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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 simultaneously attract new prospects and retain loyal customers

Biznology

Because it’s much tougher to “switch brands” when it comes to complex B2B products and services, B2B companies make the mistake of taking their customers for granted. loyal customer is not made through the deliverables, the products, or the metrics, though those things do matter. Your prospective customers will notice how you treat current customers. Sealed the deal.

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.

[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. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. and prospects. content.

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?

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. This is the equivalent of product dumping.

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. Your email needs to be complete on the smallest of screens, since in this interconnected-can’t-be-without-my-phone age, that’s likely the place that your prospect will read it.

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 Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. and prospects. content.

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.

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.

9 Willpower Workouts to Maximize Your Productivity

Hubspot

According to author Robert Pozen, regular exercise increases productivity. Although you might put an emphasis on going to the gym for that reason, are you putting enough energy into arguably the most important muscle affecting your productivity -- your willpower? Willpower Workouts to Maximize Your Productivity. 1) Eat a hearty meal. Productivity Daily Syndication

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? Perhaps those acronyms are easier because the difference between a prospect and a lead is debatable. Ways To Get To Know Your Prospects With Segmenting.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. Manage the customer experience: great content alone won't save a lousy product or cumbersome experience. Don’t just talk about your product or service. time for B2B marketers to let go of their obsession with perfect production. and prospects. content.

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. If they aren''t a good fit now, does that mean they will always be unqualified for your product or service? These are three important tips to remember when nurturing prospects. Understand Your Prospects’ Buying Cycle. Tell, Don’t Sell.

6 Tips for Productive Prospecting

Marketing Action

Craig Rosenberg is working on a book, “Tips for Sales Prospecting Into Small Businesses,” for Radius ( radiusintel.com ), and asked me to contribute a few tips. I’m posting them here, and if you’d like to contribute your favorite to the discussion, just leave a comment below. It’s time to unearth some new opportunities…it’s time to pick up that phone and go prospecting.

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

Will I scare prospects away asking too much too fast? If your prospects are truly that interested in the area you are looking to help them improve upon, they are going to be willing to share this information with you, at least at a high level. If they aren’t, odds are they weren’t the best prospect for you to begin with. The answer to these questions is No.

Salesforce Tips for Moving Prospects Down the Pipeline Faster

Sales Prospecting Perspectives

Even the most enthusiastic customers and prospects can turn away from a deal if something else catches their eye. The longer a deal sits and does not move through the pipeline, the more apt a prospect will be to lose interest. If you can''t keep your appointment, give your prospect or customer a reasonable reason why you need to reschedule as far in advance as possible.

How long should your online business video production be?

Biznology

But what is the optimal length of an online business video production ? What is the golden rule for how long an online video should be for business? A B2B promotional video that is made for lead-generation, like a landing page, needs to be quick; whereas a online business video production that is used during, or as a follow up to a presentation is very different in length.

How to Be Productive After a Long Weekend

Hubspot

How to Be Productive During a Four-Day Week. Plus, this system helps you avoid multitasking , which is estimated to cost businesses billions of dollars in productivity loss each year. Make sure you’re holding a productive meeting by keeping the meeting short and making sure to recap with follow-up materials via email. Productivity Office Life TOFURemember tip #6?

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. It doesn’t come from the prospects; it comes from the sales reps themselves. Inside sales managers should focus on inspiring confidence in their teleprospectors through product training, role-playing, and establishing a solid sales methodology. Why: Think content.

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? 

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. 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. Without a solid introduction, you won’t be able to get your prospect engaged. Get out there and proactively go get your prospects

How to Have the Most Productive Q1 Ever: 11 Helpful Tips

Hubspot

Productivity is one of those things that's too general to master quickly. All of those goals fall under the "productivity" umbrella. Depending on where you are in your career, and what your goals are for the first quarter, you might have different productivity goals. 11 Tips for the Most Productive Q1 Ever. 1) Invest in personal assistant apps. Not sure where to start?

8 Powerful TED Talks on Designing a More Productive Life

Hubspot

For many of us, achieving peak productivity can seem like a Sisyphean struggle. While accomplishing tasks is certainly part of the picture, being productive isn’t just about checking items off a list. Inspiring TED Talks That Will Change How You Think About Productivity. 1) “Try Something New For 30 Days” by Matt Cutts. Morieux thinks we’re facing a “productivity crisis.”

7 Simple Hacks to Kickstart a Productive Day

Hubspot

Start your mornings off right and set yourself up for a productive day with these seven quick morning motivation exercises. According to research from the Health Enhancement Research Organization , people who have consistently healthy diets are 25% more likely to have high job performance and 20% more likely to be more productive. Productivity Daily SyndicationWe get it.

Marketers Need to Focus on Prospects' Behaviors, Not Demographics

It's All About Revenue

Marketing is often about treating the largest groups of prospects and customers the same. We use demographic data, but we don't always look at our prospects' behaviors that indicate their intent. Paying attention to prospect intent is key to that transformation. This is how we scale. We aggregate data. This is one of the ways to become a modern marketer. To analyze! 1.

Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. Generally, the product/service manager (PM) is responsible for determining what the future offering should have from a feature/function capability. They will gather customer feedback, listen to the market thought leaders, consider competitor products and try to foresee future needs. Better product/services released quicker helps everyone.

No Internet, No Problem: 12 Tips for Staying Productive Offline

Hubspot

But believe it or not, there are ways to stay productive without internet access. 12 Ways to Stay Productive Without Internet. 1) Read articles offline. If you're at the office when your internet goes out, you could even swing by the desks of your colleagues in Sales or Services to ask them which questions customers and prospects ask them. 5) Interact with other humans.

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.

3 New Promotional Product Campaign Ideas for Your B2B Marketing

B2B Marketing Traction

Are you wondering if promotional products or giveaways make a difference? Last week Flora Taub , my friend and promotional products rep for Geiger in Southern California, sent me an email with a fun new idea – selfie sticks! Get some customer-produced video testimonials about your products or services? Selfie stick video or photo social media campaign.

How Do We Find People Who Are Ready to Buy Our Product?

The Point

A prospective client asks: “What are the best demand generation strategies for finding people who are ready to buy our product?”. My response: Finding highly-qualified, late-stage prospects has less to do with demand generation channels or tactics, and much more to do with content. The post How Do We Find People Who Are Ready to Buy Our Product? No it doesn’t.

Buy 85

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. APIs can load data from other sources, potentially including other CRM marketing automation products, Web logs, order processing, call centers, media impressions, and pretty much anything else. The company was founded in 2013 and released early versions of its product that same year.

5 Best Productivity Tips to Maximize Sales Development Reps' Time

Sales Prospecting Perspectives

It is essential that we manage our time in the most productive and efficient way possible in order to hit our goals, stay organized, and keep our clients happy. Responding first thing in the morning also gives prospects the whole day to get back to you. Creating a morning routine like this one is a great way to be productive while your cup of coffee wakes you up!

5 of my favorite productivity apps

Biznology

This isn’t a review so much as simply a subjective sharing of some of the tools I use — and want to use — on a daily basis to make my work — and personal — life productive, collaborative, and organized. Photograph or clip articles, pages, and content that gives me business ideas or that I might want to give to prospects and clients. It makes my head swim.

The Productive Marketer's Guide to Better Team Collaboration

Hubspot

How many different productivity tools do you use? Optimal productivity really boils down to efficient team collaboration, especially for SMBs. Check out the tips below on how to collaborate better, and more productively. The Productive Marketer's Guide to Better Team Collaboration. 1) Avoid designating a project manager. What helps your team work more productively?

A Structured Day in the Life of an Outbound Prospecting Rep

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest blog from Gareth Goh , Content Marketing Manager at InsightSquared. If you have a team of outbound prospecting reps, spare a minute to give them some love, attention and empathy. Structure helps your reps avoid going on “autopilot,” where they just make calls without actual prospecting or planning. Shoot for 30 now.

22 LinkedIn Hacks That'll Make You More Productive [SlideShare]

Hubspot

Once considered a social platform solely for networking, LinkedIn has proven itself invaluable for a wide range of other uses: marketing, recruiting, sales prospecting, hiring, and research, among others. Here's how: Prospecting just got a whole lot easier -- and that's just the beginning. How to find prospects you already have something in common with. I'll give an example.