Trending Sources

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.

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.

Exciting new tools for B2B prospecting

Biznology

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? 

Content Methodology: A Best Practices Report

company’s content across the enterprise. for their audience’s attention, including major publishers and media companies. suppliers, and can help facilitate corporate communications and build company culture. the experts on prospect needs. This virtuous circle is only possible when the company works to build a culture of. for the company’s newsroom. Content.

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.

How Your SMB Company Can Adopt ABM Tactics

Act-On

We keep hearing that ABM is recommended for mid-sized companies and above, or rising brands with high lead volume. You just need to be laser-focused on accounts that matter to your company. So, here is a breakdown of how you can use account-based marketing, no matter what size your company is. We want to be just like them. But, we’re afraid we won’t fit in. No, it doesn’t. That

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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.

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?

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 […].

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.

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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.

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.

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.

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.

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.

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.

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

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.

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.

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?

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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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.

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. 

4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

4 Measures To Find Out If Your Prospecting is Effective. 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. By Sean Burke. CEO, KiteDesk. Is it high?

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.

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.:

Square Peg, Round Hole: Align Prospects & Employees to Company Goals

Sales Prospecting Perspectives

It’s been eleven years since my business partner and I founded AG Salesworks with the goal of helping sales and marketing teams succeed through identifying and delivering their ‘ideal’ prospect. The prospect has identified a pain and it looks like you can help solve that pain. Companies that are fortunate enough to enjoy high growth are under pressure to grow their team.

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.

At Visionary Companies, Storytelling Runs Deep

Content Standard

Many companies die young, having never gained traction either because their entrepreneurs misunderstood or mistimed their markets, or because they could not deliver compelling new solutions that met market needs. In short, the business practices and processes that worked when their companies were small start to break. But informing our company about story craft was not enough.

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.

Druva Chooses Infer to Predict Highest Potential Prospects

Infer

Like many of our customers, Druva has grown rapidly in recent years and needed a better way to evaluate and prioritize good prospects for personalized follow up. The company chose Infer Predictive Scoring to take the guesswork out of the equation and better predict its highest converting leads. We’re always happy to welcome another customer to the Infer family.

Top Ways to Attract Prospects

LEADership

Using multiple, siloed data sources makes it difficult to really get a clear view of a customer, which can stop a company from really offering consistently relevant customer experiences. No one wants their company to be associated with an embarrassing gaffe on social media. Not only does it look bad for the company, but it may even affect their reputation and sales.