Trending Sources

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. Lead Rate % - # of leads passed divided into # of quality conversations (Average is 2-4%). Lead Rate. Wrong. Connect Rate. & 7.3%

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.

New Outbound Prospecting Insights for Your Sales Development Team

Sales Prospecting Perspectives

Are you a B2B inside sales or sales development representative looking for a benchmark against which to measure your sales prospecting strategies? Are you a team lead or manager hoping to see where your team stands on the outbound sales spectrum? If so, The Outbound Index™ is a must-read for you as you prepare your B2B sales prospecting strategies for 2015.

[VIDEO] How to Get 30% Response Rates with Prospecting Emails

DiscoverOrg

If you’re getting 30%+ of your prospects to reply to you, you can probably stop worrying about it as much, but if you’re getting less than that, then what I am about to share with you could be a game changer. What Makes a Good Prospecting Email. Whether you’re in sales or marketing , you’ve probably spent a lot of time thinking about your email messaging. Watch the Video.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. and prospects.

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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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.

How to simultaneously attract new prospects and retain loyal customers

Biznology

Your prospective customers will notice how you treat current customers. When your prospects see how you treat your loyal customers, they are going to want to join your club to get the same VIP treatment. Showcase how you treat your loyal customers regularly on social media, your website, and other places (online and offline) where your prospects frequent. Sealed the deal.

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. How to Write an Effective Sales Prospecting Email. Samantha Goldman’s post in January was the most popular post on Sales Prospecting Perspectives in 2014. With leads for our new email templates skyrocketing, we’re not very surprised.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. and prospects.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Should Salespeople Prospect Anymore? 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. The question is, as a sales manager how should you structure your sales team’s expectations around prospecting?

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%.

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.

Lead Generation: Does your teleprospecting deliver value to prospects?

B2B Lead Generation Blog

Tweet Lead generation teleprospecting is the art of acquiring sales-ready leads for a sales staff. My goal for today’s B2B Lead Roundtable Blog post is to hopefully influence your approach to lead generation with a few insights that you can use to determine where to find the most improvement in your teleprospecting efforts. Do you deliver value and mitigate anxiety?

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. and prospects.

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). What Is A Prospect?

Lead Generation: How to speak the language of your prospects

B2B Lead Generation Blog

Tweet At Lead Gen Summit 2013, Keith Lincoln, Vice President, SmartBear Software, discussed the importance of speaking the language of your customers, and, more importantly, when to say nothing at all. “If you’re ever tired of hearing from us,” the email read, “you can opt out.”. Keith explained that they already captured the lead, and the lead was using a free trial version of the software.

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. Instant red flag and if I was a prospect receiving a call, I would have hung up. When prospecting, you should personalize your messaging, tailored to the specific company and target contact. Once again, as a prospect, I have hung up.

B2B Sales Prospecting: Remember to Finish Listening!

Sales Prospecting Perspectives

Combining his extensive front-line sales experience with the latest Cognitive Behavioral Therapy research, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results. The Prospect-to-Buyer Disconnect. Most people do no listen with the intent to understand, they listen with the intent to reply.”. Stephen R. Covey.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that. Currently we have a bunch of leads sitting in that “contacted” stage.

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? 

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. Or can they slowly become a lead by means of a strong lead nurturing campaign? These are three important tips to remember when nurturing prospects. Some Leads Aren’t Sales-Ready. It can lead to wasted time and wasted profit.

Tools and Tips for Outbound Sales Prospecting

Modern B2B Marketing

Author: Ernesto Castillo In my last blog , I explained why account-based marketing is important in outbound prospecting and how it should be used for account profiling and prioritization. In In this blog, I’d like to take it to the next level and touch on the importance of adding outbound prospecting into your sales development structure and processes. Tips for Outbound Prospecting.

B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects

B2B Marketing Insider

This report will be the foundation for the coming quarter’s Content Marketing strategy and more importantly demonstrate Marketing’s commitment to the Sales organization to drive net-new leads via thought leadership. The post B2B Marketers: Wrong Way To Make The Right Impression On Your Prospects appeared first on Marketing Insider Group. All is well in […].

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. The first step in your lead qualification procses is to think about your script document, and more specifically, the qualification questions you want to ask.

Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs

Biznology

All sales leads are not equal. know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads. The report revealed a lead generation waste count of roughly 50 percent.

Lead Generation: 2 questions every marketer should ask themselves about prospect motivation

B2B Lead Generation Blog

Tweet The most important factor to keep in mind when creating your landing page is your prospects’ motivation. Highly motivated prospects can make for highly motivated leads if your landing pages deliver the right message to the right prospect at the right time. However, it’s the prospects who are not highly motivated that you need to worry about. Who are my prospects? First, you must ask yourself, “Who are my prospects, and where are they in the purchase cycle?”. The window shoppers – These are prospects who are very early in the sales cycle.

Lead Statuses and the Importance of Moving Sales Prospects in CRMs

Sales Prospecting Perspectives

There are multiple campaigns to work on simultaneously, and in order to stay organized, we have to use lead statuses. believe that lead statuses are one of the most important fields to fill out on a prospect’s page. There are reports you can run to show how lists are broken down by lead status in order to go over progress with your client.

Are Your Prospecting Strategies Standardized?

Sales Prospecting Perspectives

Many of them seemed to abandon traditional prospecting strategies when the mask of a phone was lifted and confronted with face to face interaction. This is the same exact goal that business development and lead generation teams have. Here are some strategies that translate seamlessly from teleprospecting to prospecting for potential prospects at trade shows: Proactive not Reactive - If you talk to any inside sales professional about sitting around and waiting for inbound leads as a best practice, they will laugh. Why would that strategy differ?

B2B Marketers Are Turning Away Prospects

Digital B2B Marketing

According to recent research from IDC, lead generation is a top B2B marketing priority , and in the next four years Sirius Decisions predicts 75% of all registrations will be captured online. One of the primary ways B2B marketers capture leads online is asking prospects to register for content. Your Turn How else do marketers turn away prospects? Only 40% share webcasts.

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. What value are you going to provide to the prospect? Are you really trying to call East Coast prospects at 3:30 Pacific time?

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads. There is a better way.

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Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Tweet At MarketingSherpa Lead Gen Summit 2013 , I had the privilege of sitting in on a session with Todd Wilms, Head of Social Strategy, and Adriel Sanchez, VP, Demand Generation, both of SAP , as they discussed how they use a business model called “social business” to help their teams across the globe engage local audiences. Sales leads as you know them are changing. Tip #1. Tip #2.

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. Outputs from 6Sense can include lists of new prospects (not in the client’s existing database), lists of current prospects organized by purchase stage and ranked by purchase likelihood, lists of individuals within each company, and key indicators that drive each company’s score.

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?”. In this B2B Lead Roundtable Blog post, we’ll look at three factors you should consider when crafting value propositions that you can use to aid your lead generation efforts.

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.

Sales Prospecting In The New Year With A Data Scientist

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Amanda Maksymiw , Content Marketing Manager at Lattice Engines. According to a 2013 study from CSO Insights , two-thirds of companies are struggling with lead generation. Let’s take a look at a few sales prospecting tactics and the impact of data science to ensure success in the New Year.

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.