospecting data just keeps getting better

Biznology

B2B marketers typically select targets from prospecting lists based on such traditional variables as industry, company size, and  job role/title. To get an understanding of the depth of data available to B2B marketers for prospecting, we invited a set of reputable vendors to open their vaults and share details about the nature and quantity of the fields they offer. 

5 Tips for Inside Sales Reps When on the Phone with New Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Gillian Sontz , Business Development Representative at AG Salesworks. When cold calling - which actually isn''t that different than warm calling with the right preparation - it''s important to make a strong first impression on new prospects. They may have never even heard of your company before.

6 Email Prospecting Tools Every Inside Sales Rep Should Be Using

Sales Prospecting Perspectives

As an inside sales rep, your call plans most likely include effective email prospecting strategies. You’re inundated daily by messages from clients, prospects, marketing, and more. It’s no surprise that email takes up 28% of the average workers’ time, according to McKinsey & Company. For many inside sales reps, email is one of the most powerful prospecting tools.

Sales Prospecting For Minutemen

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Business Development Representative Kyle Smith. One of the first rules of prospecting (and sales in general) is to know the company/vertical you are calling into and what specific pains you can solve for your targeted contacts. The same can be said for an interview; an interviewee should know the ins and outs of the company/vertical they are applying to. This student had no idea what we did as a company. Instant red flag and if I was a prospect receiving a call, I would have hung up.

How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at idaconcpts.com. These are the future decision-makers and purchase influencers that you will be battling for with other companies in a not-so-distant future. 3. An online presence is essential in today’s competitive sales environment. Clients hate to read. Stop it! 2.

Marketing Performance Benchmarks for Software/SaaS Companies

bizible

Today, for marketers at Software/SaaS companies, we compiled some key statistics from both reports, creating a one-stop shop of critical insights for two important digital marketing channels. This is especially true for companies that are using ABM strategies. For B2B software/SaaS companies, this can be extremely powerful for finding the right people. Different Strengths.

4 Tips to Power up Prospecting in 2015: #2 Commit to It!

ViewPoint

The Essential Handbook for Prospecting and New Business Development. After listening to his captivating and insightful presentation at the 2015 Virtual Sales Kickoff , I asked him if I could share his “4 Tips to Power Up Prospecting in 2015”: Part 1: Tip #1 Believe it works. Tip 2: Make a serious commitment to prospecting. No one defaults to prospecting. Simplified.:

Engage Prospects with Video Backed by Marketing Automation

It's All About Revenue

The big picture is that marketers are simply trying to have effective 1:1 conversations with prospects and customers. This means marketers are looking to approach the right person, at the right time, with the right information - without ever meeting the prospect or customer in-person. What digital format is closest to human interaction? Video! Marketing Automation

An All Too Typical Sales Prospecting Phone Message

Avitage

I attended a lead nurturing webinar recently. I’m always looking for insights, especially about how companies are thinking about content to support their many use cases. also like to experience selling from a buyers perspective. I get many sales prospecting calls, but usually for products or services I could care less about. delete and forget. Now let’s compare.

Sales Prospecting Perspectives Weekly Recap - Week of January 3, 2014

Sales Prospecting Perspectives

Happy New Year, Sales Prospecting Perspectives readers! And now here are this week''s posts on Sales Prospecting Perspectives! Thursday: Our CEO Paul Alves shared his process for creating inside sales goals for the company on Thursday in his post, Another Year in the Books: Setting Inside Sales Goals for 2014. Paul Castain shared some reality going into the New Year.

Sales Prospecting Perspectives Weekly Recap - Week of February 28, 2014

Sales Prospecting Perspectives

Happy Friday, Sales Prospecting Perspectives readers! Home in on the customer journey using big data to really know your customer or prospect. In fact, B2B companies can teach B2C a thing or two about marketing. And here are some of our blogs you might have missed this week: Monday: On Monday, we published Buyer Personas and Company Goals: How to Research Your Marketing Plan.